家具外贸员面试问题

1、家具外贸员面试问题精选个人情况介绍一下personal information面试官你好！能得到这个面试的机会，我感到非常荣幸。首先，请允许我作一个简单的自我介绍。 我来自XX省XX县，我父母都是自己在家里做生意。 我有一个姐姐，是在县城的医院做护士。前段时间我刚和我老婆领了结婚证，现在我们住在XXXX。我的大学是在XXX读的，在XXX大学读了4年，专业是商务英语。 主修综合英语和国际商务理论知识。在校期间的刻苦学习，为自己将来找一份好的工作打下了很好的基础。在校期间，曾担任班长职务，得到过奖学金，顺利通过了专业考试，并取得了相应的证书。 200X年6月份，顺利从学校毕业，并获得了文学学士学位

2、。200X年毕业之后，我就来到了广东佛山这边找工作。 我的第一份工作，也就是我上一家服务过的公司，是在人才市场上找到的。我在之前的公司服务了三年。 个人在为上一家公司服务的三年期间，公司给了一个很好的平台让自己成长，成熟。 为公司创造效益的同时，自身的价值也得到了体现，自身能力也得到了提高。现在正在找新的工作，还是想继续从事这个行业，这是我目前一个大概的情况。Thanks so much that its my pleasure to get the audition of this job. First please allow me to make a simple self-introd

3、uction. My hometown is in XXX province. My parents are businessmen which open a restaurant in my hometown. I have an elder sister who is working in the hospital be a nurse. Several months ago I had married with my wife. Now we are living in a rented house in XXXX.I had graduated in XXX University in

4、 XXX province. My major is Business English. I had studied the major courses of integrated English, the international business theory and practice, also some courses of the written and spoken English. So I had laid a solid foundation for the international trade by seriously hard study for four years

5、 at the university.During the period of university, I had improved my communication and management ability by served as the monitor position four the last two years. I had taken an active part in some social activities, also obtained some scholarship through the hard study. I had passed the exam of

6、the English major test and had gotten the relevant certificate. In the June of 200X, I had graduated being an outstanding graduate, and gotten the certificate of Bachelors Degree.After graduated from the university, I came to Foshan to find the job with my friend. My first job which I have served fo

7、r three years had been found in the talent market. For the three years worked in the last company, I have become mature and mastered the whole knowledge of the furniture international trade. I have reflected all my values and improved myself while I have made the profits for the company.Now Im looki

8、ng for a job which is also in the product line of the office furniture. This is my general situation. Thank you!1、做过几年的外贸业务/在家具行业从事外贸业务工作多久了/有几年的家具外贸出口业务经验？ Could you please tell me how long did you be a furniture international salesman? / Or how long did you engage in this profession? / Or how many

9、 years work experience did you have in the area of the office furniture export?答：我在家具外贸行业，主要是办公软体家具方面，已经积累了3年多的工作经验。对办公转椅和办公沙发的整个生产制造工艺流程，以及整个出口业务操作流程，都相当的熟悉。 I have more than three years work experience in the office furniture, especially in the soft office furniture. So I am very familiar with the

10、 manufacturing process of the office furniture. For the whole export practice and procedure Im also very familiar. Form receiving the clients, sign the PI, to loading the container and handle the export documents, I can deal with all of it by myself.1、 之前所服务的公司主要是以什么产品为主？ 市场定位怎么样？ 主要客户群体是哪些？销售模式是怎么样

11、的？主要通过哪些途径去开发客户？ 参展/电子商务平台？Could you tell me the major products of your last company which you worked for? What the target market of the company？ What kind of the consumer they meet? What kind of the sales type they used? How did you develop the new customer? 答：上一家公司的产品，主要以办公转椅和办公沙发为主。产品的定位主要是中高端客户群

