1) foreign trade salesman
1. Daily office transaction:
Daily cleaning of the department; Answer the phone, provide information to telephone inquirers, receive visitors and arrange work; Daily mail receiving and dispatching and general document management; Printing and copying of related documents.
2. Department expenses and performance management
Department expenses, sample collection, sample delivery, business records, etc. should be managed by corresponding documents and properly kept to prevent them from being lost.
3. Cooperate with the manager to collect packaging materials to prepare for the serialization and perfection of products.
2) foreign trade salesman
1. Cooperate with the company's needs and do a good job of translation in time.
2. Familiar with the product, master the product, be able to independently analyze its components and give an accurate quotation.
3. Be familiar with the positioning of products in the market and find out the differences when quoting.
4. Be able to independently develop customers, understand foreign trade processes, and answer product specifications and quality problems in time.
5. Be able to improvise, deal with customers' problems and try to place an order.
6. The production process should be tracked and checked to ensure the quality.
7. Be able to independently make a full set of documents and related inspection certificates, and independently contact the freight forwarder to deliver the goods safely to the warehouse.
8. Inform customers and freight forwarders of the shipment in time.
9. Keep customer data and samples properly and file them in an orderly manner.
10. The tax refund shall be written off in time, and the required information shall be sent to the financial department for processing.
1 1. Submit quarterly business summary and annual summary.
12. Pay attention to improving your product knowledge, English and business ability.
13. In important festivals abroad, send e-cards to express greetings and provide customers with the latest product information and catalogue of our company in time.
14. Handle the relationship with various departments and ask them for the latest information and trends of products in time.
15. Develop new products in time according to market changes.
1, arrange proofing in time. According to the customer's requirements, the certificate should be listed in detail in writing. Four elements should be clearly defined on the proof sheet: article number, raw materials, color matching and method. The format of the proof sheet should strictly refer to the format of the large sheet, that is, the article number-color-quantity should be listed in a table, and no other format can be used. The proof sheet should be signed by the manager of the foreign trade department before the proof can be arranged. In the absence of the manager of the foreign trade department, the signature shall be made by the person designated by the manager of the foreign trade department. If it involves XX molds and hardware molds, you should ask the manager of the foreign trade department for instructions. If you need to purchase new raw materials or accessories for proofing, you should inform the purchasing department in writing to buy them. If the minimum order quantity is involved in the purchase process, it should be reported to the manager of the foreign trade department immediately, and the manager of the foreign trade department will decide how to deal with it.
After the sample is completed, it should be carefully checked. Before sending it, it must be photographed and stored in a computer file. If it is a new customer, it is up to the manager to ask whether to charge the customer for the samples, how much to charge, and whether the courier fee is prepaid or collected. The general principle is: If it is a sample, the sample is free, to pay the freight. If the number of samples is large, the sample fee should be considered to pay the freight.
2. Strictly grasp the "nuclear price list" and accurately quote the sales price in US dollars. Under normal circumstances, you only need to master two kinds of nuclear price lists, one is "general trade nuclear price list" and the other is "material processing nuclear price list". The price list is provided by the planning department in principle. When salespeople ask the planning department for the price list, they should get the electronic format of Excel, not the printed paper. After receiving the price list provided by the planning department, the salesman should review it word by word to check whether there are possible mistakes. In particular, we should be able to see obvious mistakes. If it is found that the amount of a piece of XX Pikang paper is 5 yuan and the amount of a piece of XX lining is 1m, it shall immediately notify the planning department and ask the planning department to correct the mistake immediately.
When the planning department fails to provide the price list in time and the customer wants to provide the quotation immediately, the salesman should start work immediately, collect the corresponding data of the price list and make an accurate price list by himself.
The salesman must see clearly whether the calculation formulas of profit and sales profit rate in the nuclear price list are correct.
Profit = USD selling price x exchange rate X0.96- cost
Sales profit rate = profit ÷ (USD selling price x exchange rate) X 100%
After the US dollar selling price is determined, in principle, it must be reviewed by the manager of the foreign trade department before the quotation can be made. If an individual customer asks for a commission, the salesman must report the ins and outs of the matter to the manager of the foreign trade department clearly, and the manager will decide how to operate.
