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(business) sections of most foreign embassies have directories of companies located intheir countries.Sources of Credit InformationCredit reports on foreign companies are available from many private-sector sources and from theU.S. Commercial Service. For help in identifying sources of credit reports, contact your nearest U.S.Commercial Service office.U.S. Commercial Service OfficesExperienced U.S. Commercial Service personnel—Commercial Officers and their local staff—canprepare International Company Profiles or help with background reports on foreign companies.The InternetYou can often find company information through your favorite search engine. However, payattention to the sources of the information you find, because search engine results may notalways be recent or accurate.Conducting Business InternationallyCompanies should be aware of basic business practices that areessential to successful international selling. Because cultures vary,there is no single international business code. The following basicpractices, which transcend cultural barriers, will help your companyconduct business overseas.The biggest complaint aboutU.S. suppliers by foreign buyers?“Failure to ship as promised.”Keep PromisesThe biggest complaint foreign importers voice about U.S. suppliers is failure to ship as promised.A first order is particularly important because it shapes the customer’s image of a company as adependable or an undependable supplier.Be Polite, Courteous, and FriendlyIt is important to avoid undue familiarity or slang, which may be misinterpreted. Managers andemployees of some overseas companies feel that the usual brief U.S. business letter is lackingin courtesy.Personally Sign All LettersForm letters are not satisfactory.Chapter 17: Selling Overseas & After-Sales Service195