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Comprehensive Analysis Of Foreign Trade Personnel Merchandiser

2008/12/23 14:48:00 41938

Step one: as a business person's mindset: remember what should be remembered, and forget what should be forgotten.

Alter what is changed, and accept what is unchanging.

Talk about the mentality of the business personnel, will inevitably involve two aspects: recruitment and application.

If you enter a company as a salesperson / sales representative, the job is to maintain customers and receive orders.

If you enter a company as a business assistant, the job responsibility is to do well the work assigned by the business manager.

Both work content is the same, but the treatment is different.

Generally speaking, business personnel / sales representatives have a business commission, while business assistants do not earn a commission.

When recruiting and applying, both sides need to talk about the details of the treatment.

This requires both sides.

For the company, a complete set of business pay system needs to be introduced; for business people, don't let the uncertainty be blurred.

A business person who won't fight for his own interests will fight for profits for the company?

From the perspective of development, business personnel should be synchronized with the development of the company.

That is to say, the work of business personnel brings stable development to the company and gets the deserved reward.

When entering a company, business personnel must be prepared to work for more than 3-5 years.

For a business person, it is best to spend more than 1 years from familiar products to accumulating fixed customers.

That is to say, second years, business people can really profit from the results of their work.

The company's corresponding treatment system should also be established for more than 3-5 years, and the 3-5 years of good business personnel will be used to gain greater benefits for the company.

Nothing is right or wrong, it is an experience, and life is just an experience.

So how to do it, though boldly do it!

第二步：做到正规，注重细节

为什么要正规和注重细节？

Foreign trade is different from other trade. Because of its different geographical and cultural background, it requires operators to use a system that has been widely accepted and used.

It is the knowledge and norms we learned in books.

From the details of communication, the customer will see your work attitude, whether the work is rigorous and whether it can be trusted.

如何正规和注重细节？

From the point of view of business personnel, all documents that have contact with customers must conform to international practice.

They all have their own formatting and norms.

So try to use the formal business letter, formal contract format, regular sample invoice and other documents.

在实际操作中从以下几方面做到：

1. reply to customers using formal business letter format.

2. correctly use the signature format in each letter.

3., strive to improve English writing.

Use correct and concise language.

4. use commonly used fonts and font sizes.

The company shall use the font, size and color specified by the company if specified.

5. do not use informal abbreviations.

Such as: asap.

6. standard use English case.

Do not use all capitals to facilitate customer reading.

7. respect customers and use polite language.

Avoid commercial taboo words or too coarse language.

第三步：熟悉产品

Can a salesperson who is not familiar with products sell products to customers?

Will you win customers' trust?

从以下方面来熟悉产品：

1., if it is a production enterprise, the business personnel should go to the production workshop and the sample production department; if it is a trading enterprise, it should communicate with the factory leaders and compare the information obtained.

On the one hand, we can understand the production process, on the other hand, we can have a comprehensive understanding of product knowledge.

2. if you take over the work done by previous business people, sorting out letters that you had previously communicated with customers will give you a lot of knowledge about products.

3. do not know, must ask.

Because customers dare to place an order, it shows that he knows something about the product, or even knows it very well.

And what you need to do is to be more professional than you, because you want to sell your products to him.

It's the least sensible thing to treat a client as a fool.

4. if there are other business people, create opportunities for you to become friends.

If he is willing to help you, you can save a lot of time and energy.

5. be a man of heart.

The product related knowledge in the daily order follow up process will be documented and memorized.

The company's product knowledge is standard for leather stationery and leather products.

第四步：做到 “分析—反馈—沟通”，“建议”和“守诺”

Communicate

Mindset and goal: turn customer enquiries into orders.

Even if this communication has not received the order, let the customer think of you or your company for the first time when you have similar product enquiry next time.

分析—反馈—沟通

The first thing to do when receiving letters and enquiries from customers is to read them carefully and then analyze them. It mainly analyzes what the customers' intentions are, what customers want and what information their customers want.

For many years

Customer

The statistics and summarization of the letters can be divided into the following categories:

1. 建立业务关系函件

The main content of this letter is to introduce the company's situation, express the intention of establishing business relationship and the scope of its business.

Reply: thank customers for the company's attention, brief introduction of the company's services, reflect the strength of the company, guide customers to try the services provided by the company.

2. inquiries for products of large categories

This kind of letter has a clear customer intention -- what kind of product does he need and what he wants to do.

At this time, targeted products are recommended to customers and customers to understand more comprehensive products.

It focuses on the professionality of these products and services.

Because it is necessary to recommend products, it is essential to involve product images.

What kind of product picture is the most appropriate?

1)产品图片规格（单个产品）：大小（以最长的一边算）不要超过24CM, 分辨率72-100 DPI为合适。这时图片大小在200K以内为好。这样产品图片即清晰，体积也不大。通过电子邮箱发送也很方便。

If multiple products are in a picture, the size is no more than 24CM, and the resolution is 100DPI.

The size of the picture is about 400K.

Here involves some simple picture processing knowledge.

Introductory tutorial on PHOTOSHOP is introduced.

Search online or go to a bookstore to buy a book to learn.

2)单个邮件大小不要超过800K。最好在600K以内。这样方便客户接收邮件。如果超出800K，则可以分多封信函进行发送。

3)产品图片必须给客户直接印象并让客户清楚了解产品所有细节。我们产品必须有产品合起及打开时的图片。如有增加配件需单独附上。在报价中不包括的配件，最好单独附图片。

4)业务人员使用的产品图片必须清楚，能真实反映产品颜色，结构，配件等款式不可缺少的因素。所以要求产品在拍摄时使用正片拍摄。正片拍摄费用也不贵，正片分两种：#120和#135. 一般以120为主，个体较小的产品(如钱包等)使用135拍摄在成本控制方面较为划算。#120：50元/张， #135：30元/张。大约值，具体请与拍摄公司确认。

3.单个或几个产品款式的询价。

Such products are relatively targeted, and customers have already targeted their products.

At this time, the first step is to satisfy the customer's first need - get the offer, and then reflect the company's strength.