怎么样做服装外贸？这儿有一整套程序参考！
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><img src="https://mmbiz.qpic.cn/mmbiz/VjLiaSykcRpZoIVjwFicFyOBFx1rd6CY9ssYia0HLXJCDQT5vFrRhiaN8ibtIeBIu5rSSJfbqBiauicSxDkxUhrPBSN0g/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;">点“<span style="color: black;">聆听服装</span>”免费订阅</span></strong></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_png/4FBqx6JWRibKI4bzYkQIsia2a32dBQStluGtiaMfVk5frFahPLO4icoufzBb1iaib8ibK0pzSpjzuVgaAFBsb9TN1Rib7g/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/oEmic8icXFkbfOOGjwicRW04NYY02rOk8MZibw4JniaTF1ShxFleuv4DkIbTZaVkbokwjJlBJMKI0FDUhaic1qIR6kTg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><strong style="color: blue;">一</strong>、找不到客户怎么办? <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有<span style="color: black;">非常多</span><span style="color: black;">各样</span>各样的<span style="color: black;">原由</span>值得思考：</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;">1、是<span style="color: black;">咱们</span><span style="color: black;">制品</span>的问题吗?</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;">2、是自己<span style="color: black;">奋斗</span>的还<span style="color: black;">不足</span>吗?</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;">3、是自己在做业务的时候的<span style="color: black;">办法</span>不对吗?</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;">4、在某些环节<span style="color: black;">显现</span>了光靠自己改进<span style="color: black;">没</span>法<span style="color: black;">解决</span>的问题吗?</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">关于以上4点(肯定不止这些)<span style="color: black;">原由</span>，给出<span style="color: black;">有些</span>经验之谈：</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;"><span style="color: black;">第1</span>点</span></strong><span style="color: black;">，客观地认识自己的<span style="color: black;">制品</span>，<span style="color: black;">晓得</span>它的卖点，它的<span style="color: black;">优良</span>在<span style="color: black;">哪里</span>。<span style="color: black;">是不是</span>真的<span style="color: black;">无</span>竞争力?我想既然是做外贸<span style="color: black;">制品</span>，应该是不会在各个方面都完全不具备太强竞争力的<span style="color: black;">制品</span>。退一万步说，假设真有<span style="color: black;">这般</span>的<span style="color: black;">制品</span>，真正有能力的业务<span style="color: black;">亦</span>能做出人际关系营销。<span style="color: black;">亦</span><span style="color: black;">便是</span>说哪怕客户<span style="color: black;">晓得</span>你的<span style="color: black;">制品</span>在<span style="color: black;">一样</span>质量价格比其他<span style="color: black;">制品</span>高的<span style="color: black;">状况</span>下，还是愿意从你<span style="color: black;">这儿</span>购买。当然，这种是极端<span style="color: black;">状况</span>。<span style="color: black;">况且</span><span style="color: black;">已然</span>进入了高端的营销技术了。</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;">第二点，</span></strong><span style="color: black;"><span style="color: black;">必须</span>靠自己主观的判断，<span style="color: black;">是不是</span>是<span style="color: black;">由于</span>自己偷懒，<span style="color: black;">例如</span><span style="color: black;">每日</span>发的邮件量，寻找新客户的数量太少的<span style="color: black;">原由</span>，而<span style="color: black;">无</span>订单。我当初刚<span style="color: black;">起始</span>做的时候，带我的大哥给过一个形象的比喻，做业务，尤其是外贸，既像打渔，又像种植。</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;">每日</span>的<span style="color: black;">平常</span>工作就相当于播种和撒网，你永远不<span style="color: black;">晓得</span>什么时候撒的一颗种子，在哪里撒的一网，就能给你带来收获，而<span style="color: black;">咱们</span>不可能<span style="color: black;">始终</span>成天空想之前的<span style="color: black;">奋斗</span>马上出成果，<span style="color: black;">因此</span>要<span style="color: black;">每日</span><span style="color: black;">保持</span>不懈地做下去，多在linkedin等实名制的网站上撒网，一方面<span style="color: black;">累积</span>可信任的<span style="color: black;">长时间</span>人脉，<span style="color: black;">另一</span>一方面<span style="color: black;">持续</span>向有经验的人取经，<span style="color: black;">由于</span><span style="color: black;">这般</span>的网站<span style="color: black;">区别</span>论坛，不会久了之后都找不到上次聊天的那个人。</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;">第三点，</span></strong><span style="color: black;">当<span style="color: black;">咱们</span>做好第二点的工作之后<span style="color: black;">必须</span><span style="color: black;">思虑</span>的下一个问题：<span style="color: black;">办法</span>。种子种下去了，发芽了即<span style="color: black;">显现</span>了有兴趣的客户了，<span style="color: black;">然则</span><span style="color: black;">由于</span><span style="color: black;">咱们</span>自己的<span style="color: black;">办法</span><span style="color: black;">原由</span>，<span style="color: black;">亦</span>许<span style="color: black;">不可</span>让客户满意，<span style="color: black;">或</span>有<span style="color: black;">歧义</span>，<span style="color: black;">引起</span>定不下单。这种<span style="color: black;">状况</span><span style="color: black;">显现</span>后，不要灰心，冷静思考<span style="color: black;">原由</span>。我自己的<span style="color: black;">办法</span>是，将之前所有失败的单统计起来，分门别类，100个失败的客户询问中，有多少个是因<span style="color: black;">为何</span><span style="color: black;">原由</span><span style="color: black;">引起</span>谈不下去。