Foreign trade salesman

Foreign trade salesman

Foreign trade clerk is a salesperson engaged in foreign trade business. Foreign trade salesman examination is the fifth job training and certification exam in China's commercial industry following international business qualifications (foreign salesman), international freight forwarders, international business vouchers, and foreign trade merchandisers. Foreign trade clerk is the staff responsible for the signing and performance of import and export contracts.

The foreign trade salesman examination is an exam introduced from the balanced needs of China's international trade development. In order to standardize the training of foreign trade clerk, the quality and ability of foreign trade clerk employees will be further improved. In accordance with the relevant provisions of the "Law of the People's Republic of China on Administrative Licensing Law" and the guidelines of the "Eleventh Five-Year Plan for Strengthening Talents Commerce" of the Ministry of Commerce, the China Institute of International Trade of the Ministry of Commerce organized a "foreign salesman" nationwide since 2006. The training and assessment and certification work aims to train most foreign trade practitioners to obtain qualification certificates through training, and gradually implement a certificate-based employment system throughout the country to fundamentally promote the healthy development of the entire international business sector. In order to do a good job of this work, the National Foreign Trade Salesman Examination Center was established in particular. The examination center is located in Hangzhou, Zhejiang Province. Its main responsibilities are: Under the direct leadership of the China International Trade Association, it is specifically responsible for the national foreign trade salesman qualification examination, and keeps abreast of the latest policies and requirements of the Ministry of Commerce and the China International Trade Association on the development of national foreign sales clerk training and examinations; Responsible for the preliminary examination of the application of training points and examination sites for foreign trade clerkes around the country; undertaking the tasks of national foreign trade clerk exams, marking, score registration, statistical analysis of the results, establishment and management of test questions, etc.; undertaking “national trade clerk trainer” Training and organizing work; organizing the implementation and guidance of provincial paper transport, arrangement of examination room, maintenance of examination room order and confidentiality work, etc. [1].

Chinese name Foreign trade salesman Foreign name Foreign trade salesman Interpretation Sales staff engaged in foreign trade business requirements Love foreign trade work, never give up professional knowledge Production process has a detailed understanding

table of Contents

1 Job responsibilities

? Proofing in time

? accurate quote

? Positive contact

? Establish the concept

2 Professionalism

? Basic mentality

? Basic qualities

? Professional quality

? Excellent foreign trader

? Make friends

? Frequently Visited Forums

? Invest in learning

? E-commerce

3 Career requirements

4 Work content

5 Working Rules

? Preparation

? Customer reception work

? Customer visits

? Customer contact business

? Organize quotes

? Open domestic orders

? Develop domestic orders

? Business workflow

? Customer maintenance development

? Other related responsibilities

6 Employment Prospects

7 Professional skills

8 job description

9 experience

Job Duties Editor

Timely proofing

According to the customer's request, specify the proof sheet in writing. On the proof sheet, four elements should be rigorously clarified: product number, raw materials, color matching and practice. The format of the proof sheet should strictly refer to the format of the large goods order, ie, the item number-color-number should list the forms, but not any other format. The proof sheet shall be signed by the manager of the Ministry of Foreign Trade before being able to arrange proofing. When the manager of the Ministry of Foreign Trade is absent, the person designated by the manager of the Ministry of Foreign Trade shall sign it. If the XX mold or hardware mold is to be opened, please contact the manager of the Foreign Trade Department. If proofing requires the purchase of new raw materials or accessories, it should be notified in writing to the purchasing department. If there is a minimum order quantity involved in the procurement process, the manager of the Ministry of Foreign Trade shall immediately report to the manager of the Ministry of Foreign Trade to determine how to deal with it.

After the sample is completed, the sample should be carefully reviewed. Before sending it, it must be photographed and stored in a computer file. If it is a new customer, whether the sample is charged to the customer, how much is charged, or whether the courier fee is prepaid or payable, the manager must be consulted and decided by the manager. The general principle is: If there is a small amount of sample, the sample is free and freight will be paid. If the number of samples is large, sample charges should be taken into account and the freight should be paid.

Accurate quote

Strictly grasp the "nuclear price list" and accurately report the sales price of the US dollar. Under normal circumstances, as long as the nuclear price list can grasp two kinds, one is the "general trade nuclear price list", and the other is "the feed processing nuclear price list." The nuclear price list is, in principle, provided by the Ministry of Planning. When the clerk asks the planning department for the price list, he should get the Excel electronic format instead of the printed paper. After receiving the nuclear price list provided by the Ministry of Planning, the salesman shall conduct verbatim verbatim to check if there are any possible errors. In particular, it is necessary to be able to see obvious mistakes. For example, if the amount of an XX Pikang paper is found to be 5 yuan, and the amount of an XX linbu is 1 meter, the plan department should be informed immediately and the plan department should immediately correct the mistake.

