EXPORTING MADE EASY
We are often asked if we can help companies recruit or place export sales personnel. It’s a fair question, because finding the right individual to represent your products in international markets can be one of the biggest challenges in growing a business. However, recruitment is not a service we provide. What we can do, and what this article is all about, is sharing the key qualities, skills, and experience that a strong export sales professional should bring to the table.
The list below captures 200 qualities that define an outstanding export salesperson, from personal attributes to technical know-how and cultural awareness. It’s not just for employers—if you are already working in export sales, or aspiring to do so, this can also serve as a personal benchmark. To make it practical, we suggest you score yourself honestly: give yourself half a point for each quality you feel you genuinely demonstrate.
Out of a possible 100, how close are you to the full profile of an ideal export sales professional? (yes, this is just a bit of fun)
Personal Traits & Attitude
Honest and trustworthy
High integrity
Self-motivated
Persistent
Resilient under rejection
Confident but not arrogant
Goal-oriented
Positive mindset
Patient with long sales cycles
Flexible with change
Ambitious
Courageous in tough markets
Self-disciplined
Energetic
Enthusiastic about products
Optimistic outlook
Proactive attitude
Adaptable personality
Problem-solving mindset
Growth mindset
Open-minded
Curious learner
Professional demeanor
Strong work ethic
Competitive drive
Independent worker
Risk-tolerant
Strong initiative
Creative thinker
Tenacious in closing deals
Communication Skills
Active listener
Clear communicator
Persuasive speaking skills
Strong presentation ability
Negotiation skills
Skilled at storytelling
Adaptable communication style
Good questioning techniques
Multilingual (or willing to learn)
Excellent writing ability
Confident public speaker
Strong interpersonal skills
Nonverbal communication awareness
Concise email writing
Able to simplify complex ideas
Skilled at building rapport
Culturally sensitive communicator
Diplomatic in conversations
Assertive when needed
Ability to handle objections gracefully
Professional Knowledge
Deep product knowledge
Market knowledge
Knowledge of export documentation
Understanding of Incoterms
Knowledge of logistics and shipping
Understanding of customs procedures
Knowledge of foreign exchange risks
Understanding of payment terms (LC, TT, etc.)
Knowledge of international trade regulations
Awareness of tariffs and duties
Knowledge of supply chain management
Knowledge of pricing strategies
Awareness of competitor landscape
Knowledge of packaging requirements
Familiarity with quality certifications
Knowledge of digital trade platforms
Familiar with trade agreements
Knowledge of risk management in exports
Understanding of contract terms
Awareness of insurance in international trade
Relationship Management
Builds trust with clients
Develops long-term relationships
Understands client needs
Anticipates customer problems
Provides consistent follow-up
Available and responsive
Customer-first attitude
Creates win-win scenarios
Good networker
Keeps promises
Fosters loyalty
Delivers value consistently
Handles complaints gracefully
Empathetic to client situations
Maintains professionalism under stress
Skilled in stakeholder management
Maintains after-sales support
Builds credibility with partners
Excellent referral builder
Nurtures distributors and agents
Strategic Thinking
Identifies new markets
Spots opportunities early
Competitor analysis skills
Data-driven decision maker
Understands market entry strategies
Analyzes trends
Forecasting ability
Resource allocation skills
Sets realistic targets
Develops sales strategies
Thinks long-term
Business development mindset
Good at prioritizing leads
Understands risk vs reward
Identifies value propositions
Uses SWOT analysis
Scenario planning ability
Evaluates ROI of activities
Strategic partner development
Innovative in market approaches
Sales Process Skills
Strong prospecting ability
Lead qualification skills
Effective pipeline management
Skilled at demos and pitches
Good at closing deals
Strong follow-up discipline
Proposal writing skills
Understanding of CRM tools
Time management skills
Handles negotiations effectively
Consultative selling approach
Cross-selling ability
Upselling ability
Ability to handle objections
Creates urgency in deals
Customizes solutions
Targets decision-makers directly
Ability to shorten sales cycles
Skilled at deal structuring
Consistent closer
Cultural Competence
Culturally adaptable
Respects traditions and etiquette
Knowledge of cultural differences in business
Avoids ethnocentrism
Skilled at cross-cultural negotiation
Knowledge of local holidays & customs
Avoids cultural faux pas
Adjusts pitch style by region
Respectful in all interactions
Learns basic phrases of client’s language
Understands body language differences
Aware of religious sensitivities
Practices humility in foreign contexts
Values diversity
Patience with cultural barriers
Flexible with time differences
Respects international hierarchy norms
Learns from cultural mistakes
Appreciates global perspectives
Builds trust across cultures
Analytical & Technical Skills
Strong analytical skills
Data interpretation ability
Uses KPIs to measure performance
Excel/Spreadsheet proficient
CRM systems proficient
Market research skills
Digital marketing knowledge
Social media savvy
Uses sales automation tools
Presentation software skills
Financial literacy
Budgeting skills
Uses data to adjust strategies
Understands margins and profitability
Research-driven decision making
Understands analytics dashboards
Forecasting skills
Uses technology effectively
Problem-solving with data
Identifies patterns in sales data
Leadership & Teamwork
Team player
Motivates colleagues
Shares knowledge freely
Collaborative with other departments
Supports company vision
Leads distributors effectively
Provides mentorship
Coordinates with logistics and finance teams
Cross-functional collaboration
Respectful toward colleagues
Communicates goals clearly
Conflict resolution skills
Delegates effectively when leading teams
Inspires confidence in others
Works well under pressure with team
Appreciates team contributions
Balances individual & team goals
Transparent in communication
Celebrates team successes
Builds trust internally
Customer Service Excellence
Delivers on promises
Provides quick responses
Ensures timely delivery
Handles complaints professionally
Provides clear instructions
Offers value-added services
Anticipates customer needs
Provides training to clients if needed
Ensures after-sales support
Maintains high service standards
Transparent with challenges
Delivers consistent quality
Ensures smooth transactions
Offers solutions, not excuses
Focuses on customer satisfaction metrics
Treats all customers with respect
Goes the extra mile
Provides regular updates
Learns from feedback
Customer retention focus
Resilience & Adaptability
Works well across time zones
Manages travel fatigue
Adjusts to regulatory changes
Stays calm under uncertainty
Adjusts strategies quickly
Adapts to client preferences
Overcomes supply chain challenges
Manages multiple markets simultaneously
Handles changing exchange rates
Adapts to digital transformation
Resilient during global crises
Open to new technologies
Adapts communication tools to markets
Learns from failures
Handles slow-moving markets patiently
Keeps morale high in tough times
Navigates bureaucracy effectively
Works with limited resources when needed
Flexible with payment challenges
Always finds a solution
Ethical & Professional Standards
Honest in quotations
Transparent in communication
Respects confidentiality
Avoids bribery and corruption
Stays compliant with laws
Treats partners fairly
Upholds company reputation
Avoids misleading claims
Delivers realistic promises
Professional in appearance
Polite at all times
Ethical sourcing awareness
Avoids unfair practices
Stays loyal to employer
Maintains professional boundaries
Considers sustainability in trade
Respects international labor standards
Acts responsibly in all markets
Long-term ethical vision
Reputation-focused mindset