What is Foreign Trade?

Foreign trade is also called "foreign trade" or "import and export trade", or "foreign trade" for short, and refers to the exchange of goods, services, and technology between one country (region) and another country (region). This trade consists of two parts: import and export. For countries (regions) that ship goods or services, it means import; for countries (regions) that ship goods or services, it means export. This began to emerge and develop in the slave society and feudal society, and in the capitalist society, it developed more rapidly. Its nature and role are determined by different social systems.

[duì wài mào yì]

The geographic direction of foreign trade is also known as the regional distribution or country structure of foreign trade, which refers to the position of various countries or regional groups in a country's foreign trade within a certain period of time. Expressed as a proportion of the total. The geographic direction of foreign trade indicates the destination of a country's exports and the origin of its imports, thereby reflecting the degree of economic and trade links between a country and other countries or regional groups. The geographic direction of a country's foreign trade is usually affected by economic complementarity,

1. Early stage of foreign trade negotiations, production

Foreign trade inventory is a financial path and a blessing. It is a major feature. Good-quality and cheap tail goods are exported to other countries and regions. Even at low prices, they can earn a lot. Because the quality of these products is Not worse than normal orders, and the price is only a little higher than the scrap price. This is very similar to the rejection of goods in the domestic market.

Guangzhou vast, Beijing Tianlantian, Yiwu Wuai, has formed a stock tailings market. Changshu No. 4 Bridge in Jiangsu also has foreign trade inventory processing, and sometimes exports to Europe, America, Africa, and other places. There is no professional inventory market in Dongguan, a major source of real inventory. Although the inventory here is sold throughout the country and in other countries and regions around the world, it is through other large inventory markets or translation agencies. The front-line inventory merchants here rarely cooperate directly with foreigners. Most of the people who do this industry in Dongguan are more professional. Those who receive shoes receive shoes, and those who receive clothes receive clothes. Shenzhen Sungang, Luohu Guangzhou, the vast number of businessmen in the Pearl River Delta region, everything, including closed factories, customs goods, and earn more.

On January 14, 2019, the General Administration of Customs released data showing that China's total foreign trade import and export value in 2018 was 30.51 trillion yuan, which was 2.7 trillion yuan more than the historical high in 2017, an increase of 9.7% year-on-year, and the scale hit a record high . ^[6]

How to bargain with customers

First of all, the customer's motivation must be clearly identified.
Class A customer, malicious counteroffer: You make a price, every time he says, HI TRACY, YOU GIVE ME A CRAZY PRICE, I KNOW XX COMPANY WHO PRODUCE A SIMILAR PRODUCT, THEY ONLY GIVE ME 30% PRICE AS YOU GAVE. In this case, you must be very hot to hear, this guy who doesn't know the goods, go to death, you go to someone else to buy it. When I hear this, I will reply: YES, SIR, I DO KNOW THEY GIVE YOU LOW PRICE FOR SIMILAR PRODUCT, BUT OUR PRODUCT IS DIFFERENT TO THEIRS. Then talk about the company's product features, after-sales service advantages. Then I regret that our product is too far from the price you requested, but we also have some cheap products (introduction some special prices, stock items for him), see his reply, if he still does not want, or continue to bargain Already. I feel that Foreign Trade 1 must know where your target market is. Your sales target is not everyone. You only need to capture a small number of people in your target market. For example, if your market position is 10USD, your customers are those who can accept 8-12 yuan products (to give an approximate price space), those who are only willing to pay 1 yuan for cheap products or 20 yuan for luxury products, you They should be temporarily removed from the customer list. Unless they can accept this 10 yuan price and quality in the future.
B-type customers, bargain in good faith: For example, after each price, they always want a 10% DISCOUNT. Such customers, in general, want to buy your products, so don't offend people for small pieces. In this case, you need to know where your permissions are and where you can accept the discount.

You can answer "DEAR SIR, THE PRICE WE GIVE IS ALMOST REACH OUR BOTTOM LINE, I TRIED TO GET A 2% DISCOUNT FROM MY BOSS, HOPE THIS WILL MAKE YOU SATISFIED. PLEASE NOTE, I HAVE TRIED MY BEST" or "ACCORDING TO OUR COMPANY'S POLICY, ONLY WHEN ANNUAL PURCHASING AMOUNT REACHES XX, WE CAN GIVE A 2% DISCOUNT. I REPORTED YOUR CASE TO OUR TOP MANAGEMENT AND TRIED TO GET THIS DISCOUNT FOR YOU DUE TO OUR LONG TERM RELATIONSHIP ... "In short, even this The price you can accept, but also show comparative grievances and reluctance.
Suppose that, as soon as they make a counter-offer, you will immediately relax, and they will know that you still have room for a price, and your price will be lowered and lowered. And, never show a mentality in front of customers, the more anxious you are, the more the customer will bargain. Sometimes, it is not necessary to reply on the same day about the price negotiation, you can wait for 1-2 days. When the customer calls you, it also appears that this problem is difficult to deal with, and he first indicated that he would ask for instructions before he could reply.
Think of yourself as a buyer, guess the buyer's mindset, and think about it in other places. There will be unexpected results.