12、体。公司主要的营销模式是以展会和公司官网的形式来呈现和推销产品。在20XX年的时候，做过一年的阿里巴巴电子商务平台，当时也是花了一定的精力在上面。 但由于实际的成效并不是很明显，后来也就没有在继续做电子商务平台了。Well, the major products of the last company which I had served are the office chairs and the office sofa. It includes the mesh chair, the metal chair, the visitor chair, the wood chair, the me

13、tal sofa and the wood sofa. And we also sell some office desk and the computer table which are offered by our cooperated factory.We take the medium income market as the core market, take the high income market as future development market.We mainly promote the products by attending the furniture fai

14、rs. We had also promoted by the Alibaba platform in 20XX. However, for the company, maybe its a failed attempt. Because we had only recovered the cost on the Alibaba platform. So in the next year, we had shut down the platform, and only promote the products by the furniture fairs. Maybe there are di

15、fferent ways for different company to expand their market.2、 你在上一家公司服务期间，一年的销售额大概在多少？或者平均每个月的一个销售额会在多少？Can you tell me how much the sales volume can you make per year? Or the average sales volume per month you can make? 答：我在上一家公司服务了三年，销售额方面，从20X年底的XXX万人民币左右，到20XX年底时候，达到了XXXX万。当时所有的业务量全部是自己开发，自己负责跟进的

16、。 从20XX年开始，自己开始带团队，下面两个业务。 我把自己的大部分的以为全部给下面的两个业务员去跟进和维护，工作重心开始转向管理和指导。 到20XX年底的时候，整个团队的销售额达到了XXXX万人民币。 I worked for the last company for about three years. The first year I worked there, the sales volume was around X million RMB in 20XX. In 20XX, through my hard work and explored the potential purch

17、asing power of the old customer constantly, also develop the new customers, my sales volume achieved around XX million RMB. The entire customer I followed up and kept growth by myself. From the beginning of 20XX, I got promoted to be a sales supervisor and managed my own team. I distributed most of

18、my customer resources to the two salesmen. I just followed up several important customers which were a little complicated in the products quality checking and the customs clearance. I transferred the focus of my work on the management and offered the salesmen the motivation and guidance in the busin

19、ess. In the end of 20XX, the whole sales volume of my team achieved XX million RMB and we made a large profit for the company. 3、 你在上一家公司服务的这几年之内，自己开发了多少客户呢？ 都是一些什么样的客户，这些新客户的每年的一个销售额是多少呢？When you worked for the last company, how many customers you develop by yourself except the old customers? What

20、kind of these new customers you develop? How much profit the new customers can make for the company per year? 答：从最开始接手的时候，只有4个客户。 到我离职的时候，已经有32个客户。平均每年都会发展6-8个新客户。当时接手时，有一个韩国的客户，从200X年的XXX万出口额，做到20XX年底XX人民币的出口额。我不得不说，之前的业务开发很重要，但后期的维护和发掘客户的潜力一样的重要。 之后自己开发的新客户中，比较大的客户有一个泰国的XXXXX，是20XX年秋交会的时候通过展会开发的客户

21、，20XX年的销售额在XX万左右，到20XX年时候，销售额增加到了XXX多万。一个孟加拉客户，平均每年都会出7-8个货柜，货值在XXX万人民币左右。 还有三个贸易公司的，每年的出货量也在5-6左右，差不多 每两个月出一条柜子。 剩下的，就是一些零散的客户了。 就我三年的从业经验，我认为对老客户的维护，以及对其购买潜力的发掘，同发展新客户是同样重要的。 For the beginning when I took over the job from the last sales, there were only 4 customers. When I left the company, its a

22、lready achieved 32customers. We develop around 6 or 8 new customers per year. There was a Korean customer I followed up. When I took over this customer, there were around X million RMB sales volumes in 20XX. Through me and our team hard work, its achieving more than X million RMB sales volumes in 20

23、XX. From the three years work experience in my career, I thought that maintain the good relationship with existing customers is same important as develop the new customers. So I usually provide some effective suggestions and solutions with my team. Even if we have to say that the lucky is an importa

