做外贸业务员是一种怎么样的体验？「附思维导图」
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/7b5d43d8aa4f4ca18b8072292c3bbdc0~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725033259&x-signature=U0ju7feaKpaQaV920snH%2FbEE1to%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">做外贸业务员，是一种什么样的体验？估计<span style="color: black;">仅有</span>从未接触过外贸的，<span style="color: black;">然则</span>又非常<span style="color: black;">巴望</span>做外贸的人，才会问出<span style="color: black;">这般</span>的问题；<span style="color: black;">然则</span>这个问题问的过于宽泛，<span style="color: black;">基本</span><span style="color: black;">无</span>合适的答案。<span style="color: black;">倘若</span>简化这个问题到职业层面，<span style="color: black;">那样</span>问题就会明朗许多；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">外贸业务员仅仅是一个<span style="color: black;">营销</span>岗位，这个岗位与国内普通的<span style="color: black;">营销</span>岗位又有什么区别？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">壹</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">业务对象<span style="color: black;">区别</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内贸<span style="color: black;">营销</span>人员需要与国内采购商沟通，而外贸业务员<span style="color: black;">重点</span>是同国外采购商沟通，当然，有的时候并非直接与国外采购商接触和交易，<span style="color: black;">亦</span>可能卖给国内的贸易<span style="color: black;">机构</span>，由<span style="color: black;">她们</span><span style="color: black;">做为</span>中间商，转售给国外采购商；</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/af94e5cab1624195ba6b57b60b75c0e7~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725033259&x-signature=h1BC1p0Fv0sUJHwkk0eII3Jq9ak%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">贰</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">沟通方式<span style="color: black;">区别</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内贸<span style="color: black;">营销</span>人员<span style="color: black;">重点</span><span style="color: black;">经过</span><span style="color: black;">tel</span>、即时通讯工具、或实地拜访谈业务，沟通语言为中文；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而外贸业务员除了<span style="color: black;">tel</span>、即时通讯工具以外，还会用到电子邮件（<span style="color: black;">重点</span>方式），实地拜访（地推）比较少；<span style="color: black;">触及</span>的语言<span style="color: black;">亦</span>是多元化的，以英文为主，其他小语种为辅；</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/db1feef95a17498aa6fecec24f3cdf3e~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725033259&x-signature=ZOisQ47WoHV1PNpSLNjFO5Hf61k%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">叁</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">运输方式<span style="color: black;">区别</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">国内<span style="color: black;">营销</span><span style="color: black;">通常</span>采用快递、卡车物流，直抵家门或仓库，而外贸大多<span style="color: black;">经过</span>国际快递、空运、集装箱海运（海关清关）方式完成货物交付，<span style="color: black;">况且</span>陆运非常少，除非是<span style="color: black;">有些</span><span style="color: black;">无</span>边海的国家，会采用边境交货或陆运；</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/24a36fa48c6448f49ca111b8d912d740~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725033259&x-signature=DaTTL4t5iA7BEkiO40yqCBAa1Tw%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">肆</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">付款方式<span style="color: black;">区别</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内贸的账期问题很是严重，相信做内贸的人深有感触，<span style="color: black;">通常</span>都是你压我的款，我压他的款，加之严重的价格战，想不做账期，很难维持生意；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而外贸的结算方式就比较多，即便不做账期，<span style="color: black;">亦</span><span style="color: black;">能够</span><span style="color: black;">研发</span>到<span style="color: black;">非常多</span>客户（<span style="color: black;">仅有</span><span style="color: black;">尤其</span><span style="color: black;">尤其</span>大的客户，或许会<span style="color: black;">思虑</span>部分金额的账期，避免<span style="color: black;">由于</span>其他供应商<span