“参展接的订单，外贸业务员就不该拿提成”，这没问题吧？
<img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/CMHs4ERicMqiaLnDKMLdjO1mp3E0na9N2qvOQE9KnOLwzIic4icCEIU1JNupibu54sUDicmAwMAAx4p1xQNGOKQphj0A/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这是Mike外贸说的第 1046 篇原创</span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/Ljib4So7yuWiaG1vgy4D8RkO1ew0FXXWWtx0XsLx6YJ62zxyx6ZNkx5u85xq66V6iauMUIBJme4T0S3LL5KwwZCIA/640?wx_fmt=gif&wxfrom=5&wx_lazy=1&tp=webp" style="width: 50%; margin-bottom: 20px;"></span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">网友吐槽：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">老板花大钱花时间参加展会让业务员接到订单，业务员<span style="color: black;">不该</span>该有提成。<span style="color: black;">由于</span>业务员能在展会上接到订单，是老板花钱搭建了这个平台，业务员在这个老板花钱搭建的这个平台上接到单，<span style="color: black;">基本</span>不是<span style="color: black;">经过</span>业务员自己的能力接到订单的，<span style="color: black;">因此</span>业务参展中接到订单，<span style="color: black;">不该</span>该给提成。不给提成业务员还表现得很不满，一点都不自觉。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">你这<span style="color: black;">规律</span>是有问题的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我举几个例子：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">01、<span style="color: black;">一家实体服装店招聘了导购员/<span style="color: black;">营销</span>，<span style="color: black;">导购员/<span style="color: black;">营销</span></span>在店铺里接待买家，引导顾客购买<span style="color: black;">制品</span>。但<span style="color: black;">实体店</span>不给<span style="color: black;">导购员/<span style="color: black;">营销</span></span>提成，<span style="color: black;">由于</span>这个<span style="color: black;">营销</span>平台是<span style="color: black;">实体</span><span style="color: black;">店</span><span style="color: black;">供给</span>的。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">02、一家工厂/外贸<span style="color: black;">机构</span>付费开通了某里国际站，招聘外贸业务员负责在平台上面对接询盘、促成订单，你不给<span style="color: black;">外贸业务员</span>提成，<span style="color: black;">由于</span>这平台是<span style="color: black;">工厂/</span><span style="color: black;">外贸</span><span style="color: black;">机构</span><span style="color: black;">供给</span>的，<span style="color: black;"><span style="color: black;">不应</span>给外贸业务员提成。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">03、<span style="color: black;">一家</span><span style="color: black;">工厂/外贸<span style="color: black;">机构</span>去参加行业展会</span>，外贸业务员负责对接客户，成单后<span style="color: black;">工厂/外贸<span style="color: black;">机构</span></span>认为是自己<span style="color: black;">供给</span>了这个<span style="color: black;">营销</span>平台，<span style="color: black;">不应</span>给外贸业务员提成。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/CMHs4ERicMqgeHpInHBQFwg6WukA8QJJPYOYicqAc3PYPG59GREs53cCt682iaLu6etaHRV5GUIYCme2ecvMoicnag/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">价值的产生</strong></p><strong style="color: blue;">
<span style="color: black;"><span style="color: black;">是不是</span><span style="color: black;">必须</span>员工催动</span></strong><span style="color: black;"><span style="color: black;">以上提及的所有<span style="color: black;">状况</span>，但凡想要赚<span style="color: black;">更加多</span>钱，本质上都需要员工参与，积极对接客户<span style="color: black;">才可</span>有更好的成果，这一点毋庸置疑吧？</span></span><span style="color: black;"><span style="color: black;">倘若</span>你让员工参与了工作，却不给提成，哪个员工还会甩膀子卖力气使劲儿给你卖货呢？</span><span style="color: black;">促<span style="color: black;">成为了</span>订单却<span style="color: black;">无</span>提成，员工不满不是</span><span style="color: black;">很正常吗？</span><span style="color: black;"><span style="color: black;">倘若</span>展会不<span style="color: black;">必须</span>外贸业务员去对接客户谈单，<span style="color: black;">来的都是<span style="color: black;">机构</span>以前的老客户（</span></span><span style="color: black;">并不属于这些员工</span><span style="color: black;"><span style="color: black;">），来了就直接下单，价值的产生不<span style="color: black;">必须</span>员工的催动，</span>自然<span style="color: black;">不消</span>给提成，合情<span style="color: black;">恰当</span>，<span style="color: black;">由于</span>订单不是员工促成的。