Tisch
First, the purpose and significance of the internship
In undergraduate professional education, practice is an important practical teaching link. Through practice, I am familiar with the specific operation process of foreign trade practice, enhance my perceptual knowledge, further understand, consolidate and deepen the theories and methods I have learned, and improve my ability to find, analyze and solve problems.
In the company's specific internship process, you can get in touch with the specific operation of international trade in goods, various basic skills such as cost accounting, inquiry, quotation and counter-offer of import and export, have a thorough understanding of a certain industry, personally experience the specific work faced by different parties in international trade and their interaction, and get in touch with various strategies formulated by the company to realize transnational operation and good market operation; Understand macroeconomic phenomena such as supply and demand balance, competition, etc., be able to get in touch with real business actual combat, understand their own shortcomings, and accumulate some experience to lay a good foundation for going to work in the future.
Second, the internship content
At the end of February, 2007, I started my off-campus internship. When I came to Shanghai for the first time, I looked for an internship unit in strangeness and blindness, and looked for hope in hard work and enthusiasm. Finally, on a sunny day in 65438+ 10, I came to Aurora (International) Group. Under the introduction of HR, I learned that Aurora Group was founded in 1965, and started with the sale of Amano brand watches. The product lineup includes office automation equipment, office furniture, mobile phone door numbers and information software.
In Taiwan Province Province, Aurora's OA business has developed steadily, with an annual market share of over 60%; With the attitude of market leadership, the office furniture industry launched the first "furniture rental" project in Taiwan Province; In the field of mobile communication, Aurora has more than 200 chain communication stores, and is currently integrating resources and moving towards new professional mobile phone channels. With 40 years of rich practical experience, Aurora has become a distinctive comprehensive marketing group in Taiwan Province Province. In Singapore, the company mainly sells all kinds of office calculators, office shredders and case protectors, and also provides sales of office supplies and consumables for SOHO people. It also successfully entered the Singapore market and quickly established its own brand reputation. In Japan, Aurora was founded in 1976 and is headquartered in Tokyo, Japan. Determined to develop the Japanese market with the second scientific and technological economic strength in the world, we will continue to use its powerful sales channels and teamwork to meet the most demanding market standards in the world with reasonable prices and quality services. At the same time, through nearly 30 years of Japanese market operation experience, the brand value of "Aurora" products in Japan has been continuously improved, thus realizing the far-reaching development of Aurora Group in Japan. As a large multinational company, Aurora can provide office equipment and professional technical support for companies and enterprises of all sizes with high-quality employees, strong strength, rich experience, good reputation, advanced technology and sophisticated equipment. The general manager of the company evaluated the advantages of the industry and enterprises, and introduced the multinational operation strategy and market analysis of the group to us, which benefited us a lot. Later, under the leadership of a colleague, I visited the successful customers of the group's mainland branches, including HSBC Fund, Shanghai General Motors, Florescence Bank and Best Buy International. In the simple conversation with these customers, I realized the business philosophy and development scale of Aurora, which enriched my understanding of the company.
The following week, I went to the OA company of the group for a real internship. When I first arrived at the company, the assistant gave me a lot of information about the company and products to read in detail. The materials mentioned the company's business philosophy and technical terms of products many times, mostly in English and Japanese. Because I just left the campus, I didn't study and experience seriously, so I made serious mistakes in the actual operation later. During my internship in the company, I also came into contact with the ERP system of big companies. Every employee can carry out daily work through ERP system, and the group can effectively control the supply chain through ERP system. The group's supply chain management enjoys a high reputation in the industry. Just like this, the company has implemented effective cost control and production management in transnational development.
In the following days, I continued to study and practice under the leadership of my colleagues. After being familiar with the product information for a period of time, the manager asked us to do the actual operation. At school, we learned a lot of theoretical knowledge, such as foreign trade terms, market search, business negotiation and so on. But I really don't know how to start, because I don't know how to develop customers and communicate effectively, because we are a specialized sales company, responsible for domestic and foreign product sales, so we don't involve product production and research. This is the business of other branches, so a large part of our daily work is used to develop the market and contact customers. Because we are interns, the company is not very strict with us. Under the guidance of the old staff, we learned how to develop the market effectively. At first, we were timid in developing customers, but we were better at home. Due to the limitation of English level, it is impossible for foreign countries to communicate effectively by telephone, so we can only use the examples in the textbook by email to get some effective results.
