What Is a School Business Manager?

A foreign trade clerk is a salesperson engaged in foreign trade business. The foreign trade clerk exam is the fifth post training and certification exam in China's business industry following the international professional qualification (exporter), international freight forwarder, international business document clerk, and foreign trade follower vocational qualification training exam. Foreign trade clerks are the staff responsible for signing and fulfilling import and export contracts.

Foreign trade clerk

A foreign trade clerk is a salesperson engaged in foreign trade business. The foreign trade salesman exam is a qualification for China's business industry following international business practice (

Foreign trade clerks generally require college education or above, majors in trade, language, or finance, and

Foreign trade work is full of ideas. As a backbone business person, only by clearly understanding their work content and understanding of job responsibilities, can they complete their work better. According to the daily work of foreign trade business personnel, the following fourteen aspects are summarized.

I. Business personnel's inquiry from foreign buyers. Before making product quotations, they should know the basic information of the customer, including whether the end customer, annual purchasing capacity, consumption area, and product use, specifications and quality requirements, whether our company can Production, etc. With the development and application of foreign trade management software and the continuous improvement of information tools, this work has been able to automate statistical display. Such functions are available in foreign trade management software.

2. For foreign businessmen's mail and fax, in principle, reply within 24 hours; if special circumstances require an extension, it should be explained to foreign businessmen in a timely manner and the approximate time required. The foreign trade clerk has a lot of work, and there are many inquiry mails, which will inevitably be forgotten. However, with the continuous improvement of foreign trade management software functions, the system can automatically remind business staff: Which emails have not been answered? Which messages have been untracked for a long time? This is a good reminder.

3. The quotation of foreign products shall in principle be executed in accordance with the price list (export) after the company's financial department has calculated it; the company's financial department will periodically perform accounting based on market conditions and production costs to adjust product prices.

4. For large orders, if the price acceptable to foreign companies is lower than the price announced by our company, the business personnel shall first report to the department manager for approval; if the department manager cannot approve the implementation, report it to the general manager for approval and implement.

V. For C & F and CIF quotations, we need to handle transportation, insurance, or statutory inspections. Business personnel should contact the relevant intermediary agencies to determine in advance. Choosing an intermediary agency should consider skilled operations, high service efficiency and reasonable fees .

6. In principle, for the request of sending samples by foreign businessmen, payment shall be required in principle; for larger samples, the other party shall bear the cost in principle. After the formal order, you can deduct the cost and the cost of sending samples. Under special circumstances, such as old customers with good relationships, we can prepay and waive samples, and apply to the department manager for approval. If the cost is large, it can be implemented after the approval of the general manager.

7. For foreign customers who need proofing, business personnel should coordinate with the production department to ensure that the quality and specifications of the samples meet the requirements; samples need to be sent after review by the department manager; if foreign customers have packaging or gimmick requirements for products, they need to be packed or printed before Confirmed by foreign businessmen.

8. In terms of payment method, in principle, all or part of the former TT is considered as the deposit. For the rest, please see the bill of lading fax payment and all short-term letters of credit. The receiving bank and the salesman are responsible for checking the form and content of the L / C. If any difference is found, the foreign merchant shall be notified in a timely manner to modify it. After the letter of credit was examined correctly, it was reported to the department manager for review.

9. In principle, after receiving the full payment, partial deposit and letter of credit from the foreign businessmen, the company began to arrange the production plan, organize the supply of goods, and produce.

X. During the order production stage, business personnel should go to the production workshop to supervise and inspect the production of the product together with the production supervisor, and find out that the problem is resolved in time; or coordinate the solution by the department manager, or report it to the general manager for solution. Strictly grasp the product specifications, quality, packaging, and production time in accordance with the agreement with foreign investors.

XI. For C & F and CIF price terms, business personnel should arrange freight forwarding and determine bookings one week before the end of production; generally, two days before the schedule, packing and transportation are arranged.