</span><span style="color: black;"><span style="color: black;">或</span>老板别带业务员去参展，就自己单独去参加展会、自己对接客户，那就更没什么冲突了，员工未参加，还谈什么提成。</span><span style="color: black;">能明白我在说什么吧？是员工的价值。</span><span style="color: black;">员工创造的价值越多，<span style="color: black;">机构</span>赚到的就越多，而提成<span style="color: black;">便是</span>刺激员工创造<span style="color: black;">更加多</span>价值的关键因子。</span><span style="color: black;">给不给提成，你只<span style="color: black;">必须</span><span style="color: black;">思虑</span>“价值的产生<span style="color: black;">是不是</span><span style="color: black;">必须</span>员工的催动”。</span><span style="color: black;">职场其实<span style="color: black;">亦</span><span style="color: black;">无</span>必要搞得<span style="color: black;">那样</span><span style="color: black;">繁杂</span>，就谈钱，别谈其他。<span style="color: black;">由于</span>钱才是驱动员工去为企业创造价值的动力，在为<span style="color: black;">机构</span>创造价值的<span style="color: black;">同期</span>，自己<span style="color: black;">亦</span>能获取利益，不论是<span style="color: black;">针对</span>员工个人，还是<span style="color: black;">针对</span><span style="color: black;">机构</span><span style="color: black;">来讲</span>，这都是一层可<span style="color: black;">连续</span>的良好关系。<span style="color: black;">倘若</span>少了这层关系，员工就不<span style="color: black;">必须</span><span style="color: black;">奋斗</span>了，反正怎么工作都是那点儿钱。</span><span style="color: black;">倘若大部分员工<span style="color: black;">选取</span>消极怠工，那<span style="color: black;">机构</span>损失可就大了。<span style="color: black;">例如</span>去了展会，所有员工都清楚不论自己做得<span style="color: black;">怎样</span>都不会有钱拿，<span style="color: black;">那样</span>谁还会积极接待客户，费劲巴拉地引导客户下单呢？没人用心做，这个展会的成本<span style="color: black;">亦</span>白扔了，平台<span style="color: black;">亦</span>是<span style="color: black;">同样</span>的道理。</span><span style="color: black;">外贸业务员的价值不是回话这么简单，而是<span style="color: black;">持续</span>运用<span style="color: black;">各样</span>营销技巧引导客户，<span style="color: black;">最后</span>促成订单。<span style="color: black;">无</span>外贸业务员的<span style="color: black;">各样</span>输出，绝大<span style="color: black;">都数</span>订单都<span style="color: black;">没法</span>达成。从这点上来讲，不给提成是完全<span style="color: black;">无</span>道理的。</span><span style="color: black;">除非，价值的产生不<span style="color: black;">必须</span>员工催动。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/CMHs4ERicMqiawWw9lP8FK8ic1pUM2GsRLWYBSqcZNESbQEqib5RXaEH5JVeWibvWxjicT3zzAkNFKbNVWwT18bhkSbw/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">客服和<span style="color: black;">营销</span></strong></p><strong style="color: blue;">
<span style="color: black;">完全是两码事</span></strong><span style="color: black;"><span style="color: black;"><span style="color: black;">亦</span>许<span style="color: black;">有些</span>老板不想给员工提成是觉得这些员工只是客服<span style="color: black;">罢了</span>，在利益创造上贡献不大。</span></span><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>真的只是客服，<span style="color: black;">无</span>提成说得过去。<span style="color: black;">倘若</span>是<span style="color: black;">营销</span>岗，这非常不<span style="color: black;">恰当</span>。优秀的<span style="color: black;">营销</span>人员同你找个某宝客服完全是两码事。不信你<span style="color: black;">能够</span>招聘一个刚毕业的员工，再招聘一个有着<span style="color: black;">数年</span><span style="color: black;">营销</span>经验的员工，操作一段时间后对比一下结果就明白了。</span></span><span style="color: black;">尤其是在外贸行业，其实外贸业务员的工作技术含量可不是某宝客服能比的。<span style="color: black;">无</span>外贸业务员的<span style="color: black;">各样</span>操作，就算你有付费平台和展会，<span style="color: black;">亦</span>不会有什么订单。</span><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客服和<span style="color: black;">营销</span>，完全是两码事。</p>
