Some Common Problems And Preparatory Work For Foreign Trade Process &Nbsp.

The foreign trade process is very important for some people who are engaged in foreign trade business at the beginning of foreign trade. It is clear that a good foreign trade is necessary. Foreign trade English is a prerequisite for foreign trade personnel to engage in good foreign trade business. A perfect foreign trade internship report also brings convenience to the employees' future work. Foreign trade experience is accumulated bit by bit, so doing a good job in foreign trade in foreign trade companies is not easy.

The following are some common problems in the foreign trade process, for your reference.

I hope these foreign trade knowledge can enlighten you.

Foreign trade process 1: contact the preparatory stage.

1, Q: do you want to know how to find better guests in the Internet?

There are a lot of mail every day. How can we distinguish some trustworthy guests?

Because we deal with a lot of mail every day, send pictures, quote or even send samples.

What do you think of these?

Answer: This is a good question.

We need to prioritized the daily mail, especially in the new customers' mail, valuable and potential customers need the first time, high quality reply.

To determine whether a new customer's mail is valuable, he can pay attention to whether he has these contents in his mail.

Customers' market

Whether it is our main market, potential market, target market, etc.

Is the information provided by the customer exhaustive?

Is there a detailed contact information?

Is there any introduction?

Is there an introduction to your company?

Are there detailed requirements for product purchase?

Is the quantity available?

Through the above details, coupled with the usual communication with customers, we can judge the priority of customers and the highest priority, so that our work can be more efficient.

2, Q: I always have doubts about developing foreign customers. Will they accept our cooperation in such a simple way?

Do we have no doubt about their easy acceptance? Does the terms of cooperation have a significant effect on one party? Will the terms of cooperation be beneficial to both sides? Will they really fulfill the requirements?

So so.

There are many problems we must consider.

In fact, there are few domestic and foreign companies that are suitable for cooperation. So we really need to wait until the "match" is the right time to find partners?

Answer: foreign customers usually don't simply choose a supplier, so they need to go through such a process when they start contacting with new customers, such as quotations, sample confirmation, trial orders, small orders, large orders, stable orders.

Sometimes, because of the excellent performance of suppliers or the urgent need of buyers, some buyers jump some parts, such as directly from the sample confirmation.

Many companies, especially large companies, will issue questions to enterprises or field visits (AUDIT) before confirming the quality of the products.

Unless the industry is very special, generally speaking, as long as the product is suitable for export, foreign companies that are suitable for cooperation will not be very few. We should not wait for the "match" to find partners. If so, until the climb up, the market structure may be changed and the market situation has changed.

In fact, "Gao Pan" is common in foreign trade.

Small companies can do big business. It is important for us to get promoted in contact with different types of companies of different sizes.

3. Q: what are the situations that help you to get in touch with new customers?

What ways do I know about the situation of new customers? What situations do I need to know before contacting with new customers? Is it appropriate to develop a new customer if the responsible salesperson is not competent enough to change a salesperson?

Answer: first of all, in this industry, we should know the big buyers and big companies in the industry.

In addition to these companies, for some companies that have not heard and do not understand, the best way to get to know their customers is to understand them in correspondence with customers and feel whether they are sincere, whether they are professional or not in the market.

Before you can accurately grasp the customer, adopt the way that is in your favor, especially the payment method.

If you think the customer is valuable, have potential, and contact is also ideal, you can invite customers to meet at the exhibition, visit the factory, have the strength, you can also consider visiting customers.

Changing business personnel is feasible, because we often find that the same customer is handled by different business people, and the results are often different.

For salesmen, we need to pay attention to the fact that the salesmen have a good understanding of the communication with the customer in the early stage, so that the customers feel that although they have changed their salesmen, it seems that they have only changed their names.

4, Q: how long does it take for a new salesperson to mature?

Is it the first thing to do to be an assistant first, then to learn the real skills or to do it alone or to learn by doing so?

Answer: my experience is that if the environment is good, the fastest 1 years can be simple and basic independent operation, but the formation of their own style, good command and development ability for at least 3-5 years.

It's best to learn while doing.

Foreign trade process two: Contact negotiation stage

1, Q: what should we first introduce when developing new customers?

Answer: introduction of the company and products.

The company introduces the strength of the company, the advantages of the company, etc., introduces the products, introduces the characteristics, advantages, positioning, grades, main markets, etc. of the products.

The introduction of the company and products will give customers a comprehensive and comprehensive impression and be more impressed, so as to achieve the desired results.

2, Q: do customers not like to change partners and suppliers easily?

We are suppliers. In fact, our customers are busy in the busy season. But now our company is ready to invest more capital in production lines. So I want to develop some new customers, especially through foreign trade companies.