<span style="color: black;">这般</span>对你总结经验教训，针对性的修正<span style="color: black;">办法</span><span style="color: black;">特别有</span><span style="color: black;">帮忙</span>。</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;">第四点</span></strong><span style="color: black;">，举个例子比较好理解。之前<span style="color: black;">咱们</span>是做水暖管道<span style="color: black;">制品</span>的，出口到某些国家，某些行业<span style="color: black;">必须</span><span style="color: black;">有些</span>安全认证，<span style="color: black;">倘若</span><span style="color: black;">机构</span><span style="color: black;">无</span>的话，对应的客户是很难下单的。<span style="color: black;">倘若</span>是<span style="color: black;">这般</span>的<span style="color: black;">状况</span>，<span style="color: black;">必须</span>向<span style="color: black;">机构</span>反映。</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;">题外话：</span></strong><span style="color: black;">我做外贸业务<span style="color: black;">亦</span>做了这么久了，从刚入行的菜鸟，到<span style="color: black;">此刻</span>小有成绩。其实说穿了，<span style="color: black;">便是</span>耐得住性子，<span style="color: black;">保持</span>，和<span style="color: black;">持续</span>的成长。当初刚入行的时候，除了英语6级，我其他的是一窍不通。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">贵在<span style="color: black;">保持</span>！我<span style="color: black;">能够</span>告诉你当初<span style="color: black;">始终</span>支持我做下去的我的信念——做外贸的不止我一个，我<span style="color: black;">亦</span>不比别人笨，凭什么别人能做好，我就一点都做<span style="color: black;">欠好</span>？我<span style="color: black;">必定</span>能做好! 这个想法<span style="color: black;">始终</span>支持我度过了<span style="color: black;">起始</span>的3个月<span style="color: black;">无</span>单的日子。只要<span style="color: black;">每日</span><span style="color: black;">保持</span>，<span style="color: black;">持续</span>成长，不可能说做不到订单的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">退一步说，<span style="color: black;">根据</span>我上面说的思维，能做好的人不少，我做<span style="color: black;">欠好</span>，想转行，<span style="color: black;">然则</span>转行了我能<span style="color: black;">保准</span>自己在那一行<span style="color: black;">必定</span>能做的比在外贸中做的更好吗? 有句古话说的好：是金子，在哪都能发光。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我自己对这句话有一句延伸：不行的人，做什么都不行。看到这个问题有感而发，<span style="color: black;">由于</span>当初自己确实是这么过来的，感触颇深。<span style="color: black;">期盼</span>说的这些能对你有所<span style="color: black;">帮忙</span>，<span style="color: black;">倘若</span>说的<span style="color: black;">欠好</span>的<span style="color: black;">地区</span>，请一笑置之。<span style="color: black;">不外</span><span style="color: black;">倘若</span>真的是<span style="color: black;">由于</span><span style="color: black;">机构</span><span style="color: black;">或</span><span style="color: black;">制品</span>确实有问题的话，我并不反对换一种<span style="color: black;">制品</span>做，<span style="color: black;">然则</span>当初<span style="color: black;">选取</span>的时候就该认准了<span style="color: black;">机构</span>和<span style="color: black;">制品</span>，而不是随便选一个做做。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/oEmic8icXFkbfOOGjwicRW04NYY02rOk8MZYicNl4E863A6jmZRozgoYhWphY82bWKBefWr79BQJpFxWAxonPIljww/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">2、</span>怎么写<span style="color: black;">研发</span>信 ? <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">之<span style="color: black;">因此</span>写关于邮件的事情，邮件是与客户沟通最频繁<span style="color: black;">亦</span>是开启订单的钥匙之一。注重客户邮件，从写<span style="color: black;">研发</span>信到回复邮件一点都<span style="color: black;">不可</span>马虎。</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;"><span style="color: black;">首要</span></span></strong><span style="color: black;">，国内和国外的客户，总体上<span style="color: black;">来讲</span>，都是人嘛。<span style="color: black;">因此</span>基本<span style="color: black;">无</span>太大的<span style="color: black;">区别</span>，<span style="color: black;">必须</span><span style="color: black;">重视</span>的<span style="color: black;">地区</span>基本都是<span style="color: black;">同样</span>的。<span style="color: black;">不外</span>在某些小细节上会因地制宜，<span style="color: black;">例如</span> 非洲的国家， 在经过几次聊天之后，<span style="color: black;">倘若</span>客户在聊天内容中<span style="color: black;">叫作</span>呼你为“brother" (额，你是<span style="color: black;">女子</span>子，<span style="color: black;">好似</span>不会碰上<span style="color: black;">这般</span>的事情。<span style="color: black;">不外</span>举例，<span style="color: black;">没</span>妨。)这<span style="color: black;">便是</span>拉近关系的最好<span style="color: black;">机会</span>，不要犹豫，果断<span style="color: black;">亦</span>如此<span style="color: black;">叫作</span>呼他。好些个和非洲兄弟做的单都经过了这一环节。</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;">总体<span style="color: black;">来讲</span></span></strong><span style="color: black;">，<span style="color: black;">每一个</span>国家都会有<span style="color: black;">有些</span>自己的细节上的小习惯，这个<span style="color: black;">必须</span><span style="color: black;">咱们</span>平时工作中多<span style="color: black;">重视</span>，多<span style="color: black;">累积</span>。<span style="color: black;">例如</span>俄罗斯人的英语<span style="color: black;">广泛</span><span style="color: black;">欠好</span>。一封好的<span style="color: black;">研发</span>信，除了内容<span style="color: black;">不可</span>过长，要有<span style="color: black;">知道</span>的主题之外，我认为最<span style="color: black;">要紧</span>的一是开门见山，开头2句话内，介绍完<span style="color: black;">咱们</span><span style="color: black;">机构</span>是干嘛的，找到这个客户是想做什么。