Certification Board of Governors

Certified International Trade Manager^® - Knowledge Requirements:

The following topics are defined as within this body of knowledge and are reflected in the knowledge assessment requirements stated for this certification. A person holding this certification will have satisfactorily passed an examination that demonstrates a high degree of knowledge of these topics and knowledge requirements.

Industry Standard: (1) Demonstrate basic knowledge and usage of international trade principles, concepts and processes. (2) Demonstrate in-depth knowledge in the specialty areas of international:

Marketing

Finance

Documentation

Strategic Planning

Logistics

(3) Demonstrate understanding of the supporting international trade related knowledge in the areas of: ethics, culture, international market research, and (4) Possess knowledge of how to develop an international business plan.

Global Culture

Marketing Research

International Ethics

Topic Knowledge Demonstrated

International Trade Terminology To understand the terminology and usage of terminology used in the import/export of goods and services, including Incoterms 2000

International Trade Documentation To demonstrate an understanding of the documents used in import/export and their usage. To understand the documentation needs of general goods being imported or exported.

Expansion of the firm to international markets To know how to determine if a firm should expand their effort to include import/export markets.

Analysis of product import/export potential To be capable of analyzing the import/export potential of a product or service.

International Market Research To understand the mechanics of primary market research: to be able to build a market survey instrument for import/export use. To know how to use secondary market research to make import/export decisions.

Establishing pricing for international markets To possess a basic knowledge of the principles of setting a product's price in a foreign market.

International Finance Tools Be capable of using the various financial tools, including letters of credit and other forms of payment and credit terms, used in international trade.

International Distribution Be able to assess and utilize all elements of the international distribution environment as needed to facilitate international trade.

International Business Resources Possess basic knowledge about the various organizations and other sources available to assist individuals and organizations in their efforts to import/export goods and services.

International Marketing

Specialized International Marketing Topics	Knowledge Demonstrated
General Marketing Concepts	To understand the purpose and mechanics of marketing and how marketing as a discipline fits into the organization's strategic planning process. To know the terms, concepts and practices used in modern business as they relate to global marketing. To know the differences between international marketing and domestic marketing.
Marketing Research	To understand the fundamentals of marketing research. To be able to design a research strategy and be able to construct a marketing survey instrument for use in the global environment.
Environmental Analysis in the Global Village	To be able to analyze the forces that shape a firm's marketing strategy. To know how country culture impacts marketing decisions.
Assessing Global Market Opportunities: Determining Marketing Potential	To have knowledge of how to analyze a company's marketing potential with a focus toward global opportunities. to be able to determine if a product has potential in a specific foreign market.
Global Market Strategies	To know the various global market strategies that can be used to meet market needs.
Monitoring and Control	To know how to establish marketing objectives, measure results (monitoring marketing activities) and control activities.
Global Marketing 4 P's	To know how to determine the price, place, product and promotion for a product or service for international markets.
Marketing Mix decisions in a global economy	To know how to develop a complete marketing plan, including marketing research instrument (survey), marketing mix decisions, marketing strategies and implementation strategies.

Culture

Additional Specialized International Marketing Topic - Culture Knowledge Demonstrated

The Core Concept of Culture To understand the roots of culture.

The Individual and Group Dynamics of Culture To know the dynamics of individual and group culture.

The Impact of Culture on International Business To understand the concept of culture and its impact on international trade.

Globalization and Culture To know various major cultural differences around the world and how they influence global marketing.

Cultural factors and Values impacting Global Trade To understand the impact of globalization on the concept of culture.

Cultural Specifics – Cultural Divide To be able to identify the cultural elements that are most likely to impact trade.

Managing Cross-Culture Effectiveness To be able to analyze the cultural forces that shape a firm's marketing strategy.

International Documentation

Specialized Documentation Topics Knowledge Demonstrated

Common documentation problems To have understand the most common documentation problems and ways to avoid them.

Various forms used in international trade To understand the usage of the most common forms used in international trade, including:

Global Import Duty/Tariff Schedules To understand the importance of correct documentation information and its possible impact on the valuation of shipments between countries

General Nafta & EU Regulations To know the general guidelines set forth in these two treaties and their impact on the documentation process

Livestock Export & Import regulations To be able to correctly document the shipment of livestock to meet the most common country requirement

Major Import and Export Trade restrictions around the world To know the major trade restrictions existing in the world today

Shipment Marking To know the way to insure that the marking on a shipment

Special Certificate requirements To understand and know the use of most often used Special Certificates now in use in international trade

United Nations - Green Earth Initiative To understand the impact of the Green Earth Initiative on the documentation requirement of international trade

GATT Threaty To be familiar with the GATT Treaty and how it applies to international trade

World Trade Organization (WTO) To understand the framework of the WTO and to appreciate the agreements that the members of the WTO ratified

Documentation dispute resolution alternatives To have a working understanding of the various dispute resolution alternatives that exist when errors in documentation occur

Computerized Documentation To assess the advantages and disadvantages of computerized documentation software

International Logistics

Specialized International Logistics Topics Knowledge Demonstrated

Air Freight as a Mode of Shipment To possess a working knowledge of Air Bills and the practical issues surrounding Air Freight as a means of transport.

