Business documentary experience 1
For a long time, I've always wanted to write something and say something! Doing foreign trade by yourself is neither too long nor too short, and it belongs to the kind that half a bucket of water wants to shake twice. Especially after I stepped into the forum years ago, I became more and more impulsive and wanted to write what I knew and what I didn't understand together for discussion!
N years ago in July, a large number of students walked out of the university gate, full of freshness and longing. At that time, I resolutely gave up the opportunity to work in a bank (I graduated from a financial school, which has something to do with it) and the idea of taking the civil service exam. This may be inherited by my father (my father has always been a businessman and has done a lot of business, but he didn't develop because of bad luck), but thanks to his father.
5, said so much nonsense, into the theme-check! First, look at the packaging of a single product, whether it is pb or pb/header, whether the plastic bag is tightly sealed, whether the elevator is ordered correctly, whether the guest requires the location of staples, whether the material of pb is required, whether there is printing on the pb bag, whether there is any error in the printed content, whether there is a warning label, upc code and article number label, and whether there is a requirement of madeinchina. It must be consistent with the contract. After reading the package, look at the product, take out the confirmed samples for comparison, use visual inspection where used, and use tools where used. In principle, it should be consistent with the confirmed sample! Perhaps the most troublesome thing here is the quality of the products. If it is serious, it must not be delivered. What you are afraid of is which goods can't be loaded, either go or not. At this time, it will be judged by experience, and the result of this batch of goods will be decided according to the nature of the guests and their understanding of the guests! If you are not sure, bring more shipping samples back to the company and give them to the leaders or experienced seniors to judge whether the goods will stay or not!
6. Repeat the above 3, 4 and 5n times until you are satisfied.
7. Fill in the inspection report. The inspection report can also be filled in at the same time. Write down the inspection results and sign your name, then ask the person in charge of the factory to sign your name. Tell them to clean up the mess, and then you pack. Don't forget anything!
There are so many steps, because different products may have different steps, and there are many links that are not necessarily needed, such as inner boxes and color boxes, which are not necessarily needed for every product!
Three treasures of inspection-confirm samples, contracts and the most important experience. Some common-sense questions may not appear in contracts and samples, because they are too familiar and easy to forget, while common sense may be unknown to newcomers, so newcomers should ask more, learn more and listen more!
Business documentary experience II
Duties of foreign trade merchandiser: The merchandiser's main job is to follow the product (service) operation process and supervise the execution of the order according to the customer's order during the operation of the business process of the enterprise, and is one of the basic talents for all enterprises to carry out various businesses, especially foreign trade business. A qualified merchandiser needs to master the comprehensive knowledge of export, logistics management, production management, documents and customs declaration.
The job content and responsibilities of the salesman of a foreign trade company:
1, arrange proofing in time. According to the customer's requirements, the certificate should be listed in detail in writing. Four elements should be clearly defined on the proof sheet: article number, raw materials, color matching and method. The format of the proof sheet should strictly refer to the format of the large sheet, that is, the article number-color-quantity should be listed in a table, and no other format can be used. The proof sheet should be signed by the manager of the foreign trade department before the proof can be arranged. In the absence of the manager of the foreign trade department, the signature shall be made by the person designated by the manager of the foreign trade department. If _ _ _ molds and metal molds need to be opened, you should ask the manager of the foreign trade department. If you need to purchase new raw materials or accessories for proofing, you should inform the purchasing department in writing to buy them. If the minimum order quantity is involved in the purchase process, it should be reported to the manager of the foreign trade department immediately, and the manager of the foreign trade department will decide how to deal with it.
After the sample is completed, it should be carefully checked. Before sending it, it must be photographed and stored in a computer file. If it is a new customer, it is up to the manager to ask whether to charge the customer for the samples, how much to charge, and whether the courier fee is prepaid or collected. The general principle is: If it is a sample, the sample is free, to pay the freight. If the number of samples is large, the sample fee should be considered to pay the freight.
2. Strictly grasp the "nuclear price list" and accurately quote the sales price in US dollars. Under normal circumstances, you only need to master two kinds of nuclear price lists, one is "general trade nuclear price list" and the other is "material processing nuclear price list". The price list is provided by the planning department in principle. When the company salesman asks the planning department for the price list, he should get the electronic format of E_cel, not the paper one. After receiving the price list provided by the planning department, the company's salesmen should review it word by word to check whether there are possible mistakes. In particular, we should be able to see obvious mistakes. If it is found that the amount of a piece of Pikang paper is 5 yuan and the amount of a piece of lining is 1 m, it shall immediately notify the planning department and ask the planning department to correct the mistake immediately.
When the planning department fails to provide the price list in time and the customer wants to provide the quotation immediately, the salesman of the company should start work immediately, collect the corresponding data of the price list and make an accurate price list by himself.
