商务英语专科毕业论文,实习情况分析.doc

How to Be An Excellent Foreign Trade SalesmanName of the student: Zhang YaqingMajor: Business EnglishSupervisor: Li HanpingName of the College: Hengshui Vocational and Technical CollegeCompletion Date: April 12th,20121衡水职业技术学院毕业论文（设计）开题报告书 外语 系 商务英语 专业 09 届姓名张雅晴论文（设计）题目How to Be An Excellent Foreign Trade Salesman指导教师李汉平技术职称讲师所属教研室专业英语研究方向贸易与翻译课题论证：（ 英语）Background: In my practice session, I worked as an office clerk in a casting company. In my opinion, there is no business can not be done well, as long as the salespeople work hard. My article mainly talks about what is the excellent salesperson and how to be a good salesman in the foreign trade. 方案设计：（ 英语）Introduction1. About Foreign Trade1.1 Definition of Foreign Trade 1.2 Importance of Foreign Trade Sales2. How to Do Foreign Trade Well2.1 Everything Is Hard at the Beginning 2.2 Be A Good Student in Your Job 2.3 Promote Your Products 2.4 Reply the E-mail in Time 2.5 Set up the Customer File 2.6 Reputation and Good Relations 2.7 Quotation Skills 2.8 Price Is the Final Thing3. My Experience about What the Good Sales Person Is进度计划： （ 英语）1. March 25- April 12 complete the first draft2. April 12- April 25 according to instructions and suggestions for further additions and refinements, complete the second draft3. April 20- May 13 complete the third draft, and after the completion of oral defense, print the thesis and bound into book norms指导教师意见：（ 英语）指导教师签名： 年 月 日教研室意见：教研室主任签名： 年 月 日本 人 声 明本人郑重承诺：本人将恪守学术道德，尊重他人知识产权，绝不抄袭和剽窃他人成果，保证所呈交的毕业论文是本人在导师指导下独立完成的研究成果。否则，自行承担一切后果。本人允诺：鉴于毕业论文是2009年9月至2012年6月在衡水职业技术学院外语系就读期间的学习成果，论文可在保护和尊重作品完整权、作者署名权的前提下，由衡水职业技术学院基于教学和资料保存目的，予以编辑、出版、发行及其它方式的无偿使用。签名： 张雅晴 日期：2012.5.16 AbstractThis article mainly talks about whats the excellent sales person and how to be a good dealer in the foreign trade.With foreign trade law constantly improved and perfected, more and more businesses and individuals join the foreign trade. So the competition is increasing. In my practice session, I worked as an office clerk in a casting company. In my opinion, there is no business can not be done well, as long as the salespeople work hard. A good business person should practice himself from time to time. And as a salesman, its important to improve personal quality and learn to deal with personal crisis.Key Words: business；foreign trade；sales；work experience；practice sessionContentsIntroduction11. About Foreign Trade11.1 Definition of Foreign Trade11.2 Importance of Foreign Trade Sales12. How to Do Foreign Trade Well12.1 Everything Is Hard at the Beginning22.2 Be A Good Student in Your Job22.3 Promote Your Products22.4 Reply the E-mail in Time22.5 Set up the Customer File32.6 Reputation and Good Relations32.7 Quotation Skills32.8 Price Is the Final Thing33. My Experience about What the Good Sales Person Is3Conclusion4References6IntroductionForeign trade is important in national economy. Specially, with the development of economy, foreign trade is becoming a bridge among the countries. The sales person is a dealer. But how to be a good dealer and whats the good dealer are the key problem.As a student of Business English major. I like my major and like my job which has relative with English. Remember that sales work is a complex process, it spends more time, patience, language knowledge, excellent communication skills, good faith and good relationship with different businessman. I always believe that the successes attribute to persistence. Combine with my work experience, I summarize some experience.1. About Foreign Trade1.1 Definition of Foreign TradeForeign trade, also known as the foreign trade or import and export trade, refers to a country (region) and another country (region) between the goods, services and technology exchange activities. 1.2 Importance of Foreign Trade SalesWith the development of Chinas opening policy and the World Trade Organization (WTO), Chinese trade is related to international trade. Foreign trade has become the key to stimulating domestic demand. In order to make the trade personnel learn more and more accurate international economy and know about market dynamics in international trade. Business English specialty is becoming hottest. Each year there are quite a number of English major students in foreign trade, but how to do in this field and how to be a good player is still an important question. 2. How to Do Foreign Trade WellWhen most people ask the question “how do you think of becoming a good sales person”, that means they are looking for techniques, ways and methods. But as Seth Godin points out, theres no way of creating a sales technique that fits every prospect. The best advice was to listen. To listen and try to recognize the person youre taking to. Listen to what theyre saying and what they want to. Then youll be able to find the message that what you want to know. Well, if you already have sufficient theoretical knowledge and practical experience of someone elses, then you should do it yourself to find your trading partner. 2.1 Everything Is Hard at the BeginningEverything is hard at the beginning, whether you are the new person or the person has experience in foreign trade. At present, most companies are small and medium-sized, private enterprise. What to do, where to start from? Why nobody train for you? You feel so hard to do the work, but we must be patient, persistent and aggressive. A good start means that you have won half the battle. 