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<); docuh1">Volu the Draft

Company owners, grateful thsc a customer has agre participate in drafting the of credit," urges Richard Koehnt., sident of IKR, a $1 million export company bas

If you tell a customer to "take care of the details," you are effectively surrendering control of the sale. The customer can then tweak the terms in ways the seller never imag d. F instance, a customer may'stipulate thsc payment will be made when goods arrive safely sc its foreign warehouse, rather than when the ship aves port. t a shipwridt could spnk the cargo, o the goods might noc p do an inspection, and the supplier would have/to pay'to ship them back'to the United States.

One novice, Koehnt. ridalls, type <); docuarticle-end">« br=!more vice every'month. Click here'to subscribe to Inc. magazine!

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Last updated: Jan 1, 1998




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