外贸业务员面试试卷

外贸业务员面试试卷The final revision was on November 23, 2020

Interview Questionnaire

All answers to be in English unless otherwise noted

are you applying for this position Pls give at least two reasons)

1. My career direction is foreign trade, this position are in line with my direction.

2. In my internship experience, this position is the most suitable job for me, I own the required quality to the position, and I'm suitable for this position. I am very sure I can do my best in the job.

3. Your company's business prospects and enterprise culture is also attract me. It’s a vocational platform which in favor of people’s talent and personal development.

qualities in you that best serve this position

Bear hardships and stand hard work, attention to detail, good at communication, high English ability and learning ability.

don’t you like about yourself most and why

My parents always said I was too stubborn to listen to their words, will suffer. But I think everyone has his own personality. I should stick to my own principles, do what I want to do, and complete my own ideal.

are your goals for the next five years And what are you doing to achieve these goals First of all, I will use 1 to 2 years to get the accumulation of knowledge and experience and improve my professional ability. Then I will complete the transition from a salesman to a director, a manager in 2 to 5 years.

In school, I study and master the system and the knowledge of foreign trade, especially the documents operation. I master a foreign language, develop my confidence, patience and carefulness. I can familiar with every link of foreign trade.

Later, I will keep on learning in the work, familiar with the business, the product and management ideas ASAP. I will improve my work efficiency, and deal with emergencies calmly. I will improve my own quality constantly to achieve the conditions of a top management.

5. Please share with us your understanding and experiences of “No pain, No Gain’.

No pain, No Gain

Once I got a sales work in a clothing store on winter vacation. Since I didn't just regard it as a part-time job, while others complained that the wages were low and they couldn’t go to play in Spring Festival, I worked conscientiously, with diligent study. Though I was very tired during that period, I summed up a lot of sales skills and learned a lot. I got much higher salary, bought massager and clothes for my parents, and harvest their gratified smile. This inspired me a lot. reply to the below emails.

Hi Janet:

According to the latest shipment of HOUSING EXTRUSION, our IQA has detected defective part of Bent issue from the sampling as detailed in the email string below. Photos are attached.

Due to the urgent use of this part, we have to do 100% in-house sorting. Therefore, we need your authorization to proceed the sorting to support our production line. The sorting cost will be charged to you at US$2/hr and the defective parts will be returned to you.

Also, Root cause(s) and corrective action(s) are requested. Appreciate your prompt response.

Peter

Dear Peter,

Thanks for your letter. Thank you very much for bringing this matter to our attention. We really must apologize for the inconvenience you have been caused. We take all our customers’seriously. With this in mind, we are more than happy to cover the cost of replacing the defective goods. I can assure you that in future we shall do all we can to avoid this error occurring again.

Please accept my apologies once again for the inconvenience.

Your sincerely,

Janet

Buyer's message:

Sir / Madam, We have a need for Aluminum extrusions that we use to produce products for distribution in the USA. We currently purchase a lot of aluminum and would like a source for such products in China. Please contact me ASAP so that we may share our aluminum profiles with you and begin doing business ASAP. Sincerely, Julian Maimin - COO BAK Industries

Dear Julian,

Thank you for your letter, from which we note that you are desirous of establishing business relations with us. As we are always willing to do business on the basis of equality and mutual benefit with those who desire to trade with us, we welcome you too.

Under separate cover, we are sending you a rang of pamphlets to give you a general idea of our products. Please advise us of your specific requirements and we will make our offer promptly. Yours faithfully,

Hello Janet,We are having a lot of problems with your recent shipments because your plastic pallets always arrive broken (See attached). Please talk to your shipping department to resolve this problem.

Thank you.

-George

Dear George,

Thanks for your letter. Thank you very much for bringing this matter to our attention. We agree with you that strict quality control is very important. We really must apologize for the inconvenience you have been caused. We take all our customers’ seriously. With this in mind, we will resolve the problem ASAP.

Please accept my apologies once again for the inconvenience.

