1. Essential Job Knowledge for Commercial Professionals

1.1 Core International Freight Expertise

1.2 International Logistics English Proficiency

• Ability to read and write professional business emails (standard in US/EU communications).
• Fluent oral communication for client calls, video meetings, and on-site discussions.
• Familiarity with logistics-specific terminology (e.g., Incoterms, FBA, DDP, customs bond).

1.3 E-Commerce Logistics Fundamentals

• Understand the definition of e-commerce logistics and its differences from traditional logistics (e.g., direct-to-consumer vs. B2B, faster turnaround, FBA integration).
• Learn US/EU e-commerce market characteristics (e.g., Amazon, Shopify, Walmart marketplace requirements).

1.4 Amazon Seller Onboarding Process (US/EU Focus)

1. Register an Amazon seller account (distinguish between Amazon US, EU, UK, and other regional marketplaces).
2. Source target products, ensuring compliance with Amazon’s packaging standards and mandatory certifications (e.g., FDA for food products, CE for EU-bound goods).
3. Create product listings on the Amazon platform (optimize for Western search habits with keyword-rich titles/descriptions).
4. Create shipping plans and partner with a reliable freight forwarder for FBA delivery.
5. Track shipment arrival at Amazon warehouses, complete inbound processing, and launch sales.

1.5 FBA Freight Forwarder Essential Knowledge

1. What is FBA: Fulfillment by Amazon (FBA) is Amazon’s warehousing and fulfillment service, covering storage, picking, packing, and delivery for sellers.
2. End-to-End DDP Operations: Master sea/air DDP (Delivered Duty Paid) workflows tailored to US/EU FBA, including customs clearance, tax payment, and last-mile delivery to Amazon warehouses.
3. Amazon Packaging & Pallet Requirements: Adhere to Amazon’s strict box and pallet size/weight limits (e.g., standard US pallet size: 40×48 inches; EU: 80×120 cm; maximum box weight: 50 lbs/22.7 kg for US, 30 kg for EU).
4. Amazon Delivery Methods:
   • Express delivery: No appointment required; direct drop-off at Amazon warehouses.
   • Truck delivery (LCL/FCL): Appointment mandatory via Amazon’s Carrier Central portal.
5. Potential Delivery Issues & Mitigation:
   • Slow unloading: May incur trucking company detention fees, especially for FCL shipments to Amazon.
   • Warehouse rerouting: Amazon may redirect shipments from overcrowded Warehouse A to Warehouse B, resulting in additional delivery charges.
   • Rescheduled appointments: Requires rebooking with Amazon, potentially causing secondary delivery fees.

2. Required Professional Qualities for Commercial Roles

1. Communication & Collaboration: Excellent verbal/written expression and strong team spirit to coordinate with operations, finance, and clients.
2. Problem-Solving & Client Guidance: Proactively identify issues, analyze root causes, and guide clients to collaborative solutions (valued highly in Western business culture).
3. Accountability & Reflection: Prioritize problem-solving over blame-shifting. Take responsibility for mistakes and conduct post-resolution reviews to prevent recurrence.
4. Stress Resilience: Handle client urgencies and complaints professionally. Avoid confrontations—first calm the client’s emotions, then resolve the issue promptly (Western clients expect empathy and action).

3. Standard Commercial Workflows (US/EU Client Optimized)

1. Inquiry Handling: Assign incoming client inquiries to a dedicated account manager on the same day. Respond accurately and promptly—same-day replies are mandatory. If a delay is unavoidable, send a courtesy email explaining the reason (e.g., “We need to confirm with our EU customs specialist and will provide a quote by end of day tomorrow”) to maintain client trust.
2. Quotation Preparation: Confirm key details (commodity name, quantity, packaging specs, origin/destination, Incoterms) and use a standardized quote template to issue a formal proposal.
3. Client Follow-Up: Address all client questions and additional service requests thoroughly (e.g., “Yes, we offer cargo insurance for US FBA shipments at 0.5% of the goods value”).
4. Negotiation Strategy: When clients request price reductions, first justify the quote by highlighting value (e.g., “Our service includes dedicated FBA clearance support and real-time shipment tracking, which reduces the risk of delays”). Avoid immediate discounts—assess client feedback before applying for price adjustments with management.
5. Persistent Follow-Up: Maintain regular contact after quoting (e.g., 24-hour, 3-day, 1-week check-ins) to maximize conversion rates. Avoid letting quotes go unanswered.
6. Order Confirmation & Execution:
   • Send a “Client Information Form” to collect complete details. Verify shipment specifics (commodity, quantity, terms, method) with the client’s supplier. If consistent, submit a “Service Order Form” to operations; if discrepancies exist, reconfirm pricing and details with the client.
   • Issue reminders to suppliers per the “Shipping Guidelines” (e.g., labeling requirements, cut-off times).
   • Sea/Air Shipments: Submit a detailed “Service Order Form” to operations for coordination with the client’s supplier. Post-shipment, provide clients with ETD (Estimated Time of Departure), ETA (Estimated Time of Arrival), container number, and carrier information. Continue updates until destination clearance, invoicing, payment collection, and final delivery to Amazon.
   • Express Shipments: Managed directly by the account manager. Coordinate with suppliers for on-site pickup via the company’s system, track order status, and confirm dimensions/weight upon warehouse receipt. Issue invoices, arrange shipment after payment, and provide tracking numbers to clients.
7. Real-Time Updates: Notify clients immediately of any shipment progress or unexpected issues (e.g., delays, customs holds) to ensure transparency.
8. Invoicing & Payment Collection: Issue invoices promptly post-shipment. For clients requesting credit terms, conduct thorough credit checks and require a guarantor (standard practice in US/EU business).
9. Client Profiling: Understand each client’s communication style and preferences to tailor interactions—improves efficiency and strengthens client relationships.
10. Client Retention: Cherish all converted clients, maintain regular follow-ups, and deliver consistent service to build long-term trust (critical for repeat business in US/EU markets).

4. Regular Overseas Commercial Meetings