In a communication with a foreign company's office in China, my understanding of the company and my general talk about the advantages of products finally stimulated the other party's desire to buy. On the third day of effective communication, the other party mentioned a quite professional question, asking about the toner specifications of our products and the fastest time difference between machine preheating and output. For foreign businessmen, you must give an accurate answer, because this is the customer's purchase point. Because of my carelessness before, I regret losing a very good opportunity. In the following time, I gradually strengthened the detailed understanding and explanation of the products, and made full preparations to deal with various problems of customers. After further preparation, I rejoined the actual operation and started to contact customers, make quotations, negotiate and so on.
Because the company often issues products, it will also come into contact with relevant contracts, invoices and other documents. These documents have been contacted in class before, but the theory and practice are different. The importance of these documents can only be found when they are actually operated, and a slight negligence will cause unnecessary trouble. These documents greatly enhance our practical operation ability and give us a better understanding of how to fill in such documents. In short, everything needs to be studied with an open mind in order to master the actual operation.
During my internship in the company, I was lucky enough to participate in an annual group activity at the company's training base in Jiading District, Shanghai. The main purpose is to train and improve the business level, which is divided into four levels, establishing effective customers, displaying products, negotiating and trading. Every link has experienced managers, and we interns are observing, learning practical skills and accumulating experience. After the activity, Director Cui made a summary and raised ardent expectations for all colleagues.
In the last few days of the company, we came to the company's museum, experienced the company's culture, listened carefully to the introduction of the company's staff, and had a deeper understanding of the culture and concept of Aurora Group since its establishment. In their eyes, the company is a team, emphasizing the exertion of team strength; Management is a long-term competition. Only by exerting the power of "United as one, its profits will be cut off" can enterprises continue to grow. At this stage, under the pragmatic and innovative action plan, Miss will actively build the future business strategy, truly grasp the industrial trend, and extend the development of core business and related industries. Demonstrate the confidence and ambition of Aurora Group to build its own brand internationalization. The bright red symbol symbolizes that the aurora group is as bright and full of vitality as the rising sun. At the same time, in terms of connotation, it adheres to a steady and down-to-earth business style and contains the business courage of innovation and breakthrough.
Third, the harvest and feelings
After the successful completion of the internship, a careful summary shows that, unlike previous internships, this off-campus internship fully realized the shortcomings and deficiencies of our work experience from school to society.
Put yourself in a correct position and strengthen foreign language learning. Foreign languages participate in all our work and activities without exception. A foreign language is a bridge between us and foreign countries. Therefore, in the future study, we must strengthen foreign language learning and oral English practice, which is the basis of our foreign trade, so we must master this tool. Constantly strengthen yourself, and fully understand yourself, avoid arrogance, increase practical ability, and constantly improve and learn in this big school of society.
Summarize your work and know your own shortcomings. Through practice, I found that trade is a practical major, which requires us not only to have solid theoretical knowledge, but also to have strong hands-on ability. More importantly, we should learn how to communicate with people and how to establish business relations, which are beyond our textbooks. Only by integrating into the big stage of society and continuous experience can we improve our quality. Trade is a foreign-related industry at the same time, so the requirements for all aspects are very high. It represents not only a personal image, but also a national image. Therefore, we should strengthen the cultivation of various qualities, such as etiquette. Master this professional knowledge skillfully. Professional knowledge is the basis of our trade work, and the high risk of trade work requires us to master professional knowledge skillfully.
