商务英语应用文课件刘菁蓉 ISBN9787566302045 PPT 3creditcredibility.pptVIP

credibility Questions to ask yourselves after you have found your potential clients? Will you do business with any potential trading partner you find? Will you always trust your regular customers? Is it necessary for you to know the credibility of your customers no matter it is new or old? 某年，日本一家公司向大连一家公司进口了价值1000万人民币的鱼干，这是双方合作史上最大的一笔买卖。这家日本公司在国际上实力雄厚，信誉卓著，索有“海品之王”称号。双方已做了5年的生意，对其资信情况，中方自信比自己的公司还信任。和往常一样，日本公司要求付款方式是远期付款交单(D/P after sight)。但是实际上，“海品之王”虽然表面上门庭依旧，实际已即将破产。中方虽然隐约听闻此事，仍是按老规矩办。最后，钱货两空。因为受打击过重，大连公司全年业务被迫停顿，累及上百家渔户歇业，就差让银行封门了。 美国进口商APEX公司拖欠了四川长虹467?50万美元(相当于人民币38.66亿元)，直接导致四川长虹2004年每股亏损1.7元。 Loss from business frauds in China “以我国总出口6000-7000亿美元计算，我国企业每年的海外坏账为300亿美元，保守一点减半计算，也有150亿美元，相当于人民币1200亿人民币。” 财富时报 Reasons for loss 有意欺诈的拖欠款占60%；产品质量、数量或交货期有争议的占25%；属于我方外贸企业交易严重失当及管理失误的占15%；交易人员私下默契台底交易占2.5%；其他性质占2.5%。 Who suffers most? 我国对外贸易客户信用风险导致的国际拖欠所涉及的企业以国内的全资中资企业为主体。具体结构为：?80%来自国内的企业，其中的50%为国有外贸企业，30%为私营外贸企业；另外20%来自三资企业。从企业结构中，我们可以明显了解到我国外资外贸企业的信用风险管理意识和水平相对要优于中资的外贸企业。  What’s your answer to the questions just asked ? How to solve the problem? Business practice 1.Free information Our own judgment Online comments from other businesspeople When is this way adopted? 2.Paid information Banks and credit companies Specific occasions in which credit investigation is highly necessary To learn the customers’ background and operating status if the customers are new To learn the operating status and financials of existing customers or regional agents for regular periods, especially if the credit policies are adjusted or credit limit should be re-evaluated When the customers require to change credit limit, trading manners or volume of orders If default of payment occurs If trading partner faces restructure of enterprise or adjustment of managerial personnel A practice of your judgment What’s your suggestion? How to write a credit consulting letter Point out your problem clearly Mention your request politely Ensure the confidence of