24、nt thing in the foreign trade. But you wont know the potential purchasing power of your customer if you dont spend enough time and the energy on him. There was a Thailand customer which company name is XXXX. I encountered this customer in the Canton Fair in Oct. 20XX. For the beginning, I absolutely

25、 dont know anything about this customer for the beginning. I spent around two months to confirm all the payment details and the inspection procedure with the customer. Then I got to know some information of this customer. Then I realized an important thing, this customer will be developed a big cust

26、omer in our company as long as I spend time and energy. The first order they confirmed with us is about 4 containers. All the items they purchased are only 3 models. So this kind of customer is worthy of spending most of my time to follow up. In 20XX, we achieved about X million volumes of business.

27、 In 20XX, the sales volume achieved X million RMB. There was a Bengalese customer whom I took over from the last salesman; its about XXX thousand sales volume per every year. But in 20XX, he can load around X containers every year. The volume of the business achieved X million RMB. I and our team sp

28、end the time and energy. There were three trade company customers which receiving in the fair. They can also load about 5 or 6 container every year each other. Then the rest of the customers are some small customer.From the three years work experience in my career, I thought that maintain the good r

29、elationship with existing customers is same important as develop the new customers. 4、 在你之前的工作中，遇到过哪些比较棘手的问题呢？ 你又是如何解决的呢？Did you get in trouble when you work? What kind of the trouble you encountered? How did you solve them?5、 上一份工作，最让你感到骄傲的事情是什么？Whats the most pride thing you think in your last job

30、?答：最让我感到骄傲的是我的业绩和个人能力的提升。 业绩方面，从最开始的700万，做到最后的1500万。另外，通过自己的业绩，和个人能力，职位上得到了提升，这是公司对我个人能力的肯定，也是自身价值的体现。 Well. I thought to make me proud was my performance raising and ability improving. For the sales volume, it achieved XX million RMB from X million in the beginning. I have learn much work experienc

31、e and been promoted through my hard working in the last three years. I thought that is a kind of affirmation to my personal capability and value. 6、 是什么原因让你从一家服务过三年多公司离职的呢？能大概说明一下情况吗？Could you please tell me whats the reason that you left the last company？ Tell me something. 答：今年3月份的时候，因为家里有点事情要急着回去

32、处理，我请了两个月的假期准备回老家一趟。但公司考虑到公司内部的正常运转需要，不能够提供这么长的休假时间，于是就和老板商谈之后，办理了相关的离职手续。My family has some important things in March this year. I had to go home immediately. So I applied for two months holiday to go home. But my boss considers the normal operation needs of the company, he wouldnt offer me such a

33、long holiday. Considering the three years I have served in the company, the boss offers me some awards. Then I have handled the resignation and terminated the employment relationship with the company. 7、 你能简单描述一下整个家具出口的流程吗？Can you make a simple introduction of the furniture foreign trade process?答：整

34、套的家具外贸出口流程，从接待客户谈判确认订单细节确认PI收取定金/LC安排工厂备料生产货好前一个星期提前验货确认货物没有问题之后通知客户付余款，有商检需要的提前做商检确认收到余款/同时安排订舱装柜清关制作后期客户清关用的商业单据DHL快递给客户文件，或者直接电放提单给客户后期跟进客户提货情况整批订单结束。 Ok. The whole process of the furniture foreign trade, it begins from the receiving the customer. When I introduce the products information to the

35、customer, I can discuss the order details with him. Next we confirm the payment terms and sign the PI. And confirm the shipping mark information with the customer. After receiving the deposit or the L/C, we can ask the factory to prepare the materials and start to produce. Before one week for all th

36、e goods have been finished, we need to ask the customer to inspect the goods. I thought this step is very important in the whole process. Even if the customer doesnt need to check the goods, I have to treat myself as customers inspector to check the goods quality and make sure all the goods will be

37、ok. As a factory, we need to make sure that all the problems have been solved before loading in the container. When we confirm that all the goods are ok, we can ask the customer to pay the balance. In that time, we can make the commodity inspection if it needs. Then we ask the shipping agent to arra

38、nge the shipping order when we receive all the balance. Next, we inform the factory of the loading date, and arrange the freight transport issue. After loading the container, I will confirm the customs clearance documents, including commercial invoice, packing list. After the customs clearance, I wi

39、ll send all the documents to the customer by DHL express. 8、 你认为在整个家具出口流程中，哪些环节是比较重要的？ 为什么?Which procedure do you think is the most important in the whole foreign trade process? 答： 我认为在整个家具出口流程中，几个比较重要的环节有如下几个：首先是在确认付款和交货方式。在给客户介绍产品和公司概况的时候，要和客户确认好付款和交货方式。 因为不同国家，或者不同类型的客户，他们的付款和交货方式都会区别。 这个时候首先要和客户

40、确认好付款和交货方式，才能更有效地继续后面的工作。第二个就是确认收款。在订单确认好之后，确认定金的到账情况。 如果是T/T付款，一定要确认收到定金之后，才能安排工厂进行生产。 做信用证的，在收到信用证正本之后，要确认信用证条款无误，比如信用证上一些附加条款，还有最迟装船期等等，确认公司能够满足的情况下，才能安排工厂生产。 否则，就要联系客户改单。第三点就是货物生产期间的品质跟进。 要及时与工厂沟通确认，货物的生产情况。 货物在包装之前，要提前到工厂验货，确认货物在打包之前，不会出现任何问题。 如果在验货中出现了问题，要及时的解决。提前验货，是一步很重要的步骤。因为工厂也不能100%保证所有的产

41、品经过工厂检验之后，就不会出现任何问题。最后一点就是收余款的事情。 做前T/T的，一定要确认收到余款之后，才能安排装柜。 做后T/T的，在货物清关之后，要及时与货代或者船公司确认好提单资料，让货代方将提单正本快递回公司之后，扫描复印件给客户确认，并催促客户及时付款。In my opinion, there are several important procedures when we start a foreign trade business.The first important thing is that we need to confirm the payment terms wit

42、h the customer while we discuss the order details and introduce our company to them. Because there are different payment terms for different country and different kind of customers. Normally, some small and medium enterprises they can accept pay the deposit when they confirm the order. And then pay

43、all the balance before loading the container. Because they dont have any funding pressure. But for a large enterprise, maybe they can not accept that pay all the balance before loading the goods. Because for a large enterprise, they need volumes of liquidity to make sure the normal running of their

44、company. So maybe they will tell us that they want to confirm the order with us by L/C, or pay the balance when they confirm the information of the B/L copy. In that case, we need to assess our financial capacity and risk capacity firstly. If the risk beyond our companys capacity, its not necessary

45、that for the sake of confirming the order, but transfer the risk to the company. So I thought the payment terms is the first important step that we need to confirm with the customer. The second important thing I thought is confirming the deposit of the goods. We can only inform our factory to arrang

46、e the production issues as we confirm receiving the deposit of the goods. For L/C, we need to check all the details and the conditions of the L/C mentioned. Not only the last shipment date, but also the additional conditions, we need to make sure we can meet all the conditions firstly, and then we c

47、an ask the factory to make the products. If not, maybe we will bring the potential risk to our company. The third important thing I thought is following up the production schedule to make sure that I can know the all the information of the order. We need to inspect the goods quality before its packi

48、ng to confirm there is nothing wrong with the goods. If we find any problem when we check the goods, we need to solve the problem in time. All the things we have done is only to make sure there is nothing wrong of the goods before loading the container. The last important thing is receiving the bala

49、nce. We need confirm that we have already received all the balance before loading the container. For L/C payment terms, we need to confirm all the custom clearance documents are quite correct. In that way can make sure we can get the payment for goods safely.9、 对家具出口行业近几年的发展状况，以及未来的一个发展趋势，有什么看法？能与我分

