I. Summary of Self-Selected Book
My self-selected book was How to Succeed in Exporting and Doing Business Internationally this book discusses all the different steps to exporting. The first issue discussed was why do companies export. Next was how to conduct marketing research. Third was how logistic and financing. Lastly, it gave suggestion for getting started exporting such as agencies and the United States Commercial Services. The overall purpose of this text is to give valid reasons why companies should trade and illustrates the crucial steps to entering an international market successfully.
To start understanding why companies should export is key before understand how to export. There are several reasons why: competition, profits, and diversification of revenue. The text expresses that opening up business to the international business provides your company with more opportunity to expand. But opening to international markets also leads to more competition. However when you open your business up to international markets you open you business to more competition, which can then lead to an increase to profits. According to the text “For most companies, international investment is made to ensure survival and generate additional revenue.”(4, Sletten) Basically, although entering markets abroad enlarges your competition, you have potential for more profits and a diversification of revenue. Diversification of revenue is the idea that entering markets abroad is a form of investment for your company. So, international business provides additional revenue for your company.
After understanding why you export the text discussed how to go about entering international markets. Market research was the first topic. Market research is data that is formulated about companies in a particular industry domestically and abroad. The text discusses that the best way to obtain market research is by using agencies such as Commercial Services; where I completed my intern. It stated that the government is the best source for small businesses. This is because they provide a thorough service at low a cost. The next section was on logistics and financing. Logistics is basically how to get your product overseas in the hands of consumers. There are many items that go into making an export complete such as: dealing with freight fees, insurance, packing and shipping, and documents. Making sure all the necessary documents are completed and sent to their location is the most important feature in completing the logistics step in exporting. Once the logistics are completed then financing the deal is the next step. A company must seek financing from one of the many international finance companies or outside investors.
Overall after reading this book I found it very educational in having a better understanding of exporting. I also found that this text fit hand and hand with my internship because throughout the section on market research it use my internship as an example to explain where companies should research markets.

II. Description of My Internship
I had an internship with the United States Department of Commerce. I worked under the Commercial Services Department in Ventura County. The purpose of Commercial Services is to utilize public and private sectors to increase exporting by local firms. They accomplish this through marketing, trade opportunity programs and counseling. These strategies are aimed at assisting medium and smaller sized firms that want to enter international trade. They also assist firms in obtaining overseas representation for their products and services.
In the internship program I was able to learn a keen ability to understand global geography and the international business environment. There office is highly electronic with access to an international database and an advance telecommunication network. Throughout the program I was able to interact with firms, trade associates, and other organizations involved in international trade located in Ventura, Santa Barbara, San Luis Obispo and Kern counties.
As an export assistant intern I held many daily duties. I maintained projects ranging from coordinating market research to counseling foreign buyer seeking US products and services. In addition I also assisted walk-in visitors, handled telephone calls and answered correspondence messages via mail or email. Furthermore I learned to use and market Commercial Services information database as one of the initial services offered to potential exporters. I used this database that dictates the detailed economic trends and market analysis, which was used to help exporter identify their potential markets and develop strategies to enter the international market. I also maintain the database of client, and accomplish other standard office duties.
A typical day at the office consisted of many duties. When my day begins I would first check the messages and note who called and what their call was regarding. My next function was to check my email. Each day I received many emails from my boss and clients. The emails from my boss were my directions and task for the day. Whereas emails from client were usually questions regarding any business they had with us. My task consisted of market research that was complied and given to my client whom had requested this data and contact information. Throughout the day I would be answering any questions that client would have via phone and or email. After my day was over I would email my boss explaining my accomplishments for the day. Most everything was done via email because it was a way of keeping track of where I left off for the other interns and my boss to pick up where I left off. In addition sometimes we would not all be in the office together so it was a way for us to communicate.
A lot of the time as I was researching markets data and contact information there would be time when I need additional information to compile information for my clients. I would consult others for assistance. We shared our office with several other private companies that all intertwined with one another. Most of the time any questioned that I needed answered that my office could not compile I would consult the SBDC or the SCORE both are companies that assist in the exporting process. The SDBC deals more so with the logistic behind exporting.
I enjoyed this experience because this internship program provided an extensive hands on training that allowed me to handle my own clients and prepare me to obtain a permanent position their at Commercial Services. This internship allowed me to be exposed to the international industry. I was also able to see all the different steps that go into exporting goods. Overall this was a great experience.

