了解客戶信息的三個步驟
1、與客戶前期接觸可以問的問題,主要與客戶基本信息相關
(1)Nature of Business, 業務性質,如:
Importer, trading company, distributor, buying office, agent, retailers, marketing service
(2)Core business/industry, 主營業務
(3)Main market, 主要市場,
2、基本了解后,若與自己公司主營業務比較接近,可深入接觸,了解對方實力。
(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、更深入了解對方市場,貿易背景
(1)Distrubution Channels
(2) Major Customer
(3) Any trade background with China before
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