3. Actively keep in touch with customers and urge them to place orders as soon as possible. After sending the sample to the customer, you should check whether the customer has received the sample on the express website, send a letter to the customer immediately after confirming the receipt of the sample, and ask the customer's evaluation of the sample very politely and ask if it is possible for the customer to place an order.
4. Sales staff should always firmly establish the enterprise concept of "order is order". After the customer places an order, the salesman should sort out the Chinese order at the first time and distribute it to the relevant departments immediately. After the customer places an order, the salesman should immediately put aside other unimportant things and devote himself to the analysis of the customer's order. Around the four elements of "item number-raw materials-color matching-method", he should check with the final confirmed sample when proofing (and communicate with the proofing room again if necessary). If the customer is not clear, he should immediately send an email to confirm with the customer in writing. After the customer confirms, print out the Chinese order and send it out immediately. From receiving the original customer order to issuing the Chinese order, the whole process can be solved in half an hour, 1 hour can not be solved, 1 hour can not be solved, 2 hours can not be solved, and so on. The whole process can't last more than 48 hours. If the salesman happens to have a rest during the period, he will ask for leave unconditionally. If the customer's original order is unclear and the customer does not reply within 4 hours after the salesman sends the email, the salesman should do two things immediately: first, call the customer and urge the customer to reply in writing as soon as possible; Second, report orally to the manager of the foreign trade department and explain the situation. If the manager of the foreign trade department puts forward new suggestions, he will immediately follow the manager's requirements.
The mailing range of Chinese orders should be clearly displayed at the top of the order. The standard format for displaying the distribution range is "Fa: Shen Yaser (1), Zhang San (6), Li Si (3), Wang Wu (6), Qian Liu (5), (1), (1), a total of 23 copies."
Vague language such as "same as last time", "same as last year" and "relevant departments" should be absolutely eliminated in Chinese orders.
In the lower right corner of the Chinese order, the salesman should sign by hand, instead of printing the name on the computer. Manual autograph means that the salesman has thoroughly reviewed the contents of the order and there are no mistakes, and it also means that the salesman has fully assumed all responsibilities for the order.
Of course, another important indicator of the final confirmation of the order is that the customer's 30% deposit has arrived, or the letter of credit has arrived. If the deposit or letter of credit is not in place, you can place an order and let the planning department calculate the materials first, but you must notify the purchasing department in writing: "all materials procurement notice"
5. Tell the customer's packaging requirements completely, comprehensively, clearly and timely to the packaging calculator to ensure that the packaged items are in place in time.
6. Keep in touch with the managers of planning department, purchasing department and production department at any time to get the latest information on order calculation, material procurement, production arrangement, actual production trends and the degree of packaging items in place. If the manager of the foreign trade department or the manager of the branch asks about these situations, the salesman must be able to answer fluently, and absolutely avoid such words as "I don't know", "I don't know yet" and "Maybe ……".
7. Check the quality of finished products at any time with the sales assistant and the quality inspector of the production department, and make detailed written inspection records. If quality problems are found in finished products, they should be reported to the manager of foreign trade department immediately, and the manager of production department should be informed immediately, so that measures can be taken as soon as possible. When reflecting quality problems, we should randomly sample, list data, show the percentage of quality problems, and form a good habit of speaking with data. We can neither generalize nor make a mountain out of a molehill, nor turn a blind eye and do nothing.
8. When inspecting the goods, the salesman should take photos of all the item numbers of the order at the same time (pay attention to the color difference and take the colors together) and save them in the computer file.
9. Communicate with the production manager in advance and arrange the delivery plan of large goods in advance. After the delivery plan is confirmed, confirm with the customer first. After the customer confirms, all the delivery materials will be prepared immediately and handed over to the documents department, so that the documents department can book the space or flight as soon as possible. Upon confirmation of all towing time or delivery date, a written "delivery notice" shall be issued immediately. The distribution scope of the "delivery notice" should be clearly written.