Internship report on the development of foreign trade business by internet companies

Introduction to the internship unit

I started my internship at the foreign trade department of Vantone Networks on February 18. The purpose of this internship is to master the operation process of import and export trade, and the significance and production of various trade documents in the current trade process, laying a good foundation for future work. Founded in XX, Vantone Networks is an individual and private company with only a dozen employees. The company specializes in website construction, website promotion, and the implementation of online foreign trade - mainly: shoes and clothing exports. The countries involved in the business are the United States, Canada, England, Italy, Argentina, Brazil and Iran. Based on the business philosophy of “Entrepreneurship, Treeman, Excellence, and Integrity”, and with the tenet of “Quality and prosperity, reputation all over the world”, we sincerely cooperate with domestic and foreign customers and establish a good trade on the basis of mutual benefit. Relationships, at a competitive price, do a good job in international trade.

Introduction to the internship position

There are 6 colleagues in the foreign trade department of our company. The specific responsibilities are as follows:

1. Arrange the proofs in time. Samples should be carefully reviewed before entering the warehouse and must be photographed and stored in a computer file.

2. Strictly grasp the “nuclear price list” and accurately report the sales price of the US dollar. In general, the price list is provided by the Planning Department. When the salesperson requests the price list from the planning department, he should get the electronic format of excel instead of the paper printing. After obtaining the nuclear price list provided by the Planning Department, the salesperson should conduct a verbatim line-by-line review to check if there are any possible errors. In particular, you must be able to see obvious mistakes. If you find out, you should immediately notify the Planning Department and ask the Planning Department to correct the error immediately. When the planning department fails to provide the price list in time, and the customer has to provide the quotation immediately, the salesman should immediately collect the corresponding nuclear price data and make an accurate nuclear price list.

3. Proactively keep in touch with customers and urge customers to place orders early. After the sample is sent to the customer, it should be checked on the express page whether the customer has received the sample. After confirming that the customer sample is received, the customer should immediately send a letter to the customer. Very politely ask the customer for the evaluation of the sample and ask if the customer has placed the order. may.

4. To achieve the communication mentality and goal of “analysis-feedback-communication”, “recommendation” and “conservation of promise”: turn each inquiry of the customer into an order. Even if the communication does not receive an order, let the customer think of you or your company for the first time when there is a similar product inquiry. Analysis - Feedback - Communication When receiving customer letters and inquiries, the first thing is to read carefully and then analyze; mainly analyze what the customer's intention is, what the customer needs and what information the customer wants.

5. Always firmly establish the corporate philosophy of “order is the order”. After the customer places an order, the salesman should sort out the Chinese order in the first time and immediately deliver it to the relevant department. After the customer places an order, the salesperson should immediately put down the other things that are not very important, and devote himself to the analysis of the customer's order, focusing on the four elements of “item number-raw material-color matching-practice” and the final confirmation at the time of proofing. Check if there is any customer's confession, please email and confirm with the customer immediately. After the customer confirms, the Chinese order will be printed and delivered immediately. From the receipt of the customer's original order to the Chinese order, the time of the whole process can be solved in half an hour, and it can't be solved in one hour. If it can be solved in one hour, it can't be solved in two hours, and so on. The entire process can not exceed 48 hours. If the salesman happens to take a break during the period, he will be unconditionally retired. If the original order of the customer is unclear, after the salesperson sends an email, the customer does not reply within 4 hours of the working time. At this time, the salesperson should immediately do two things: First, call the customer and urge the customer. Written in writing as soon as possible; Second, verbally report to the manager of the foreign trade department to explain the situation. If the manager of the foreign trade department proposes new proposals, he will immediately do so according to the manager's request. In the lower right corner of the Chinese order, the salesperson should manually sign his or her name and not print his or her name on the computer. Manual autographing indicates that the salesperson has thoroughly reviewed the contents of the order, and there has been no mistake at all. It also indicates that the salesperson has fully assumed the responsibility for the order.

Second, the internship content and process

With the knowledge of foreign trade learned from school, my internship has begun. It has been more than two months since then, and my experience is as follows:

The basic ability of the foreign trade clerk should be the first step: as the psychological quality of the business staff - remember what to remember, forget to forget. Change what can be changed, accept what can not be changed. Because a business person needs a process from being familiar with the product to accumulating a fixed customer, it cannot be discouraged because of a temporary bottleneck. In other words, it takes a while for foreign trade business personnel to truly profit from their work. We should remember that nothing is right or wrong, it is an experience; life is just an experience. So how do you do it, despite doing it boldly!