为客户省时间<span style="color: black;">亦</span>是给<span style="color: black;">咱们</span>自己<span style="color: black;">更加多</span>的机会。二是切忌语法不要太犀利。我经常被某些西方客户弄得头大，虽然咱英语还马马虎虎，<span style="color: black;">然则</span><span style="color: black;">亦</span>不带你用<span style="color: black;">各样</span><span style="color: black;">反常</span><span style="color: black;">熟悉</span>的当地语法来调教<span style="color: black;">咱们</span>的啊。<span style="color: black;">因此</span><span style="color: black;">研发</span>信中的语法，最好是符合教科书那种的，死板一点。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然，<span style="color: black;">保准</span>客户能看懂好理解才是王道。<span style="color: black;">由于</span><span style="color: black;">咱们</span>面对的客户，<span style="color: black;">亦</span>许<span style="color: black;">她们</span>的英语水平<span style="color: black;">亦</span>就跟<span style="color: black;">咱们</span>差不多，像上面<span style="color: black;">说到</span>的俄罗斯客户，<span style="color: black;">她们</span>的英语很<span style="color: black;">欠好</span>，<span style="color: black;">倘若</span>你<span style="color: black;">研发</span>信英语写的太地道，反而会给<span style="color: black;">她们</span>的理解带来困难。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/oEmic8icXFkbfOOGjwicRW04NYY02rOk8MZ2ShKcRrj0XEiclmuarz0WF0a4NspHM3w8Rd5KTATR5Ny5284nI1M8Bg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">3、</span>怎么回复询盘客户邮件 ? <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">做过的人才明白，邮件都能生出万般事端，<span style="color: black;">针对</span>回复客户邮件<span style="color: black;">亦</span>是<span style="color: black;">持续</span>因环境变更<span style="color: black;">必须</span>改变，回复询盘客户邮件<span style="color: black;">亦</span>是一种机会，<span style="color: black;">必须</span><span style="color: black;">非常多</span><span style="color: black;">重视</span>的<span style="color: black;">地区</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">收到询盘，<span style="color: black;">第1</span>时间打开，<span style="color: black;">亦</span><span style="color: black;">便是</span>你最快的时间。用一分钟打开，2-3分钟，认真阅读邮件内容(<span style="color: black;">通常</span>不会太长，且比较简单，最多5分钟分析完毕)。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">回复相信<span style="color: black;">大众</span>都有自己的模板，<span style="color: black;">无</span>的最好<span style="color: black;">创立</span>一个模版，并<span style="color: black;">持续</span>完善。我说的只是模板，<span style="color: black;">必定</span>要<span style="color: black;">按照</span><span style="color: black;">实质</span><span style="color: black;">状况</span>有所改变。客户<span style="color: black;">必须</span>的是<span style="color: black;">独一</span>性，让他觉得你在认真对待他，你为这个询盘有很认真的准备。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">内容开头， dear 加<span style="color: black;">她们</span>的名字<span style="color: black;">或</span>其他，自己感觉简单说下他的询盘we are pleased to receive your inquiry hear that you are interested in our。。。简单说下自己的<span style="color: black;">机构</span>三句话 Our company，名字，专业生产(老外<span style="color: black;">说到</span>的<span style="color: black;">制品</span>)and。。。(自己主打<span style="color: black;">制品</span>)，<span style="color: black;">而后</span><span style="color: black;">因为</span>什么好的质量，价格，<span style="color: black;">咱们</span>的<span style="color: black;">制品</span>卖的很好，<span style="color: black;">或</span>换成你们的<span style="color: black;">优良</span>。</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>熟悉<span style="color: black;">她们</span>国家的市场，你<span style="color: black;">能够</span>说。we are glad that our product sells good in your market (不清楚就别乱说，反正写下，你们的<span style="color: black;">制品</span>非常适合<span style="color: black;">她们</span>的市场，要是新市场，就说这个市场<span style="color: black;">咱们</span>正在<span style="color: black;">奋斗</span><span style="color: black;">研发</span>中，<span style="color: black;">咱们</span>以优异的质量和强有力的价格<span style="color: black;">已然</span>取得了<span style="color: black;">有些</span>成就，<span style="color: black;">或</span>实在<span style="color: black;">无</span>就说，<span style="color: black;">咱们</span>很高兴，有你<span style="color: black;">这般</span>一个伙伴<span style="color: black;">帮忙</span><span style="color: black;">咱们</span><span style="color: black;">研发</span>市场。<span style="color: black;">咱们</span>会给你<span style="color: black;">供给</span>最低的价格和最好的质量<span style="color: black;">帮忙</span>你打开市场。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">简要介绍一下客户<span style="color: black;">说到</span>的<span style="color: black;">制品</span>，最小起订量，大概<span style="color: black;">原因</span>，<span style="color: black;">必定</span>要主打的，你们的<span style="color: black;">优良</span>，<span style="color: black;">每一个</span><span style="color: black;">机构</span>肯定不<span style="color: black;">同样</span>。<span style="color: black;">倘若</span>价格觉得有竞争力，报一个价格，你们的最小起定量(<span style="color: black;">亦</span><span style="color: black;">能够</span>转化成<span style="color: black;">优良</span>的，降低MOQ)，大概的运输方式，支付方式，这个<span style="color: black;">按照</span>客户的询盘来<span style="color: black;">思虑</span>报与不报。要让人家觉得咱实在，人家玩虚的，咱<span style="color: black;">亦</span>玩虚，但要写得很实在，表现出很真诚。