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

　　當(dāng)客人看中了我們的產(chǎn)品后,會要求我們寄樣.這也是交易前的必備過程.但國內(nèi)生產(chǎn)企業(yè)中很少有能達到客人要求的,常常以替代品代之,材料要換,外形要換,因為中國企業(yè)舍不得投資開發(fā)新客人,只想以現(xiàn)有的產(chǎn)品打開市場.這種開發(fā)客人是艱難的.因為我們滿足不了外國客戶的要求,所以十個寄樣就有八個石沉大海,我個人以為企業(yè)的因素占得太大.所以,我們要審視自己是否能做這樣的產(chǎn)品,如果能做,當(dāng)然更好.如果不能做,我們也要如實相告,不應(yīng)欺瞞客人.因為一旦交貨后,不但會給客人帶來痛苦,也會給自己帶來痛苦,因為客人要索賠.我們的信譽也大打折扣,我們就很難與客人再有生意做.如果長期下去,整個企業(yè)就只會停頓,業(yè)績停滯不前.所以我們一定要保證產(chǎn)品的品質(zhì).這不但給企業(yè)帶來名聲,也帶來了業(yè)績.我相信那些知名企業(yè)是靠質(zhì)量撐起來的,不是靠低價競爭得來的.這樣

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.