III. Application of my Major in Economics:
I am an Economics Major and during my studies I found that the international courses I took throughout my major were the courses that interest me the most. So as I was deciding on an internship I choose to find one in the international sector. That is why I pick an internship at The Department of Commerce. After completing this internship I found that many of my studies helped me with succeeding in my internship. Considering that I was an exports assistance intern my major economics played an intricate role in my success as an intern. Courses that I found most useful were macro and micro economics, money and banking, international policies, collective use in data and international trade theory. All these courses and other general training that I received were very helpful in making my internship successful.
Exporting is one factor in international trade. To make an export possible it takes many steps. The first step is counseling and that is what Commercial Services provides for small businesses. In being able to provide accurate advice for exporting you must understand the market in which that company are providing commodities for. In addition to understanding the various markets, having an understanding of why companies want to export gives an opportunity to better help there needs. I learned that companies that have been providing goods and services for only domestic markets are finding that they are loosing out in the international markets and they could expand there business if they choose to export. Understand this concept and being able to advise exporting for particular businesses was crucial at my internship.
Once a client decided that they were interested in exporting there particular goods and/or service our agency would be required to compile information regarding their good and/or services they wish to export. After compiling all the data necessary there would be a thorough analysis of their commodity to identify which market they would enter with the greatest gain for their company. Once the market is determined it was my duty to contact and research any markets abroad that would be interested in the commodity that the company has to offer. After researching potential markets many marketing techniques went into play to gain their business for my clients. We used newsletters, flyers, emails, and phone calls to search for business for our clients. In relating my research techniques to my major many contacts and research was found and compiled by techniques I learned in collective use in data course which was a data processing class.
As stated previously there are many steps to making an export a success and market research is only the beginning. However market research is the major sector that The Department of Commerce deals with. When it comes to logistics and finance we refer our clients to other sectors for advice. Logistics are usually complied by the SBDC and financing is mostly done by AON finance services. Throughout my internship I was able to interact with both companies and learn the next step to exporting.
I found that many of my economic and business class came in handy during this internship as far as terminology and theories were concern. The classes that had the most effect were my international classes and collective use in data. From these classes and my internship I have learned that almost every company will gain from trade. With this theory in mind exporting usually tends to be a great investment for a company.
IV. The Student Intern’s Role:
A perfect person for this internship would be someone who can demonstrate self-motivation, with an eagerness to learn. In addition a keen ability to understand global geography and the international business is essential. The Commercial Services office was a highly automated with access to an international database and an advanced telecommunications network. Therefore, it is very important that any interested interns have fairly good knowledge of basic computer programs, standard office duties and compiling data is required.
Going through a typical day any interested intern would begin there day with checking there email for any assignments and/or messages from clients. Because your position revolves around telecommunications it is very necessary to have a thorough understanding of all the software they use. Commercial Services uses the basic Microsoft Offices (Word, Excel, etc.), WordPerfect, and Lotus Notes. All emails and or network are accessed through Lotus Notes. Lotus Notes is the most utilized software there. This particular software is very user friendly and therefore easy to learn. Another useful software is Win fax. Win fax is a facsimile program that allows our trade promotion letter and newsletters to go out to all prospective clients and interested buyers.
When doing market research the Database systems and the Internet are used to find “contact information” and send out information. Contact information is any information regarding potential buyers of the goods and/or services that my client is trying to provide abroad. This contact information is found on our many databases: CMS, National Trade Data Bank (NTDB), and Top 25 Market Reports. CMS is a database that is linked to all the Commercial Service Offices that hold a listing of all clients that we have transacted business with in the past. This information usually includes work history and the prime contact representative for that company. This program is the most utilized database out of them all. In addition to CMS we also use the NTBD, which is another worldwide database that can only be accessed by Commercial Service Representatives. This database and the Top 25 Markets Reports also provide contact information.
Initiative and self-motivation is crucial in this internship because there is not any one there to make sure you complete your task, it is just expected that you would complete your task. A typical assignment usually consists of doing market research, sending off newsletters and contacting potential clients about trade show/mission information. A trade show is an organized venture of one or a few industries that wish to get into the international markets. A trade mission is where a few companies in the same industry in the same nation come together to advertise their company’s need. These missions are usually done abroad but as an intern it was my job to create invitations and mailers to let companies know about this opportunity. After companies respond to my contact messages it was my job to make sure that all the necessary information was gathered to process there request to attend. In addition to handling trade show/mission work I also complied research information for clients. All of these jobs require outside work and time management. My supervisor would assign these tasks to me because he had other things that needed to be handled. Working there an interested intern needs to be self-motivated to get all the work done in a timely manner. Most trade mission/shows usually allow one or two workweeks to get everything organized and processed.
Initiative and self-motivation are not the only characteristics required by this internship; time management and being on time are mandatory. With this internship working at the office is not the only duty being able to complete your assignment and have time to attend regional meeting, trade shows and training conferences. So time management is very important because with all the days outside the office you assignment still need to be completed.
However initiative, time management, and self-motivation are not all that is needed but a positive and outgoing attitude is necessary. There office was like a family and very laid back. So any interested intern must have an attitude that can cope with teamwork and a family setting.

V. Career Potential in this Field:
Having a career as an Export Assistant would be an ideal position for me after completing this internship. To obtain a position as an export assistance a degree is needed in either economic or international business. A very important factor is the understanding of international business itself. Being able to know the different markets and which companies would benefit from trade is something that is mandatory; however that will happen in time. Having a position as a trade export also must be very familiar with all the programs that Commercial Services has to offer and be able to advise client which program is best for there needs. Most of all the export assistance that I worked under had all completed their Masters Degree, and the head of our sector had his Doctorate in International Economics.
In addition to a degree you must be willing to start from the bottom and work your way up. Commercial Services provides employment to interested applicants that can prove there knowledge and dedication to exporting. However after talking to other people that worked for commercial services I was told that the Government has place a hold on all hiring for commercial services until there is a change in the economy. But, ordinarily if you have completed the internship program you are automatically qualified to interview for a position there. Pending graduation I plan to apply for a position even though there is a freeze on hiring my supervisor said that it would not hurt to try.
There are many avenues to the importing and exporting business. I enjoyed the market research side of the business, however after spending time talking with the director of our office’s SBDC the logistic side of the business is more interesting. To deal with the actual handling of trades is a little more interesting to me than the marketing side. However meeting people form AON, which is an international finance company I found the finance side to catch my interest also. To be honest I am not sure which avenue I will take, but I know it will be in the exporting sector. I learned many things about exporting and met several contacts that could be potential employment opportunities for me. I really learned a lot from this internship and enjoyed it. I would recommend this internship to others.

Work Cited
Sletten, Eric. How to Succeed in exporting and Doing Business Internationally. New
York: John Wiley & Sons, Inc. 1994.


US Department Commerce
Exports Assistance Intern