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">最能勾引老外的<span style="color: black;">地区</span>到了，把最小起定量降低点，价格稍微抬高点。<span style="color: black;">而后</span>就说<span style="color: black;">倘若</span>你不介意，请告诉<span style="color: black;">咱们</span>的你的数量<span style="color: black;">或</span><span style="color: black;">需求</span>，we wil try our best to give you a discount 。尽全力给他打折，前提是你得回复，吊他胃口。</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;">而后</span><span style="color: black;">举荐</span><span style="color: black;">制品</span>，<span style="color: black;">必定</span>要有比较，有比较<span style="color: black;">才可</span>够分量，老外要的是普通<span style="color: black;">制品</span>，<span style="color: black;">举荐</span>一下新<span style="color: black;">制品</span>(<span style="color: black;">重点</span>推<span style="color: black;">优良</span>，简单描述)<span style="color: black;">倘若</span>你感兴趣，并不介意的话我下一次给你做个报价。总之要形成对比、形成价格<span style="color: black;">或</span>性能，质量反差。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">说下<span style="color: black;">机构</span>的<span style="color: black;">或</span><span style="color: black;">咱们</span>的给予<span style="color: black;">有些</span>服务，<span style="color: black;">例如</span><span style="color: black;">能够</span>OEM啊，<span style="color: black;">能够</span>打你标签啊，<span style="color: black;">能够</span>帮你刷字啊这些，<span style="color: black;">附庸</span>的但又<span style="color: black;">特别有</span>必要。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">再一次提醒他 if you have any questions please feel free to contact me .Your prompt reply will be highly appriciated. 这个<span style="color: black;">能够</span>换的，要是有诚意的客户直接要msn，<span style="color: black;">或</span>其他联系方式，不大有诚意的，报自己的。这只是<span style="color: black;">有些</span>简单的<span style="color: black;">办法</span>，<span style="color: black;">重点</span>是<span style="color: black;">经过</span>最大程度的激发客人的兴趣，和多次提醒让他联系你，一次一次冲击他主动联系你的欲望。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/oEmic8icXFkbfOOGjwicRW04NYY02rOk8MZ2ShKcRrj0XEiclmuarz0WF0a4NspHM3w8Rd5KTATR5Ny5284nI1M8Bg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">4、</span>怎么判断国外采购<span style="color: black;">机构</span>规模 ? <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">判断客户<span style="color: black;">机构</span>的规模，<span style="color: black;">针对</span>业务员<span style="color: black;">来讲</span>很<span style="color: black;">要紧</span>，<span style="color: black;">这般</span>在谈价格以及其他条款的时候<span style="color: black;">才可</span><span style="color: black;">把握</span>主动。<span style="color: black;">通常</span>要怎么去判断客户<span style="color: black;">机构</span>的规模呢?<span style="color: black;">咱们</span>都是做实事的，<span style="color: black;">实质</span>经验很<span style="color: black;">要紧</span>，做过和没做过的看多了就<span style="color: black;">晓得</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最基本的信息是<span style="color: black;">机构</span>的注册时间及<span style="color: black;">关联</span>信息，还有<span style="color: black;">便是</span>网站信息。</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;"><span style="color: black;">第1</span>，</span></strong><span style="color: black;">查看<span style="color: black;">机构</span>的注册时间。有些<span style="color: black;">伴侣</span>从<span style="color: black;">有些</span>国外的官方<span style="color: black;">公司</span><span style="color: black;">查询</span>到某某<span style="color: black;">机构</span>注册时间可能才几个月，可能才半年<span style="color: black;">或</span>找不到某某<span style="color: black;">机构</span>的名字。于是，做出判断：此<span style="color: black;">机构</span>必然不大。<span style="color: black;">或</span>此<span style="color: black;">机构</span>虚假。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其实，<span style="color: black;">机构</span>历史不说明问题。准确的说，<span style="color: black;">机构</span>历史当然是越长越好，<span style="color: black;">这儿</span>说的<span style="color: black;">机构</span>历史不说明问题<span style="color: black;">指的是</span>，你查到的是对方<span style="color: black;">机构</span>真正的历史。<span style="color: black;">例如</span>：对方<span style="color: black;">机构</span>是从某一大<span style="color: black;">机构</span>分离出来的全资子<span style="color: black;">机构</span>。可能<span style="color: black;">仅有</span>三个月的历史，而<span style="color: black;">实质</span>上，却是坐拥几亿资产的“新<span style="color: black;">机构</span>”。</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;">例如</span>：某一<span style="color: black;">机构</span>的股东是原XX<span style="color: black;">机构</span>的总裁，是属于独立出来的新<span style="color: black;">机构</span>，<span style="color: black;">然则</span>，可能却有<span style="color: black;">非常</span>健全的<span style="color: black;">机构</span><span style="color: black;">公司</span>和客户。再<span style="color: black;">例如</span>,<span style="color: black;">由于</span>某一特大型的项目，由几个集团<span style="color: black;">机构</span>出资筹建的项目<span style="color: black;">机构</span>，可能<span style="color: black;">全部</span><span style="color: black;">机构</span>只会存在8个月，<span style="color: black;">然则</span>，你能说这是一个虚假的<span style="color: black;">机构</span>吗? 等等。<span style="color: black;">因此</span>，当你查对方<span style="color: black;">机构</span>历史的时候，请确认你查的是这一<span style="color: black;">机构</span>的“真正历史”，而并不是表像。</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;">第二，</span></strong><span style="color: black;">查看<span style="color: black;">机构</span>的网站。<span style="color: black;">通常</span>而言，国外中大型的<span style="color: black;">机构</span>，相对而言，<span style="color: black;">公司</span>比较全，而网站上，所标识的<span style="color: black;">分部</span>联系方式，都是非常准确的。欧洲法律规定，<span style="color: black;">机构</span><span style="color: black;">必要</span>将其办公<span style="color: black;">位置</span>，<span style="color: black;">机构</span>的法律声明都在<span style="color: black;">机构</span>的网站上<span style="color: black;">颁布</span>。这是一个强制规定。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">换一句话说，当你看不到<span style="color: black;">机构</span>网站上有“legal statement”，看不到有相应的条款<span style="color: black;">或</span><span style="color: black;">机构</span>的准确联系方式，而只是一个EMAIL之类的，那这个<span style="color: black;">机构</span>是必然有问题的，不管其网站做得多唯美，<span style="color: black;">由于</span>这个基本的<span style="color: black;">机构</span>法务<span style="color: black;">分部</span>的常识<span style="color: black;">她们</span>都<span style="color: black;">无</span>做到。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">就像中国<span style="color: black;">此刻</span>的网站上<span style="color: black;">无</span>ICP<span style="color: black;">同样</span><span style="color: black;">难以置信</span>。<span style="color: black;">这儿</span>就只提这么两小点，<span style="color: black;">做为</span>这两天看到太多靠<span style="color: black;">有些</span>简单信息就对对方<span style="color: black;">机构</span>做判断的误导。注册时间，<span style="color: black;">机构</span>历史，<span style="color: black;">机构</span>网站，都不说明问题。<span style="color: black;">倘若</span>你想做大生意，请出点钱找资信<span style="color: black;">机构</span>和银行!</span></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/oEmic8icXFkbfOOGjwicRW04NYY02rOk8MZdlTuNLt9PdvTvtqZCUHSUR71JCIwRkGoFBomfoMjCHibujc5vfgf6fw/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">5、</span>怎么辨别真假客户?<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">古语有云：真<span style="color: black;">也</span>假时假<span style="color: black;">也</span>真，假<span style="color: black;">也</span>真时真<span style="color: black;">也</span>假。说这么多关于辨别客户的问题，其实<span style="color: black;">便是</span>为了<span style="color: black;">加强</span>转化率。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">真假客户的概念从何谈起呢? 在<span style="color: black;">通常</span>人印象中，假客户<span style="color: black;">便是</span><span style="color: black;">哪些</span>单纯过来咨询，并不打算立刻下单的? <span style="color: black;">或</span>是同行中的其他人过来打探<span style="color: black;">咱们</span>信息的? 真客户<span style="color: black;">便是</span><span style="color: black;">哪些</span>真的有意图来购买<span style="color: black;">咱们</span><span style="color: black;">制品</span>的?</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">除去同行中不怀好意来打探<span style="color: black;">信息</span>的那种<span style="color: black;">状况</span>，我认为所有上门向<span style="color: black;">咱们</span>咨询的客户都应该归类为真客户。真的有意图来购买<span style="color: black;">咱们</span><span style="color: black;">制品</span>的客户按下不表，即使是完全<span style="color: black;">无</span>打算来购买<span style="color: black;">咱们</span><span style="color: black;">制品</span>，只是单纯想来询问，打探价格行情的。我<span style="color: black;">亦</span>认为应该算作是真客户。</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;">为何</span>？他既然愿意花时间去打探这方面的行情，<span style="color: black;">没</span>论<span style="color: black;">怎样</span>，肯定是做与<span style="color: black;">咱们</span><span style="color: black;">制品</span><span style="color: black;">相关</span>的行业的。如此，只要我们把<span style="color: black;">制品</span>信息告诉他，<span style="color: black;">那样</span>，<span style="color: black;">便是</span>一次成功的推广，效果暂且不论，<span style="color: black;">然则</span>推广是<span style="color: black;">必定</span>的。这和<span style="color: black;">咱们</span>在网络上，发送<span style="color: black;">研发</span>信，又有何<span style="color: black;">区别</span>呢？相<span style="color: black;">针对</span><span style="color: black;">无</span>回复的<span style="color: black;">研发</span>信，我认为<span style="color: black;">这般</span>的效果反而更好。</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;">她们</span>之<span style="color: black;">因此</span>会咨询，说明<span style="color: black;">没</span>论是<span style="color: black;">她们</span>，<span style="color: black;">或</span>是<span style="color: black;">她们</span>的客户，<span style="color: black;">或</span>是<span style="color: black;">她们</span>的合作人，总会有跟<span style="color: black;">她们</span><span style="color: black;">相关</span>系的<span style="color: black;">伴侣</span>对<span style="color: black;">咱们</span>同类<span style="color: black;">制品</span>会有需求，毕竟<span style="color: black;">每一个</span>人的时间都是宝贵的，何必为自己完全<span style="color: black;">无</span>用的信息浪费时间，你说呢?</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;">因此</span>，只要<span style="color: black;">咱们</span>保持平常心，对<span style="color: black;">每一个</span>上门来咨询的客户都保持同等对待，<span style="color: black;">根据</span>流程，<span style="color: black;">逐步</span>将<span style="color: black;">咱们</span><span style="color: black;">制品</span>呈现给<span style="color: black;">她们</span>看，<span style="color: black;">咱们</span>的目的就达到了。