The second step: to be formal, pay attention to the details, why should we be formal and pay attention to details? Foreign trade is different from other trades. Because of differences in geography and cultural background, it requires operators to use a system that has been widely accepted and used. . It is the knowledge and norms we have learned in books. From the details of the communication, the customer will see your work attitude, whether the work is rigorous and can be trusted. How to be formal and attention to detail? From the business staff, all files that come into contact with customers must comply with international practice. They all have their own fixed format and specifications. So try to use formal business letters, formal contract formats, formal sample invoices and other files. In the actual operation, it is done from the following aspects:

1. Use a formal business letter format for customer responses.

2. Use the signature format correctly in every letter

3. Strive to improve the English writing level. Use the correct, concise language.

4. Use commonly used fonts and font sizes. If the company has regulations, use the font, font size and color specified by the company. 5. Do not use informal abbreviations. Such as: asap. 6. The specification uses English capitalization. Do not use all capitalization to facilitate customer reading 7. Respect customers and use polite language. Do not appear business taboo or too vulgar language.

Step 3: Familiar with the product A business person who is not familiar with the product can sell the product to the customer? Will it win the trust of the customer? Familiarize the product from the following aspects:

1. Go to the production workshop and sample production department, or communicate with the factory owner and compare the data obtained. On the one hand, you can understand the production process, on the other hand, you can fully understand the product related knowledge.

2. If you are taking over the work of a former business person, sorting out the letters that were previously passed through with the client will give you a lot of knowledge about the product.

3. Do not know if you have to ask. Because the customer dared to place an order, he said that he still has a certain understanding of the product, and even said very well. And what you have to do is be more professional than him, because you have to sell your products to him. It is unwise to treat customers as fools.

4. If there are other business people, create opportunities to make you friends. If he is willing to help you, you can save a lot of time and effort.

5. Be a good person. Product related knowledge in the daily order follow-up process is documented and memorized. The company's product knowledge can be found in the parameters of leather stationery and leather products.

Step 4: Statistics and summary of the letters of the opponent's head, and several categories:

1. The main content of the letter of establishing a business relationship letter is to introduce the company's situation, express the intention to establish business relationship and the scope of business operations. Reply method: Thanks to the customer's concern for the company, a brief introduction to the company's services, reflects the company's strength, and guides customers to try the company's services.

2. The inquiry letter of the product category The customer's intention of such letter is obvious—what kind of product he needs, what is the way to do it. At this time, we will recommend some products to customers and cooperate with customers to understand more comprehensive products. It is mainly centered on the professionalism of the company on these products and services. Because the product is recommended, it is essential to refer to the product image. What kind of product image is the most suitable?

1) Product picture specifications: Do not exceed 24cm in size, and the resolution is 72-100 dpi. At this time, the picture size is better than 200k. The picture of the product is clear and the volume is not large. It is also convenient to transfer via e-mail. If multiple products are on one picture, the size is not more than 24cm, and the resolution is 100dpi. The picture size is around 400k. Here is some knowledge of simple image processing. Introduced in the introductory tutorial of photoshop. Go online or go to the bookstore to buy a book to learn.

2) The size of a single message should not exceed 800k. It is best to be within 600k. This makes it easy for customers to receive mail. If it exceeds 800k, it can be sent in multiple letters.

3) The product image must give the customer a direct impression and let the customer know all the details of the product. Our products must have pictures of the product when it is closed and opened. If additional parts are added, they must be attached separately. For accessories not included in the quotation, it is best to attach a picture separately.

4) The product pictures used by the business personnel must be clear and can truly reflect the indispensable factors of the product color, structure, accessories and other styles. Therefore, the product is required to use positive film shooting when shooting. The filming cost is not expensive, the film is divided into two types: #120 and #135. Generally 120 is the main product, and the smaller individual products use 135 shooting is more cost-effective in terms of cost control. #120:50元/张, #135:30元/张. Approximate value, please confirm with the shooting company.

3. Inquiry for single or several product styles. Such product inquiries are highly targeted, and customers have targeted the specific products. At this time, the first step is to meet the customer's first demand - get a quote; then it is the profession that reflects the company's strength and service. Of course, all of the above responses are for new customers. For the old customers, there is no need to say too much, to talk about the actual service quality and product quality. Here is also a point: make a formal quotation. The quotation is a type of corporate file and is part of the vis. The more formal the better. Foreign customers are accustomed to using excel documents, and can also send them into pdf documents for delivery to customers. There are also research on the name of the quotation file. It is best to include the product name, model number, quantity, quote date or customer number. In this way, both parties will look up and check in the future. The inquiry product can be subdivided into two types:

1). odm: If the product developed by the company is not much, you can attach a product picture at the time of quotation. In this way, the customer directly compares and reviews through the letter. Quotations need to be detailed, including: price, product description / description, packaging information, sample time, sample cost, bulk goods. If you have a trademark, you need to indicate the relevant details. If there are too many styles, you can not provide product images. Only quotes are available. The quotation is in the form of a table, ie only the price is provided without detailed details. After the customer selects a specific style, provide a detailed quotation.

