qzmjef 发表于 2024-9-2 14:58:31

外贸业务流程长，怎么样用“软性办法”去优化团队的管理和考核？

<img src="https://mmbiz.qpic.cn/mmbiz_jpg/MEkL7GyIMExOz2jDU9T9zct4EHicfb4MQoaiazU6atLGYJ87Wv6MVicwYmYZXAibeHBIkrAHQ7dOUqFKLpww7znQyg/640?wx_fmt=jpeg&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1&amp;tp=webp" style="width: 50%; margin-bottom: 20px;"><strong style="color: blue;"><span style="color: black;">焦点商学</span></strong><span style="color: black;">乐学&nbsp; 实用&nbsp; 分享</span><span style="color: black;">和万千外贸人<span style="color: black;">一块</span>成长</span><img src="https://mmbiz.qpic.cn/mmbiz_jpg/MEkL7GyIMEyn2Q1IxmaCEEefEoSAqLYLlL9eUA2yaibmN1H0p9BTts5bq47ZMqALEGqLO2wzQ6kwniaaR4j7RLGg/640?wx_fmt=jpeg&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1&amp;tp=webp" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/RiacFDBX14xCHPSpZiaKpsg99yXb9RGPz1A43ZGqmpwKWLAiaOKdBO6t3YHzsGT1SfghvJaaWDqpXtGGYMSG9jKfw/640?wx_fmt=jpeg&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1&amp;tp=webp" 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;">外贸中层管理者<span style="color: black;">常常</span>不仅要做好自己业务，还得学会<span style="color: black;">怎样</span>管理和带领团队实现业绩倍增。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">在管理层面——</strong></p><span style="color: black;">资源</span><span style="color: black;">该</span><span style="color: black;"><span style="color: black;">怎么样</span></span><span style="color: black;">分配</span><span style="color: black;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">？</p>
    </span><span style="color: black;">绩效考核</span><span style="color: black;">该<span style="color: black;">怎样</span>进行</span><span style="color: black;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">？</p>
    </span><span style="color: black;">员工个人收入和企业产能<span style="color: black;">需要</span><span style="color: black;">怎么样</span>匹配？</span>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">在业务层面——</strong></p><span style="color: black;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸企业面对海外市场<span style="color: black;">出现</span>的变化该<span style="color: black;">怎样</span>应对和开拓？</p>
    </span><span style="color: black;"><span style="color: black;">优秀</span></span><span style="color: black;">客户<span style="color: black;">大众</span>都在抢，</span><span style="color: black;"><span style="color: black;">咱们</span>的<span style="color: black;">优良</span>在</span><span style="color: black;">哪里</span><span style="color: black;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">？</p>
    </span><span style="color: black;"><span style="color: black;">能够</span>做生意的对象难</span><span style="color: black;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">道只存在于行业内吗？</p>
    </span><span style="color: black;">找到</span><span style="color: black;">意向客户到底谈什</span><span style="color: black;">么？</span><span style="color: black;">报价？</span><span style="color: black;">打样？</span><span style="color: black;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">还是市场<span style="color: black;">研发</span>？</p>
    </span><span style="color: black;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">面对客户狮子大开口，但又不对订单承诺，怎么办？</p>
    </span><span style="color: black;">国</span><span style="color: black;">际标准专业的代理商协议你<span style="color: black;">晓得</span>吗？</span>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">6月13-15日，</span></span><span style="color: black;">焦点商学外贸精英堂第104期《业绩倍增的<span style="color: black;">营销</span>和管理策略》在青岛顺利举办！</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">世界500强企业亚太地区供应链和品质管理负责人、15年外贸实战及团队管理经验的汪老师</span></strong></span><span style="color: black;"><span style="color: black;">经过</span>三天的培训<span style="color: black;">帮忙</span>学员从业务和管理两大方面<span style="color: black;">提高</span>团队业绩。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在业务方面，老师从展会营销、代理商<span style="color: black;">选取</span>、客户来访验厂、价格谈判，四个方面<span style="color: black;">帮忙</span>学员梳理外贸<span style="color: black;">规律</span>，管理方面则<span style="color: black;">包括</span>外贸团队岗位设定，团队软性考核和KPI制定，提成制度五原则，以及<span style="color: black;">怎样</span>培养、发展团队。