Yours sincerely,

Janet

6. 现有一客户同意了我们的报价并且已经下达了一次订单，收到货物后比较满意，现发来如下邮件，准备再次下单，但我们经过核算，发现之前的报价有误，如果再按原来的价格接单，不止没利润，还有可能亏损。在市场环境（即原材料价格以及市场情况等）都没有发生变化的情况下，请你针对以上情况回复以下邮件。

Hi Janet,

Good news, we have the new customer. However, we need to get payment terms set up with your company. I wish to order now, but as I spoke about earlier with you, I would like to establish terms of payment with your company. My proposal: 30% down at order, 20% at shipping, and 50% net 30 from when I receivethe productat my business.I will probably be ordering on a repetitive basis every 6-7 weeks.

Please let me know ASAP, I am ready to order.

Thanks,

Jim

Dear Jim,

Thank you very much for your order. We are looking forward to cooperate with you again. However, we are regretful to tell you that after calculation, our prices have been adjusted. We will attach the new quotation sheet to you. Since the error caused by our company, with the deepest apologies and the best sincerity, we decided to give you an additional 10% discount. I’m looking forward to cooperating with your company again.

Your early reply is appreciated.

Yours sincerely,

Janet

7.由于各种不能向客户实说的原因，你无法兑现你报给客户的交货期，你会用什么理由

向客户解释请列举几个你认为比较恰当的。（可用中文回答）

8.你现在以及未来三年的月薪期望如何 (币种:RMB) 请打勾回答)

现在: A: 1500~2000 B: 2000~2500 C: 2500~3000 D: 3000~3500 √E: 3500~4000 F: 4500~5000

三年内想达到的工资: A: 1500~2000 B: 2000~2500 C: 2500~3000 D: 3000~3500 E:

3500~4000 F: 4500~5000 G：5500~6000 √H: 更高

9.. 请分别谈谈与比自己能力稍差和比自己能力强的人共事的优劣势，并且联系自己的

性格特点谈谈自己更适合与哪类人合作（可用中文回答）

10.如果您在工作中对您的上司的观点和做法有异议，而且你很不愿意按他／她的方法去

工作时，你会如何坚持自己的意见为什么（请用英语回答）

12.如果你的个性与团队文化的共性有所矛盾，你会如何处理

13.请您谈谈对于外销渠道、销售技巧、网上开拓国际业务方面的认识。（可用中文回答）

海外市场开拓的技巧一、发展新客户在国际市场竞争激烈，市场需求纷繁复杂的情况下，不能仅仅依靠固定的几个客户。应该不断地寻找新的伙伴，形成一个有潜力、有活力的客户群。怎样才能找到我们所寻求的新客户呢一般有以下途径： 1．直接寻找客户出口企业可派代表广泛参加国内外各种交易活动，通过这些活动来联络感情、扩大联系、广交朋友，在同外商接触中物色合适的客户。派外销员直接到目标市场去推销，通过外销员采用各种推销技巧和方法去招徕顾客。通过举办展销会、博览会、技术交流会、交易会、广泛接触和发展客户。 2．间接寻找客户通过有关国家的商会、银行、专业咨询公司、贸易促进组织等介绍客户，这些机构多数是服务性的，可提供情报、介绍客户。利用遍布于世界各地的旅外华人、亲友，介绍客户、联系业务。通过国内外有关报刊杂志，特别是专业性的报刊杂志，可以寻找一些潜在的客户。通过刊登广告，可以招徕一些新客户。通过国内的有关机构介绍客户。中国银行和有关专业银行在国外都有分支机构、办事处，中国国际贸促会等单位在国外都有广泛的联系，它们可以为出口企业介绍、推荐客户。通过原有的国外客户，介绍相关企业和其它国外客户。二、对新客户进行资信调查对外进行交易之前，必须要对新客户进行全面的考察和衡量。通过认真地审查，挑选出成交可能性最大的客户。 1．调查的内容 (1)支付能力。对客户支付能力审查，目的在于提高出口的经济效益。如果客户仅仅有购买的需要，而支付能力不足，潜在的风险就很大。对客户支付能力的调查，着重于客户的财力，如注册资本的大小、营业额的大小、潜在资本、资产负债、借贷款能力等情况。 (2)经营范围。主要了解其企业的性质是合伙还是独资，以及经营商品的类别，对我出口商品的经营情况如何。 (3)经营能力。主要了解企业的销售渠道、销售规模、贸易关系及其属于什么性质的客户，是中间商、贸易商、还是实用客户，对不同的客户采用不同的订价原则，对不同性质的贸易商决定不同的谈判条件。 (4)企业声誉。主要了解企业的经营作风、商业道德、服务能力、进行公共关系的水平等。 (5)政治情况。主要了解客户的政治背景和政治态度。对所有愿意在平等互利的前提下，进行友好贸易往来的客户，都应以积极的态度和他们交往。 2．调查的渠道 (1)通过有涉外业务的银行。我国现有的各种银行都有一定的涉外业务，有的还在国外设有分支机构，通过它们可以了解到有关客户的情况． (2）通过在国内的外资银行。这些银行对它们国内的情况较熟，接触面比较广，分行比较多，所以调查来的情况较细。 (3)通过我驻外商务参赞处。 (4)通过各省、市、自治区及地区,部门公司、企业驻国外的办事机构。 (5)通过国外的专业征信机构。国外驻华的一些商务机构，除了经营高务贸易以外，有的还专门从事情报信息咨询工作。 (6)通过出国商务人员。各贸易机构、贸易团体的出国人员，可利用出国的机会搞调查。 (7)通过老客户，间接了解新客户。但对了解的情况一定要做认真的分析. 三、建立对外销售网形成有效的销售网络，是摆在企业面前的一个极其重要而困难的课题，在中小企业的国际化经营中，这是一项重要的工作。这项工作主要抓如下几个方面： 1．国外客户的分类要建立对外销售网，首先应对客户的类型有所认识，如果按专业类型分，大致可分为以下几种： (1)进口商。所谓进口商，是指那些专门从事进口业务，自买自卖的商人。他们首先从国外把商品大量的购入，然后再转售给批发商、零售商，并从中获利。他们的业务范围大多以某几种专业传统产品为主，有的也兼营其它商品，进口商与其它中间商的最大判别是他们无独家经营权。同时，制造商对其缺乏足够的控制力。他可以根据自己的人力、物力、财力、市场需求的变化，对进口产品的品种和数量做任意调整。 (2)经纪人、。经纪人，即从事进出口业务的代客买或卖或从中撮合向一方或双方收取佣金的商人。在国际贸易中，他们是一支十分活跃的力量，具有联系面广