</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;">亦</span>许在将来，当这些客户回顾<span style="color: black;">她们</span><span style="color: black;">得到</span>的所有信息的时候，<span style="color: black;">由于</span><span style="color: black;">咱们</span>的态度，<span style="color: black;">由于</span><span style="color: black;">咱们</span>留给<span style="color: black;">她们</span>的<span style="color: black;">制品</span>信息，使<span style="color: black;">她们</span><span style="color: black;">或</span><span style="color: black;">她们</span>的朋友<span style="color: black;">最后</span><span style="color: black;">选取</span>了<span style="color: black;">咱们</span>的<span style="color: black;">制品</span>，从而成单<span style="color: black;">亦</span>未可知。(<span style="color: black;">然则</span>流程<span style="color: black;">必定</span>要把握好，不是每一个客户都要<span style="color: black;">咱们</span><span style="color: black;">第1</span>封信都是直接把所有<span style="color: black;">制品</span>信息<span style="color: black;">包含</span>价格表告诉对方。这个流程因人因<span style="color: black;">机构</span>而异，就不赘述了。)</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">综上所述，我认为，除了怀着恶意过来打探情报的，其他人都应该归为客户。<span style="color: black;">没</span>论真假。以平常心对待的话，真假客户都是<span style="color: black;">同样</span>的。而怀着恶意而来的，<span style="color: black;">能够</span><span style="color: black;">经过</span>流程中的时间效应，过滤很大一部分。以不变，应万变。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/oEmic8icXFkbfOOGjwicRW04NYY02rOk8MZ8TEM5IhfiaACCAHLJY6ja8ynRr8QV6Ic2GkWDISbUziajttqsrBYdNYw/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">6、</span>怎么报价? <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">报<span style="color: black;">价的概念要清楚.报价不是一张价格表,<span style="color: black;">或</span>说<span style="color: black;">不仅</span>是一张清晰的价格表，千万不要低估报价的价值与报价要<span style="color: black;">重视</span>的<span style="color: black;">地区</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">报价是一个与客人互动的过程。从接到一个询价<span style="color: black;">起始</span>,不<span style="color: black;">必须</span>急着报价。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">要先<span style="color: black;">认识</span>客人背景，实力，<span style="color: black;">营销</span>模式等等，<span style="color: black;">亦</span>就是客户<span style="color: black;">评定</span>。问清楚他对<span style="color: black;">制品</span>的<span style="color: black;">需求</span>，包装的<span style="color: black;">需求</span>，可能的数量等等，<span style="color: black;">能够</span><span style="color: black;">tel</span>，<span style="color: black;">亦</span><span style="color: black;">能够</span>邮件。我比较主张<span style="color: black;">tel</span>。在对客户有个基本<span style="color: black;">认识</span>的<span style="color: black;">状况</span>下，<span style="color: black;">乃至</span><span style="color: black;">能够</span>向他<span style="color: black;">意见</span>其它更适合他的<span style="color: black;">制品</span>，这个比较讲经验。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个过程是很<span style="color: black;">要紧</span>的，是向客人展示你的专业性的宝贵机会。英语蹩脚<span style="color: black;">没关系</span>，要把<span style="color: black;">制品</span>的术语记好，在打<span style="color: black;">tel</span>之前先想想要问什么问题，客人可能会问什么问题，最好写下来。<span style="color: black;">倘若</span>客人愿意和你聊，还<span style="color: black;">能够</span>简单讲讲自己<span style="color: black;">机构</span>的历史和经营理念，树立自己供应商的形象，反正<span style="color: black;">便是</span>要给他一个除了价格之外，<span style="color: black;">选取</span>跟你合作的理由。<span style="color: black;">因此</span>，报价前先问清楚，<span style="color: black;">无</span>问题就创造问题去问。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">确定报价。我刚入行的时候，总是以<span style="color: black;">机构</span>给的最低价去报，一来方便，二来怕客人觉得价钱高。其实别说美国欧洲，<span style="color: black;">便是</span>中东、非洲都有<span style="color: black;">区别</span>层次的市场。<span style="color: black;">例如</span>阿联酋，面对本国人和菲律宾劳工的消费市场<span style="color: black;">便是</span>泾渭分明，完全<span style="color: black;">区别</span>的市场。<span style="color: black;">认识</span>客人的市场定位，就<span style="color: black;">能够</span>在价格和品质之间找到一个平衡点。</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;">非常多</span>客人(我指美国)<span style="color: black;">倘若</span>对你有<span style="color: black;">自信心</span>的话，<span style="color: black;">基本</span>不CARE价格高5%<span style="color: black;">乃至</span>于10%，你的<span style="color: black;">制品</span>他拿回去是翻着倍在卖，对你来说10%可能是大部分利润，对他<span style="color: black;">来讲</span>只是利润里的10%，用我客人的话<span style="color: black;">来讲</span><span style="color: black;">便是</span>：就当买了个保险，<span style="color: black;">重要</span>是他觉得这钱花得值得。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">制作报价单。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">事后跟进，还是语音为主，继续强化他的认识，顺便<span style="color: black;">认识</span>他的运作规律、采购计划、<span style="color: black;">营销</span>计划等等。<span style="color: black;">例如</span>问他什么时候下单啊，<span style="color: black;">倘若</span>他说我<span style="color: black;">已然</span>报给老板了，那你就大概<span style="color: black;">晓得</span><span style="color: black;">她们</span>的决策程序。如果他说别急，我到下半年才<span style="color: black;">思虑</span>，那你<span style="color: black;">亦</span><span style="color: black;">能够</span>分析出<span style="color: black;">她们</span>的采购时间表等等。反正这些信息都是有用的，哪怕他最后不下单，这些经验在面对下个客人的时候还是有用的。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/oEmic8icXFkbfOOGjwicRW04NYY02rOk8MZ8TEM5IhfiaACCAHLJY6ja8ynRr8QV6Ic2GkWDISbUziajttqsrBYdNYw/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">7、</span>怎么应对外贸出口过程中可能遇到的问题? <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">亦</span>许你觉得你只是外贸业务员，但有时候即使有订单，货物最后<span style="color: black;">无</span>交付都不会让你省心，<span style="color: black;">针对</span>高级外贸业务员要明白<span style="color: black;">有些</span>外贸出口的问题，多学习。