外贸人面试攻略，助获心仪Offer
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在面试外贸业务员之前，你需要先弄清楚这份工作的<span style="color: black;">重点</span>内容有<span style="color: black;">那些</span>？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">外贸业务员的核心任务<span style="color: black;">便是</span><span style="color: black;">研发</span>客户、转化订单</strong>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">详细</span>的工作<span style="color: black;">重点</span><span style="color: black;">包含</span>以下9项：客户<span style="color: black;">研发</span>、<span style="color: black;">制品</span>发布、询盘跟进、促成成交、生产跟进、运输准备、交货运输、售后跟进、返单跟进</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">1、</span></span></span></strong><span style="color: black;"><span style="color: black;">10个高频<span style="color: black;">显现</span>的面试外贸业务员的问题</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1. <span style="color: black;">为何</span>想做外贸？或<span style="color: black;">为何</span>要转行？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2. <span style="color: black;">为何</span><span style="color: black;">选取</span>来<span style="color: black;">咱们</span><span style="color: black;">机构</span>？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">3. <span style="color: black;">为何</span>从上一家<span style="color: black;">机构</span>离职？当初你<span style="color: black;">为何</span><span style="color: black;">选取</span>之前那份工作？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">4. 介绍一下上份工作的工作内容？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">5. 你从上一份工作中学到了什么？你<span style="color: black;">此刻</span>有哪方面的经验和技能？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">6. 近一年有学过什么新技能？上过什么课？或参加过什么活动吗？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">7. 之前你有从事过外贸工作<span style="color: black;">或</span>出过单吗？从第几个月开始出单的，这些客户都是你独立<span style="color: black;">研发</span>的吗？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">8.你有操作过<span style="color: black;">那些</span>平台，<span style="color: black;">重点</span><span style="color: black;">经过</span>什么途径去<span style="color: black;">研发</span>客户呢？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">9. 你<span style="color: black;">近期</span>在读的一本书是什么？能用英文跟<span style="color: black;">咱们</span>聊一聊这本书吗？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">10. 你认为<span style="color: black;">营销</span>中最重要的一点是什么呢？你能为<span style="color: black;">机构</span>创造什么？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在回答这些问题之前，<span style="color: black;">咱们</span>要深入<span style="color: black;">认识</span>一下面试官提问的出发点是什么？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">2、</span> </span></span></strong><span style="color: black;"><span style="color: black;">面试官的深度意图</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">下面带<span style="color: black;">大众</span><span style="color: black;">一块</span>剖析面试官的深度意图<span style="color: black;">到底</span>是什么。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">为何</span>要转行？</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有的人会直接回答，<span style="color: black;">由于</span>觉得之前的那个行业<span style="color: black;">无</span>什么发展前景。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">为何</span>想做外贸？</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有的人会直接回答，<span style="color: black;">由于</span>看着身边的<span style="color: black;">伴侣</span>做外贸挺<span style="color: black;">挣钱</span>的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这般</span>回答看似没什么大问题，但从面试官的<span style="color: black;">方向</span>来看这些都是废话。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">面试官是想从侧面剖析这个人<span style="color: black;">是不是</span>真的能适合这份工作，面试者转行<span style="color: black;">是不是</span>真的经过深思熟虑，<span style="color: black;">是不是</span>有足够强的意愿会在新工作中<span style="color: black;">奋斗</span>。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有的刚毕业的应届生，面试时很担心面试官提问工作经验的问题，但<span style="color: black;">实质</span>上<span style="color: black;">非常多</span><span style="color: black;">机构</span>是愿意招聘应届毕业生的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">面试官需要<strong style="color: blue;">确认面试者<span style="color: black;">是不是</span>有<span style="color: black;">剧烈</span>的愿望去学习新内容，<span style="color: black;">是不是</span>有充分的学习能力，足够的<span style="color: black;">营销</span>能力，良好的沟通能力，以及后期能否创作出<span style="color: black;">那些</span>价值。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>有的人看问题比较全面，善于思考分析，<span style="color: black;">这般</span>的人就善于分析客户，是做外贸<span style="color: black;">其中</span>的一大<span style="color: black;">优良</span>。有的人性格沉稳，<span style="color: black;">办事</span>能够<span style="color: black;">保持</span>，这<span style="color: black;">亦</span>是外贸业务员应当具备的非常优秀的品质。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">机构</span>招人的成本其实是很高的，招人肯定是要让对方来<span style="color: black;">处理</span>问题。