6hz7vif 发表于 2024-8-1 04:03:23

做外贸，怎么快速入门，一文看懂


    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">针对</span>外贸新人<span style="color: black;">来讲</span>，“<span style="color: black;">熟练</span><span style="color: black;">制品</span>”是踏入外贸的首要面对的问题，想必应该<span style="color: black;">非常多</span>新人<span style="color: black;">皆想</span>要<span style="color: black;">晓得</span>怎么让自己快速地<span style="color: black;">熟练</span><span style="color: black;">制品</span>?收集整理了<span style="color: black;">有些</span>经验，望能<span style="color: black;">帮忙</span>新人更快地<span style="color: black;">熟练</span><span style="color: black;">制品</span>信息。</p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/51f59f7891934a67af0af94fb3de3d7c~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1723052474&amp;x-signature=xQU7munfUe40uQvEJqxhUZ4vZ3o%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;">01</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;">制品</span>多、<span style="color: black;">归类</span>记、细分记</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸<span style="color: black;">机构</span>的<span style="color: black;">制品</span><span style="color: black;">通常</span>都不会<span style="color: black;">仅有</span>一个，少则五六十个，多则<span style="color: black;">亦</span>有上百上千个，这么多<span style="color: black;">制品</span><span style="color: black;">想要</span>让一个刚入行的新人烂熟于心，逐个记下，那肯定是效率非常低下的。但凡是<span style="color: black;">制品</span>都有<span style="color: black;">归类</span>，<span style="color: black;">因此</span><span style="color: black;">意见</span>从这些类别着手记，先记住该<span style="color: black;">制品</span>类别的特点，而后慢慢<span style="color: black;">熟练</span>这个类别的所有<span style="color: black;">制品</span>细节特点，接着再触类旁通，记住其他类别的<span style="color: black;">制品</span>。<span style="color: black;">这般</span>既不会混，<span style="color: black;">亦</span>能成批同类的来联想熟记。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">02</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">实地观察<span style="color: black;">制品</span></strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在外贸一行<span style="color: black;">始终</span>都提倡到生产一线去实地观察，这是<span style="color: black;">由于</span><span style="color: black;">非常多</span>你拿到手上的<span style="color: black;">制品</span>资料<span style="color: black;">照片</span>，跟<span style="color: black;">实质</span>的<span style="color: black;">制品</span>会有<span style="color: black;">有些</span>差距，当你到生产一线，看着拿到的<span style="color: black;">制品</span>资料，再对照<span style="color: black;">制品</span>实例，<span style="color: black;">这般</span>更方便您<span style="color: black;">熟练</span>资料内容，<span style="color: black;">乃至</span>遇到<span style="color: black;">有些</span>细节问题，还<span style="color: black;">能够</span>直接就咨询工厂技术人员。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">03</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">不懂细节，可请教同事</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这第三点跟上面的第二点有些<span style="color: black;">类似</span>，新人刚进入一家<span style="color: black;">机构</span>，都会有<span style="color: black;">有些</span>资历不错的<span style="color: black;">先辈</span>，<span style="color: black;">分部</span>经理啊，同事啊，都有你可以请教的<span style="color: black;">先辈</span>，<span style="color: black;">她们</span>对<span style="color: black;">制品</span>的认识<span style="color: black;">亦</span>肯定比你<span style="color: black;">熟练</span>，当遇到细节出不懂的问题时，<span style="color: black;">能够</span>多向<span style="color: black;">她们</span>请教，多学多问，问题是最好的老师。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">例如：你做PVC<span style="color: black;">制品</span>，<span style="color: black;">那样</span>势必要先<span style="color: black;">认识</span>一下PVC的<span style="color: black;">相关</span>知识。</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">原材料：高、中、低端的<span style="color: black;">制品</span>原材料，<span style="color: black;">成份</span><span style="color: black;">区别</span>，特性<span style="color: black;">亦</span>必然<span style="color: black;">区别</span>。