</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;">(一)可能会遇到的问题：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有些买家让<span style="color: black;">公司</span>赊货。有些会隐瞒破产的事实，有的会在<span style="color: black;">签定</span>合同后，更改信用证的条款，因而使<span style="color: black;">咱们</span><span style="color: black;">没</span>法收回款项。还有的买家在<span style="color: black;">无</span>正本提单的<span style="color: black;">状况</span>下把货物提走。</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;">(二)遇到上面的问题，<span style="color: black;">公司</span>是<span style="color: black;">怎样</span>去<span style="color: black;">处理</span>的呢?</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1，付款方式最好采用L/C信用证，<span style="color: black;">况且</span>要有声誉的银行开出的信用证，即使是关系比较密切的客户，<span style="color: black;">亦</span><span style="color: black;">尽可能</span>不要采用赊货的方式。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2，调查买家的信用<span style="color: black;">情况</span>，<span style="color: black;">能够</span><span style="color: black;">经过</span>律师或信用评级<span style="color: black;">公司</span>调查、<span style="color: black;">评定</span>买家评级。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3，<span style="color: black;">公司</span><span style="color: black;">必要</span>小心所有合约，信用证条款的修订，有<span style="color: black;">必须</span>时，寻求法律意见。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4，<span style="color: black;">公司</span>不要以为手持正本提单不会有问题，<span style="color: black;">由于</span>买家<span style="color: black;">不消</span>正本提单<span style="color: black;">亦</span>可能拿到货物，<span style="color: black;">按照</span><span style="color: black;">公司</span>采用FOB的方式，运输由买家负责，外国的货运代理只顾及利益，听命于付钱的人。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/oEmic8icXFkbfOOGjwicRW04NYY02rOk8MZgc3VOgvxfKVkCaOIofu6YXf22ibmmqcgUlpXTxicE65fSChsjPYjdUtg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">8、</span>怎么尽快熟悉外贸出口流程? <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">必须</span>联系一下货代<span style="color: black;">机构</span>，<span style="color: black;">倘若</span>你的<span style="color: black;">制品</span>是<span style="color: black;">必须</span>做商检的货物，你<span style="color: black;">必须</span><span style="color: black;">按照</span>商检出具的出入境检验检疫通关的时间来安排订舱以及报关时间，<span style="color: black;">以避免</span><span style="color: black;">导致</span>缺证<span style="color: black;">没</span>法报关的问题。从而<span style="color: black;">引起</span>托班。</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;">1.<span style="color: black;">按照</span>货量安排订舱</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;">2.准备货物的<span style="color: black;">同期</span>，准备一下出货时清关的单据</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;">3.代理会提货，取单据，<span style="color: black;">按照</span>订舱船期来进行报关</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;">4.代理出提单发给国外收货人</span></strong></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/oEmic8icXFkbfOOGjwicRW04NYY02rOk8MZgc3VOgvxfKVkCaOIofu6YXf22ibmmqcgUlpXTxicE65fSChsjPYjdUtg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">9、</span>怎么在外贸签合<span style="color: black;">同期</span>规避<span style="color: black;">危害</span>? <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">合同是业务纠纷的依据，<span style="color: black;">因此</span>在合同的谈判和<span style="color: black;">签定</span>上<span style="color: black;">必定</span><span style="color: black;">不可</span>大意。在谈判和<span style="color: black;">签定</span><span style="color: black;">周期</span>，<span style="color: black;">首要</span>是要确定用户的诚信，加强资信调查是确定交易伙伴的<span style="color: black;">要紧</span><span style="color: black;">办法</span>。在调查中要重点<span style="color: black;">认识</span>对方的<span style="color: black;">公司</span>性质、贸易对象的道德、贸易经验等，<span style="color: black;">尤其</span>是贸易伙伴的资金及负债<span style="color: black;">状况</span>，经济作风及履约信用等，<span style="color: black;">同期</span><span style="color: black;">针对</span><span style="color: black;">重点</span>防范合同文本的<span style="color: black;">危害</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1.谈判前参照完善的格式样本谈判，避免遗漏<span style="color: black;">相关</span>条款。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2.<span style="color: black;">尽可能</span><span style="color: black;">供给</span>自己的合同文本，自己<span style="color: black;">把握</span>主动权。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3.对方<span style="color: black;">供给</span>的合同,防止看不见的条款“影子条款”。对方<span style="color: black;">供给</span>的合同，带回<span style="color: black;">机构</span><span style="color: black;">思虑</span>后再签，不要匆忙签字。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4.在磋商过程中，E—MAIL、传真或口头等方式的，约定以<span style="color: black;">签定</span>正式合同确认书为准，使合同<span style="color: black;">拥有</span>确定性、公开性、告诫性，避免电子证据(电子邮件、电子数据、传真)的证据缺陷。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5.业务条款的<span style="color: black;">危害</span>防范(以支付条款为例)</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>是汇付方式，<span style="color: black;">尽可能</span>在合同条款中<span style="color: black;">需求</span>进口商<span style="color: black;">供给</span>银行保函。