When the Department of Planning fails to provide the nuclear price list in a timely manner, the customer must immediately provide a quote, the salesman should immediately start to collect the corresponding nuclear price data, and make an accurate nuclear price list.

The clerk must see clearly whether the formula for calculating the profit and sales profit rate in the nuclear price list is correct.

Profit = U.S. selling price X exchange rate X 0.96 - cost

Sales profit rate = profit ÷ (US dollar selling price X exchange rate) X100%

After the selling price of the US dollar is determined, in principle, it must be reviewed by the manager of the Ministry of Foreign Trade before it can provide an external quotation. If an individual customer requests a commission, the salesman must clearly report the circumstances of the matter to the manager of the foreign trade department. The manager decides how to operate.

Positive contact

Actively maintain contact with customers and prompt customers to place orders early. After the sample is sent to the customer, you should check whether the customer has received the sample on the express delivery page. After confirming that the customer sample is received, the customer should immediately send a letter to the customer. It is very polite to ask the customer to evaluate the sample and ask if the customer has the order. may.

Establish the concept

Clerk should always firmly establish the "order is the command" of the corporate philosophy. After the customer places an order, the salesman should sort out the Chinese order at the first time and immediately send it to the relevant department. After the customer places an order, the salesman should immediately put down other matters that are not very important, and devote himself to the analysis of the customer order, focusing on the four elements of "number-raw material-color matching-practice" and the final confirmation when proofing. Check (If necessary, communicate with the proofing again). If any customer confesses, you should immediately send an e-mail to confirm with the customer in writing. After the customer confirms, the Chinese order will be printed and delivered immediately. From the time of receiving the customer's original order to the delivery of the Chinese order, the whole process can be solved in half an hour. It can't be solved in one hour, can be resolved in one hour, and can't be solved in two hours, and so on. The entire process can not exceed 48 hours. If the clerk happens to be at rest during the period, he will unconditionally rest. If the customer’s original order is unclear, the salesperson does not respond within 4 hours of the work time after sending the e-mail. At this time, the salesman should do two things immediately: first, call the customer and urge the customer to Written reply as soon as possible; Second, oral report to the manager of the Ministry of Foreign Trade, explain the situation, such as the manager of the Ministry of Foreign Trade made a new proposal, immediately according to the manager's request to do it.

The release scope of the Chinese order should be clearly displayed at the top of the order. The standard format for displaying the issuance scope is “Shenfa Arthur (1), Zhang San (6), Li Si (3), Wang Wu (6), Qian Liu (5), Zhao Qi (1), Li Ba (1) Of 23."

Chinese language orders should absolutely prevent vague language, such as "the same as last time", "like last year", "relevant departments" and so on.

In the lower right corner of the Chinese order, the salesperson should manually sign his name and not print his name on the computer. The autograph by hand indicates that the clerk has thoroughly reviewed the contents of the order and has not made any slight mistakes, indicating that the clerk has fully assumed responsibility for the order.

Of course, another important indicator of the order's final confirmation is the customer's 30% deposit, or the letter of credit. If the deposit or letter of credit is not in place, an order may be issued to allow the planning department to calculate the materials first. However, the procurement department must be informed in writing of "Notice of purchase of all materials".

Professional literacy editor

Basic mentality

1) Love foreign trade and never give up;

2) Standing on the customer's position to think about problems and do things;

3) Hard work, open-minded learning;

4) Have good self-confidence and have goals.

Basic Quality

1) Familiar with export business operation process;

2) Excellent written English, good spoken English, and business communication with the client;

3) Be familiar with common international etiquette;

4) Familiar with the daily communication English, the reception of guests shows a good self-cultivation and professional quality;

5) Familiar with common office documents, such as: Word, excel, Photoshop, Powerpoint, Outlook, AutoCad, etc.; able to use office equipment such as fax machines and copiers;

6) Being able to draft standard faxes and letters, able to independently complete the examination of letters of credit, and formulating the correct export documents according to the letter of credit;

7) Dial and answer the phone to show a good corporate image.

E.g:

Domestic scenario simulation:

Dial the phone, you should say: Hello, I'm xxxxxxxx Co., Ltd. Ministry of Foreign Trade xxx, is it XXX? Then cut into the question.

To answer the phone, you should say: xxxxxxx Co., Ltd. Hello, I am xxx, what can help you?

Foreign scenario simulation:

Call: Hello, this isxxx, from xxxx Co., Ltd. May I speak to Mr /ms xxx?

Answer the call: Hello, this is xxxxx Co., Ltd. I’m alex. May I help you?