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/MEkL7GyIMEwCpEvAWegibMibnVhuebYz9Er9bSuFAkVYpdtKm61LJ3guR6S2icNZjTRNANpLeu5ofdyibW6yrliaYicw/640?wx_fmt=jpeg&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;">&nbsp;<img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/MEkL7GyIMEwCpEvAWegibMibnVhuebYz9EUiaib5QcSibuOQT5yeswrYXByrZhUWKGiadVne91flQs0HSCWDug1Izgicg/640?wx_fmt=jpeg&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;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;">部分知识点分享</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">外贸的业务流程较长，<span style="color: black;">没法</span>以短周期结果（即成交量）来量化，<span style="color: black;">咱们</span><span style="color: black;">能够</span><span style="color: black;">经过</span></span><strong style="color: blue;"><span style="color: black;">软性考核</span></strong><span style="color: black;">来优化这个问题。</span></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;">客户<span style="color: black;">归类</span>是基于外销场景及流程的独特性来定位的，<span style="color: black;">针对</span>外销<span style="color: black;">营销</span>管理<span style="color: black;">能够</span><span style="color: black;">做为</span>多用途的<span style="color: black;">基本</span><span style="color: black;">归类</span>，</span><span style="color: black;"><span style="color: black;">通常</span><span style="color: black;">能够</span>分为四类：</span></strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">a.成交客户：下单，成单，付款</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">b.实质谈判客户：订单确认中，个别细节磋商中</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">c.意向客户：有效沟通，诉求<span style="color: black;">知道</span>，意向<span style="color: black;">剧烈</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">d.潜在客户：有资料无沟通或浅沟通，尚未形成购买动机</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;"><span style="color: black;">业务进度跟踪表--A类客户</span></strong></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/MEkL7GyIMEzsmVCgJOATBvRibqboLEA4nibaNTKUm2S0Lr9RC8Kibb7kq3qJMNuEUYibbicdJ1lUTyZ0H36TalN5SPQ/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;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;"><span style="color: black;">A类客户的信息更注重金额和出货进度，<span style="color: black;">由于</span>此类数据决定了KPI。</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;"><span style="color: black;">业务进度跟踪表--B类客户</span></strong></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/MEkL7GyIMEzsmVCgJOATBvRibqboLEA4nuLibmJRlhccOjV5CuRtEiaGWtiab82116odQEib7XLzhdZ0ojaAYBhJ1Ng/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;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;"><span style="color: black;">B类客户数据更聚焦谈判进度和问题点，便于<span style="color: black;">选定</span>分析重点打单。</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;"><span style="color: black;">业务进度跟踪表--C类客户</span></strong></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/MEkL7GyIMEzsmVCgJOATBvRibqboLEA4n0sCwLLHrrql61jiaCzh02uMibK5LDzGkQuNMNcIzzehrIjbsveibSVvGw/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;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;"><span style="color: black;">C类客户数据更聚焦业务沟通中客户诉求<span style="color: black;">是不是</span>被挖掘，利于分析进度及谈判方向，业务<span style="color: black;">行径</span><span style="color: black;">是不是</span>正确。</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;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务进度跟踪表--D类客户</span></strong></span></strong></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/MEkL7GyIMEzsmVCgJOATBvRibqboLEA4n6UFg5uRdBjS3ciaR0hPnzlQbSGqoNuXoNGibf3iaxUQeRAzsJX69b8d4Q/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;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;"><span style="color: black;">D类客户信息更聚焦客源<span style="color: black;">源自</span>地和业务<span style="color: black;">行径</span>。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">综上，在<span style="color: black;">没法</span>简单直观的以业绩判断<span style="color: black;">营销</span>业务<span style="color: black;">行径</span>的好坏时，遵循获取<span style="color: black;">新闻</span>--<span style="color: black;">研发</span><span style="color: black;">行径</span>--谈判打单--成交出货这个固定的外销场景流程，<span style="color: black;">咱们</span>就<span style="color: black;">能够</span>分<span style="color: black;">周期</span>考核<span style="color: black;">评定</span>业务人员的工作效率。</span></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;">客户<span style="color: black;">归类</span>进度报表<span style="color: black;">区别</span>考核周期</span></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;">的<span style="color: black;">评定</span>侧重点和管理元素</span></strong></p><span style="color: black;"><strong style="color: blue;">A 以周为单位：</strong></span><span style="color: black;">工作量<span style="color: black;">是不是</span>饱满</span><span style="color: black;"><span style="color: black;">平常</span>业务<span style="color: black;">行径</span><span style="color: black;">是不是</span>正确</span><span style="color: black;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">工作时间和精力投放<span style="color: black;">是不是</span><span style="color: black;">恰当</span></p>
