Title : Live a life by international sales.
Author : Kyungsup No
Chapter 01: Attraction about International Sales.
Personnel Organisation : Min. 5 peopel (Manager | China | Japan/E.S. Asia/Oceania | U.S./E.U./M.E. Area/Africa | Trade Office Work). 부장-과장-차장-대리-사원
In my case might need 4 people since I’m in China, and might change area like, Asia and Non Asia countries.
과장: Manages reports like Yearly business plan, KPI, and etc. discussed with those to 부장, and attends various meetings as a department representative.
Monthly Sales Goal is key for the department. (also there is quarterly, and yearly.) The goal has two types, individual and team.
Communication skill and passionate heart is more important than language skill.
Chapter 02: Preparation for International Sales.
Be a morning type of person. -> diligent
Do not keep your work-related people not too close, and not too far.
Do not make enemies at your work.
Number tells everything in sales.
There will be only documents and records in the end.
Contract paper is only for the time to get separate.
Chapter 03: Works for International Sales.
Manage sales goal : Set yearly goal -> distribute to each area -> struggling -> make balance from high profit area to the other. (get more from existing client, and get new contract.)
Salary : basic(low) + incentive | basic (average) + incentive (when its over goal)
Attending Exhibitions : The biggest chance to get new client.
Attending Workshops : Human network in the industry.
Chapter 04: Knowhow of International Sales.
Tips for email : Be cautious of attachment’s name, Automatic response system, General manner (greeting), and Quick response.
Furthermore, tell clients good news first, bad news later. Try to discuss one event for each time as possible as I can, and pick proper title for better communication.
Be balanced person between the one who clients like, and the one who company like.
For new clients : using website like buykorea.org, and alibaba.com. Also cooperate with companies in similar industry (win-win). Lastly, Attend exhibitions.
All claims from clients need to be fixed as quick as you can.
Good relationship in the company will give you higher chance to get great help from other department, and good relationship with clients will make benefits even after the career.
Show clients that you have rights of making decision when it is necessary.
Other useful websites: kita.net, globalwindow.org, kompass.com, globalsources.com, europages.com.
Mastering office tools (excel, powerpoint, word, etc.) and ERP can save a lot of working time.
Preparing risk plan is mandatory for negotiation.
Chapter 05: Knowhow of Chinese Market.
Small detail can make big difference sometimes (take a good care of clients in terms of their life events).
Chapter 06: Author’s experience of International Sales.
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