<span style="color: black;">首要</span>要<span style="color: black;">认识</span>各原料的特性。举个例子，<span style="color: black;">倘若</span>你做婴儿奶瓶，<span style="color: black;">一样</span>是塑料原料，PP、PC、PES、PPSU 有何<span style="color: black;">区别</span>?</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">首要</span>从<span style="color: black;">理学</span>和化学特性上来<span style="color: black;">认识</span>：耐热抗变形性，强度、比重、透明度，其次再从<span style="color: black;">运用</span>的性能方面来<span style="color: black;">认识</span>：耐磨性，亲油性，易清洗性，<span style="color: black;">而后</span>再从<span style="color: black;">运用</span>的安全性来<span style="color: black;">认识</span>：材料<span style="color: black;">是不是</span>释放毒性物质。以上问题，<span style="color: black;">能够</span>从网上查资料初步<span style="color: black;">认识</span>，再询问工厂的技术人员和负责人，<span style="color: black;">最后</span>得出正确的答案。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">最后从材料成本上来<span style="color: black;">认识</span>，三种材料的原料价格是多少钱一吨? 这些信息获取<span style="color: black;">亦</span><span style="color: black;">非常</span>便利，<span style="color: black;">有些</span>原材料市场频道基本涵盖了大部分行业的原料信息。打个比方，买塑料粒子，<span style="color: black;">那样</span>就<span style="color: black;">瞧瞧</span>国内几家<span style="color: black;">重点</span>供应商的动态，如燕京石化，齐鲁石化，中石油等。还有<span style="color: black;">非常多</span><span style="color: black;">能够</span>从行业B2B网站上找到。只要有心，<span style="color: black;">非常多</span>信息都<span style="color: black;">能够</span>为你所用。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">认识</span>原材料的价格，<span style="color: black;">能够</span><span style="color: black;">即时</span>预判国内市场材料成本动向。有些原料，每年在固定的几个时期都会有<span style="color: black;">很强</span>的价格变动。多关注<span style="color: black;">有些</span>这方面的信息，对外贸业务还是<span style="color: black;">特别有</span><span style="color: black;">帮忙</span>的。<span style="color: black;">例如</span>，<span style="color: black;">能够</span><span style="color: black;">定时</span>给客户发送<span style="color: black;">有些</span>市场信息，商人对这些信息总是欢迎的，当你把原料市场预期上涨的信息发给客户之后，<span style="color: black;">非常多</span>时候客户会尽快<span style="color: black;">思虑</span><span style="color: black;">是不是</span>安排新的订单。<span style="color: black;">针对</span>那些未成交的客户，只要<span style="color: black;">保持</span>做，<span style="color: black;">亦</span>总会有意想不到的效果。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">认识</span>原材料的价格，对<span style="color: black;">制品</span>成本<span style="color: black;">构成</span>更深入<span style="color: black;">认识</span>，有利于更加自信的谈判。打个比方，国外客户发个询盘，<span style="color: black;">需求</span>材质是PES的奶瓶，核算之后，客户<span style="color: black;">目的</span>价却只能勉强做到PC材质的，你怎么办?气得不打一处来，扔掉这个客户吗?</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这个时候千万不要气馁，恰恰是你充分<span style="color: black;">表现</span>专业度的好机会。自信而专业地跟客户解释，<span style="color: black;">按照</span>你市场的价格接受能力和<span style="color: black;">咱们</span>做市场的常年经验，这个价格应该是PC材质，并善意地提醒客户<span style="color: black;">是不是</span>材质有误，解释两种材质性能的<span style="color: black;">区别</span>，<span style="color: black;">同期</span>给客户两种材质的报价和样品供<span style="color: black;">选取</span>。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">另一</span><span style="color: black;">倘若</span>是外贸<span style="color: black;">机构</span>，和<span style="color: black;">最后</span><span style="color: black;">制品</span>的供应商谈判，清楚原材料的行情，对方会高看你一眼，觉得你懂行，不会随意欺你。</p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/a9b1a4a521eb453abce6114f8584317f~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1723052474&amp;x-signature=1iVXi7J2c41wLZ6n4elJ2IQv%2Br0%3D" style="width: 50%; margin-bottom: 20px;"></div>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当然<span style="color: black;">倘若</span>你的<span style="color: black;">制品</span>是<span style="color: black;">区别</span>材料的<span style="color: black;">各样</span>小零部件进行组装，<span style="color: black;">那样</span>你要关注的可能就<span style="color: black;">更加多</span><span style="color: black;">有些</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;">针对</span>工艺：</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">此刻</span>大<span style="color: black;">都数</span>都是机械化生产，<span style="color: black;">首要</span>要<span style="color: black;">认识</span><span style="color: black;">区别</span><span style="color: black;">设备</span>的原理，打个比方，做塑料<span style="color: black;">制品</span>，要<span style="color: black;">晓得</span>吹膜机有哪几种，<span style="color: black;">那些</span>是关键部件，对吹出来的塑料膜有什么影响，易损坏的是<span style="color: black;">那些</span>部件，<span style="color: black;">那些</span>部件更换后就<span style="color: black;">能够</span>吹<span style="color: black;">区别</span>的材料，生产中<span style="color: black;">那些</span>环节容易出问题，<span style="color: black;">那些</span><span style="color: black;">状况</span>会<span style="color: black;">导致</span>质量不合格(Defect quality)。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">怎么样</span><span style="color: black;">累积</span>这些知识，一是询问上游的设备厂家，<span style="color: black;">此刻</span>国内站做<span style="color: black;">各样</span><span style="color: black;">设备</span>设备的厂家都有，利用阿里旺旺<span style="color: black;">能够</span>询问到<span style="color: black;">有些</span>信息，当然<span style="color: black;">亦</span>必须要有技巧的，<span style="color: black;">否则</span>你总是问别人<span style="color: black;">无</span>购买的意向别人<span style="color: black;">亦</span><span style="color: black;">无</span>必要免费<span style="color: black;">供给</span>咨询服务。二是<span style="color: black;">能够</span>虚心求教工厂的厂长，生产经理，<span style="color: black;">设备</span>操作工等。三是问问有经验的<span style="color: black;">机构</span><span style="color: black;">先辈</span>们，如采购，业务经理等。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">按道理说，这应该是工厂管理人员和机修工负责的范畴。可是外贸业务员<span style="color: black;">倘若</span>对这部分略懂一二<span style="color: black;">或</span>深谙于心，在贸易谈判中总是能处在非常有利的位置。</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;">针对</span>成本：</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这些不是很好核算，<span style="color: black;">通常</span>业务员是老板给的<span style="color: black;">或</span>是工厂给的最低出厂价。对<span style="color: black;">制品</span>和行业了然于心的业务员可能会推算一番，<span style="color: black;">首要</span><span style="color: black;">按照</span>原材料成本，加工的成本，<span style="color: black;">设备</span>的产量，工人一天平均要得多少工资，一天的产量，打包工一天能做多少，<span style="color: black;">按照</span>工资再反推。<span style="color: black;">另一</span>还要<span style="color: black;">包含</span>水电，管理人员工资。</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;">针对</span>性能：</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">首要</span>当然要参照生产方<span style="color: black;">供给</span>的标准。但有些企业自我感觉良好，<span style="color: black;">开发</span>和质量<span style="color: black;">认识</span>不强，<span style="color: black;">因此呢</span><span style="color: black;">亦</span><span style="color: black;">不可</span>全信。只要<span style="color: black;">制品</span>是能拿来自己用的，随便打个比方，小到牙签、微波炉饭盒、吹风机，大到空气净化器、空调，都<span style="color: black;">能够</span>拿来先自己试用。<span style="color: black;">制品</span>是拿来用的，<span style="color: black;">倘若</span>自己用起来都<span style="color: black;">不睬</span>想怎么能有<span style="color: black;">自信心</span>向国外客户推销?</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;">针对</span>产能：</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">第1</span>手资料当然是工厂生产管理人员<span style="color: black;">供给</span>的。当然有时候是不尽准确的，必要时<span style="color: black;">能够</span>现场测算一分钟，五分钟，半小时，一小时的产量等。</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;">针对</span>规格及包装方式：</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">平常</span>的规格和包装方式很容易<span style="color: black;">把握</span>，这个<span style="color: black;">不消</span>再提。需要<span style="color: black;">重视</span>的是<span style="color: black;">区别</span>的市场可能规格和包装方式不<span style="color: black;">同样</span>，这些从何<span style="color: black;">累积</span>?