But now we are in touch with many trading companies, and there are many trading companies with poor production capacity. But most of the companies are not able to make the offer after the initial contact.

Answer: through the export of foreign trade companies, we should pay attention to:

(1) are the foreign trade companies and salespersons you are associated with specializing in exporting this product?

It is best to export both products professionally and at least to the salesperson specializing in this product.

This shows that they are in the industry and the market, so that your products can be effective in the short term through their exports.

There are many foreign trade companies and salesmen who are interested in your products, but in fact, they are mainly doing some other products. When you export your products, they need time to develop the market, so it is unlikely that there will be an order soon.

(2) contact with foreign trade companies, pay attention to whether there is a real list behind his enquiry, grasp the immediate opportunity for the real list, and not expect too much of the order.

(3) foreign trade companies pay more and more attention to whether the manufacturing enterprises are professional, whether they have export experience, how to ensure the quality, whether the products are competitive or not.

Therefore, in the contact with foreign trade companies, we should embody the ability of enterprises in this field.

In addition to the above points, most buyers, including foreign trade companies, have the habit of following the old purchasing channels, so that buyers can change suppliers. We do have obvious advantages in all aspects than the original suppliers, so we need more efforts in ourselves.

3. Q: is it a little annoying or reasonable to ask a client whether to greet them all the time?

When customers are ordering products, because they do not know whether their production department has these things well, sometimes they talk with customers, but when there are some things in production, then how to face the awkward problem with customers? Is that a more reasonable way of communication?

Answer: before we reply to our customers, we must first get through all our internal links and not let our people pull back.

As you mentioned, when you reply to the customer, you need to confirm with the production department if there is any problem. The production department answers you correctly. You can confirm with the customer again.

Customers need to often greet, otherwise only when there is order, it will appear very utilitarian, greeting methods are varied, the key is very natural.

4, Q: how to discuss payment with customers? How can we talk about other suppliers of the same products with our customers?

Answer: a big question.

The payment should be made according to the size of the customer, the market of the client, the different stages of cooperation with the customer, the specific contract amount, etc.

When we talk about payment with customers, we should first have a clear idea of what payment method we should first choose for us, what payment method is the bottom line, and what methods are acceptable to customers and what methods may be unacceptable.

The trade-off is that a proposal that is acceptable to both sides will win.

If our customers insist on what they put forward, we really can not accept it, but we really want to cooperate with this customer. Then we can consider whether we can make a small concession in other aspects of our customers' concern, so as to show our sincerity, and then urge customers to support us in the way of payment.

For example, the author will tell the customer that L/C SIGHT is the way of payment we must insist on at this stage. But considering the cooperation with you, in order to compensate for the sacrifice you made in the way of payment, we are willing to give you further discount on the price, from the original USD5..

Foreign trade knowledge network qc99.com

00 adjust to USD4.98, please understand our efforts in promoting bilateral cooperation and confirm it as soon as possible.

Wait.

Customers will feel that we are very sincere, he has stepped up, many customers will then push the boat and finally accept.

As for suppliers who talk with other customers about the same products, we should be objective as far as possible and do not belittle other suppliers.

We can say to this customer, "you know the domestic situation very well.

This company is really good, but we are doing better in * *.

Affirm your opponent, virtually elevate your grade and level, customers will think your company is great, talk to your customers about your uniqueness, and customers will be more trusting to you.

5, ask: sometimes some customers are not able to deal with you, they often contact with you may aim to set things, such as price ah, and so on! How should this kind of customer perceive as soon as possible and how to deal with it?

Answer: This is true, but there are many customers who have been asking for a lot of prices for a long time, but there is no deal for the time being. But the customer is indeed a buyer, but we only need to ask others to purchase, we should try to become his supplier.

You can't just go to the blacklist.

6. Q: how do we distinguish potential customers with many customers?

Sometimes it's like a customer is not a real customer, but it doesn't seem like a customer is often a real customer. Is there any specific standard, or do you follow the feeling and grasp the "dream" hand tightly?

There are many customers who want to grow widely and extensively. We usually receive many such enquiry letters. How can these customers develop? Are there any skills?

Answer: your feeling comes from the accumulation of practice.

What is the criterion of your judgement now?

List them and find out which ones are inaccurate.

Then it is corrected in practice.

You need to judge the customer from the price finding letter and communication with your customers.

Then decide the development strategy.

Customer communication is skillful.

We must learn to distinguish between potential customer value and actual realized customer value.

The potential customer value refers to the interest that a product or service may provide for the customer, and the actual realization of the customer value is the actual benefit gained by the customer after buying and consuming a product or service.

It is also necessary to distinguish these two concepts.

The potential customer value is often inconsistent with the customer value actually achieved.

