外贸业务员的工作重点有哪些？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非常多</span>人以为外贸业务员<span style="color: black;">便是</span>一天到晚坐在电脑前，跟<span style="color: black;">设备</span>别后的人打交道。<span style="color: black;">并不</span>然。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸业务员的工作内容受你所在<span style="color: black;">机构</span>的行业，资源和管理<span style="color: black;">相关</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">总体<span style="color: black;">来讲</span>，一名外贸业务员，<span style="color: black;">一般</span>有9个方面的工作内容：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸业务员的工作<span style="color: black;">包含</span>9大块：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1。客户<span style="color: black;">研发</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2。<span style="color: black;">制品</span>发布</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3。询盘跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4。促成成交</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5。生产跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">6。运输准备</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">7。交货运输</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">8。售后跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">9。返单跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">下面逐个说说：</p>
<h2 style="color: black; text-align: left; margin-bottom: 10px;">1。客户<span style="color: black;">研发</span></h2>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户<span style="color: black;">研发</span>的方式有<span style="color: black;">非常多</span>，<span style="color: black;">平常</span>的<span style="color: black;">研发</span>方式有：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">google搜索+邮件<span style="color: black;">研发</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">海关数据+邮件<span style="color: black;">研发</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">LINKEDIN+邮件<span style="color: black;">研发</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">更加多</span>的<span style="color: black;">研发</span>方式请看我这篇<span style="color: black;">文案</span>：</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><a style="color: black;"><span style="color: black;"><span style="color: black;">外贸新人怎么找客户？</span><span style="color: black;">23 赞同 · 0 评论<span style="color: black;">回答</span></span></span><span style="color: black;"><img src="https://pic4.zhimg.com/zhihu-card-default_ipico.jpg" style="width: 50%; margin-bottom: 20px;"></span></a></div>
<h2 style="color: black; text-align: left; margin-bottom: 10px;">2。<span style="color: black;">制品</span>发布</h2>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">此刻</span>做外贸，<span style="color: black;">通常</span>都要开通电商平台，譬如阿里国际站，MIC等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">业务员<span style="color: black;">一般</span><span style="color: black;">必须</span>上传<span style="color: black;">制品</span>，优化<span style="color: black;">制品</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span><span style="color: black;">机构</span>人员少，外贸业务员还要负责店铺装修，活动运营，直通车操作，数据分析等运营工作。</p>
<h2 style="color: black; text-align: left; margin-bottom: 10px;">3。询盘跟进</h2>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">询盘的<span style="color: black;">源自</span>有<span style="color: black;">非常多</span>，<span style="color: black;">机构</span>的<span style="color: black;">途径</span>越广，你的机会就越多。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">譬如<span style="color: black;">机构</span>的独立站询盘，电商平台的询盘，阿里国际站RFQ报价询盘等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这个版块的内容是花费时间最多的。你要有<span style="color: black;">累积</span>足够多的潜在客户，<span style="color: black;">而后</span><span style="color: black;">经过</span><span style="color: black;">长时间</span>的沟通，转化为成交客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在跟进的过程中，要逐步摸清客户的需求，赢得客户的信任，打消客户的疑虑。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>进入到实质性的报价<span style="color: black;">周期</span>，<span style="color: black;">必须</span>严肃对待。</p>报价前<span style="color: black;">必须</span>与生产<span style="color: black;">分部</span>和采购<span style="color: black;">分部</span>沟通好，核算好成本。与货代沟通确定运输的方式，体积，和运费。要<span style="color: black;">供给</span>专业的报价单，仔细<span style="color: black;">检测</span>各项内容。跟客户确定好付款方式，付款比例，交货周期，交货方式。发送给客户之前，要发给上级<span style="color: black;">检测</span>。<span style="color: black;">倘若</span><span style="color: black;">必须</span>打样，<span style="color: black;">必须</span>把客户的<span style="color: black;">仔细</span>需求弄清楚，制作样品下单表。要提防假的样品单。<span style="color: black;">便是</span>其实客户只是要你为他个人定制一个<span style="color: black;">罢了</span>，<span style="color: black;">基本</span><span style="color: black;">无</span>订单。<h2 style="color: black; text-align: left; margin-bottom: 10px;">4。