In this internship, I deeply realized that getting out of school is only the first step of the long March. Our immaturity in work experience, social experience and interpersonal communication is fully revealed in this internship, and what we lack is more than that. Therefore, in my future life and work, I will constantly enrich myself and never give up any opportunity to exercise myself, so that I can quickly grow into an excellent business person.
extreme
As time goes by, my internship will also end. First of all, I came here with the spirit of learning and exercising. Internship has enriched my study life and learned a lot of knowledge that I can't experience in books. Through internship, I feel a lot, get a lot of new knowledge and think deeply about many problems. After more than two months of internship, I have a brand-new experience in my work and life. I will be a member of society in the future, and my responsibilities will become heavier and heavier. I am an intern in a foreign trade company. My main job in the company is to be familiar with the foreign trade process and do business, develop some new customers and maintain old customers. First of all, let me introduce what I want to do in the company:
1. Customer inquiry: Generally, before the customer places an order, there will be relevant order inquiry to our business department for some details.
2. Quotation: Our business department responds to customers' inquiries in time, and determines the product name, model, manufacturer, quantity, delivery date, payment method, packaging specifications and cabinet type, and makes a formal quotation for customers.
3. Get the order: After negotiation, receive the formal purchase order from the customer.
4. Place a production order: After the customer's order is confirmed, it will be turned into an internal order and sent to the purchasing department, so that she can place an order for the factory and arrange the production plan.
5. Business approval: After receiving the order, the business department first makes a business approval form. Fill in the items in the export contract audit form truthfully, and try to list all kinds of estimated expenses. The contract approval shall be accompanied by the fax of the customer's order and the purchase contract with the factory. The audit form should be signed by the salesman, approved by the department manager, and then submitted to the management for approval before implementation. If the amount is large, or there are terms such as advance payment and commission, it must be approved by the general manager of the company. After the contract is approved, a sales order will be made and handed over to the department process personnel for follow-up.
6. Issuance of production notice: after the delivery date is determined, the business department can issue production notice to inform the factory to produce on time if the following conditions are met: if the customer pays by wire transfer, it is necessary to confirm that the deposit has been received. If it is a Western Union customer, it is necessary to determine whether the payment has reached the local Western Union.
7. Inspection: After the goods are produced in the factory and delivered to the company, it is necessary to check whether the ordered goods can be used and whether the quality is up to standard. The above are the basic principles, because this part must be done well to stabilize customer resources.
8. Prepare basic documents. Packaging materials provided by the factory, making export contracts, export commercial invoices, packing lists and other documents.
9. Delivery: notify the forwarder to come to the company to receive the goods. And give all the necessary documents to the freight forwarder.
10. Confirm receipt: After delivery, inform the customer that the goods have been delivered, and ask the customer whether they will receive the goods in a week or so.
Choosing to enter the company naturally requires office work, which is relatively procedural and formal. First of all, we should observe the time and go to work on time. For those of us who are relatively free in college, we should exercise the skill of "sitting". We sit in front of the computer for several hours every day. Secondly, to adapt to the atmosphere of the office, I am still very serious at work, and it is very important to know how to adjust in stressful work. Third, it involves the use of modern office tools. Copying, printing and faxing are not as easy as imagined. For our foreign trade sales staff, we should be able to communicate well with foreign customers by telephone and email. Familiarity with various documents is essential. Through the translation of business documents, it is not as difficult as expected. Just use simple words to express Chinese meaning clearly.
Faith and persistence are the most important conditions for success.
A successful salesman should make friends with customers before talking about business. At first, I took the initiative to say hello to my customers on the phone and online, and then slowly my customers began to say hello to me. Sometimes customers will call to greet and chat, which will enhance the conversation and friendship between me and my customers and make them feel good about me. For salespeople, these customer resources are the potential strength of the future.
