2024年外贸业务员面试试卷.doc

Interview Questionnaire
All answers to be in English unless otherwise noted
1. 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 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.

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 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.

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 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.

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.
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. 既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，但我们通过核算，发觉之前的报价有误，假如再按本来的价格接单，不止没利润，尚有也许亏损。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如下邮件。
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 receive the product at 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.因为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？请列举几个你以为比较恰当的。（可用中文回答）

8.你目前以及将来三年的月薪期望怎样? (币种:RMB) 请打勾回答)
目前: A: 1500~ B: ~2500 C: 2500~3000 D: 3000~3500 √E: 3500~4000 F: 4500~5000
三年内想达成的工资: A: 1500~ B: ~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.假如您在工作中对您的上司的观点和做法有异议，并且你很不乐意按他／她的措施去工作时，你会怎样坚持自己的意见？ 为何？（请用英语回答）

12.假如你的个性与团体文化的共性有所矛盾，你会怎样处理？

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，不能仅仅依托固 定的几个客户。应当不停地寻找新的搭档，形成一个有潜力、有活力的客 户群。怎样才能找到我们所谋求的新客户呢?一般有如下途径： 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 来联系感情、扩大联系、广交朋友，在同外商接触中物色适宜的客户。 派外销员直接到目标市场去推销，通过外销员采取各种推销技巧 和措施去招徕用户。 通过举行展销会、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、专业咨询企业、贸易促进组织等简介 客户，这些机构多数是服务性的，可提供情报、简介客户。 利用遍及于世界各地的旅外华人、亲友，简介客户、联系业务。 通过国内外有关报刊杂志，尤其是专业性的报刊杂志，能够寻找一 些潜在的客户。通过刊登广告，能够招徕某些新客户。 通过国内的有关机构简介客户。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， 它们能够为出口企业简介、推荐客户。 通过原有的国外客户，简介有关企业和其他国外客户。 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查和衡量。通过 仔细地审查，挑选出成交也许性最大的客户。 1．调查的内容 (1)支付能力。对客户支付能力审查，目标在于提升出口的经济效 益。假如客户仅仅有购置的需要，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。重要了解其企业的性质是合作还是独资，以及经营商 品的类别，对我出口商品的经营情况怎样。 (3)经营能力 。重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，对不一样的客户采 用不一样的订价标准，对不一样性质的贸易商决定不一样的谈判条件。 (4)企业声誉。重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。重要了解客户的政治背景和政治态度对所有乐意 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。我国既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，通过它们能够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，因此调查来的情况较细。 (3)通过我驻外商务参赞处。 (4)通过各省、市、自治区及地区,部门企业、企业驻国外的办事机构。 (5)通过国外的专业征信机构。国外驻华的某些商务机构，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仔细的 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。这项工作重要抓如下几个方面： 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，假如按专业类型分，大体可分为如下几个： (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，并从中赢利。他们的业务范围大多以某几个专业老式产品为主，有的也兼营其他商品，进口商与其他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。他能够依照自己的人力、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，具备联系面广

14.请翻译如下：
A) Changes in design, materials or process from approved samples must have pior engineering approval.
变化设计,材料或过程从同意样品必须pior工程同意。

B) Part to be free from burrs, sharp edges, oil, dirt and grease.
部分无毛边,尖锐的边缘,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,我想懂得假如你能
尊重你的领导时间生产。

E) 我们的目标是与客户建立起久远的、双赢的战略合作搭档关系，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导致的延误，同时我们会重审交货期并给您回复。对给您导致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. 此问题的背景简介：所有企业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,为何?然后他告诉你,因为你不接电话,他去,在网上找到贵企业,问售货员是否仍为中远工作。销售人员因为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。
你会怎样应对?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: