外貿(mào)業(yè)務(wù)員面試試卷

Interview QuestionnaireAll answers to be in English unless otherwise noted1. Why 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 Im suitable for this position. I am very sure I can do my best in the job. 3. Your companys business prospects and enterprise culture is also attract me. Its a vocational platform which in favor of peoples talent and personal development.2. What 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.3. What dont 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.4. What 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 GainOnce I got a sales work in a clothing store on winter vacation. Since I didnt just regard it as a part-time job, while others complained that the wages were low and they couldnt 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.6. Pls 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.PeterDear 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 Buyers 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.-GeorgeDear 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,Janet6. 現(xiàn)有一客戶同意了我們的報(bào)價(jià)并且已經(jīng)下達(dá)了一次訂單，收到貨物后比較滿意，現(xiàn)發(fā)來如下郵件，準(zhǔn)備再次下單，但我們經(jīng)過核算，發(fā)現(xiàn)之前的報(bào)價(jià)有誤，如果再按原來的價(jià)格接單，不止沒利潤，還有可能虧損。在市場環(huán)境（即原材料價(jià)格以及市場情況等）都沒有發(fā)生變化的情況下，請你針對以上情況回復(fù)以下郵件。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,JimDear 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. Im looking forward to cooperating with your company again.Your early reply is appreciated.Yours sincerely,Janet7.由于各種不能向客戶實(shí)說的原因，你無法兌現(xiàn)你報(bào)給客戶的交貨期，你會用什么理由向客戶解釋？請列舉幾個(gè)你認(rèn)為比較恰當(dāng)?shù)?。（可用中文回答?.你現(xiàn)在以及未來三年的月薪期望如何? (幣種:RMB) 請打勾回答)現(xiàn)在: A: 15002000 B: 20002500 C: 25003000 D: 30003500 E: 35004000 F: 45005000三年內(nèi)想達(dá)到的工資: A: 15002000 B: 20002500 C: 25003000 D: 30003500 E: 35004000 F: 45005000 G：55006000 H: 更高9. 請分別談?wù)勁c比自己能力稍差和比自己能力強(qiáng)的人共事的優(yōu)劣勢，并且聯(lián)系自己的性格特點(diǎn)談?wù)勛约焊m合與哪類人合作？（可用中文回答）10.如果您在工作中對您的上司的觀點(diǎn)和做法有異議，而且你很不愿意按他她的方法去工作時(shí)，你會如何堅(jiān)持自己的意見？ 為什么？（請用英語回答）12.如果你的個(gè)性與團(tuán)隊(duì)文化的共性有所矛盾，你會如何處理？13.請您談?wù)剬τ谕怃N渠道、銷售技巧、網(wǎng)上開拓國際業(yè)務(wù)方面的認(rèn)識。（可用中文回答）海外市場開拓的技巧 一、發(fā)展新客戶 在國際市場競爭激烈，市場需求紛繁復(fù)雜的情況下，不能僅僅依靠固 定的幾個(gè)客戶。應(yīng)該不斷地尋找新的伙伴，形成一個(gè)有潛力、有活力的客 戶群。怎樣才能找到我們所尋求的新客戶呢?一般有以下途徑： 1直接尋找客戶 出口企業(yè)可派代表廣泛參加國內(nèi)外各種交易活動，通過這些活動 來聯(lián)絡(luò)感情、擴(kuò)大聯(lián)系、廣交朋友，在同外商接觸中物色合適的客戶。 派外銷員直接到目標(biāo)市場去推銷，通過外銷員采用各種推銷技巧 和方法去招徠顧客。 通過舉辦展銷會、博覽會、技術(shù)交流會、交易會、廣泛接觸和發(fā)展客 戶。 2間接尋找客戶 通過有關(guān)國家的商會、銀行、專業(yè)咨詢公司、貿(mào)易促進(jìn)組織等介紹 客戶，這些機(jī)構(gòu)多數(shù)是服務(wù)性的，可提供情報(bào)、介紹客戶。 利用遍布于世界各地的旅外華人、親友，介紹客戶、聯(lián)系業(yè)務(wù)。 通過國內(nèi)外有關(guān)報(bào)刊雜志，特別是專業(yè)性的報(bào)刊雜志，可以尋找一 些潛在的客戶。通過刊登廣告，可以招徠一些新客戶。 通過國內(nèi)的有關(guān)機(jī)構(gòu)介紹客戶。