工厂做外贸，注意事项都在这儿-天涯论坛

m5k1umn 发表于 2024-8-25 04:11:45

工厂做外贸，注意事项都在这儿

<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">一</strong></span></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;">外贸业务员能力<span style="color: black;">需求</span></strong></span></p><span style="color: black;">(一)总体能力</span><span style="color: black;">1、挖掘客户的能力;</span><span style="color: black;">2、分析、跟进询盘的能力;</span><span style="color: black;">3、成交订单的能力;</span><span style="color: black;">(二)细化能力</span><span style="color: black;">1、英语的听说读写能力; </span><span style="color: black;">2、外贸业务知识、经验，<span style="color: black;">按照</span>时差等<span style="color: black;">原因</span>差异化跟进客户; </span><span style="color: black;">3、对工厂业务操作流程、<span style="color: black;">制品</span>生产流程的<span style="color: black;">认识</span>;</span><span style="color: black;">4、对客户<span style="color: black;">详细</span><span style="color: black;">需要</span>、贸易习惯、脾气<span style="color: black;">兴趣</span>等的<span style="color: black;">认识</span>;</span><span style="color: black;">5、对同行和国外市场的<span style="color: black;">认识</span>;</span><span style="color: black;">6、团队协作能力;</span><span style="color: black;">7、学习能力。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">二</strong></span></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;">老板的能力<span style="color: black;">需求</span></strong></span></p><span style="color: black;">(一)总体能力</span><span style="color: black;">1、管理B2B平台、网站及推广(网络营销<span style="color: black;">途径</span>)的能力;</span><span style="color: black;">2、组建外贸团队及其他<span style="color: black;">分部</span>，完善<span style="color: black;">机构</span>制度的能力; </span><span style="color: black;">3、打造<span style="color: black;">机构</span>文化的能力;</span><span style="color: black;">(二)细化能力</span><span style="color: black;">1、对平台排序规则等基本功能有<span style="color: black;">必定</span><span style="color: black;">认识</span>; </span><span style="color: black;">2、对自己及<span style="color: black;">重点</span>同行的推广<span style="color: black;">状况</span>有<span style="color: black;">必定</span><span style="color: black;">认识</span>; </span><span style="color: black;">3、对外贸员所需素质及<span style="color: black;">每一个</span>业务员的能力有所<span style="color: black;">认识</span>;</span><span style="color: black;">4、对业务和生产进行<span style="color: black;">统一</span>，让两者<span style="color: black;">协同</span>默契; </span><span style="color: black;">5、对人性<span style="color: black;">认识</span>，设置合适<span style="color: black;">机构</span>的制度，形成相应的企业文化……</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">三</strong></span></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;">工厂的能力<span style="color: black;">需求</span></strong></span></p><span style="color: black;">1、跟业务部的<span style="color: black;">协同</span>度;</span><span style="color: black;">2、<span style="color: black;">制品</span>价格快速核算能力;</span><span style="color: black;">3、<span style="color: black;">制品</span>质量<span style="color: black;">掌控</span>能力;</span><span style="color: black;">4、打样速度、小单、大单生产能</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">四</strong></span></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;">外贸基本装备</strong></span></p><span style="color: black;">（一）外贸团队装备</span><span style="color: black;">1、每人一台能快速上网、带耳机的电脑，必要时为电商<span style="color: black;">分部</span>拉专用网线，<span style="color: black;">保准</span>网速;</span><span style="color: black;">2、Skype充<span style="color: black;">tel</span>费或有直接的国际长途<span style="color: black;">tel</span>;</span><span style="color: black;">3、工厂最好能<span style="color: black;">供给</span>集中的住宿，方便<span style="color: black;">夜晚</span><span style="color: black;">按照</span>时差跟进客户;</span><span style="color: black;">4、工作时间晚点<span style="color: black;">起始</span>，晚点结束，例如 10：00 – 22：00;</span><span style="color: black;">5、工资<span style="color: black;">薪水</span>：<span style="color: black;">无</span>足够的<span style="color: black;">薪水</span>，很难留下优秀的外贸员。