The salesman of the company must see clearly whether the calculation formulas of profit and sales profit rate in the nuclear price list are correct.
Profit = USD selling price _ exchange rate _0.96- cost
Sales profit rate = profit ÷ (USD selling price _ exchange rate) ÷ 100%
After the US dollar selling price is determined, in principle, it must be reviewed by the manager of the foreign trade department before the quotation can be made. If an individual customer asks for a commission, the salesman of the company must report the ins and outs of the matter to the manager of the foreign trade department clearly, and the manager will decide how to operate.
3. Actively keep in touch with customers and urge them to place orders as soon as possible. After sending the sample to the customer, you should check whether the customer has received the sample on the express website, send a letter to the customer immediately after confirming the receipt of the sample, and ask the customer's evaluation of the sample very politely and ask if it is possible for the customer to place an order.
4, the company's salesman should always firmly establish the enterprise concept of "order is order". After the customer places an order, the salesman of the company should sort out the Chinese order at the first time and distribute it to the relevant departments immediately. After the customer places an order, the salesman of the company should immediately put aside other unimportant things at hand and devote himself to the analysis of the customer's order. Around the four elements of "item number-raw materials-color matching-method", he should check with the finally confirmed sample during proofing (and communicate with the proofing room again if necessary). If the customer is not clear, he should immediately send an email to confirm with the customer in writing. After the customer confirms, print out the Chinese order and send it out immediately. From receiving the original customer order to issuing the Chinese order, the whole process can be solved in half an hour, 1 hour can not be solved, 1 hour can not be solved, 2 hours can not be solved, and so on. The whole process can't last more than 48 hours. If the company salesman happens to have a rest during the period, he will take time off unconditionally. If the customer's original order is unclear and the customer does not reply within 4 hours after the company salesman sends the email, the company salesman should do two things immediately: first, call the customer and urge the customer to reply in writing as soon as possible; Second, report orally to the manager of the foreign trade department and explain the situation. If the manager of the foreign trade department puts forward new suggestions, he will immediately follow the manager's requirements.
The mailing range of Chinese orders should be clearly displayed at the top of the order. The standard format for displaying the distribution range is "Send: Arthur (1), Zhang San (6), Li Si (3), Wang Wu (6), Qian Liu (5), Zhao Qi (1), Ba Li (1), * * 23 copies."
Vague language such as "same as last time", "same as last year" and "relevant departments" should be absolutely eliminated in Chinese orders.
In the lower right corner of the Chinese order, the company salesman must sign by hand, and can't print the name on the computer. The autograph shows that the salesman of the company has thoroughly reviewed the contents of the order and there are no mistakes. It also shows that the salesman of the company has fully assumed all the responsibilities of this order.
Of course, another important indicator of the final confirmation of the order is that the customer's 30% deposit has arrived, or the letter of credit has arrived. If the deposit or letter of credit is not in place, you can issue an order for the planning department to calculate the materials first, but you must notify the purchasing department in writing: "All the materials have been notified."
In short, the salesmen of foreign trade companies are mainly responsible for contacting customers and signing contracts. Foreign trade documentary is mainly responsible for the execution of the contract, including (but not limited to) stocking, chartering and booking space, inspection, customs declaration, preparation of foreign exchange settlement documents, verification of foreign exchange receipt, tax refund, etc. In this internship, I learned a lot of knowledge that books can't. Thank you and cherish this internship opportunity. Thank you!
Experience of commercial documentary 3
1, what is a documentary:
Documentary is a literal translation of English pre-arrangement, which means a set of business processes from the beginning of business to the end of business-usually to the end of financial accounting. Documentary is to track the evidence left by these businesses-all kinds of evidence, documents, reports, etc. -Repeat the simulated business process.
2. Definition of merchandiser (merchandiser):
A merchandiser refers to a full-time person who, in the process of international trade, selects a production and processing enterprise on behalf of the company according to the relevant requirements of the signed business contract, and guides and supervises its production progress to ensure that the contract is completed on time. Everyone who works around the order and is responsible for the delivery date is a merchandiser.
3. Documentary work content
The merchandiser's main job is to follow the product (service) operation process and supervise the order execution according to the customer's order in the operation process of the enterprise business process, and is one of the basic talents for all enterprises to carry out various businesses, especially foreign trade business.
4, the importance of merchandiser work
In today's increasingly competitive market economy environment, the importance of merchandisers facing customers and orders is increasingly prominent. In many companies, the merchandiser has become the "special assistant" of the boss. The merchandiser is the link between the enterprise and the market, the salesman and the customer. With the diversification of commodity market and the acceleration of small batch and rhythm, the work quality of merchandisers directly affects the service quality and corporate image of the company.
