最近因为换工作，基本把厦门这边头部企业的外贸岗位都面试了一遍，总结出高频出现的问题分享给大家，并附上解题思路和回答范例。

一、请做一个英文自我介绍解题思路：回答自己的基本情况，名字+专业+工作经历+业绩成就等，面试官一般还会通过这个问题了解求职者的英文口语水平应届生范例：Hi, Im XXX, I just graduated from XXX University with a major in International Trade. Im passionate about the foreign trade industry and look forward to making a difference in this field.。

职场人范例：Hi, Im XXX, I have X years of experience in the foreign trade industry. I am skilled in customer development and maintenance, as well as order management, and am proficient in using various foreign trade platforms +可以列举之前工作经历+高光业绩之类的，如销冠。

二、为什么会选择我们公司？解题思路：面试之前要先提前查一下要面试的公司的基本情况（比如主要出口产品、出口额、海外业务分布、主要竞品等信息），以及面试岗位和自己简历匹配点在哪里，做到有的放矢应届生范例：Your company is a leading enterprise in the industry, with a good training mechanism and broad development space. I believe I can learn a lot and grow rapidly here.

职场人范例：The business scope and market prospects of your company are very consistent with my career planning, and the team is professional and dynamic. I believe I can leverage my strengths and bring value to the company here.

三、你的职业规划是什么？解题思路：可以在自己的职业规划的描述中，带入"可以给公司带来什么”应届生范例：My short-term goal is to master foreign trade processes and tools. Within 3 years, I aim to become a regional market specialist and lead the team to achieve the sales targets.。

职场人范例：In the next 3 years, I plan to deepen industry expertise and enhance team management skills, aiming to lead a team to achieve 20% annual growth. Long-term, I aspire to become a strategic decision-maker for overseas markets.

四、你平时是如何克服困难的？解题思路：不要空谈，要结合具体实例应届生范例：When faced with difficulties, I usually think independently first, then seek help from classmates and teachers, and discuss together to find solutions. For example, during my university studies, there was a time when a project encountered a bottleneck in data processing. I solved the problem by consulting materials and asking for advice from my teachers.。

职场人范例：When I encounter difficulties in my work, I usually analyze the root cause of the problem, develop multiple solutions for comparison

and choose the best solution to implement. For example, once a customer raised objections to the quality of a product. Through detailed communication and multiple investigations, I finally determined the cause of the problem and properly dealt with it.

五、在过去学习中or工作中最有成就感的一件事？应届生范例：中文版在实习期间，我负责协助西班牙语客户的订单跟进有次客户临时要求修改包装设计，但设计部认为改动会导致成本上升15%我做了三件事：1）整理拉丁美洲市场同类产品的包装案例，证明新设计能减少运输破损率。

2）协调采购部找到更便宜的瓦楞纸供应商，把成本增幅压到5%3）用西班牙语写了一份改动利弊分析报告，附上客户承诺增加20%订单量的邮件截图最终方案通过，客户在半年内履约追加订单，部门总监说这是当年‘投入产出比最高的学生提案。

英文版During my internship, I was responsible for assisting Spanish speaking customers to follow up their orders. Once, the customer temporarily requested to modify the packaging design, but the design department thought that the change would cause the cost to rise by 15%. I did three things:

1）The packaging case of similar products in Latin American market is sorted out to prove that the new design can reduce the rate of transportation damage

2）Coordinate with purchasing department to find cheaper corrugated suppliers and reduce the cost increase to 5%

3）I wrote an analysis report on the advantages and disadvantages of the change in Spanish, and attached the screenshot of the email of the customer promising to increase the order volume by 20%.

The final plan was approved, and the customer fulfilled the additional order within half a year. The department director said that this was the student proposal with the highest input-output ratio in that year.

核心技能：✅ 多部门斡旋能力 ✅ 小语种应用 ✅ ROI思维

职场人范例：中文版去年开拓埃及市场时，发现当地前三大进口商都被竞争对手锁定我改用“供应链侧翼战”策略：1）通过海关数据找到中国出口埃及的次一级批发商2）说服其中三家合并采购量，达到MOQ后给予特别价格支持。

3）针对当地停电频繁的痛点，在产品包装内附赠太阳能手电筒一年内做到埃及市场占有率从0到10%，客户复购率100%，现在这个客户占我司北非出口额的15%。

英文版When exploring the Egyptian market last year, it was found that the top three local importers were locked by competitors. I switched to a supply-chain flanker strategy:

1) Find the secondary wholesalers of Chinese exports to Egypt through customs data2) Persuade three of them to combine the purchase volume and provide special price support after reaching MOQ

3) Aiming at the pain point of frequent power failure in the local area, we provided solar flashlight in the product packaging

Within one year, the market share in Egypt has increased from 0 to 10%, and the customer repurchase rate is 100%. Now, this customer accounts for 15% of our companys export volume in North Africa.

核心技能：✅ 蓝海市场挖掘 ✅ 资源整合 ✅ 痛点营销

外贸老鸟结语在外贸行业摸爬滚打多年，我悟透一件事：面试本质上是一场“需求匹配”的微缩谈判对应届生，企业想看的是“刀刃上的潜力”——你的校园课题能否折射出商业嗅觉？对职场人，老板在评估“容错率”——你踩过的坑是否沉淀成可复用的SOP？。

建议新人收藏这些案例后做两件事：用STAR法则给自己建档：把每段经历拆解成“情境-任务-行动-结果”，下次面试直接抽卡反向模拟老板焦虑：问自己“如果明天汇率跌破，我的简历里哪条能帮公司止血？”外贸这条路，有人靠运气撞开第一扇门，但想走到最后，

手里必须攥着别人抄不走的解题逻辑。

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