尽管外贸员的收入<span style="color: black;">重点</span>在于提成，但基本工资是基本的生活<span style="color: black;">保证</span>，业务员的底薪跟其他职位的来比，<span style="color: black;">已然</span>算很少了。</span><span style="color: black;">6、<span style="color: black;">机构</span>内部或<span style="color: black;">外边</span>所<span style="color: black;">供给</span>的<span style="color: black;">定时</span>或不<span style="color: black;">定时</span>培训;</span><span style="color: black;">7、当业务员达到5个以上，需要<span style="color: black;">思虑</span>配备<span style="color: black;">有效</span>的客户管理系统;</span><span style="color: black;">（二）制度装备</span><span style="color: black;">1、完善的外贸<span style="color: black;">分部</span>工作制度、奖惩制度;例如：</span><span style="color: black;">(1)设立师傅带徒弟制度，徒弟做了订单，<span style="color: black;">机构</span>给师傅奖励部分提成，<span style="color: black;">加强</span>培养新人的积极性;</span><span style="color: black;">(2)给外贸员业绩设置下限和<span style="color: black;">目的</span>，不达下限要扣部分底薪，达到<span style="color: black;">必定</span>业绩<span style="color: black;">目的</span>可得额外奖励;</span><span style="color: black;">2、其他<span style="color: black;">分部</span>与外贸部之间<span style="color: black;">怎样</span><span style="color: black;">协同</span>的制度;</span><span style="color: black;">3、各<span style="color: black;">分部</span><span style="color: black;">定时</span>提交报表，老板<span style="color: black;">定时</span><span style="color: black;">检测</span>制度执行<span style="color: black;">状况</span>;</span><span style="color: black;">4、选人、育人、用人、留人等方面<span style="color: black;">逐步</span>有书面的可参照流程，形成有<span style="color: black;">特殊</span>的企业文化;</span><span style="color: black;">（三）生产装备</span><span style="color: black;">1、安排生产和外贸员之间的接口人，<span style="color: black;">保准</span>业务和生产间的默契<span style="color: black;">协同</span>;</span><span style="color: black;">2、有足够的<span style="color: black;">设备</span>和员工，<span style="color: black;">保准</span>样品单、小单、大单都能按时顺利做出; 不要只肯接大单，好的客户<span style="color: black;">常常</span>是从小单<span style="color: black;">起始</span>的，人家还没对你的<span style="color: black;">制品</span>、服务产生信任，怎能<span style="color: black;">第1</span>次就下大单呢? <span style="color: black;">因此</span>生产方面尽可能柔性化，大单、小单都能兼顾，大单多时以大单为主，大单少时以小单为主。</span><span style="color: black;">3、采购、生产、质检等环节都<span style="color: black;">持续</span>完善，让<span style="color: black;">制品</span>的性价比在同行间有<span style="color: black;">优良</span>;</span><span style="color: black;">4、车间<span style="color: black;">有效</span>整洁，适合带国外客户参观……</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">五</strong></span></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;">老外采购时最关心的几个问题</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">(一)总体<span style="color: black;">需要</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1、质量; </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2、反应速度和交期;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3、价格;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4、付款方式;</p><span style="color: black;">(二)细化<span style="color: black;">需要</span></span><span style="color: black;">1、质量</span><span style="color: black;">客户当然想要物美价廉的东西，但并不是越便宜越好，<span style="color: black;">每一个</span>订单<span style="color: black;">背面</span>都<span style="color: black;">首要</span>是有对<span style="color: black;">制品</span>本身的<span style="color: black;">需要</span>：质量、款式等等。<span style="color: black;">倘若</span>质量达不到客户<span style="color: black;">需求</span>，<span style="color: black;">那样</span>再便宜的货物都<span style="color: black;">不可</span>让客户<span style="color: black;">挣钱</span>和满意，<span style="color: black;">因此</span><span style="color: black;">咱们</span>要<span style="color: black;">首要</span>清楚<span style="color: black;">认识</span>客户对质量的<span style="color: black;">需求</span>，<span style="color: black;">才可</span>进行成本核算和报价;</span><span style="color: black;">2、反应速度和交期</span><span style="color: black;">对<span style="color: black;">非常多</span><span style="color: black;">制品</span><span style="color: black;">来讲</span>，时效性非常重要，<span style="color: black;">因此呢</span><span style="color: black;">咱们</span>的业务员报价<span style="color: black;">是不是</span><span style="color: black;">即时</span>、准确，沟通<span style="color: black;">是不是</span><span style="color: black;">有效</span>，订单交期<span style="color: black;">是不是</span>准时，都对订单成交有着很重要的影响;</span><span style="color: black;">3、价格</span><span style="color: black;">当客户挑选了几家供应商做后期的比较，<span style="color: black;">便是</span>拼价格的时候了。