style="color: black;">供给</span><span style="color: black;">优秀</span>付款方式撬走客户）；</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p26-sign.toutiaoimg.com/pgc-image/833e44ad7a1d40cbb1afbe87b66aacf8~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725033259&x-signature=LN2HckU9KUDRR%2BOldZy7pSmu0sI%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">伍</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">研发</span>途径<span style="color: black;">区别</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">内贸<span style="color: black;">重点</span>依靠线上商城、线下门店以及网络营销</strong>，付费B2B平台用的很少，国内展销会时有参加；而外贸则分为B端（批量出口）和C端（线上零售），Mike在做的就属于B端；<strong style="color: blue;">B端的<span style="color: black;">研发</span>方式除了类似内贸的付费B2B平台、国内展会外，还会<span style="color: black;">触及</span>海外展会，社媒营销、海关数据<span style="color: black;">研发</span>、谷歌<span style="color: black;">研发</span>、地推等方式；</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/a3b66e3372ce421998c95bd98d0b3304~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725033259&x-signature=%2BVXs9ywqW6rzzGOTeRCQgKXpgTg%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">陆</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">挣钱</span>方式相同</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">做为</span><span style="color: black;">营销</span>，<span style="color: black;">挣钱</span>的方式基本一致，<strong style="color: blue;">底薪+<span style="color: black;">营销</span>提成+年终奖</strong>，业务量做得越大，赚的钱<span style="color: black;">亦</span>就越多；做得<span style="color: black;">欠好</span>的，<span style="color: black;">仅有</span>底薪，<span style="color: black;">况且</span>底薪<span style="color: black;">亦</span>不高（<span style="color: black;">一月</span>三五千，这点钱老板都觉得亏得慌），一年到头几万块；做得好的，底薪+提成+奖金，一年几十上百万的<span style="color: black;">非常多</span>（打工的，不是老板，老板比这个赚得多），<span style="color: black;">通常</span>这类人底薪<span style="color: black;">亦</span>不会太低（万八千，有能力的，老板生怕你跑掉，舍得投资，<span style="color: black;">由于</span>你能为老板赚<span style="color: black;">更加多</span>）；</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p26-sign.toutiaoimg.com/pgc-image/79868adfe62b495597aa19982ce0fbac~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725033259&x-signature=YWOAYU6Nqy2pRHRDFMGYgZ1ojFg%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">柒</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">压力<span style="color: black;">源自</span>相同</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">无论内贸还是外贸，都是<span style="color: black;">营销</span>，<strong style="color: blue;">做<span style="color: black;">营销</span>的最大压力<span style="color: black;">源自</span>于业绩指标</strong>；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当然，除此之外，还有来自市场环境变化、客户谈判、同事业绩对比、竞争对手夺单的压力(<span style="color: black;">倘若</span>能力<span style="color: black;">不足</span>，谈不下订单，客户<span style="color: black;">需要</span>又存在，利益自然就流向你的同事或竞争对手)；<strong style="color: blue;">个人觉得，<span style="color: black;">机构</span>给的业绩指标压力才是最可怕的；</strong>在<span style="color: black;">机构</span>，<span style="color: black;">倘若</span>你的<span style="color: black;">营销</span>额<span style="color: black;">始终</span>上不去，达不到<span style="color: black;">机构</span>匹配给你的<span style="color: black;">营销</span>指标，而同事的<span style="color: black;">营销</span>额蹭蹭往上涨，超标完成，<span style="color: black;">那样</span><span style="color: black;">已然</span><span style="color: black;">不但</span>是赚不到钱的问题了，你还会很丢脸；<span style="color: black;">机构</span>的领导即便不说你，开例会的时候你<span style="color: black;">亦</span>挂不住脸，长此以往，赚不到钱，恐怕你自己<span style="color: black;">皆想</span>离职了；<strong style="color: blue;">个人能力很重要，没能力，没业绩，没钱赚</strong>；</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/628e3a9af3ed46bb96d595d846ce0d8c~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725033259&x-signature=yTUU5VGlGxPZ8B2vDiNRiVUc4dU%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">捌</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">谈判路数<span style="color: black;">区别</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">做内贸有些年头的都非常清楚内贸<span style="color: black;">营销</span>/采购的<span style="color: black;">招数</span>，<span style="color: black;">各样</span>陪吃陪喝、花天酒地，<span style="color: black;">各样</span>要回扣、拿红包、发票作假吃差价；<span style="color: black;">然则</span>外贸不流行这个，<span style="color: black;">针对</span>国外客户的接待，<span style="color: black;">亦</span>最多<span style="color: black;">便是</span>吃顿饭的事情，当然<span style="color: black;">倘若</span>你有时间带<span style="color: black;">她们</span>去逛街，<span style="color: black;">她们</span>会更加<span style="color: black;">爱好</span>；做外贸，恐怕你<span style="color: black;">一生</span><span style="color: black;">亦</span>不会遇到“胡吹互捧，相互灌酒”的场景；当然，<span style="color: black;">有些</span>采购还是会要回扣、拿红包的，<span style="color: black;">然则</span><span style="color: black;">这般</span>的现象和内贸的<span style="color: black;">广泛</span>程度比起来，<span style="color: black;">何足道哉</span>；比起国外采购商，<span style="color: black;">有些</span>认证<span style="color: black;">公司</span>的检测人员更<span style="color: black;">爱好</span>要红包，<span style="color: black;">否则</span>合格<span style="color: black;">亦</span>不给你过；<strong style="color: blue;"><span style="color: black;">因此</span>，<span style="color: black;">常常</span>现实<span style="color: black;">状况</span>是：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内贸采购拼了命的往自己口袋搂钱，有时候<span style="color: black;">乃至</span><span style="color: black;">不吝</span>以牺牲<span style="color: black;">机构</span>利益为代价，为自己铺好“钱途”，哪怕东窗事发，有些人依靠人脉打点，<span style="color: black;">亦</span><span style="color: black;">能够</span>抹掉<span style="color: black;">暗点</span>；（当然，<span style="color: black;">咱们</span>必须承认，内贸<span style="color: black;">亦</span>有佛系采购，<span style="color: black;">然则</span>不多）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸采购拼了命的压价给自己<span style="color: black;">机构</span>牟利，<span style="color: black;">由于</span>出了任何差错，<span style="color: black;">她们</span>的饭碗就没了，没什么人情可讲（当然，<span style="color: black;">亦</span>存在极个别要回扣的国外采购）；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非常多</span>人在网上讲，“<strong style="color: blue;">做采购的，<span style="color: black;">无</span>一个是完全干净的</strong>”，我想，这句话，多少有点道理，<span style="color: black;">然则</span><span style="color: black;">亦</span><span style="color: black;">不可</span>一竿子打翻一船人，肯定是存在好采购的；</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/65236ec47d86473dbdb275ae85b09258~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725033259&x-signature=IfCiEjBC5PbPTxENfIBvpYEkqc0%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">玖</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">存活法则一致</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">网上<span style="color: black;">始终</span>有人讲，这个行业<span style="color: black;">欠好</span>做了，那个行业<span style="color: black;">欠好</span>做了，<span style="color: black;">制品</span>不行了，行业夕阳了，但你仔细看，<span style="color: black;">她们</span>眼中的垃圾<span style="color: black;">制品</span>，口中的夕阳行业，<span style="color: black;">始终</span>有人在<span style="color: black;">挣钱</span>，<span style="color: black;">况且</span>是赚大钱；<span style="color: black;">哪些</span>天天喊着外贸<span style="color: black;">欠好</span>做了，外贸赚不到钱了的人，<span style="color: black;">欠好</span>好反思一下，是不是自己能力太差，才<span style="color: black;">引起</span>自己外贸做的一败涂地吗？面对现实吧，<strong style="color: blue;">任何行业，你有能力，就<span style="color: black;">能够</span>一飞冲天，你没能力，就只能一败涂地！</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/a0729e353d474a6181270e4d8d8393cf~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725033259&x-signature=W6JnGL3%2F0R0rjI%2Bet5exbdnUpE8%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">（转载于公众号：Mike外贸说）</p>
你说得对，我们一起加油，未来可期。 交流如星光璀璨，点亮思想夜空。 你的努力一定会被看见，相信自己，加油。
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