50、享一下吗？Can you share with me about your opinions on the development tendency in the near future of the furniture business? 答：首先谈下近几年家具行业的一个发展状况吧。 可以说，2008年金融危机之后，整个大环境都不如以前。很多没有成功转型，或者资金不够雄厚的厂家，都纷纷倒闭了。在销售方面，可以说整个家具的出口面临着很严峻的形势。但是，也有很多厂家，就是在这期间发展壮大起来的。2008年的金融危机，相对于国内的影响，却并没有来的那么突然，没有那么快速。 一些稍微有点实力的工厂，

51、也就是抓住了这个时机，在金融危机的大环境下，逐渐的发展壮大起来。 这可以从2008年-2012年期间，整个中国的房地产市场中看出。所以那些转型比较快，或者说兼顾出口和国内销售同时发展的企业，在这几年也有缓慢的增长，而不是停滞。 2013年，新一届的中国政府领导班子上任以后，大兴节俭之风，这好像是给刚刚辉煌了一阵子的国内家具市场，又来了个急刹车一样。 速度才刚刚提起来，又遇到了交通堵塞一样。 但实际上我觉得，这也是一个契机。 因为虽然新一届的领导班子上任之后，主张节俭之风，但实际上呢，新的地方政府领导上任之后，势必会通过各种途径来增加的自己的业绩，通过各种方式来刺激消费，拉动内需，提高地方经济的

52、发展。在未来的几年之内，肯定是会投资很多大型的项目的。而投资最主要的方面，当属房地产行业。这个行业，也是与建材和家具行业紧密相关的。 我们所需要做的，就是做好充分的准备，了解和掌握好整个市场行情，找准自己的目标和方向，通过多元化的发展，降低自身的风险，并不断壮大自己的力量。 Ok. First, I want to talk about the development of Chinese furniture business in recent years. We can see that after the financial crisis in 2008, there were many

53、 business failures in the world because of the shortage of funds or the failures transformation of the enterprise. Most of the furniture companies are facing a serious situation for business. But for Chinese domestic market, the financial crisis has not coming so fast and affected rapidly. We can al

54、so find that there were still many companies growing up in the serious tough market environment. We could find the whole furniture market development tendency from the Chinese real estate from 20082011. So the economic recovery of the furniture market is the big tendency of present development. We s

55、hould take a good view for the future furniture business! In 2013, the new Chinese government leaders have already taken office. Even if the new government has many policies to save resources and keep the economic development steady, there are most of the local governments will get through various w

56、ays to develop the economy in order to show their politics achievements? So we can sure that there will be many big investment projects in the near future. The main aspect of the investment is the real estate industry. The most closely linked to the real estate industry are the furniture and buildin

57、g industry. So I thought we need to take a good view for the furniture market in future.10、 你认为家具行业未来几年还会一直低迷下去吗？或者说会逐渐好转？通过展会效果，以及销售额等方面，还有整个大的市场环境，说说你的看法和理解。Do you think that the national and global economies will continue to worsen? Or will be better in future? Please tell me your opinions throug

58、h the furniture fair and the sales volume.答： 综合过去几年，和目前的整个大的市场环境来看，家具行业的冬天已经慢慢褪去，目前正在回暖。这种回暖的迹象，主要表现在展会的客流量，以及通过展会和电子商务等平台，客户订单的成交量上面。在大环境不好的情况下，很多客户是不愿意轻易的将手里的钱拿出来投资的。我记得过去两年参展，除了2010年的效果好一点之外，之后的效果都一直很差。 但今年的展会效果，明显比过去好了很多。虽然人流量方面，并没有很明显的增长，但订单的成交量，以及优质买家的采购欲望，明显比过去要多很多。 这一点就说明，行业有了回暖的迹象。而这个时候，我觉得作为一个销售人员，就要善于抓住这样的机会，工厂给了我们坚实的后盾，供货充足，质量保证，我们要做的，就是利用自己的谈判技巧，努力的吸引客户，从而促使订单的落实。Looking at all the factors happened recent years and the whole marketing environment, we can see the winter of the furniture market fades slowly. We can find