<span style="color: black;">通常</span>来讲，工厂理应比贸易<span style="color: black;">机构</span>在价格上有<span style="color: black;">优良</span>的，但<span style="color: black;">为么</span>外贸<span style="color: black;">机构</span>能拿到直接的外贸单，而<span style="color: black;">咱们</span><span style="color: black;">不可</span>呢?<span style="color: black;">原由</span><span style="color: black;">重点</span>有两个：</span><span style="color: black;">(1)外贸<span style="color: black;">机构</span>在服务上更周到，外贸流程更专业;</span><span style="color: black;">(2)<span style="color: black;">她们</span><span style="color: black;">能够</span><span style="color: black;">经过</span>退税降低价格，拿到更大的利润空间!</span><span style="color: black;">4、付款方式</span><span style="color: black;"><span style="color: black;">咱们</span>是只报出厂价，还是<span style="color: black;">能够</span>报FOB、CIF? 这决定了<span style="color: black;">咱们</span>能吸引<span style="color: black;">怎么样</span>的客户。</span><span style="color: black;">接受出厂价的老外<span style="color: black;">常常</span>是<span style="color: black;">长时间</span>在中国采购的贸易<span style="color: black;">机构</span>，对中国市场比较<span style="color: black;">认识</span>，有自己常用的货代的，<span style="color: black;">咱们</span>只需要把货发到他指定的仓库就完事了。正<span style="color: black;">由于</span><span style="color: black;">她们</span>专业，是赚取订单差价的，<span style="color: black;">因此</span>能给<span style="color: black;">咱们</span>的利润空间不会多，<span style="color: black;">因此</span><span style="color: black;">咱们</span>会感觉做‘外贸单’(其实这还只能算是内贸单)跟内贸单的利润差不多;</span><span style="color: black;">而<span style="color: black;">有些</span>能出更高价格的客户，<span style="color: black;">常常</span>是国外的直接下单者，<span style="color: black;">她们</span>不常采购，对报关、货运方面不是很<span style="color: black;">熟练</span>，需要<span style="color: black;">咱们</span>来报关和找货代。这<span style="color: black;">便是</span><span style="color: black;">咱们</span>真正的外贸潜在客户!</span><span style="color: black;"><span style="color: black;">针对</span>这些客户，<span style="color: black;">咱们</span>假如能一<span style="color: black;">起始</span>就展示出<span style="color: black;">咱们</span>工厂的<span style="color: black;">优良</span>，并且能接受FOB、CIF交易方式，那<span style="color: black;">咱们</span>是比贸易<span style="color: black;">机构</span>占<span style="color: black;">优良</span>的。<span style="color: black;">同期</span><span style="color: black;">咱们</span>自己报关，还能<span style="color: black;">经过</span>退税争取更大的的利润空间!</span><img src="https://mmbiz.qpic.cn/mmbiz_gif/P93OM4oibgVFLbOP5VMdp5PQQjNIK0R1lJVS6Ys6rx4rf9Evrn25FnaQReDSwK9IDibmV1q6ZZic0caUdkmowslww/640?wx_fmt=gif&wxfrom=5&wx_lazy=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">
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                                 <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">视频加载失败，请刷新页面再试</p><a style="color: black;"><img src="data:image/png;base64,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" style="width: 50%; margin-bottom: 20px;"> 刷新 </a>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/BO5icaaAqia3xHWnBKNXZdDsGicxWTGx7pheLiaSktk73EI86Yia7rW6KooD2ib6ms4O7BXdhh3TNiaujicElNlX8y1Mzg/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/BO5icaaAqia3wjicVTmyUd32Wlc5Unicv0PAIegzNR3Dyu3OMibYyFcyRV5EB7jTFUFnicWibcmLIOc0T1D4spicicCNzNw/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"></p>

4lqedz 发表于 2024-10-21 16:24:10

外贸网站建设方法 http://www.fok120.com/

页: [1]

天涯论坛's Archiver

工厂做外贸，注意事项都在这儿