Ocean Freight Practices To gain and understanding of how ocean transportation works

Intermodal Shipments Possess a working knowledge of intermodal transportation for international freight.

Understanding Logistics Documentation To know the shipping documentation form & forms processing requirements common to all countries.

Critical Regulations Effecting International Trade To know the source of regulations relevant to shipping goods internationally.

International Distribution Logistics: Supply Chain Management Be able to interact with all elements of the international distribution environment.

Insurance Issues Surrounding International Trade To understand the insurance sources & considerations related to shipping goods internationally. Regulations affecting ocean freight liabilities. How go place a shipping claim for damage or loss.

Incoterms and Other Logistics Terminology To posses a complete working knowledge of Incoterms and other important international trade terminology as it relates to logistics.

Managing Intermodal Shipments Be knowledgeable about the process of using intermodal containers and shipping.

Determining Packaging and Crating requirements for International Trade. To know the packaging/crating requirements for goods shipped internationally. To understand the uses and importance of labeling

Critical Issues About Warehousing – Customs Bonded Warehouses and Free Trade Zones Posses a working knowledge of Bonded Customs Warehouses and free trade Zones. To possess a working knowledge of automation.

Logistics Monitoring & Control To understand the current state-of-the-art processes and technology available to monitor and control the international trade logistics process.

International Finance

Specialized International Finance Topics Knowledge Demonstrated

Global Finance and its Environment Analyze the relationship of the finance professional and the other parties involved in international trade. Understand the international monetary system.

Management of Global Investment and Operations To know foreign direct investment (FDI) concerns' impact on international trade. To understand the decisions behind long-term capital budgeting in the global marketplace. To be able to analyze the intricacies of conducting business in foreign operations from the perspective of a finance specialist. To know the major financial documentation requirements commonly used when conducting international trade.

Global Banks and Financial Markets To be able to define the role banks serve in the international marketplace. To know the operational issues global banks must resolve in order to complete a transaction. To know the various international financial markets To be able to assess the major financing alternatives open to companies conducting international trade.

Global Finance Risk Factors and Risk Management To know the risk factors surrounding the financing of international trade. To be able to explain the implications of international currency exchange rates and their impact on international business transactions. To be able to perform the analysis of the various methods of risk management in global trade, such as hedging techniques to choose an appropriate alternative.

Short-Term Capital Management Issues To be able to quantifiably analyze all forms of payment used in international trade. To be able to examine the different payment methods used in international business, including the advantages and disadvantages of each method. To understand the implications of global accounting procedures. To know the diversity in global accounting procedures and their roots. To be able to summarize the significant influences of taxation on foreign operations.

Contemporary Issues in Global Finance To be able to analyze the current impact of e-commerce on the traditional financing alternatives and new tools used. To be able to discuss the future direction of global finance and its impact on the global marketplace. To know the impact of FTA and EU regulations on financing global transactions within those trading blocs.

Strategy

Specialized International Strategic Management Topics Knowledge Demonstrated

Strategic Management's value To possess an understanding of the value of strategic management in the overall management of the firm. To possess an understanding of the value of strategic management in the overall management of the firm.

Strategy as a Process To understand the process of strategic management and how to apply it to the managing a firm's international operations.

Strategic Environmental Analysis - internal & external To be able to perform an strategic internal and external analysis of a firm. To be able to analyze the forces that shape a firm's strategy. To be able to prepare a realistic company situation analysis.

Strategic Planning and the Global Environment To assess the importance of strategic management in the global environment. To gain first-hand practical knowledge of how to analyze a company's strategic position with a focus toward global opportunities.

Forecasting Demand To know how to use forecasting in the strategic management process.

Grand Strategies To be able use to the concept of Grand Strategies effectively in managing the strategic direction of a firm.

Strategy Implementation To know how to implement strategic planning throughout the organization.

Strategic Control To be able to apply strategic controls to focus the strategic direction of the firm.

Strategic International Business Plan To be able to individually develop a complete STRATEGIC INTERNATIONAL BUSINESS PLAN for a firm.