</span><span style="color: black;"><span style="color: black;">当然，如果<span style="color: black;">机构</span>真的不缺客户了，那就别招聘外贸业务员，直接招聘跟单就好了，<span style="color: black;">不外</span>远不如外贸业务员的实操经验，会不可避免地流失老客户。</span></span><span style="color: black;"><span style="color: black;">又<span style="color: black;">或</span>，你<span style="color: black;">便是</span>不愿意在以<span style="color: black;">机构</span><span style="color: black;">供给</span>资源为<span style="color: black;">基本</span>成的订单上给员工提成，那就在入职合同上写清楚，<span style="color: black;">不外</span>正如上文所言，<span style="color: black;">这般</span>的制度会打消员工积极性。，对<span style="color: black;">机构</span>没啥好处。</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/CMHs4ERicMqiawWw9lP8FK8ic1pUM2GsRLWowQG2Oibdtr4YF9whGSn79tibRCqMQm5gt6RAeyZH4N4mOyTgJaayW1w/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">谈啥都伤钱</p>
</span><span style="color: black;">谈钱最实在</span></strong></span><span style="color: black;">其实哪有该<span style="color: black;">不应</span>，无非是你想不想。</span><span style="color: black;">老板想<span style="color: black;">挣钱</span>，员工更想<span style="color: black;">挣钱</span>，<span style="color: black;">做为</span>企业主千万别总跟员工讲情怀、谈理想，<span style="color: black;">由于</span>员工不是<span style="color: black;">白痴</span>，<span style="color: black;">她们</span>都是来<span style="color: black;">挣钱</span>的，画大饼不解饿。</span><span style="color: black;"><span style="color: black;">你想赚<span style="color: black;">更加多</span>钱，就要给为你创造价值的人<span style="color: black;">供给</span>更好的<span style="color: black;">薪水</span>。提拔<span style="color: black;">亦</span>好，夸赞<span style="color: black;">亦</span>罢，都不如加薪来得实在。</span><span style="color: black;">成年人之间，你讲钱准没错。但你不讲钱，那就大错特错了。</span></span><span style="color: black;">在</span><a style="color: black;"><span style="color: black;">“<span style="color: black;">怎样</span>给外贸</span></a>业务员降薪，节省成本？”：被最后一根稻草压死的，<span style="color: black;">亦</span>可能是你<span style="color: black;">一文中，Mike就讲过这个道理，<span style="color: black;">“<strong style="color: blue;">想让驴儿跑，又不给吃饱</strong>”的路子是不可取的，非但不会对企业运营产生正向影响，反而会激化内部矛盾，<span style="color: black;">增多</span>运营<span style="color: black;">危害</span>。</span></span><span style="color: black;"><span style="color: black;">非常多</span><span style="color: black;">状况</span>会<span style="color: black;">由于</span>你的小扣<span style="color: black;">引起</span>因小失大。舍不得花小钱，还想赚大钱，这可能吗？</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">好比<span style="color: black;">非常多</span>人吐槽我的课程贵，但哪怕你利用课程所学拿下一个客户或一个像样的订单，<span style="color: black;">得到</span>的利润<span style="color: black;">亦</span>远比这点儿学费高得多（<a style="color: black;">同行喊“外贸凉了”，<span style="color: black;">咱们</span>订单撑爆产线</a>）。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>连这点儿价值观都是</span><span style="color: black;">错的，这个不给，那个克扣（<a style="color: black;">谈下29万美金外贸大单，提成少了三分之二？</a>），在员工身上<span style="color: black;">各样</span>耍心机，最后吃亏的肯定还是自己。</span><span style="color: black;"><span style="color: black;">由于</span><span style="color: black;">大众</span>都不是<span style="color: black;">白痴</span>，员工<span style="color: black;">长时间</span>看不到价值，要么消极混日子，要么跳槽另谋出路，要么辞职创业<span style="color: black;">作为</span>强力的竞争对手<span style="color: black;">（</span><a style="color: black;">“离职后，她竟撬走前<span style="color: black;">机构</span>千万大单！”</a><span style="color: black;">）</span>。</span><span style="color: black;">而人才<span style="color: black;">便是</span>企业创造价值的核心力量，人才的流失自然<span style="color: black;">亦</span>就<span style="color: black;">成为了</span>企业最大的损失。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">留住为你创造价值的人，该花的钱，别犹豫，除非你想失去<span style="color: black;">更加多</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">对此，您怎么看？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">欢迎转发，留言讨论。</span></p><span style="color: black;">※<span style="color: black;">文案</span>的<span style="color: black;">每一个</span>字，都是我用心敲出来的，只<span style="color: black;">期盼</span>对得起每位关注我的人。留言或点个「在看」，让我<span style="color: black;">晓得</span>，你「<span style="color: black;">始终</span>都在」</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">※</span></strong></span></strong>昨日热文</span></strong><span style="color: black;">：<a style="color: black;">后疫情时代，2023外贸<span style="color: black;">怎样</span>破局？