了解客户信息的三个步骤

1、与客户前期接触可以问的问题，主要与客户基本信息相关
（1）Nature of Business, 业务性质，如：
Importer, trading company, distributor, buying office, agent, retailers, marketing service

（2）Core business/industry, 主营业务

（3）Main market, 主要市场，

2、基本了解后，若与自己公司主营业务比较接近，可深入接触，了解对方实力。
(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、更深入了解对方市场，贸易背景
(1）Distrubution Channels

(2) Major Customer

(3) Any trade background with China before