14.请翻译以下：

A)Changes in design, materials or process from approved samples must have pior

engineering approval.

改变设计,材料或过程从批准样品必须pior工程批准。

B)Part to be free from burrs, sharp edges, oil, dirt and grease.

部分无毛边,锋利的边缘,油,污垢和油脂

C)No crack, deformation or other imperfection permissible.

无裂纹、变形或其他缺陷允许的

D)As we've never done business before, I am wondering if you will be able to

respect your lead time for production.

我们从来没有做过生意,我想知道如果你能

尊重你的领导时间生产。

E)我们的目标是与客户建立起长远的、双赢的战略合作伙伴关系，而不是短期的买

卖关系。

Our goal is, win-win with customers to establish a long-term strategic cooperative partnership, rather than short-term trading relationship.

F)我们正在尽全力缩短因模具而造成的延误，同时我们会重审交货期并给您回复。对给您造成的不便我司深

感抱歉！

We are try our best to shorten the delay caused by mold, at the same time, we will review the delivery date and give you a reply. For we are deeply sorry for the trouble we have caused to you!

We are trying our best to tackle the delay caused by matrix, and will give you response as soon as we determine the new delivery time. We are sorry for the inconvenience we bring to you.

15. A customer called but you didn’t hear. When you called back, he was very surprised and said, “you are still with Cosco Aluminium” You said, yes, why He then told you that since you didn’t answer the phone, he went to and found your company and asked the salesperson online whether you were still working for Cosco. The salesperson for some reason said you were no longer with Cosco Aluminium and asked the customer to email inquiry directly to him for quotation.

How would you respond to this What would you say to the customer right on spot on the phone and what would you do next（可用中文回答. 此问题的背景介绍：所有公司的销售人员的薪酬架构基本都是“底薪+提成”

一个客户叫但你没听见。你来电话时,他非常吃惊,说,“你还是与中远铝”你说,是的,为什么然后他告诉你,因为你不接电话,他去,在网上找到贵公司,问售货员是否仍为中远工作。销售人员由于某种原因说你不再与中远铝,问客户电子邮件直接向他询价报价。

你会如何应对你在电话里告诉客户正确的现场,接下来你会做什么

By: Contact Tel: Date: