When not doing so due to special circumstances, you should explain the reasons and offer your apologies. Before you send a delegation, make absolutely certain that the people you will be talking to have the authority to make decisions. Although Chinese companies are increasingly autonomous in their decision making, the vast majority are still state owned, and in some cases executives must get approval from superiors in either the government or the party before making a decision. If the person whom you meet is in this type of situation, concrete action may be slow, and you may have to make multiple trips to China before you know whether your endeavors will pay off. Therefore, be sure to talk with everyone who can make or break the deal, including local party and government leaders.
China is an enormous country, and business procedures vary from one province to another.
Generally, businesses in the southern provinces of Guangdong and Fujian are the most likely to have authority to deal directly with foreigners. Shanghai is also relatively free of government interference. Beijing is still notorious for bureaucratic meddling in business affairs, and you should be prepared to deal with government and party representatives when doing business there. No matter where you are going, it is best to request to see a company's business registration documents verifying its right to do business with foreigners before you send a trade delegation. Little serious business will be accomplished on the first day of a delegation's visit to China.