2.2 Be A Good Student in Your JobAs a student, we understand the expertise is very important. But with a flexible mind is the key. A man becomes learned by asking questions. In the same time sincere is the performance of good students, as long as you can do the point, this time colleagues around may tell you some experience, but you dont expect them to tech you without reservation.Problem is not always a bad thing, It is in the process of your study, or your colleagues problem, be active to take participate in, you can gain more knowledge and communication skills with your customers. And learn the process of analysis problem and find solution to the problem. Sum up experience and flexible application.2.3 Promote Your ProductsPublicize your products through various ways. You must let your customers know that there is a company produces this kind of product. You can do register by B2B, research customers by yellow page, or e-mail. Record this time and pay attention to tracking and follow-up, to continue, after all, the world in that country, in that city there is so many companies to do the trade for this product, you can understand your clients and competitors. Remembering your customers names, and keep in touch with them. 2.4 Reply the E-mail in TimeReceived a letter from the guests, you had better reply it timely, even if a public reply format will let the guests know that the efficiency and respect for him. Sometimes, such as when you take much time to consider how to write the reply, when the quotation, the client perhaps may fly away. As for the reply is the e-mail, it is particularly important.2.5 Set up the Customer FileYou should make a customer file, to continue communication by phone, fax, mail, Christmas cards. As long as you continue to engage in this industry, you have to think about your customers. You are concerned about the client, his / her company and his family or some customs in their country. Understanding of their trading habits is also very important. 2.6 Reputation and Good Relations Even though you want to get a contract, but you know that companies cant finish the production in quantity or other reasons, then you tell your customers the truth, you can finish on time and observe the number of quality are good. Fear not to lose this contract, the loss of the credibility should not lose a client than to trust you even more important. Betrayal is a basic condition for successful trade. Make friends with your colleagues and your boss, when you need help, they will give a hand at the first time, and they also will give you a lot of views. Make friends with your customers, mutual trust between the partners can make the transaction easier. 2.7 Quotation SkillsPeriod in my work, my manager taught me some skills on quotation. Price should not be reported too high and besides, a counter-offer to let the customers feel difficult, so that he can also think to a certain price is better, and so the price enough to ensure their own interests. If the guests said that plants need to be tested, your chance is coming, do not feel it troublesome, only large customers will test the plant before the order. So this time everything must be fully prepared, we must remember the basic information and customer information, the most important thing is to fully understand their products they asked, give the best display of products and services to clients.2.8 Price Is the Final ThingPrice is very important. The price is higher consideration than the quality for those large customers especially. And they always want give low price to get good products. Therefore you had better keep watch on the market information, especially the price information. 3. My Experience about What the Good Sales Person IsWhat the sales person is? The sales person is a middleman between the buyer and seller. But whats the excellent person? I think it is the person as follows:Firstly, must understand the foreign language, because we usually contact with customers in English business letters and telephone, we also need be familiar with all kinds of documents, such as the L/C, bill of lading and inquiry letter format etc.Secondly, must acknowledge products information and the problem may appear. Thus we can assure that how to solve the question may happen in the foreign trade negotiation. Thirdly, be familiar with the process of foreign trade, can handle the orders independently. The salesman is responsible for foreign order, including price, payment terms and delivery time and so on.Forth, A clear business brain is important. Look for the customers on free website. To the beginning, we should register to the B2Bwhich are effective and have more new purchasing. To do business abroad is same with domestic business. You must communicate with foreign customers properly, sometime you must know the customs of foreign country, working time and some main ports. Then how to communicate with foreign customers? At first, trying to understand him. Put him understand well. According to his needs, your products sell to him, a competitive price, also began to sell, let him next to your trust, then well done.Fifth, Its faith. Things you promised must be completed. On the contrary, if you cant do it well, please tell your customers honestly. Keeping in a good faith between the guests. At the same time, dont be easy to say no to the clients. Smoothly deal with are the best method. For example, the clients target price is hard to satisfied, you can say I would like to help you talk over with the boss.ConclusionAs a graduate of Business English, foreign trade sector is a natural selection. However, in the case of current state, foreign trade development of the industry is very optimistic. So even though t