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中东市场概况简析：
中东地区是一个蓬勃发展的庞大市场。欧美市场目前是世界上最发达、最成熟的市场，但这个市场的竟争十分激烈，商品趋于饱和，加上进口关税及贸易壁垒的限制，后来者或者中小实力企业很难进入。纵览当今世界，唯有中东和非洲市场是一个充满商机、前景良好的热点市场。其中，中东主要包括阿联酋、科威特、沙特、伊拉克、也门、阿曼，巴林、卡塔尔、叙利亚、黎巴嫩、苏丹等海湾国家，每年的贸易总额达2000亿美元。
中东市场客户注意点
1、通过各种渠道，认真了解中东市场和中东市场客户背景，不要急着邮寄常规样品，在完全了解客户要求的情况下，再考虑有步骤、有秩序的进入。市场竞争一定要遵循合理性和有序性，要脱离低级的恶性竞争，走向质量和品牌竟争的发展道路。不要一味的追求订单数量，懂得向订单高质量、高附加值发展。
2、进入中东市场后，面对客户询价，不要轻易降价。这里的进口商大多采用多方询价，取其价低者。而且他们还善于取巧，甚至以同一出口国某一公司的报价去压另一些兄弟公司，以便从中渔利。所以企业应考虑在合理的利润范围之内，做好售后服务工作。在合同的询价单中，列明产品的详细特点，包括质量保证期限，是产品报价包含原始附加值和售后保证两个部分。另外产品的报价从简单的材料报价逐步向品牌和服务附加报价，以增加产品的附加值。
3、当地进口商一般要求看样成交，甚至对他们曾经进口过的商品，成交前仍然要求看样。所以我国展商或者考察人员注意在推销轻便商品时，必须携带样品；对于巨型商品的推销，最好能有图片、样本和详细的文字说明。
4、当地进口商一般要求报价迅速，如果拖延一、二天仍有没有回音，对方可能会马上失去兴趣，转向别处询价。因为他们的进口渠道多，同类商品竞争激烈。除了特殊的独家经营商品之外，进口商有大量的选择余地。当地进口商经常抱怨我国某些外贸公司反应迟缓、长时间没有回音，以致失去了合作的机会。
5、国内厂家即便与中东商人建立了企业信任关系，最好也不要轻易放货，以免由于对方无法支付货款而给企业造成损失。如果在中东有办事处，事情就非常容易解决：提单做出后再付余款，到办事处再将提单转交给客人，这样基本上没有什么风险。如果没有办事处，传统外贸就采用前T/T或者信用证，对于外贸电商的朋友来说选择的方式就比较多了，如PP、环讯等。但是中东商人其实不习惯采用信用证的方式，金额比较小的就用前T/T；金额大的一般采用定金结合T/T。
6、合作伙伴都是一点一点积累起来的，一开始下单不会很大，但是随着时间和信任度的增加，他们就有可能成为大客户。中东商人信誉还是不错的，他们的购买习惯一般是每种不同的商品先买一点试销，哪一种产品的销售情况好再大量购买等等。
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