The work of merchandiser is a very "comprehensive" and "marginal" discipline: it is necessary to have the quality of salesman externally and the ability of production management internally. As a window for enterprises to receive orders, follow orders and deliver goods, it is unimaginable that merchandisers do not understand the operation of factory production links. In the production of orders, the executor is the production department, and the delivery rate pursued by the merchandiser is almost in the hands of the production department. Therefore, the ability to communicate and follow up is particularly deadly. This is the challenge of marketing. Sometimes, the merchandiser is the assistant of the business manager; Sometimes, the merchandiser is the assistant of all the business people in the business department; Sometimes, the merchandiser is the boss's assistant; More often, the merchandiser is the customer's assistant.
Second, the understanding of the company's document position.
1, the work content of documentary post
The work of our company's document post includes: making contracts, issuing instructions, making shipping notices, making packing lists and invoices, and reviewing documents (phytosanitary certificates, certificates of origin, bills of lading, etc.). ), send documents and recover payment; Contact customers in time and provide effective information (delivery notice, DHL number, cargo transportation status, etc. ) Send it to customers by mail, telephone or fax, and urge payment in time according to the mode of trade; Communicate with the sales manager in time, update the work order table and spreadsheet every day, provide effective information (production progress, customer delivery and payment, customer requirements) to the sales manager, and formulate contracts and instructions according to the sales manager's ideas; Coordinate with colleagues in time, confirm the phytosanitary certificate and certificate of origin with documents, confirm the date of shipment by sea, and confirm the bill of lading with freight forwarders.
2. How to make the documentary work better?
We should maintain a serious, careful and meticulous attitude towards every link in the documentary work, because if we make every mistake in our work, it will bring a lot of trouble and losses, such as the confirmation mistakes of the certificate of origin, quality inspection certificate and bill of lading, which will bring some unnecessary losses to the company. If we make mistakes in figures when making invoices, the loss will be immeasurable. Therefore, we must be careful in our future work.
In order to do a good job in documentary work, I think we should start from the following aspects:
1) Get familiar with customers. Familiar with our customers' requirements and their laws, such as what kind of goods customers like, what specifications, what special requirements they have, etc. This is what we must know and be familiar with.
2) In-depth understanding of product knowledge. Only by knowing more about your own products can you work more effectively and reduce some low-level mistakes, such as how many kilograms of apples are packed in what specifications, how many boxes can be packed in a container, and the temperature and ventilation of this container. This is also the basic common sense that we must understand.
3) Contract and instructions. When we make a contract, we must communicate with the sales manager more, such as the specifications, weight, amount and delivery date of the goods that customers want. Please make sure it is correct before sending it to the customer. It is also particularly important to give instructions. Every item in the manual should be filled in carefully, because all employees in the company work around the manual we have formulated, so there should be no mistakes.
4) In terms of confirmation documents. We must understand the importance of documents to customers. In our opinion, an inconspicuous mistake will bring great trouble to customers and even directly affect the normal delivery of customers, so it must be accurate.
5) Make packing list and invoice. When we get the certificate of origin, we can make the invoice of the box list, put it away first, check it several times a day, and then send the document to the customer, which can effectively reduce the error rate.
6) When sending files to customers. When we have prepared the documents required by customers, we should be more careful when confirming whether we can send them to customers. According to the payment method of our customers, some customers can send it directly (such as DHL/TNT), and some customers need us to send it through the bank. When we send them to the bank, we need to make an export collection order and give it to the bank. At the same time, we must fill in the receiving bank, payer and the amount of payment accurately, and then hand it over to the bank.
7) Tracking payment, documents and goods. Every time we send a batch of goods and a set of documents, we must track them in time until we receive the payment from the customer, so as to complete the tracking of this ticket.
Business documentary experience 4
It has been three months since I joined _ _ company. In retrospect, time passed quickly. From Xinbang to _ _, I feel that the working modes of the two companies are very different. There are great differences in product specialty, management and working atmosphere. A month ago, I felt that I was not in the state, I couldn't find my direction, and I didn't know what to do every day. At several meetings led by _ _ _, I made suggestions through mutual discussions and speeches, and found solutions for specific details.
Through the company's training and operation of professional knowledge, I found my own sense of direction and gradually integrated into this working environment and mode. In the later working hours, every day is very fulfilling, from proofing to receiving customers. Although the incidental labor didn't get results, it often hit me hard, but I believe that there will always be rewards for paying. There is hope if you work hard, and there is no hope if you don't work hard. Success belongs to those who are prepared.
With the support and help of _ _ leaders and colleagues, I have continuously enhanced my working ability, earnestly completed various tasks with an attitude of Excellence, and made great progress in my working ability, laying a good foundation for my future work and life. Some of my sales experience and work are summarized as follows:
Sales experience:
1, don't contradict the customer easily. Listen to the customer's needs first. Even if you don't agree with your point of view, retort politely, give customers a positive attitude and learn to praise.
