I (Meaning and importance of Exports) Unit Structure

 
(4) Poor Follow-up of Sales 
There is after poor follow-up of sales. The Indian exporters 
do not bother to find out the reactions of the buyers after the sale. 
They are also ineffective in providing after-sale-service. As a result, 
there is poor performance of India‟s export trade. 
(5) Poor Negotiation Skills 
Indian exporters, especially the small exporters lack 
negotiation skills. Due to poor negotiation skills, they fail to 
convince and induce the foreign buyers to place orders. The lack of 
negotiation skills is mainly due to poor training in marketing and 
negotiation skills. 
II) General Causes/Reasons 
 
(1) Poor Infrastructure 
 
The infrastructure required for export of goods is poor. Due 
to poor infrastructure facilities, Indian exporters find it difficult to get 
orders, and also to deliver the goods at the night time. The poor 
infrastructure facilities like poor port-handling facilities, inadequate 
warehousing facilities, poor transport facilities etc,. 
(2) Presence of Good Domestic Market 
In India, there is a good domestic market sellers find a ready 
market for their goods within the country. Therefore, they do not 
take pains to get orders from overseas markets. However, from the 
long term point of view, Indian marketers should look beyond 
domestic markets, and enter in the export markets. 
(3) Documentation and Formalities 
In India, there are number of documentation and other 
formalities. Due to the various formalities, some of the marketers do 
not enter the export field. Therefore, there is a need to simplify and 
reduce formalities and documentation work on the part of 
government authorities. 

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(4) Negative Attitude of Overseas Buyers 
Some of the overseas buyers, especially from developed 
nations have a negative attitude towards Indian goods. They are of 
the opinion that Indian goods are of inferior quality, and that the 
Indian exporters provide poor service after sales. Therefore, there 
is a need to correct this negative attitude through affective 
promotion and good marketing practices.