How to face customer rejection

As a salesperson, I think the saddest thing is that the customer says no to you. SORRY, WE CAN NOT GIVE YOU THIS ORDER.
In this case, do not give up, do not give up, do not give up.
You have to be cheeky and ask why the customer was rejected. Of course, you must not publish a long story about the client's decision, and point at his conclusion: Damn, I give you such a good price, you don't want it, what do you mean? I tried my best to proof you, I don't know how much good words have been told to the factory, your final result is actually no, really wronged. Probably the common mentality of everyone.
I usually tell him: DEAR SIR, I UNDERSTAND YOUR SITUTATION AND THANKS FOR ALL YOUR EFFORTS DONE FOR US. BUT COULD YOU KINDLY LET ME KNOW THE REASON? PRICE, DELIVERY OR ...
Some customers will be sincere and tell you the reason, because the budget is not enough, the delivery time is not correct, the price is too high, or what. For different situations, of course, different interpretations must be made.
If the budget is not high, you can tell him that the amount of our order is not very large and the amount is not high. You also worked very hard for this list, and the factory also spent a lot of cost and energy, can you fight for it again? If it is difficult to accept all of them, is it acceptable to accept some of them and leave the rest until January 2014 (don't talk about it later, make it clear, or they will completely forget you).
The delivery date is wrong: you can ask them the expected delivery date and try to advance with the factory.
The price is too high: You ask him if he can accept similar but low-priced specials. There is also emphasis on product features.
In short, do nt give up until the last minute. Even if you give up, you still have to say goodbye to the customer very politely. I look forward to the next cooperation and usually keep in touch with each other. Already.
Finally, I would like to remind everyone that even if they are rejected, do not beg or insult others, or be humble and reasonable. Purchasing and selling are equal, and purchasing is noble than your sales. Similarly, making a purchase does not mean that you are the boss, and you can point at others.
Be a good person first, then be a good businessman.

How to face customer complaints

As a foreign trade clerk, the most troublesome thing is to face the customer's complaint, the goods have also been sent, and the customer's money has been received. After a few months, the customer complained about the quality of the goods.
What is your general reaction? "Such a low price has only this quality, and it is expected to be used for 100 years."
Then the problem will get worse.
My experience is that as soon as the customer complains, they will reply immediately and tell him how much you value this case.
If you are a factory, you can answer: DEAR SIR, THANKS FOR YOUR MESSAGE. WE WILL FOLLOW THIS CASE. WE WILL HAVE A MEETING WITH PRODUCING DEPT, INSPECTION DEPT ... THIS AFTERNOON TO DISCUSS THIS MATTER AND REVERT TO YOU A. S. A. P. PLEASE SEND ME A PHOTO OF DAMAGE.
Remember, friends. First, be sure to reply immediately, and letting customers wait too long will make them crazy, and complain things to your boss or a higher-level person; second, be sure to use WE, not I. I recommend that in most cases, WE is better than I. WE seems you are more PROFESSIONAL, because you represent a CO rather than your personal, except of course those who fly alone. Especially when complaining, WE said you have a background! Third, there must be a photo to prove it. As the saying goes, "I can't rely on it." Who knows if there is indeed a problem with the goods or the customer's malicious blackmail?
The meeting with the production and inspection department is also very important. This meeting can let everyone know how much the goods are defective, and how big the problem is. I have encountered the production department mixing my pigments incorrectly and the mixing ratio wrong. . Only by knowing what is wrong can we deal with it. I think that people inside the company, even if they want to hide from you, will hide less than the customers, that is, you always know more than the customers. You should contact the factory immediately and have a meeting to try to find out the problems. Of course, the main body of the meeting at that time is you and the factory.
If we find that it is indeed our responsibility, we must ask the other party to claim compensation, and we cannot speak for ourselves. There is a benefit to the other party mentioning. Just know where your bottom line is.
Bargaining skills: When the other party is an expert and you are a layman, ask the other party to bargain first; when the other party is an layman and you are an expert, let the other party bargain first; , You have to take the initiative to bargain. This, everyone will slowly appreciate it.