了解客戶(hù)信息的三個(gè)步驟

1、與客戶(hù)前期接觸可以問(wèn)的問(wèn)題，主要與客戶(hù)基本信息相關(guān)
（1）Nature of Business, 業(yè)務(wù)性質(zhì)，如：
Importer, trading company, distributor, buying office, agent, retailers, marketing service

（2）Core business/industry, 主營(yíng)業(yè)務(wù)

（3）Main market, 主要市場(chǎng)，

2、基本了解后，若與自己公司主營(yíng)業(yè)務(wù)比較接近，可深入接觸，了解對(duì)方實(shí)力。
(1）Establishment history

(2) Key persons/titles(manager, director)

(3) Number of employees

(4) Annual turnover in recent years

(5) Your longterm strategy/vision

(6) Organization chart (administration, Sales team, Marketing team)

3、更深入了解對(duì)方市場(chǎng)，貿(mào)易背景
(1）Distrubution Channels

(2) Major Customer

(3) Any trade background with China before