Ethics

Specialized Topics: International Ethics Knowledge Demonstrated

Ethics and Morals To understand the difference between ethics and morals.

What roll does Ethics play in international business? To understand the need that ethics fills at a personal and business level.

Majority View To appreciate the impact and importance of the majority view in maintaining an ethical business standard.

Rightness or Wrongness Feelings To appreciate the role of feelings in deciding moral issues

Conscience as a Ethical Indicator To be knowledgeable about the forces that shape conscience and conscience's role in conducting international business.

Culture and Ethics Possess an understanding of the moral implications of assigning ethical values outside of one's own culture.

Moral Judgment and Ethics To gain perspective in determination of each person's process of "rightness".

Ethics connection to Obligations, Ideals Consequences To realize the connection between ethics and obligations, ideals and consequences.

Forming an Ethical and Moral Position To know how to determine each person's own ethical and moral responsibility in an international business transaction.

Research

Specialized Topics: International Market Research Knowledge Demonstrated

The practical implications a firm's current situation on its ability to pursue global markets To know how to match the firm’s current situation with realistic global market opportunities and how to perform a competitive and it.

The steps needed to plan an import/export effort To have a working knowledge of how to plan an export effort.

Forecasting risk and market opportunities To be able to use common methods to forecast potential market opportunities. To appreciate the risks and uncertainty involved in a new exporting effort.

How does an Export Manager find markets? To understand and know how to perform primary and secondary market research in support of a marketing effort. Know how to analyze market research data, both primary and secondary, to address research questions in a timely fashion.

The role of research in supporting the export manager To possess a good understanding of the functional role of the export manager and how marketing research supports the export function.

The critical global logistics issues impacting the results of marketing research. To realize the importance of supply chain issues on marketing research for new markets. Using various sources of information, to be able to identify the various viable distribution channels facing the exporter.

Modern information technology To have a working knowledge of how to use and leverage the Internet and other global resources to perform market research. To appreciate the various sources available for secondary research material.

Using local, state and government agencies and organizations worldwide in the search for information. To possess an understanding of how to access information through government sources. o be able to interact with the various state and federal agencies as needed to complete the marketing research.

What are the first steps in assembling an Export/Import Plan? To understand the proactive steps needed before the “go” decision is made to export. To have a working knowledge of what components should be assembled in researching a potential market.

Knowledge Source:
Global Import Export Desk Reference Handbook. Editors. IIEI Press, August 2006

Designing and Managing the Supply Chain. Simchi-Levi, David, Philip Kaminsky, and Edith Simchi-Levi. Irwin/McGraw-Hill: San Francisco, 2003.

International Finance- Management Markets and Institutions. James C. Baker. Prentice Hall, NJ. 1998.

International Marketing (2002) (11^th Edition) Authors: Philip R. Cateora & John L. Graham. Irwin/McGraw-Hill, Boston, MA

Riding the Waves of Culture: Understanding Diversity in Global Business (1997) Author: Alfons Trompenaars McGraw-Hill

IIEI Materials Packet - 201 Editors: IIEI Press.

IIEI Materials Packet - 202 Editors: IIEI Press.

IIEI Materials Packet - 301 Editors: IIEI Press.

IIEI Materials Packet - 302 Editors: IIEI Press.

IIEI Materials Packet - 303 Editors: IIEI Press.

IIEI Materials Packet - 401 Editors: IIEI Press.

IIEI Materials Packet - 402 Editors: IIEI Press.

IIEI Materials Packet - 403 Editors: IIEI Press.
IIEI Materials Packet - 404 Editors: IIEI Press.

Knowledge Source Note: The textbooks shown as knowledge sources are available through your college or university bookstore or your favorite book reseller worldwide. IIEI Material Packets are available worldwide from participating education institutions and training providers. As new editions of the textbooks and IIEI Material Packets become available, they will replace those noted without notice.

© Copyright 1995 - 2008 Certification Board of Governors. All rights reserved. Certified International Trade Manager™is a registered trademark of the International Import-Export Institute. All domestic and international rights reserved.