2). oem: that is, the customer comes to the style quote. These styles may be developed directly by the customer or by competitors. It represents an intention of the customer's needs. For such inquiries, in addition to detailed quotations, these styles need to be transmitted to the company's product design and development department as a reference for the company's product development. Analysis: Whether the customer has value. Companies investing in advertising is like flying a net, except for fish, branches, garbage, etc. Therefore, the inquiry that the company obtained through advertising is not all valuable. Companies need to filter these resources to serve real customers. A company has limited resources. It can only serve some customers and satisfy them. It is impossible to serve all customers and satisfy them. How to identify the value of customers? You can judge from the following aspects:

a. Is the customer country within the scope of your company's main market?

b. Whether the customer contact information meets the formal company conditions: company name, address, telephone, fax, e-mail, website, whether the information is complete. Telephones and faxes are the same number or e-mail is a free mailbox, usually a small company. Don't put too much energy and time into these customers to follow up. Based on past experience, all free mailboxes will expire after 1 year of use.

4. Filter a portion of companies that are not willing to cooperate by means of sample charges. Before XX, almost half of the trading companies did not accept the sample fee. By XX, more and more companies have accepted the cost of samples. And in general, the sample cost of a low-value product will be refunded when the large product is produced. In general, the sample fee is charged for new customers. The sample cost of this filter will also become an obstacle for companies to develop large customers. Because most large companies do not agree to pay for the sample. This depends on the orientation of the company when developing customers. This is just a filter that allows for flexible adjustments for customers who feel more valuable. If the company's orders are relatively lacking, you can get some customers through free samples, which is also an aspect of corporate competition. The balance between institutions and flexibility is also critical. After many times of communication with customers and long-term statistics, but I miss there will be other ways to extract gold from the sand. These skills are going to be added by everyone. Feedback and Communication In the process of order follow-up, business people need to develop the habit of immediate feedback and communication. The information sent by the customer can get your feedback, so that customers can be assured. If you can let customers develop such habits, it will also reduce the workload of business people. Communication, whether it is in the follow-up of orders or in the handling of people is a very important means. The communication to be mentioned here is to confirm all the details before the order. The details are divided into two parts. First, the business personnel: that is, the business personnel can confirm the details according to product aspects and knowledge of the metrics. Second, the customer: the details that need to be confirmed by the customer. The grasp of these two aspects is also an important factor reflecting the ability of business personnel to follow orders. Recommendation: Give your advice from the perspective of the customer. The best height for sales is: consultancy sales. Think about the problem from the customer's point of view and suggest your own to help the customer. It also helps you. From the product side, you need to know the product better than the customer, so your suggestion will be more suitable for the product in the project than the customer's idea. Your reasonable advice allows the customer to feel your profession and feel your due diligence. This also allows customers to give you more trust. This kind of trust relationship is very important in business development. It will increase your customer loyalty by one level. But reasonable advice is based on a thorough understanding of the product and a rich experience in documentary. These two factors are gradually accumulated during the business development process. It is also a double-edged sword. It works well with half the effort. If you use it badly, it will become more unprofessional. Keeping promises, it is the foundation of business development, and it is also the way to do things for people. In addition to the business people must keep promises, but also let the company's top leaders keep their promises. In order to comply with the promise, the best way is to make less commitments. Before committing to the customer, it is necessary to confirm whether a condition that satisfies the promise is feasible. Once you have made a promise, you must do it. If you can't do it, you should sincerely apologize to the customer and don't justify or shirk responsibility. Just tell the customer: This is my fault. Then think of ways to make up.

Five: A certain document operation ability. There is such a saying that to do a good job, you must first do a good job. Familiarity with documents will help you better connect with each other.

Third, the internship harvest and experience

After a period of internship in the Ministry of Foreign Trade, I gradually realized that sometimes it is actually more straightforward than the theory, but in most cases the actual operation is more complicated and indirect than the theory. Fortunately, in the past two months, the company's colleagues led me to give me enthusiastic guidance and help, and I also humbly ask them to learn, while the theory is applied to practice, but also in practice more profoundly Understand the thorough knowledge that was not understood before. After these days of internship, I was also familiar with the actual operation of the import and export business. More importantly, this is the first step in my entry into the society. Although I have just been intern for more than two months, I have also seen many of my own shortcomings. I know that I am born in a society and still need a lot of schools. We can't learn the ability, we should work harder when we are young. This 60-plus ten-day time gave me a chance to grow and benefited me a lot.

Fourth, thanks

On the occasion of the completion of this internship report, I would like to thank my tutor, xxx teacher, for her guidance and advice to me; I would like to thank Vantone for providing me with internship opportunities; and my colleagues for helping me.

V. Instructor comments

6. Comments from reviewers

Special Note: 1 The “Unit Certificate” in the Graduate Employment Receipt Form should be signed by the unit leader in addition to the stamp: or “The situation is true” to prove that a student is internship in this unit.

2 The “Internship Unit Opinions” in the Graduate Internship Appraisal Form must have comments, signatures and stamps.