</a></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">往期回顾</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;">37岁，外贸10年，无房无车：“<span style="color: black;">无</span><span style="color: black;">天分</span>，还能<span style="color: black;">怎么样</span>？”</a></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;"><span style="color: black;">到底</span>什么样的人适合做外贸？</a></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;">询盘差、订单少！在外贸平台狂砸二十万后<span style="color: black;">心理</span>崩了：还要续费吗？</a></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;">“你穷，只是<span style="color: black;">由于</span></a>偏见”</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">— <span style="color: black;">提高</span>外贸<span style="color: black;">挣钱</span>能力 —</strong></span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">徒弟说，“感恩师父，挖到一个大客户，</span></strong><span style="color: black;"><strong style="color: blue;"><span style="color: black;">20个柜，利润 30%</span></strong></span><strong style="color: blue;"><span style="color: black;">（</span></strong><span style="color: black;"><strong style="color: blue;"><span style="color: black;">一百三四十万</span></strong></span><strong style="color: blue;"><span style="color: black;">），重点我还</span></strong><span style="color: black;"><strong style="color: blue;"><span style="color: black;">不是工厂，纯贸易</span></strong></span><strong style="color: blue;"><span style="color: black;">，感恩遇见，<span style="color: black;">一块</span>发财” </span></strong></span><img src="https://mmbiz.qpic.cn/mmbiz_jpg/CMHs4ERicMqjiae3YmVpKaWrss9ynKZp3ISC5ALwlv7TrytV6sI9GwaR085lQTUFX48NpPjanqpc8yvtqH12nSQA/640?wx_fmt=jpeg&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/CMHs4ERicMqjiae3YmVpKaWrss9ynKZp3IfiaY7w4tbicccU62teq7vSszZxhBrpib6pG9N4K5tpibUH7g7jyOiaqaFAQ/640?wx_fmt=jpeg&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/CMHs4ERicMqjiae3YmVpKaWrss9ynKZp3IWRT3srnDicrQKrVjqfTRIgKBfRsDLhk8qdZcLc02oXaXl1J1g9B5nsg/640?wx_fmt=jpeg&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/CMHs4ERicMqjiae3YmVpKaWrss9ynKZp3IvGzqrtCFlGT5NMYIzocibkial0TF7iaRawMb39xfbiab8cH67G6XgFvIrA/640?wx_fmt=jpeg&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/CMHs4ERicMqhjEfzB6WuBmswE7zLqO559cCJAJo69XBNR0xGE3SlDCLtsjfJiaOtBP0QoFMG2uRUTfI6b9WDSLzQ/640?wx_fmt=jpeg&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><span style="color: black;"><strong style="color: blue;">--- END ---</strong></span><span style="color: black;"><span style="color: black;">大众</span>好，我是Mike， 一枚新晋奶爸，创业<span style="color: black;">机构</span>、工厂老板。去过<span style="color: black;">非常多</span>城市，最后扎根<span style="color: black;">在河北</span>。不<span style="color: black;">爱好</span>绕弯子，<span style="color: black;">爱好</span>讲真话，已带领无数学员走向创业致富，年利润 30万、50万、70万、100万、200万+不等（<a style="color: black;">Mike的课程能给你什么？</a>）。</span><span style="color: black;">▼<span style="color: black;"><strong style="color: blue;">如有购课意向</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">▼</p>
</span><img src="https://mmbiz.qpic.cn/mmbiz_png/CMHs4ERicMqj8icrPCOnRKVCT1v4zWRb5WBAj8KRiben0NAyatpkkdgvY2LCj2fhWUvgibyfzAZibjH3aNibmawxdY1A/640?wx_fmt=png&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">（<span style="color: black;">扫码添加<span style="color: black;">微X</span>、备注购买课程</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">）</p>
</span><img src="https://mmbiz.qpic.cn/mmbiz_gif/Ljib4So7yuWgMKDJSic8ibuqBQ7d7YxwAJGzHCl39WlwKciaxrQmnDAoAWzePhg4tu3xmUib7cpTS4Cob06pApDbtrQ/640?wx_fmt=gif&wxfrom=5&wx_lazy=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">戳<span style="color: black;">这儿</span>，阅读原文</span></strong></span>
可以发布外链的网站 http://www.fok120.com/ “沙发”（SF，第一个回帖的人） 论坛外链网http://www.fok120.com/
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