12. If an intermediary agency is required to be entrusted to carry out customs declaration, statutory inspection and insurance of commodities, the business personnel shall prepare relevant materials in time to submit to the intermediary agency for processing; during the process, the business personnel may assist.

13. Where the method of receiving foreign exchange is a letter of credit, business personnel must operate carefully, handle it carefully, pay attention to the consistency of the documents, and securely receive foreign exchange.

14. After all the foreign exchange is collected, the business staff should sort out the relevant information and compare the relevant documents with the foreign exchange bureau and tax bureau in time to handle the write-off and tax refund. And pay attention to the after-sales service of foreign businessmen, and track to establish a long-term trusted partnership.

Major Foreign Trade Province: The situation is improving

The person in charge of the General Administration of Customs said recently that a series of statistical data show that the situation of import and export enterprises in major foreign trade provinces such as Guangdong, Jiangsu, and Fujian is gradually improving. In November 2009, the total value of Guangdong's imports and exports was US $ 60.01 billion, an increase of 12.4%, which was higher than the national increase of 9.8%, and accounted for 28.8% of the country's total imports and exports. After much concern over the decline in Dongguan's exports for nine months in a row above the national level for the same period, it finally reversed the trend in October and fell from high. Among them, the decline in processing trade continued to narrow, and general trade turned lower. A survey of Dongguan enterprises shows that 70% of local enterprises are optimistic about the economic situation next year. A person in charge of the Comprehensive Section of the Dongguan Foreign Trade and Economic Cooperation Bureau also told reporters that the foreign trade situation in Dongguan has begun to rebound and bottomed out. The positive situation will continue next year, but it is still impossible to judge when it will resume positive growth. From January to November, Jiangsu's import and export scale continued to maintain the second place in the country, with imports and exports reaching US $ 303.83 billion, a year-on-year decrease of 17%. Wu Jiaxiang, deputy director of the Jiangsu Provincial Department of Commerce, told the Daily Economic News that Jiangsu s imports and exports are expected to continue to grow in December, and the decline will continue to narrow. Among them, exports continue to grow slightly, and imports continue to grow strongly in November. . Among them, the overall positive growth of various indicators of mechanical and electrical products as a priority for export is surprising. This is also the first positive growth since November 2008.

Layout of foreign trade to emerging markets

In bilateral trade with major trading partners, the EU is still China s largest trading partner, the United States is China s second largest trading partner, and Japan is the third largest trading partner.

It is an indisputable fact that the financial crisis has caused developed economies such as the United States, Japan, and Europe to fall into recession. At present, the consumption habits of these countries and regions are quietly changing, and the unemployment rate is also high. However, at a time of weak demand in the European and American markets, China s exports to some emerging market countries have grown, becoming a rare bright spot in export trade since the financial crisis. Therefore, the Central Economic Work Conference called for exports to "stabilize traditional markets and open up new markets." For China, emerging markets for exports are usually countries and regions such as Asia, the Middle East, Central Asia, South America, and Eastern Europe. From China's recent diplomatic line, it is not difficult to see that China's international trade is beginning to plan and plan for the layout of emerging markets.

Zhang Yan, director of the Institute of Foreign Economic Research of the National Development and Reform Commission, said before the birthday that CEPA between Hong Kong, Macao and the Mainland will be deepened, and the economic integration between the mainland of the motherland and Taiwan will also officially start next year. At the same time, the "10 + 1" ASEAN and China Free Trade Area will also be fully launched next year. The European and American markets, which currently account for over 50% of exports, will gradually reduce their share.

In fact, for China's foreign trade enterprises, there is another "emerging market" that is also worth paying attention to-the mainland market. The huge market and potentially huge purchasing power in mainland China have become the blue ocean for many internal and external companies under the financial crisis. While some pure foreign trade companies that are accustomed to European and American businesses are still staying away from the mainland market and sales channels, some companies have begun to look for opportunities to cooperate with mainland businessmen. They provide products to large mainland supermarkets, and then the supermarkets paste themselves. , Sold as a private label. Since the 105th Canton Fair, the organizer has lifted the bans related to purchases or admissions to mainland buyers for many years, allowing domestic products to be exhibited at the Canton Fair booth, thereby opening up a channel that has been closed for many years between domestic and foreign merchants.