<span style="color: black;">能<span style="color: black;">处理</span>的问题越值钱，薪水就能谈的越高。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">刚入行的外贸新人很容易在面试中说自己是来学习的，一旦你说出这句话，<span style="color: black;">亦</span><span style="color: black;">寓意</span>着失去了主动权，薪水自然不会高。<span style="color: black;">心理</span>不要放低，就算是刚毕业的新人，<span style="color: black;">亦</span>能<span style="color: black;">处理</span><span style="color: black;">非常多</span>问题。<strong style="color: blue;"><span style="color: black;">例如</span>小语种业务员，<span style="color: black;">便是</span><span style="color: black;">非常多</span>外贸<span style="color: black;">机构</span>欠缺的。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">3、</span></span></span></strong><span style="color: black;"><span style="color: black;"><span style="color: black;">怎样</span>作答</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">搞清楚了面试官的意图，<span style="color: black;">那样</span><span style="color: black;">咱们</span>再来<span style="color: black;">瞧瞧</span>该<span style="color: black;">怎样</span>回答面试官的提问。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">下面举几个例子：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">问题1：<span style="color: black;">为何</span>想来<span style="color: black;">咱们</span><span style="color: black;">机构</span>工作？</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">回答：<span style="color: black;">重点</span>是这份工作的内容很吸引我，并且贵<span style="color: black;">机构</span>所处的产业，以及在业界的声誉、工作性质，都很吸引我。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">问题2：关于客户<span style="color: black;">研发</span>你<span style="color: black;">能够</span>聊一聊吗？</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">回答：<span style="color: black;">能够</span><span style="color: black;">经过</span>以下方式<span style="color: black;">研发</span>客户：主动搜索（<span style="color: black;">熟练</span>谷歌搜索规则，<span style="color: black;">有效</span>找到<span style="color: black;">目的</span>客户的群体并<span style="color: black;">得到</span>客户联系方式）、外贸B2B平台获取询盘（能够<span style="color: black;">熟悉</span>打理外贸B2B平台）、SNS社交获取客户资源（能够<span style="color: black;">熟悉</span><span style="color: black;">经过</span>社交网站，如Linkedin 获取客户资源）等~</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">研发</span>客户<span style="color: black;">关联</span><span style="color: black;">文案</span><span style="color: black;">举荐</span>：</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1、干货 | 手把手教你写好<span style="color: black;">机构</span>介绍和<span style="color: black;">制品</span><span style="color: black;">优良</span>！</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2、外贸干货 | 报价单上<span style="color: black;">亦</span>有小心机？询盘回复技巧全展示！</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">3、<span style="color: black;">怎样</span><span style="color: black;">精细</span>定位Google客户搜索？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">4、<span style="color: black;">为何</span>你的<span style="color: black;">研发</span>信没人回复？<span style="color: black;">加强</span>邮件回复率<span style="color: black;">能够</span>先<span style="color: black;">这般</span>做！</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">5、干货<span style="color: black;">保藏</span> | 1封收获7个新客户的<span style="color: black;">研发</span>信+28封<span style="color: black;">区别</span>场景回复客户邮件经典模板！</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">6、史上最全集装箱装柜的技巧，外贸人<span style="color: black;">必须</span>！<span style="color: black;">意见</span><span style="color: black;">保藏</span>！</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">问题3：<span style="color: black;">倘若</span>你被录用，你打算在这份工作上做多久？</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">回答：这个问题可能要等我工作一段时间后<span style="color: black;">才可</span>比较客观的回答。<span style="color: black;">不外</span>在我看来一份工作<span style="color: black;">最少</span>要工作3-5年<span style="color: black;">才可</span>学习到最精华的部分。（后半句需要参考之前自己的工作履历<span style="color: black;">是不是</span>符合这点）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">问题4：<span style="color: black;">为何</span>从上一家<span style="color: black;">机构</span>离职？当初你<span style="color: black;">为何</span><span style="color: black;">选取</span>之前那份工作？</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">回答：我<span style="color: black;">近期</span><span style="color: black;">搬迁</span>了，住的<span style="color: black;">地区</span>离<span style="color: black;">机构</span>太远，即使我<span style="color: black;">已然</span>在<span style="color: black;">机构</span>工作4年了，有很深的感情，<span style="color: black;">然则</span>很遗憾，我不<span style="color: black;">期盼</span>在上下班路上浪费太多的时间，<span style="color: black;">因此呢</span>我<span style="color: black;">期盼</span>能寻找新的舞台。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">问题5：你从上一份工作中<span style="color: black;">得到</span>了什么？</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">回答：</strong><span style="color: black;">首要</span>，外贸技能得到提升，让我能够<span style="color: black;">熟悉</span>应对<span style="color: black;">各样</span>类型的客户，对外贸流程有了更深的理解。