The reason for this difference is often because different customers have different conditions, and the degree of cooperation is different in the process of using products or services.

Take the ERP (Enterprise Resource Planning) system, which is currently in the business circle of our country, as an example.

As a highly integrated and integrated management system, the benefits that can be brought by using this system are enormous in all respects.

But the use of this system has high requirements for all aspects of the enterprise.

After introducing this system, some enterprises with better conditions have achieved obvious results. Some enterprises that are not qualified have achieved substantial results without paying much cost.

In view of the difference between the potential customer value and the actual realized customer value, enterprises should not only fully disclose the benefits that their products or services can bring to their customers, but also choose the appropriate service objects to help customers obtain all kinds of potential benefits.

7, Q: how to deal with more stubborn customers?

Our company has a Italy client who claims to have 25 years of experience in the power tool industry. We really want to get our sole agency in Italy market. We want him to do it first. If the market potential is feasible, the sole agent will be considered. But he has been disagreed, and even has not replied. How can we reverse the present rigid situation?

Answer: if you do not sell to Italy now, and customers are in the industry and market for 25 years, you may as well try, you can only limit in Italy, the time is shorter, such as 2 years, and then ask customers to ensure that the number of sales per year, at least a half a year, at least how much the first half of the year, if the actual shipment volume is less than the number of semi annual requirements under the exclusive agency agreement, the exclusive agency agreement automatically fails.

8, Q: I contacted many customers on the Internet, and some customers contacted me voluntarily. But in the end, the customers did not choose to cooperate with us.

In the case of buyer's market, if we are not dominant in quality and price, it is hard for us to win customers' favor.

If quality and price are not problems, we still can't get orders, so we have to think about whether our communication with customers needs to be improved.

In particular, whether our communication can give customers a professional impression, and whether customers can feel that we can be trusted.

Foreign trade process three: sample sending remittance stage

1, Q: how can new customers remit less money?

An American customer is newly developed.

He ordered several samples, and then I gave him the price. He said that arranging the remittance came to U$215.38. At that time, he was asked to fax the bill to the bottom of the remittance. But he didn't pass it until he received the hips. Then he found that only U$203.96. So I asked him what was going on. He said, how could it be possible that he arranged the amount of remittance for the amount of U$240. Why did our company receive 203.96? Later, others said it might be bank charges, so it was not enough for the original payment.

Answer: the amount actually received is less than ten dollars less than the customer's remittance. It's normal for banks to deduct fees. Therefore, when the quotation is quoted, all possible expenses, including bank charges, should be taken into account.

2, Q: many years old customers suddenly asked not to pay the advance payment? What should I do? {page_break}

There are two kinds of products, one is customized, the other is universal.

Custom-built, that is to say, specially processed for a customer, if this customer is not, it is difficult to sell the product. Such products basically need to pay in advance, otherwise, if the customer does not want the goods, the loss will be great.

Universal, that is to say, the product has wide applicability or versatility. This customer can not easily sell to other customers. Such products can be selected according to the specific circumstances.

Foreign trade process four: look after the order stage

1, Q: in the past few days, I sent a batch of goods abroad, but when the foreigner received it, he told me that the quantity was small. What should I do?

Answer: the question is divided into two parts: the number is less, or the gross weight of each piece is less. If the number of customers actually received is less than that shown on the bill of lading, it needs to be negotiated with freight forwarders or shipping companies.

If there are a large number of customers and customers complain about the gross net weight of each piece, they need to check the packing time on their own.

2, Q: the customers are satisfied with the quality and price of the samples, but if they don't order, how can I keep in touch with him?

It has been several months since we contacted the customer. Our customers also have great demand for our products. They are satisfied with the quality and price. They are late orders. They also asked the phone that they would place the order immediately, but they didn't order.

What should I talk about with the client in the future EMAIL contact? I think the client will be tired of asking when to ask, and the frequency of EMAIL is not too tight.

"Foreign trade wisdom" answer: my experience is: it is yours, always your, not your, and reurge is not yours. Keep in touch with customers, often communication is right, but do not give him the feeling of urge.

Even if the customer confirms the quality of the sample, there is no objection to the price, not necessarily the customer who will place the order.

There are several kinds of customers: those who do have needs, those who explore the market, are developing this product, and so on.

Only customers in the market, and demand, will be faster orders.

If the customer is exploring the market, not without the order, it often requires you to have a clear advantage over his current supplier, so he will consider changing the purchasing channel.

As for customers in the market development stage, the expectations can not be too high, and customers often need longer time.

We can do as much as possible to cooperate with customers, fully reflect our strength, advantages and so on in the contact process, let us become the preferred supplier for customers to place orders.