中國銀行和有關(guān)專業(yè)銀行在國外 都有分支機(jī)構(gòu)、辦事處，中國國際貿(mào)促會等單位在國外都有廣泛的聯(lián)系， 它們可以為出口企業(yè)介紹、推薦客戶。 通過原有的國外客戶，介紹相關(guān)企業(yè)和其它國外客戶。 二、對新客戶進(jìn)行資信調(diào)查 對外進(jìn)行交易之前，必須要對新客戶進(jìn)行全面的考察和衡量。通過 認(rèn)真地審查，挑選出成交可能性最大的客戶。 1調(diào)查的內(nèi)容 (1)支付能力。對客戶支付能力審查，目的在于提高出口的經(jīng)濟(jì)效 益。如果客戶僅僅有購買的需要，而支付能力不足，潛在的風(fēng)險(xiǎn)就很大。 對客戶支付能力的調(diào)查，著重于客戶的財(cái)力，如注冊資本的大小、營業(yè)額 的大小、潛在資本、資產(chǎn)負(fù)債、借貸款能力等情況。 (2)經(jīng)營范圍。主要了解其企業(yè)的性質(zhì)是合伙還是獨(dú)資，以及經(jīng)營商 品的類別，對我出口商品的經(jīng)營情況如何。 (3)經(jīng)營能力 。主要了解企業(yè)的銷售渠道、銷售規(guī)模、貿(mào)易關(guān)系及其 屬于什么性質(zhì)的客戶，是中間商、貿(mào)易商、還是實(shí)用客戶，對不同的客戶采 用不同的訂價(jià)原則，對不同性質(zhì)的貿(mào)易商決定不同的談判條件。 (4)企業(yè)聲譽(yù)。主要了解企業(yè)的經(jīng)營作風(fēng)、商業(yè)道德、服務(wù)能力、進(jìn)行 公共關(guān)系的水平等。 (5)政治情況。主要了解客戶的政治背景和政治態(tài)度。對所有愿意 在平等互利的前提下，進(jìn)行友好貿(mào)易往來的客戶，都應(yīng)以積極的態(tài)度和他 們交往。 2調(diào)查的渠道 (1)通過有涉外業(yè)務(wù)的銀行。我國現(xiàn)有的各種銀行都有一定的涉外 業(yè)務(wù)，有的還在國外設(shè)有分支機(jī)構(gòu)，通過它們可以了解到有關(guān)客戶的情 況 (2）通過在國內(nèi)的外資銀行。這些銀行對它們國內(nèi)的情況較熟，接觸面比較廣，分行比較多，所以調(diào)查來的情況較細(xì)。 (3)通過我駐外商務(wù)參贊處。 (4)通過各省、市、自治區(qū)及地區(qū),部門公司、企業(yè)駐國外的辦事機(jī)構(gòu)。 (5)通過國外的專業(yè)征信機(jī)構(gòu)。國外駐華的一些商務(wù)機(jī)構(gòu)，除了經(jīng)營 高務(wù)貿(mào)易以外，有的還專門從事情報(bào)信息咨詢工作。 (6)通過出國商務(wù)人員。各貿(mào)易機(jī)構(gòu)、貿(mào)易團(tuán)體的出國人員，可利用 出國的機(jī)會搞調(diào)查。 (7)通過老客戶，間接了解新客戶。但對了解的情況一定要做認(rèn)真的 分析. 三、建立對外銷售網(wǎng) 形成有效的銷售網(wǎng)絡(luò)，是擺在企業(yè)面前的一個(gè)極其重要而困難的課題，在中小企業(yè)的國際化經(jīng)營中，這是一項(xiàng)重要的工作。這項(xiàng)工作主要抓如下幾個(gè)方面： 1國外客戶的分類 要建立對外銷售網(wǎng)，首先應(yīng)對客戶的類型有所認(rèn)識，如果按專業(yè)類型分，大致可分為以下幾種： (1)進(jìn)口商。所謂進(jìn)口商，是指那些專門從事進(jìn)口業(yè)務(wù)，自買自賣的商人。他們首先從國外把商品大量的購入，然后再轉(zhuǎn)售給批發(fā)商、零售商，并從中獲利。他們的業(yè)務(wù)范圍大多以某幾種專業(yè)傳統(tǒng)產(chǎn)品為主，有的也兼營其它商品，進(jìn)口商與其它中間商的最大判別是他們無獨(dú)家經(jīng)營權(quán)。同時(shí)，制造商對其缺乏足夠的控制力。他可以根據(jù)自己的人力、物力、財(cái)力、市場需求的變化，對進(jìn)口產(chǎn)品的品種和數(shù)量做任意調(diào)整。 (2)經(jīng)紀(jì)人、。經(jīng)紀(jì)人，即從事進(jìn)出口業(yè)務(wù)的代客買或賣或從中撮合向一方或雙方收取傭金的商人。在國際貿(mào)易中，他們是一支十分活躍的力量，具有聯(lián)系面廣14.請翻譯以下：A) Changes in design, materials or process from approved samples must have pior engineering approval.改變設(shè)計(jì),材料或過程從批準(zhǔn)樣品必須pior工程批準(zhǔn)。B) Part to be free from burrs, sharp edges, oil, dirt and grease.部分無毛邊,鋒利的邊緣,油,污垢和油脂C) No crack, deformation or other imperfection permissible.無裂紋、變形或其他缺陷允許的D) As weve never done business before, I am wondering if you will be able torespect your lead time for production.我們從來沒有做過生意,我想知道如果你能尊重你的領(lǐng)導(dǎo)時(shí)間生產(chǎn)。E) 我們的目標(biāo)是與客戶建立起長遠(yuǎn)的、雙贏的戰(zhàn)略合作伙伴關(guān)系，而不是短期的買賣關(guān)系。Our goal is, win-win with customers to establish a long-term strategic cooperative partnership, rather than short-term trading relationship.F) 我們正在盡全力縮短因模具而造成的延誤，同時(shí)我們會重審交貨期并給您回復(fù)。對給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 d