促成成交</h2>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">所有的沟通都是为了促成成交，<span style="color: black;">亦</span><span style="color: black;">才可</span>收回你跟客户陪聊的成本。<span style="color: black;">非常多</span><span style="color: black;">无</span>经验的业务员跟客户聊了N久，结果客户最后<span style="color: black;">无</span>下单，<span style="color: black;">这般</span>的时间浪费是很糟糕的。<span style="color: black;">因此</span>，外贸业务员在跟进的过程中，要学会识别<span style="color: black;">那些</span>有<span style="color: black;">潜能</span>下单，<span style="color: black;">那些</span>可能性不大。把时间花在有质量的、能成交的客户身上。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">要会做PI(Price invoice)和合同，<span style="color: black;">包含</span>：</p>买家客户名，<span style="color: black;">机构</span>名，联系<span style="color: black;">tel</span>，邮件，<span style="color: black;">位置</span>卖家<span style="color: black;">机构</span>名，联系人，邮件，<span style="color: black;">位置</span>，电话<span style="color: black;">制品</span>名<span style="color: black;">叫作</span>，规格，型号，描述，<span style="color: black;">制品</span><span style="color: black;">照片</span>，单价，数量，总价，汇率付款方式，付款比例，银行账号物流方式，交货周期质量标准，其他必要说明<h2 style="color: black; text-align: left; margin-bottom: 10px;">5。生产跟进</h2>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>你<span style="color: black;">机构</span>有跟单的，则你<span style="color: black;">必须</span>把下单表转给跟单人员，并做好沟通，<span style="color: black;">保证</span>理解一致。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>你<span style="color: black;">机构</span><span style="color: black;">无</span>跟单的，则你<span style="color: black;">必须</span>联系工厂。<span style="color: black;">倘若</span>你<span style="color: black;">机构</span>自己<span style="color: black;">无</span>工厂，<span style="color: black;">那样</span>你还<span style="color: black;">必须</span>自己开发工厂。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">跟工厂的对接<span style="color: black;">重点</span><span style="color: black;">包含</span>如下内容：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">A）做采购合同</p>买卖双方的信息采购<span style="color: black;">详细</span>内容，范围，数量，单价，总价付款方式，付款比例验货方式，物流方式异议和纠纷处理方式<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">B）邮寄资料</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">将样品，下单<span style="color: black;">仔细</span>资料邮寄给客户。并做好签收登记。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">C）付款</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内部提交付款申请表。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">D）生产跟进</p><span style="color: black;">认识</span>生产进度<span style="color: black;">倘若</span>进度延误，做好与客户的沟通产前样确认出货期验货。申请尾款支付接收大货<h2 style="color: black; text-align: left; margin-bottom: 10px;">6。运输准备</h2>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">A）货代联系</p><span style="color: black;">通常</span><span style="color: black;">机构</span>要准备<span style="color: black;">最少</span>三家货代。整理好货物的资料，如体积，包装，实重，件数等，找货代询价。<span style="color: black;">倘若</span>是海运，<span style="color: black;">必须</span>确认船期，交付港等<span style="color: black;">是不是</span>包清关<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">B）报关单证资料准备</p>发票装箱单收货人信息<span style="color: black;">倘若</span>是走阿里的一达通，<span style="color: black;">必须</span><span style="color: black;">供给</span>独立报关单<h2 style="color: black; text-align: left; margin-bottom: 10px;">7。交货运输</h2>联系客户支付余款。对货物包装拍照安排人员送货到货代指定的<span style="color: black;">地区</span>。<span style="color: black;">或</span>安排货代上门取货。找货代拿到物流跟踪号将物流号、<span style="color: black;">关联</span>包装照片发给客户跟踪物流信息，如有<span style="color: black;">反常</span><span style="color: black;">即时</span><span style="color: black;">通知</span>客户。<span style="color: black;">认识</span>客户的签收信息<h2 style="color: black; text-align: left; margin-bottom: 10px;">8。售后跟进</h2><span style="color: black;">认识</span>客户验货<span style="color: black;">状况</span>，如数量<span style="color: black;">是不是</span>准确，包装<span style="color: black;">是不是</span>完好<span style="color: black;">认识</span>客户对<span style="color: black;">制品</span>的满意度。<span style="color: black;">是不是</span>有瑕疵<span style="color: black;">倘若</span>客户有异议，<span style="color: black;">即时</span>做好沟通。<h2 style="color: black; text-align: left; margin-bottom: 10px;">9。返单跟进</h2>关心客户的<span style="color: black;">营销</span><span style="color: black;">状况</span>关心客户的新订单的计划<span style="color: black;">平常</span>客户关怀，尤其是节假日<span style="color: black;">倘若</span><span style="color: black;">机构</span>放节假日，<span style="color: black;">必须</span>其他邮件<span style="color: black;">通知</span>客户<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸业务员的<span style="color: black;">重点</span>职能是<span style="color: black;">营销</span>，一个订单不是结束，而是新的<span style="color: black;">起始</span>，<span style="color: black;">必须</span>维系好老客户，<span style="color: black;">研发</span>新客户，<span style="color: black;">这般</span>你的业绩才会像雪球<span style="color: black;">同样</span>越滚越大！</p>
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