2. Ask the customer. Don't be shy about asking questions. no
Pretend to understand if you don't understand. Listen to customers' requirements and their craftsmanship with an open mind.
3. Seek truth from facts. Only by targeting different customers can we be realistic.
4. Know yourself, foster strengths and avoid weaknesses.
As a qualified salesperson, you must first be familiar with the products you sell, know the advantages and disadvantages of your products, which industries are suitable for, and which customer groups are, so as to better show your professionalism and products to customers and win their attention and trust. Of course, don't ignore your competitors. It is necessary to have a targeted understanding of the advantages and disadvantages of rival products; In order to suit the remedy to the case, we can use our advantages to overcome the disadvantages of our customers. For example, our equipment is slightly better than its peers in accuracy and speed. This is our advantage. When introducing products to customers, we should introduce the advantages of our products as much as possible.
Shortcomings should be mentioned as little as possible, but the shortcomings and deficiencies of the equipment itself, that is, the shortcomings and deficiencies of the equipment in all peers, can be properly explained to customers. After all, nothing is perfect. Always say how good your product is, others will not believe it all. Don't maliciously attack and criticize the shortcomings and deficiencies of peers, but guide customers to analyze and judge and recommend customers to visit on the spot.
5. Diligence and self-confidence; When talking to customers, speak loudly, pay attention to tone and speed.
6. Ask questions from the customer's point of view, including gradual and greetings. Think about what customers think and worry about what customers are in a hurry.
7. To gain the trust of customers, we should start with friends and communicate emotionally. Care about customers and learn to invest emotionally.
8. Be flexible, be agile, and do things for interest.
9. Trust each other. When selling products, you must first sell yourself, identify with the products, and put your personality before the products.
10, pay attention to gfd, be polite and use civilized language.
1 1, have a balanced mind and don't rush for success. As the saying goes, the heart is like a wave and the surface is like a lake.
12, let customers "ache" first and then "itch".
13, don't slander your peers in front of customers and expose your shortcomings.
14, learning "Advance and retreat strategy".
Experience of commercial documentary 5
Trembling and anxious, I walked into the company that was about to practice. According to the arrangement of the company, rose became my line manager (rose, 30 years old, female, enterprising, optimistic and caring for subordinates), and her department was mainly responsible for the fabric procurement, design and production of the company's foreign trade orders and sample clothes.
Like all internship experiences, the initial stage is always a bit strange. The new environment, new standards and new communication methods have all formed a horizontal ditch in front of me to cross.
The new environment means the change of interpersonal relationship. At school, teachers and classmates are the main objects of my communication, but here, colleagues and bosses are the main bodies. Facing the busy work scene, how to deal with the relationship with colleagues and bosses is a problem that I need to solve.
2. New standards. Company is the carrier of interest-oriented, and only the way to create interests can be reasonable. Summer interns are just a way for the company to reserve talents, and they are hired only to instill the enterprise value concept and operation mode as soon as possible, so that they can learn systematically for the future development of the company. In this view, I position myself as learning and groping, cooperate with the company to study better in the summer, and actively seek opportunities to pursue my greatest development.
3. New ways of communication. English is the greatest common denominator of foreign companies' communication. Limited to the standard of Putonghua, it can't keep up with the pace of company operation. Being in an English communication environment is like sailing against the current. If you don't advance, you will retreat. Therefore, my goal is to communicate more and learn more. Not afraid of communication difficulties, but afraid of shame. Under the pressure of such self-encouragement, I officially entered the upcoming internship life.
Rose is very kind. She gave me some order information to study and guided me to get familiar with the system layout of the company's handling affairs. Spy interface is the main part of my work. Spy interface is an intensive system that the company needs to show the company's design samples, fabric characteristics, price and other parameters. My authority can only be set within the range of fabric composition and price. The main information of the company is written in English, and it is ok to understand the main meaning, but it takes a lot of effort to ponder it carefully. I prepared a pamphlet, read it and remembered it, but I couldn't understand it in the dictionary. It was really bad, so Rose became my teacher and didn't forget to give me some advice when she was busy. I'm very grateful to think about it now!
Looking back on the first day, I looked shy. There is no relaxation in adaptation, only tension and anxiety. The boss is Danish, and we met for the first time in this stateless state. A simple greeting: Nice to meet you! And offered to welcome me, which really excited me. I was caught off guard. "I'm Harry, a temporary worker. Nice to meet you.". Ironically, the facial muscles were really tense, but I can imagine how embarrassed it was. I was really flattered by the way the boss welcomed the new employees, and I was full of gratitude and expectation from the first day. Generally speaking, it is exciting to be an intern! Although learning is difficult, I am full of expectations for the future-