Difficult customers are salesmen's teachers. Customer complaints should be regarded as sacred language, and any criticism should be acceptable. Correctly handle customer complaints: first, improve customer satisfaction; Second, increase customers' tendency to buy cards; Third, make huge profits. Closing a deal is not the end of sales work, but the beginning of the next sales activity. Sales work will not end, but will only "start from scratch" again and again. Successful people are those who learn from failure and are not intimidated by it. One thing that salespeople should not forget is that the lessons learned from failure are far easier to remember than the experiences gained from success. Failure to achieve the goal is by no means caused by the goal. Business failure is by no means the customer's fault. Ask any professional salesman the secret of success, and he will definitely answer: persistence. Nothing in the world can replace persistence. Talent is not good-talented people are everywhere: smart people are not good-people are used to poor smart people and education is not good-there are many educated people everywhere in the world. Only persistence and determination are the most important. Remember: the light that comes on first goes out first. Don't be a star of tomorrow. Persistence can last long. When a person is old, he is poor and miserable. It is not that he did anything wrong before, but that he did nothing.
Salespeople must have a strong psychological endurance. It is common to be scolded by customers and hang up the phone unreasonably. Once I had a good chat with a client, and suddenly I said, stop it. I hung up the phone. But the next time you call him, remember to keep a bright smile and a happy voice, as if the unpleasant things didn't happen last time.
After more than ten years in the ivory tower of the school, I changed from a student to a social person overnight. At first, it was really difficult to adapt. All roles and responsibilities have changed. When I came out to work, no one told you what to do and what not to do, and no teacher taught you how to correct your mistakes. Once you make a mistake, you should bear it. This is the responsibility of a social person. But at the same time, I feel that even if there is no more helplessness, you should do it.
More than two months of internship passed quickly, and a week of internship at school gave me a preliminary understanding of foreign trade business. I am glad to have the opportunity to contact customers, which is a good platform for my future work and further study. Foreign trade values experience, and the accumulation of experience is the wealth of the future. Although it's hard at first, the prospect is good. During my internship, my colleagues and boss gave me great help, telling me to be a man and do things. There is still a long way to go and a lot to learn. I hope I can take every step.
During the internship, there were happy and sad times, unforgettable things and thorny problems. I have been trying to overcome these and try to do well! I believe where there is a will, there is a way. And I will work harder and harder on my future life and work!
Tisso
Time flies and the one-month internship is over. During this time, internship enriched my study life and learned a lot of knowledge that books can't experience. Through internship, I feel a lot, get a lot of new knowledge and think deeply about many problems. Looking back on these two months of life, it is very difficult for a person to deal with new interpersonal relationships in a new environment. Coupled with busy work and tense pace of life, these two months can really be described as hard work. Fortunately, I survived all this. On the contrary, these difficulties made me know myself better, strengthened my confidence, and gained a deep understanding from them. I will be a member of society in the future, and my responsibilities will become heavier and heavier.
Internship, as its name implies, is to learn through internship. After a period of study, or when the study is nearing the end, we need to know what we have learned or how to apply it to the internship, because any knowledge comes from the internship and belongs to the internship, so we should put what we have learned into the internship to test our learning. But, of course, we don't want the internship to stop here, it would be too narrow.
My internship is actually a job. In the past two months, I have felt so much that I don't know where to start at the moment. In this internship, I learned a lot:
Insist on applying what you have learned.
My job is to practice foreign trade in the business department of the company.
Foreign trade salesman is the best choice for professional counterpart work. He had a TMT simulation internship in his junior year and had a certain understanding of foreign trade process. But after working in the Ministry of Commerce for a period of time, I gradually realized that sometimes the reality is much simpler and more direct than the theory, but in most cases the actual operation is still much more complicated and indirect than the theory. It is usually through the actual operation of others to understand the key points and gist of their own theory. Fortunately, in two months, my colleagues and leaders in the company gave me enthusiastic guidance and help, and I also humbly learned from them. While applying the theory to practice, I also deeply understand the knowledge that I didn't understand thoroughly before.
Strengthen the study of English and professional knowledge
For foreign trade personnel, they should not only master hard enough professional knowledge, but also communicate, negotiate, write faxes and letters with foreign businessmen in English. If you don't have a good knowledge of professional English, it will be difficult to do your job and even affect the smooth progress of your business. Therefore, in the internship, we are required to strengthen English learning and master foreign trade terminology.