Professional Quality

1) We can be very familiar with the products of our factory, have a detailed understanding of the production process, can make accurate judgments on product quality, have a certain understanding of the main materials of the product, and can independently prepare a reference for the company's CATALOG supplier; Professional quotations; organization structure that is familiar with factory operations.

2) Have a good understanding of competitors' products; have a correct understanding of the entire industry; have a detailed understanding of similar products abroad.

3) Have a complete understanding of the relevant product testing standards.

4) The guest's intention can be judged from the tone of the guest.

5) Ability to make advance arrangements for the guests' visits; to be able to lead the guests independently to visit the factory; to answer the questions of the guests ingeniously.

6) Actual experience in the operation of exported goods.

7) It is possible to independently introduce products and companies to customers and answer them correctly and professionally.

8) The professional design concept of export goods packaging and signs can ensure that they meet the needs of export goods.

9) For orders being executed abroad, provide a detailed production plan notification sheet with the production department and related departments. [1] 

Excellent foreign trader

For those students who want to study well in foreign trade, or want to enter a friend who is interested in becoming an excellent foreign trade clerk, what you need to do is to learn textbooks in combination with reality. How do you learn it?

Make friends

They are good mentors, even better than your teachers, and maybe they will not help you for free. You should learn how to help yourself by improving yourself, for example: looking for information, translation, and the like. By the way, you can get the contact information of many foreign trade elites from the FOB Shanghai Forum, and you must have eyes that are good at discovery.

Frequently Visited Forum

Recommended FOB Shanghai Forum, Alibaba Traders Forum, Transnational Trade Forum, TOXUE Trade Forum. From these places, you will find a huge difference between your books and reality. You know, knowledge is updated quickly, and your textbooks are often outdated. In the forum, you can discuss with others, help others, or ask questions. For example, in the FOB forum, you can ask for help, remember to use a clear title, direct question, so that others see the title will know if they can help you. You can ask Baidu for help if you have problems, or you can help others at Baidu. If you are in the Alibaba forum, you better use Ali to ask questions. Because you can get more attention. When you ask a question, you need to pay the wealth value, and answer the question correctly to get the wealth value. So you will understand "to get, pay first" and this is life. So you will find it more interesting, so it will inspire you to study harder.

Invest in learning

Pay attention to the latest popular books on international trade. You need to invest in your studies, which is worth it. Do not be limited to your so-called classic textbooks, and you should be able to easily access the Internet and learn computer technology. Even if you can't afford to use a mobile phone, you must think of ways to get a computer. Without it, you will be left behind.

E-commerce

The school may not teach you e-commerce knowledge, but for foreign trade it is essential. There is an e-commerce section at the FOB Forum, where you can get a lot of the latest practical learning materials. There is another way, blogs on Baidu blog site, will help you learn how to promote the site, and how to write popular articles.

The most important thing is to think constantly and you will find your own unique way. The opinions of others can only be used as a reference.

Recommended website: World Trade Talent Network of the World Trade University.

Professional requirements editor

Foreign trade clerk generally requires college education or above, trade, language, or finance related professional qualifications, and relevant qualification certificates such as the qualification certificate for export salesman, customs broker qualification certificate, and international trade certificate are even more important.

Work content editing

The work of foreign trade is arduous, and the business people who are the backbone of the company can only accomplish their work better by clearly understanding their work content and understanding their job responsibilities. For the daily work of foreign trade business personnel, summed up the following four aspects.

First, business personnel in the foreign buyers of the inquiry, before making product pricing, should understand the basic customer information, including whether the end-user, annual purchasing capacity, consumption area, and product use, specifications and quality requirements, whether our company can Production and so on. This work, with the development and application of foreign trade management software, and the continuous improvement of information tools, has been able to automate statistical displays. Foreign trade management software has such features.

Second, for foreign mail, fax, in principle, within 24 hours reply; special circumstances need to be extended, it should promptly explain to foreigners and probably the time needed. Foreign trade clerk has a lot of work. There are so many inquiries and emails. It is inevitable that they have forgotten. However, with the continuous improvement of foreign trade management software functions, the system can automatically remind business personnel: which mail did not reply? Which emails haven't been tracked for a long time? This plays a good role as a reminder.

Third, for foreign product prices, in principle, according to the company's financial department after the accounting of the price list (export); company financial department based on market conditions and production costs, regular accounting, product price adjustments.

Fourth, for a large number of orders, foreigners can accept prices lower than the company's announced price, business personnel should be reported to the department manager approval implementation; department managers can not be approved, approved by the general manager to implement.

V. For C&F and CIF quotation, we need to handle transportation, insurance, or need to carry out statutory inspections. Business personnel should contact relevant intermediaries in advance to determine. Selecting an intermediary should consider business proficiency and service efficiency.

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