business trust

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I am a new sales who only do business with foreigners. I feel I was deceived by a Italy customer,also my first customer. Last month he informed me to prepare 2 samples, and agreeed to pay for freight fee.I was so happy andy careful to arrange sample production,and then i sent him a email to inform freight payment. To my disappointed, he didn't reply me any more.And i called to him office many times,but his assistant said he was not in at the moment,and i left messege,no replies either. Samples have been ready,but no use. I was trust of him, but he just ...... I know is my fault to arrange sample production before in receipt of payment. how to build business trust?