How to be a good foreign trade salesman
Product Knowledge
In-depth knowledge of the company’s products or services is fundamental. This includes details of the product’s specifications, performance, quality standards, production process, and methods of use. For example, if you are engaged in the foreign trade of mechanical products, you should be clear about the material of each component, the working principle of the machine, the differences between different models, and the advantages and disadvantages of the product. Only in this way can you accurately answer all kinds of questions from customers about the product and enhance their trust.
At the same time, it is necessary to pay attention to the market positioning of the product, understand the competitive position of the product in the international market, compare and analyze the product with the competitors’ products, and make clear the selling points of the product, such as the price advantage, technological innovation, and more reliable quality.
Trade rules and policies
Familiarize yourself with international trade terms, such as FOB (Free On Board), CIF (Cost Inward Fulfillment), EXW (Ex Works) and so on. These terms stipulate the division of responsibilities, costs and risks between buyers and sellers in the delivery of goods. For example, under the FOB term, the seller is responsible for loading the goods onto the vessel designated by the buyer at the designated port of shipment, and the buyer bears the risks of transportation afterwards.
Understand the trade policies and regulations of the target market countries, including tariff policies, import and export restrictions, product certification requiraents. For example, the European Union has strict CE certification requiraents for certain electronic products, and products exported to the European Union must obtain the certification in order to enter the market smoothly. Also pay attention to the country’s export policy, such as export tax rebate policy, in order to rationalize the use of policy advantages to reduce costs.
Foreign language ability
Good foreign language skills is the key to communicate with foreign customers. English is the most commonly used language in international trade, but if the target market is a specific non-English-speaking country, such as France, Germany, Russia, etc., you also need to master the local language. For example, when communicating with French customers, being able to conduct business negotiations in French will make customers feel more friendly and increase the possibility of cooperation.
Foreign language ability not only includes daily communication, but also involves the translation and writing of business documents, such as contracts, quotations, product specifications and so on. These documents should be translated accurately and professionally to avoid business disputes due to language ambiguity.
Marketing and Sales Skills
Master online marketing skills and utilize various cross-border e-commerce platforms, official company websites, social media and other channels to promote products. For example, on platforms such as Alibaba International Station, learn to optimize product pages, including writing attractive product titles, detailed and accurate product descriptions, and high-quality product images, in order to increase product exposure and click-through rates.
Have good sales skills and be able to tap into customer needs. When communicating with customers, understand the customer’s purchasing purpose, budget, expectations of the product and other information by asking questions and listening, and then recommend products and solutions in a targeted manner. For example, when the customer indicates that the product price is sensitive, you can recommend cost-effective product models and provide flexible payment methods.