Global Culture
Marketing Research
International Ethics

Topic	Knowledge Demonstrated
International Trade Terminology	To understand the terminology and usage of terminology used in the import/export of goods and services, including Incoterms 2000
International Trade Documentation	To demonstrate an understanding of the documents used in import/export and their usage. To understand the documentation needs of general goods being imported or exported.
Expansion of the firm to international markets	To know how to determine if a firm should expand their effort to include import/export markets.
Analysis of product import/export potential	To be capable of analyzing the import/export potential of a product or service.
International Market Research	To understand the mechanics of primary market research: to be able to build a market survey instrument for import/export use. To know how to use secondary market research to make import/export decisions.
Establishing pricing for international markets	To possess a basic knowledge of the principles of setting a product's price in a foreign market.
International Finance Tools	Be capable of using the various financial tools, including letters of credit and other forms of payment and credit terms, used in international trade.
International Distribution	Be able to assess and utilize all elements of the international distribution environment as needed to facilitate international trade.
International Business Resources	Possess basic knowledge about the various organizations and other sources available to assist individuals and organizations in their efforts to import/export goods and services.

Additional Specialized International Marketing Topic - Culture	Knowledge Demonstrated
The Core Concept of Culture	To understand the roots of culture.
The Individual and Group Dynamics of Culture	To know the dynamics of individual and group culture.
The Impact of Culture on International Business	To understand the concept of culture and its impact on international trade.
Globalization and Culture	To know various major cultural differences around the world and how they influence global marketing.
Cultural factors and Values impacting Global Trade	To understand the impact of globalization on the concept of culture.
Cultural Specifics – Cultural Divide	To be able to identify the cultural elements that are most likely to impact trade.
Managing Cross-Culture Effectiveness	To be able to analyze the cultural forces that shape a firm's marketing strategy.

Specialized Documentation Topics	Knowledge Demonstrated
Common documentation problems	To have understand the most common documentation problems and ways to avoid them.
Various forms used in international trade	To understand the usage of the most common forms used in international trade, including:
Global Import Duty/Tariff Schedules	To understand the importance of correct documentation information and its possible impact on the valuation of shipments between countries
General Nafta & EU Regulations	To know the general guidelines set forth in these two treaties and their impact on the documentation process
Livestock Export & Import regulations	To be able to correctly document the shipment of livestock to meet the most common country requirement
Major Import and Export Trade restrictions around the world	To know the major trade restrictions existing in the world today
Shipment Marking	To know the way to insure that the marking on a shipment
Special Certificate requirements	To understand and know the use of most often used Special Certificates now in use in international trade
United Nations - Green Earth Initiative	To understand the impact of the Green Earth Initiative on the documentation requirement of international trade
GATT Threaty	To be familiar with the GATT Treaty and how it applies to international trade
World Trade Organization (WTO)	To understand the framework of the WTO and to appreciate the agreements that the members of the WTO ratified
Documentation dispute resolution alternatives	To have a working understanding of the various dispute resolution alternatives that exist when errors in documentation occur
Computerized Documentation	To assess the advantages and disadvantages of computerized documentation software

Specialized International Logistics Topics	Knowledge Demonstrated
Air Freight as a Mode of Shipment	To possess a working knowledge of Air Bills and the practical issues surrounding Air Freight as a means of transport.
Ocean Freight Practices	To gain and understanding of how ocean transportation works
Intermodal Shipments	Possess a working knowledge of intermodal transportation for international freight.
Understanding Logistics Documentation	To know the shipping documentation form & forms processing requirements common to all countries.
Critical Regulations Effecting International Trade	To know the source of regulations relevant to shipping goods internationally.
International Distribution Logistics: Supply Chain Management	Be able to interact with all elements of the international distribution environment.
Insurance Issues Surrounding International Trade	To understand the insurance sources & considerations related to shipping goods internationally. Regulations affecting ocean freight liabilities. How go place a shipping claim for damage or loss.
Incoterms and Other Logistics Terminology	To posses a complete working knowledge of Incoterms and other important international trade terminology as it relates to logistics.
Managing Intermodal Shipments	Be knowledgeable about the process of using intermodal containers and shipping.
Determining Packaging and Crating requirements for International Trade.	To know the packaging/crating requirements for goods shipped internationally. To understand the uses and importance of labeling
Critical Issues About Warehousing – Customs Bonded Warehouses and Free Trade Zones	Posses a working knowledge of Bonded Customs Warehouses and free trade Zones. To possess a working knowledge of automation.
Logistics Monitoring & Control	To understand the current state-of-the-art processes and technology available to monitor and control the international trade logistics process.

Specialized International Finance Topics	Knowledge Demonstrated
Global Finance and its Environment	Analyze the relationship of the finance professional and the other parties involved in international trade. Understand the international monetary system.
Management of Global Investment and Operations	To know foreign direct investment (FDI) concerns' impact on international trade. To understand the decisions behind long-term capital budgeting in the global marketplace. To be able to analyze the intricacies of conducting business in foreign operations from the perspective of a finance specialist. To know the major financial documentation requirements commonly used when conducting international trade.
Global Banks and Financial Markets	To be able to define the role banks serve in the international marketplace. To know the operational issues global banks must resolve in order to complete a transaction. To know the various international financial markets To be able to assess the major financing alternatives open to companies conducting international trade.
Global Finance Risk Factors and Risk Management	To know the risk factors surrounding the financing of international trade. To be able to explain the implications of international currency exchange rates and their impact on international business transactions. To be able to perform the analysis of the various methods of risk management in global trade, such as hedging techniques to choose an appropriate alternative.
Short-Term Capital Management Issues	To be able to quantifiably analyze all forms of payment used in international trade. To be able to examine the different payment methods used in international business, including the advantages and disadvantages of each method. To understand the implications of global accounting procedures. To know the diversity in global accounting procedures and their roots. To be able to summarize the significant influences of taxation on foreign operations.
Contemporary Issues in Global Finance	To be able to analyze the current impact of e-commerce on the traditional financing alternatives and new tools used. To be able to discuss the future direction of global finance and its impact on the global marketplace. To know the impact of FTA and EU regulations on financing global transactions within those trading blocs.

Specialized International Strategic Management Topics	Knowledge Demonstrated
Strategic Management's value	To possess an understanding of the value of strategic management in the overall management of the firm. To possess an understanding of the value of strategic management in the overall management of the firm.
Strategy as a Process	To understand the process of strategic management and how to apply it to the managing a firm's international operations.
Strategic Environmental Analysis - internal & external	To be able to perform an strategic internal and external analysis of a firm. To be able to analyze the forces that shape a firm's strategy. To be able to prepare a realistic company situation analysis.
Strategic Planning and the Global Environment	To assess the importance of strategic management in the global environment. To gain first-hand practical knowledge of how to analyze a company's strategic position with a focus toward global opportunities.
Forecasting Demand	To know how to use forecasting in the strategic management process.
Grand Strategies	To be able use to the concept of Grand Strategies effectively in managing the strategic direction of a firm.
Strategy Implementation	To know how to implement strategic planning throughout the organization.
Strategic Control	To be able to apply strategic controls to focus the strategic direction of the firm.
Strategic International Business Plan	To be able to individually develop a complete STRATEGIC INTERNATIONAL BUSINESS PLAN for a firm.

Specialized Topics: International Ethics	Knowledge Demonstrated
Ethics and Morals	To understand the difference between ethics and morals.
What roll does Ethics play in international business?	To understand the need that ethics fills at a personal and business level.
Majority View	To appreciate the impact and importance of the majority view in maintaining an ethical business standard.
Rightness or Wrongness Feelings	To appreciate the role of feelings in deciding moral issues
Conscience as a Ethical Indicator	To be knowledgeable about the forces that shape conscience and conscience's role in conducting international business.
Culture and Ethics	Possess an understanding of the moral implications of assigning ethical values outside of one's own culture.
Moral Judgment and Ethics	To gain perspective in determination of each person's process of "rightness".
Ethics connection to Obligations, Ideals Consequences	To realize the connection between ethics and obligations, ideals and consequences.
Forming an Ethical and Moral Position	To know how to determine each person's own ethical and moral responsibility in an international business transaction.

Specialized Topics: International Market Research	Knowledge Demonstrated
The practical implications a firm's current situation on its ability to pursue global markets	To know how to match the firm’s current situation with realistic global market opportunities and how to perform a competitive and it.
The steps needed to plan an import/export effort	To have a working knowledge of how to plan an export effort.
Forecasting risk and market opportunities	To be able to use common methods to forecast potential market opportunities. To appreciate the risks and uncertainty involved in a new exporting effort.
How does an Export Manager find markets?	To understand and know how to perform primary and secondary market research in support of a marketing effort. Know how to analyze market research data, both primary and secondary, to address research questions in a timely fashion.
The role of research in supporting the export manager	To possess a good understanding of the functional role of the export manager and how marketing research supports the export function.
The critical global logistics issues impacting the results of marketing research.	To realize the importance of supply chain issues on marketing research for new markets. Using various sources of information, to be able to identify the various viable distribution channels facing the exporter.
Modern information technology	To have a working knowledge of how to use and leverage the Internet and other global resources to perform market research. To appreciate the various sources available for secondary research material.
Using local, state and government agencies and organizations worldwide in the search for information.	To possess an understanding of how to access information through government sources. o be able to interact with the various state and federal agencies as needed to complete the marketing research.
What are the first steps in assembling an Export/Import Plan?	To understand the proactive steps needed before the “go” decision is made to export. To have a working knowledge of what components should be assembled in researching a potential market.