</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>采取托收方式，事先要<span style="color: black;">重视</span>有的拉美国家对D/P方式，常常<span style="color: black;">根据</span>D/A方式处理的做法；更要<span style="color: black;">重视</span>设法在进口商付款前<span style="color: black;">保证</span>货物的所有权，防止钱货两空；在办理托收时不要在托收<span style="color: black;">拜托</span>单上指定代收行。</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>是L/C方式，要<span style="color: black;">重视</span>规定对方开证时间、开证银行，并<span style="color: black;">需求</span>进口商退货时须3套正本 提单全退回方可。</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;"><span style="color: black;">注意</span>法律条款</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">①违约金条款：违约金条款<span style="color: black;">第1</span>不要遗漏，第二要全面，第三幅度<span style="color: black;">能够</span>高，但不要太高，<span style="color: black;">由于</span>太高<span style="color: black;">引起</span>条款<span style="color: black;">没</span>效，等于让裁判庭自己决定。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">② 商检条款：商检certificate是买卖双方结算、计算关税、判断是非办理索赔的依据。合同应对检验标准、检验期限、凭封单检验还是凭<span style="color: black;">状况</span>检验，以及对标的质量和数量提出异议和答复的期限做出<span style="color: black;">知道</span>规定，<span style="color: black;">以避免</span>进口商拖延不决。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">③不可抗力条款：最好在国际合同中<span style="color: black;">尽可能</span>列举不可抗力的<span style="color: black;">详细</span>范围、证明<span style="color: black;">要求</span>、<span style="color: black;">通告</span>期限，这<span style="color: black;">能够</span>避免进口商找借口不付款。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">④争议<span style="color: black;">处理</span>方式条款：<span style="color: black;">因为</span>国外执行难等许多<span style="color: black;">原由</span>，最好约定仲裁条款。条款表述要规范，<span style="color: black;">不可</span>模棱两可<span style="color: black;">导致</span>麻烦。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">⑤法律适用条款：应<span style="color: black;">尽可能</span>争取适用中国法<span style="color: black;">处理</span>争议。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">⑥合同文字及其效力条款：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">防止侵犯外国专利权。<span style="color: black;">由于</span><span style="color: black;">日前</span>我国<span style="color: black;">显现</span>较多此类纠纷，要<span style="color: black;">重视</span>避免侵权带来的收汇<span style="color: black;">危害</span>，<span style="color: black;">知道</span>法律责任。</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;">能够</span>规定“货物所有权<span style="color: black;">保存</span>”条款。在不影响正常贸易<span style="color: black;">状况</span>下，约定在进口方尚未付清<span style="color: black;">所有</span>货款之前，货物仍由出口商所有。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/oEmic8icXFkbfOOGjwicRW04NYY02rOk8MZS8BOoESPezFL4pjCxs0S5DrVKZ9wQKGbU58KicNJcfJhfDyN8dLGvaQ/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">十、哪种外贸付款比较安全? <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1.前T/T</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">客户如能预付货款，此为最优支付方式。</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;">2. D/P与前T/T结合</span></strong></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>客户能前T/T部分货款，且此货款足以<span style="color: black;">能够</span>支付往返运费及海关其他<span style="color: black;">花费</span>，其余部分采取D/P，此<span style="color: black;">办法</span><span style="color: black;">能够</span><span style="color: black;">运用</span>。但不宜接受记名提单。</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>金额较小，<span style="color: black;">举荐</span><span style="color: black;">运用</span>以上两种付款方式。在20000美元以下的，<span style="color: black;">倘若</span>是老客户，且信用较好，且此货物比较常规及畅销，又<span style="color: black;">没</span>变质及保质期问题，<span style="color: black;">同期</span>，又不是记名提单的<span style="color: black;">状况</span>，则<span style="color: black;">能够</span>接受纯D/P。D/P下托收银行须为一流的银行。</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;">3.西方国家的L/C</span></strong></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;">很强</span>金额的<span style="color: black;">状况</span>下，<span style="color: black;">意见</span>接受L/C。但要对客户及银行的资信有<span style="color: black;">必定</span>的调查。<span style="color: black;">必须</span><span style="color: black;">重视</span><span style="color: black;">有些</span>国家如非洲等国家的L/C是不<span style="color: black;">能够</span>接受的。<span style="color: black;">倘若</span>客户做远期L/C则须询问<span style="color: black;">分部</span>总经理的意见后再作出决定。</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;">高<span style="color: black;">危害</span>支付方式：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">D/A，远期支票，后T/T等皆属高<span style="color: black;">危害</span>支付方式。</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;">通常</span>不接受以上的高<span style="color: black;">危害</span>支付方式。但对<span style="color: black;">有些</span>实力<span style="color: black;">浑厚</span>的<span style="color: black;">机构</span>或工厂在经过调查后，认为其值得信赖的<span style="color: black;">状况</span>下，向<span style="color: black;">分部</span>总经理申请<span style="color: black;">必定</span>的额度，待其同意后，方可执行此类高<span style="color: black;">危害</span>业务。</span></p>
回顾历史，我们不难发现：无数先辈用鲜血和生命铺就了中华民族复兴的康庄大道。 我深受你的启发，你的话语是我前进的动力。 回顾历史，我们不难发现：无数先辈用鲜血和生命铺就了中华民族复兴的康庄大道。 感谢您的精彩评论，为我带来了新的思考角度。
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