Have perseverance
As a student, no matter which company you go to, you will not be assigned too many tasks at first. Generally, we will be familiar with the working environment of the company first. During this time, many people will feel bored and have nothing to do, so they will have the idea of leaving. At this time, we must persist and not give up easily.
Moreover, working outside is more normal than at home or school, and students with poor tolerance can easily give up. It's time to face up to the problem. If it is your own mistake, you must correct it, learn from experience and try not to make it again. Don't talk back to the boss unless it's your own fault. The pressure of leaders is greater than ours, and we must always find ways to release our dissatisfaction with our work. When stepping into the society, we should learn that "the prime minister can hold a boat in his stomach", and those who achieve great things can accept a hundred rivers in their hearts.
I work outside alone. I felt bored and homesick for the first few days. I really had the idea of giving up, but on second thought, I have brought my luggage, so I can't go back like this and I can't be a deserter. So I persisted for a month, two months ... After this period of training and four years of college life away from home, I became more independent. I believe that no matter where I go in the future, I can quickly adapt to the new environment, which is a valuable skill for myself.
Learn with an open mind and don't be shy about asking questions.
In the course of work, we will certainly encounter many problems, many of which we don't understand. We should humbly ask colleagues what we don't understand. At the same time, we should not be afraid of making mistakes. Everyone makes mistakes. It doesn't matter every time I make a mistake at work. It is important to understand and correct them. So step by step, will certainly be able to get substantial improvement.
It is necessary to have a clear goal and a correct attitude.
Whatever you do at ordinary times, you should be clear about your goals. After working in the company, the key to know whether we are qualified for this job is to look at your own attitude towards the job. Even if you haven't studied it before, you can gradually master it at work. Therefore, to set a correct goal, we must watch what others do, listen to what others say, think about what we should do, and then do it ourselves. Only in this way can things be done well.
Through this internship, I also found many deficiencies in my professional knowledge, which pointed out the direction for future study and laid a good foundation for future work. In the school's TMT simulation internship, I always fill in incompletely every time, holding the attitude of "it's not a real trade anyway, it doesn't matter if it's wrong", and often don't take the documents seriously. After this training, I have been able to fill in some commonly used import and export documents independently, correctly and skillfully.
After two months of work, my English level, the operation of making documents and the level of writing letters and telegrams have all been improved. This internship made me understand that only by studying hard and strengthening my proficiency in business knowledge can I be handy in practical work and cope with it freely.
In practice, I deeply realized that there are many intermediate links in international trade, covering a wide range, including commodity inspection, transportation, insurance, finance, stations, ports and customs departments. If something goes wrong, it will affect the normal conduct of the whole transaction and may cause legal disputes. So I think we should learn more relevant courses and use all the knowledge comprehensively. For example, I also want to master the knowledge of commodity discipline from the aspects of quality, quantity and packaging of commodities; In terms of commodity prices, I also want to learn the contents of price science, international finance and monetary banking; In international cargo transportation and insurance, I also want to read books on transportation and insurance; In terms of disputes, breach of contract, claims and force majeure, I want to know the relevant laws. In order to meet the needs of the development of international trade, I should also read more, such as general rules for the interpretation of international trade terms, uniform rules for collection and uniform customs and practices for documentary credits. These rules have become recognized general international trade practices in current international trade, widely accepted and frequently used by people, and become the code of conduct for practitioners in international trade. I must learn to use some effective international trade methods and practices flexibly, act according to international norms, and speed up the integration of trade practices with the international market.
After this internship, I not only learned a lot of knowledge that was not mentioned in the textbook, but more importantly, it was a step towards society. Although I have only worked for more than two months, I have also seen many shortcomings of myself, and I know that being born in society requires a lot of abilities that I can't learn at school. Young people should work harder, learn to be independent in society as soon as possible, dare to participate in social competition, dare to bear social pressure, and make themselves grow rapidly in society. This period of time has given me the opportunity to grow up and benefited me a lot. Generally speaking, as a graduating college student, this internship will become an important asset in my life, whether it is my future work or life.