Part I　Introduction

1. The importance of business relations

When it comes to a business, it is very important to form relationships. For all international trades, establishing business relations is the first step in transactions since customers mean source of profit. What’s more, enhancing business relations can create many great opportunities for a company, especially in terms of accelerating growth, building value, and entering new markets.

2. Channels for information of potential clients

Finding potential clients to set up business relations is a key step for any company and building business relationships will help you succeed. Generally speaking, such information is obtained through the following channels:

◆ Banks

◆ The Internet

◆ Chambers of Commerce both at home and abroad

◆ Commercial Counselor’s office

◆ Trade publication

◆ Market surveys

◆ Forum networking

◆ Referrals of other professional and trade organization

◆ Trade fair

3. Making credit inquiries

Since the seller would suffer a loss if the buyer is unable to make payment for the goods received, getting to know the buyer’s credit is definitely more important. Then making credit inquiries is an indispensable step in international trade. Status inquiries in foreign trade refers to letter in which the firms writing the letters request information concerning the financial position, credit status, reputation and business modes of the target companies. The purpose of making such inquiries is to establish business relations, and ensure that a deal can be made smoothly and successfully.

Sources of obtaining the above information about a new company are various:

◆ Banks

◆ Chambers of Commerce

◆ Credit Standing

◆ Trade references provided by the other party

建立业务关系是国际贸易业务中的第一步，也是很重要的一步。外贸公司要保持或扩大业务不仅要努力巩固已有的业务关系，而且需要不断寻找新的贸易伙伴。为了扩大业务范围，需要通过不同渠道掌握客户信息，如银行、商会、商务参赞处、贸易刊物、市场调查、网络论坛、展会等。