    </span><strong style="color: blue;"><span style="color: black;">B 以月为单位：</span></strong><span style="color: black;">业务<span style="color: black;">发展</span><span style="color: black;">是不是</span><span style="color: black;">恰当</span></span><span style="color: black;">业务难点和困点</span><span style="color: black;">KPI绩效结果预估和业务方向<span style="color: black;">调节</span></span><strong style="color: blue;"><span style="color: black;">C 以季为单位：</span></strong><span style="color: black;"> 业务结果<span style="color: black;">是不是</span><span style="color: black;">恰当</span></span><span style="color: black;">全年KPI走势预估</span><span style="color: black;">暴露业务缺口及真实<span style="color: black;">原由</span></span><span style="color: black;">快速<span style="color: black;">发掘</span>问题，<span style="color: black;">即时</span><span style="color: black;">调节</span>方向</span>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">整</span><span style="color: black;">场培训结合<span style="color: black;">实质</span>案例、情景模拟、<span style="color: black;">协同</span><span style="color: black;">各样</span>管理工具，让学员能够学以</span><span style="color: black;">致用，快速转化！</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/MEkL7GyIMEwCpEvAWegibMibnVhuebYz9EOJbkr0SmKEcblvhS8IP9qzYnBNkyNsZrjuyl02lAcVFDSSzznnD0HA/640?wx_fmt=jpeg&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;">&nbsp;<img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/MEkL7GyIMEwCpEvAWegibMibnVhuebYz9E5iasswfTeqmXOBerXhulk3m77l8Dma42DXxllyIyVZhl5HPSibtE40oA/640?wx_fmt=jpeg&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;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;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/MEkL7GyIMEwCpEvAWegibMibnVhuebYz9Eia1bKibdGwNCiajo9pX1SiafI0sAaXA8x8CXQovF52qTgLZNX4zbmDSwJg/640?wx_fmt=jpeg&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;">&nbsp;<img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/MEkL7GyIMEwCpEvAWegibMibnVhuebYz9ECqHibcknczzY7icBNdFRpXLvQyacEBefh3hILR7CxcOrezsu8HULjppw/640?wx_fmt=jpeg&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;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;"><span style="color: black;"><span style="color: black;"><span style="color: black;">咱们</span><span style="color: black;">亦</span>邀请了参与本期课程的李<span style="color: black;">朋友</span>将自己的学习体验分享给<span style="color: black;">大众</span>，相信能给你带来更直观的感受。（ ↓ 点击播放）</span></span></p><span style="color: black;">
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            <div style="color: black; text-align: left; margin-bottom: 10px;"> <a style="color: black;"> 视频详情 </a> </div>
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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/sz_mmbiz_jpg/MEkL7GyIMEwCpEvAWegibMibnVhuebYz9EK1auicSdib6icdZibsibDXzQc1PFicfp8EdhY5Ko2R4ak0haaWSVexoMRqVA/640?wx_fmt=jpeg&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;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;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">同主题课程，6月28-30日杭州开讲！</span></strong></span></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;">焦点商学线下好课<span style="color: black;">持续</span>，</span></strong><strong style="color: blue;"><span style="color: black;">报名从速——</span></strong></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/MEkL7GyIMEyaEI3cTEAsynVUxoRL2vwSibtrrImdwHuQuDk4VCtnTRqxs6zrlSsyz0qeIKEjvUm5NX91u6edYHg/640?wx_fmt=png&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1&amp;tp=webp" style="width: 50%; margin-bottom: 20px;"></p>




4lqedz 发表于 2024-10-11 07:13:55

百度seo优化论坛 http://www.fok120.com/

nqkk58 发表于 2024-10-13 09:53:55

楼主继续加油啊！外链论坛加油！

nykek5i 发表于 2024-10-23 09:28:54

可以发布外链的网站 http://www.fok120.com/
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