Foreign Trade Salesperson Novice Matters Needing Attention

Stage 1: familiar with products

Good salesmen have excellent professional knowledge, and enterprises often ignore this problem and directly pull salesmen into salesmen. This brings not only material loss but also loss of reputation to the enterprises. Because guests always feel that the company is not so professional, and it is not worthwhile to trust. Therefore, the operators of Chinese suppliers must have skilled professional knowledge and communication skills. A novice can hardly find the feeling of talking with guests, often answering questions, laughing and laughing, and most easily destroying the image of an enterprise.

Therefore, as a new industry contact, we must learn from the workshop, learn packaging, material composition, specifications, quality, etc. besides the quality and characteristics of the product, we also need to know the sample production time, sample preparation cost, delivery time, the time needed for the production, daily output, the number of machines, the size of the workshop, the time of work and rest of the workshop staff, and the management system.

Only in the first place.

It is easier for us to enter the second step and the third step to get the trust of our customers. Trust is the foundation of business. Every large enterprise will let employees work at the grassroots level for a period of time, so that employees can become the long-term talents of the enterprise and inspire the enthusiasm of their employees. I sometimes fall into such confusion that I am not clear about the products and how to do it. Only when the boss comes back can I give a definite answer. This greatly wastes the guests' time.

Stage two: familiar with product quotation and reply mail.

Here, the quotation is listed separately because the quotation really reflects many of our products. This is not only a recognition of our products, because it involves a series of factors such as material composition, specifications and outer box size. It is often seen that the salesperson's quotation is directly based on the guest's picture, or the product is directly selected to the guest in the product storehouse. But the guests' requests are different. Some guests think you are too high, exceeding their imagination, and think that you have made a big profit. In fact, the price level is due to the difference of the selected materials. Therefore, the first thing we should do is to manage the products and the quality of the products, so as to report a price suitable for his taste.

Quantity adjustment: the price should not only be reported according to his material requirements, but also be adjusted according to the quantity demanded by him. Sometimes the guests can not confirm the specific quantity. We often give the highest price. Why don't we give him a quantity of the price, give him more price space and more trade opportunities.

Product quotation: most of the salesmen have this problem. They always want to simplify the quotation, but we can not easily remove them. Because guests should know not only product prices, specific specifications, models, materials, sizes, specifications, packing methods, trading conditions, and pictures of products, but this quotation is very complete and will not be written directly in the mail: ND-2155:2.52$/PC FOB Shanghai.

It also makes the guests feel that you are not professional enough and not serious enough.

Reply to quote time: it is often required to respond within one hour of receipt of the mail, which is only for our working hours. Of course, it is only for our working hours. In reply to the guests in the morning, the European guests reply in the afternoon, and the American guests will reply in the evening. For the size of the guests, determine whether the mailbox is responding to the company's mailbox, responding to the enterprise's mailbox, and replying to the free mailbox. This gives the guests a habit of timely reply to information and makes the guests more value for your work method. Now the software is becoming more and more developed so that we will not open the box once every two hours, because it will automatically collect it, which will speed up the efficiency of our work.

Stage three: handling guest samples

　　当客人看中了我们的产品后,会要求我们寄样.这也是交易前的必备过程.但国内生产企业中很少有能达到客人要求的,常常以替代品代之,材料要换,外形要换,因为中国企业舍不得投资开发新客人,只想以现有的产品打开市场.这种开发客人是艰难的.因为我们满足不了外国客户的要求,所以十个寄样就有八个石沉大海,我个人以为企业的因素占得太大.所以,我们要审视自己是否能做这样的产品,如果能做,当然更好.如果不能做,我们也要如实相告,不应欺瞒客人.因为一旦交货后,不但会给客人带来痛苦,也会给自己带来痛苦,因为客人要索赔.我们的信誉也大打折扣,我们就很难与客人再有生意做.如果长期下去,整个企业就只会停顿,业绩停滞不前.所以我们一定要保证产品的品质.这不但给企业带来名声,也带来了业绩.我相信那些知名企业是靠质量撑起来的,不是靠低价竞争得来的.这样

Only in this way can enterprises be accepted by customers and grow stronger.

In addition to guaranteeing quality, we must accept the sample fee. Because it is time consuming and expensive to make a sample for our guests, we do not have to undertake entirely. But we have to promise that we will charge the sample fee for the first time to do business with the guests. But after the order, it will be returned. I believe the foreign guests will not be so stingy with the sample fee. So the order is also quite large, because the guests will think about the success rate of the order before the payment of the sample fee. The order rate will also increase to 80%, because the sample fee.

Small businesses operate outside the larger enterprises, because small businesses are unable to compete with large enterprises in terms of financial resources.

Stage four: confirm the sample and place the order.

After we have completed the crucial step, the guest confirmed the sample and gave us a very small order. We must grasp the production period, delivery date and quality control of the products. Timely feedback of the production message to the guests and timely Charter of the cabin, so that we can guarantee the delivery time and guarantee the quality.