At present, the demand for foreign trade talents on the market is getting higher and higher. To join this trip, not only must master the latest professional knowledge, have a certain number of years of practical operation experience, but also must hold a qualification certificate issued by the state. In addition, the following capabilities are essential:

Communication skills

Good language skills and communication skills are the driving force of professional development. Effective use of their communication skills can negotiate orders smoothly, retain old customers, develop new customers, open new channels for the purchase and sale of goods, and expand the amount of import and export trade.

Information Technology Capabilities

Nowadays, international trade has entered a rapidly developing information age, and more and more enterprises are in urgent need of e-commerce. This also puts forward new requirements for foreign trade practitioners, including computer capabilities and keen information discovery and utilization capabilities. Practitioners need to use computer and network communication technology to create a smooth information flow, link customers, sellers and suppliers, respond to the market at the fastest speed and lowest cost, and carry out business activities that are beneficial to the enterprise.

Foreign language ability

It is not difficult to understand that fluency in English is also a prerequisite for entering the foreign trade industry. Especially in Shanghai, most foreign trade is targeted at Europe and the United States, so fluent English is essential. At the same time, with the strengthening of foreign trade cooperation between China and other countries in the world, foreign trade talents who understand Russian, Spanish, Italian, German, Arabic and other small languages will also have stronger competitiveness. Of course, in foreign trade activities, we also need to understand the negotiation styles of customers in different countries, so as to promote the smooth progress of foreign trade business.

(A) the concept of foreign trade salesman

A foreign trade clerk is a comprehensive foreign trade practitioner who operates and manages the whole process of import and export business, such as finding customers, negotiating trades, signing contracts, organizing performance, canceling tax refunds, and handling disputes.

(2) Foreign trade clerks and

I summarized the following five points of experience in foreign trade, hoping to give some inspiration to both foreign trade elites and business novices:
I. Quotation <br This link should be a stepping stone for everyone to develop their business, so as to attract the attention of buyers. Staying for another minute naturally gives you another chance to seize the order.
Analysis: The price to the guest cannot be too low, the boss does not make money, what is the use of your business?
The price for the guest cannot be too high, if the price is too high, the guest will not accept it. So get the quotation skills to report the two highest prices that customers can accept, the former is aimed at customers, the latter is aimed at the company's interests.
2. Inquiry quality analysis <br /> First of all, investigate the background and treat them differently. You ca nt treat all inquiries equally. You have to be targeted. At the same time, you have to deal with inquiries.
3. Psychology of salespersons <br /> I feel a lot of business, I am discouraged if I do nt receive the list in three or two months, I doubt my ability, and I missed a great opportunity. We salesmen should all understand what is called Liu An Hua Ming Ye Village.
Conclusion: People are not confident and who believes in themselves. Have you done our business?
4. Feelings < br Many companies take orders in two ways, one is a foreign trade company's order, and the other is a direct foreign buyer or customer's order. In view of this, we conclude:
1. Feed workers with orders from foreign trade companies and Middle Eastern customers.
2. Make money with orders from European and American guests.
Therefore, our salesmen, sometimes the purpose of receiving orders is not only to make money, but also to consider feeding our workers during the off-season. Therefore, for small orders and orders with low profit value, we must also choose and do our best. .
V. Tracking customers < br Tracking customers is actually tracking valuable customers. Using email, fax, telephone, and inviting them to visit the factory as a means to promote their order placement, so as to achieve the purpose of real order. We can remind guests from time to time and ask him if he can place an order. Believe that your reminder will play a fundamental decision role, but you must be careful about the way you speak.