其次是<span style="color: black;">制品</span>思维，有了比较完善的<span style="color: black;">制品</span>学习思路，这个大大的<span style="color: black;">加强</span>了我转化订单的效率。最后我认为最大的收获是学会了团队合作，一个人单打独斗所能取得的成绩<span style="color: black;">特别有</span>限，<span style="color: black;">经过</span>团队同事之间的<span style="color: black;">协同</span>让<span style="color: black;">咱们</span>完<span style="color: black;">成为了</span>一个又一个高质量的订单。举个例子，<span style="color: black;">咱们</span>每周都会在周例会上分享自己搜素客户的技巧，谁找到一个好的搜索客户思路，就分享出来，<span style="color: black;">大众</span>互相学习到<span style="color: black;">非常多</span>新技能，这得益于我有一个好领导，她给<span style="color: black;">咱们</span>塑造了一个好的互助氛围。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">4、</span></span></span></strong><span style="color: black;"><span style="color: black;">外贸面试前的准备工作</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在面试之前，要准备以下几个方面。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">准备一份英文自我介绍</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">首要</span>，你需要准备一份<span style="color: black;">美丽</span>的英文自我介绍。其实英语并不是在业务中最重要的技能，只要能正常面对面英文交流、<span style="color: black;">tel</span>、邮件沟通就够用了。<span style="color: black;">因此呢</span>英文自我介绍<span style="color: black;">更加多</span>的是侧重技能的展示，而非跟面试官秀你的英语。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其次，有些讲究的外贸<span style="color: black;">机构</span>它<span style="color: black;">亦</span>会在面试过程中有对你进行英文面试，这个时候你就需要对<span style="color: black;">平常</span>的<span style="color: black;">有些</span>外贸面试问题进行英文准备了。<span style="color: black;">然则</span>大部分的外贸<span style="color: black;">机构</span>面试，其实<span style="color: black;">重点</span>还是在自我介绍<span style="color: black;">这儿</span>用了英文，其他<span style="color: black;">地区</span>还是用中文。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">简历之外加这几个必要的文件</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">除了个人简历，最好能再加几个<span style="color: black;">这般</span>的文件，<span style="color: black;">例如</span>：报价单（<span style="color: black;">表现</span>个人文件的精细程度），与买家的合影，客户邮件<span style="color: black;">或</span>whatsapp之类对个人服务的好评截图（展示个人业务的专业度），这些都<span style="color: black;">能够</span>打印出来。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">提前<span style="color: black;">认识</span>对方的<span style="color: black;">机构</span>及<span style="color: black;">制品</span>信息</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">提前<span style="color: black;">认识</span>对方的<span style="color: black;">机构</span>及<span style="color: black;">制品</span>信息<span style="color: black;">能够</span>达到两个效果，一是让面试官觉得我很关心对方；二是<span style="color: black;">能够</span><span style="color: black;">认识</span>这家<span style="color: black;">机构</span>的外贸大概做的怎么样？<span style="color: black;">倘若</span>幸运的话，<span style="color: black;">亦</span>许还能搜到对方大概能给到的薪资水平。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">案例准备</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">外贸<span style="color: black;">机构</span>很关注应聘者<span style="color: black;">是不是</span>出过单，能出多大的单，<span style="color: black;">因此呢</span>需要准备1-2个转化订单成功案例。<span style="color: black;">倘若</span>之前的业务做的不太好，就需要好好做下功课。<span style="color: black;">倘若</span>做的好，<span style="color: black;">亦</span>需要认真准备，让面试官认为你的思路清晰，<span style="color: black;">无</span>水分。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>是刚入行的新人，<span style="color: black;">能够</span>说实习经验，辅助同事成功获取订单的案例。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">贸贸结语：</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">外贸业务员并不是一个门槛很高的工作，外贸业务员在找工作时，<span style="color: black;">尽可能</span><span style="color: black;">选取</span>一个有前景的<span style="color: black;">制品</span><span style="color: black;">而后</span><span style="color: black;">保持</span>做下去。不要换一份工作就换一个<span style="color: black;">制品</span>，就算外贸技能再强，换了<span style="color: black;">制品</span>客户资源<span style="color: black;">亦</span>要重新<span style="color: black;">累积</span>，供应链<span style="color: black;">亦</span>要重新去收集。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">外贸业务员的本质还是<span style="color: black;">营销</span>，拼的<span style="color: black;">便是</span>供应链和<span style="color: black;">制品</span>，老是换<span style="color: black;">制品</span>就算懂再多的外贸技能<span style="color: black;">亦</span>没办法真正赚到钱。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">外贸面试技巧只是<span style="color: black;">咱们</span>找工作时候的<span style="color: black;">一起</span>敲门砖，找到一个好<span style="color: black;">制品</span> + 一家好<span style="color: black;">机构</span>，利用这些外贸面试技巧让你<span style="color: black;">得到</span>一个好薪水，这才是<span style="color: black;">咱们</span>学习外贸面试技巧的目的所在。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">最后的最后，贸贸要提醒外贸人啦：</span></span></strong></span></p>
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