How to use this pack Pre-course questionnaire 4 Table of resources 5 Units 1 lntroductory unit 7 2 You and your job 11 3 The right contacts 15 4 Tours and travel 23 5 Reporting - basic guidelines 29 6 Documentation 33 7 lnquiries from home 45 8 Sales representation 53 9 Loca! inquiries and tender invitations 61 10 Country profiles and market research reports 65 11 Using publicity 75 12 Press relations 81 13 Your own publications 87 14 Choosing exhibitions 91 15 Store promotions 99 16 Publicity decisions exercise 103 17 Exhibition arrangements 109 18 Promotional support for exhibitions 117 19 Exhibition management 121 20 Helping visitors 125 21 Trade missions 129 22 Visitors to your country 135 23 Trade complaints 139 24 Files and records 145 25 Manaying efficiently 151 26 Staff administration 155 27 Financial management 161 28 Concluding unit 165 Tape transcripts 167 Published by lnternational Trade Centre UNCTAD/GATT Palais des Nations CH 1211 Geneva 10 Switzerland Designed and produced by Tecmedia Ltd, Loughborough, United Kingdom