由埃里克・ Castro

一般來說，客商從中國應付對外貿易根據國際規則和章程。 然後不同的人民有不同的風俗和習性。 這是同一實際情形在他們的商業行為。 我們建議您應該給予更多注意對以下問題，當您在中國時在中國開始您的事務或換。

1. 對宏觀經濟學環境研究，對外貿易市場運動發展和動力學的重點。

因為您全部知道知道您的產品市場的重要性，在您進入它之前，它在中國市場的情況下是特別重要的。 雖然大家知道中國是一個巨大的市場根據人口和疆土，有一個巨大地理區別根據國民平均收入和人均消耗量。 一般來說東部海岸地區國民平均收入大於內在零件和大於西部鄉區。 所以徹底的市場研究是關鍵的在您的中國市場滲透的戰略的決定製造過程中。

2. 規定營銷和銷售戰略有中国特色。

在長的市場研究以後採取麥克唐納例如，它意識到大多父母從中國起初總投入他們的兒童的興趣，并且他們甚而有時損壞他們。 如此它的戰略為專門製作中國青少年年齡。 他們促進的手段包括電視Ads、傳單和生日聚會安排全部被瞄準對孩子從中國，因為他們知道當孩子決定食用起士漢堡時，他們的父母把他們帶對McDonalds』 s。 這表示，知道市場和人的行為在這個市場上是根本的。

3. 開展對地方夥伴信譽的全面研究。

As not all Chinese companies have sound financial standing, especially some firms may show blue in their accounting book, but the actual situation will not be as healthy as the book shows, so it is very important to visit your local partner before you commit yourself to the cooperation.

4. Understand fully the regulations and restrictions of import and export commodities.

The Chinese government organizations such as Ministry of Foreign China Trade and Economic Co-operation (MOFTEC) may provide this information. Please make sure you read through and fully understand them. MOFTEC has got a web site, which is www.moftec.gov.cn

5. Understand trade practices prevailing in China, such as payment terms and settlement of currency.

(1) Payment terms

Most China trading firms or mills can only accept payment in US Dollars and they would always ask for L/C at sight terms when you try to buy goods from Chinese supplier. Some firms now can try to accept L/C at 60 or 90 days, which gives the client, here certain length of finance credits.

(2) Shipment arrangement

Most client here would like to use sea shipment as it is more cost effective, only those items which need quick response to the marketing changes, such as fashion items, clients require shipment by air but usually shipment by air from China is very expensive. If it is sea shipment, the usual length from any Chinese port to any European Main Port is 4-6 weeks. So when you buy goods from China, you should also take time into consideration and make sure you can get your goods on time.

(3) Price terms

For visible China trading business, there are certain price terms (ex-works, FOB, CNF, CIF etc.) that are used for doing business with another country. For doing business with China, most Chinese firms tend to offer you price on CNF or CIF terms which means that the price they offer should include freight and/or insurance charges. Occasionally, if the buyer can make shipping arrangement, he could ask China to quote on FOB Terms.

(4) Quality issues

Quality control is a very tough task when you think of doing business with China. In order to achieve consistency in quality, most firms would like to pay frequent visits to the mill or employ quality control people locally if the quality requirement of the goods they need is of quite high standard.

6. Understand the importance of relationships in formulating effective business with China.

Building up close and cooperative relationship with your Chinese partner in both business and non-business environment is crucial to the success of your China business. You might have already heard a lot about this from media and newspaper. Here let me say, in certain sense it is true. People from China usually look for long-term, trustful relationship rather than short-term profit gearing.

This article was researched and produced by Posicionarte for China Trading Company , 2007

About the author
Author Bio: Eric Castro Mattas, is chief editor of Posicionarte researching and producing articles for China Trading Company. If you need products from China please visit www.chinatrading-company.com