</p>客户询价中的<span style="color: black;">制品</span>规格和包装方式你<span style="color: black;">是不是</span><span style="color: black;">根据</span><span style="color: black;">区别</span>国家<span style="color: black;">区别</span>行业用途记录过?客户需要的样品的<span style="color: black;">制品</span>规格你<span style="color: black;">是不是</span><span style="color: black;">根据</span><span style="color: black;">区别</span>国家<span style="color: black;">区别</span>行业用途记录过?已成交客户订单的<span style="color: black;">制品</span>规格和包装方式你<span style="color: black;">是不是</span><span style="color: black;">根据</span><span style="color: black;">区别</span>国家<span style="color: black;">区别</span>行业用途记录过?<span style="color: black;">目的</span>国当地市场上的<span style="color: black;">制品</span>规格和包装方式你<span style="color: black;">是不是</span>找过该国几个<span style="color: black;">重点</span>的B2C零售网站上调查过？对<span style="color: black;">有些</span>行业内知名品牌的<span style="color: black;">制品</span>规格<span style="color: black;">是不是</span>有基本<span style="color: black;">认识</span>?这些<span style="color: black;">机构</span>的网站<span style="color: black;">是不是</span><span style="color: black;">科研</span>透?<span style="color: black;">有些</span>对口的客户，无论已成交未成交，你<span style="color: black;">是不是</span>有下载对方E-catalog下来<span style="color: black;">而后</span>分析的习惯?<span style="color: black;">那些</span>规格客户询价时经常<span style="color: black;">无</span><span style="color: black;">仔细</span>给出?<span style="color: black;">那些</span>规格对成本有重大影响?<span style="color: black;">那些</span>规格报价时<span style="color: black;">能够</span>有策略性地不提，报需盘?<span style="color: black;">那些</span>规格是你们<span style="color: black;">能够</span>做<span style="color: black;">况且</span>生产快，<span style="color: black;">或</span>材料损耗少<span style="color: black;">那些</span>规格生产慢，产量低，<span style="color: black;">或</span>材料损耗多<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">针对</span>价格：</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">首要</span>，<span style="color: black;">倘若</span>能<span style="color: black;">认识</span>到竞争对手的价格，将会是<span style="color: black;">特别有</span><span style="color: black;">帮忙</span>的。<span style="color: black;">各样</span><span style="color: black;">办法</span><span style="color: black;">大众</span><span style="color: black;">自动</span>百度。其次是要<span style="color: black;">认识</span>当地市场的<span style="color: black;">最后</span>的<span style="color: black;">营销</span>价格，<span style="color: black;">能够</span><span style="color: black;">经过</span><span style="color: black;">目的</span>国当地市场的零售网站来<span style="color: black;">认识</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;">针对</span><span style="color: black;">制品</span>二次<span style="color: black;">研发</span>的可能性：</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这个是在<span style="color: black;">已然</span>有<span style="color: black;">必定</span>的<span style="color: black;">制品</span><span style="color: black;">认识</span>的<span style="color: black;">基本</span>之后，对<span style="color: black;">制品</span>的外观，性能，以及用途进行再次<span style="color: black;">科研</span>，结合创意，找出<span style="color: black;">制品</span>新的卖点和新的客户群体。<span style="color: black;">非常多</span>时候<span style="color: black;">制品</span>的二次<span style="color: black;">研发</span>会是<span style="color: black;">制品</span>利润增长的新突破点，并有可能大幅<span style="color: black;">加强</span><span style="color: black;">制品</span>的利润。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">通常</span><span style="color: black;">来讲</span>，<span style="color: black;">熟练</span><span style="color: black;">制品</span>，不外乎在于这么几个方面：<span style="color: black;">制品</span>的原材料、工艺、成本、性能、产量、规格及包装方式、价格、用途、<span style="color: black;">最后</span><span style="color: black;">运用</span>场所和二次<span style="color: black;">研发</span>的可能性。<span style="color: black;">区别</span>的<span style="color: black;">制品</span>所<span style="color: black;">触及</span>的点<span style="color: black;">亦</span>不<span style="color: black;">同样</span>，<span style="color: black;">因此</span>外贸新人们要针对<span style="color: black;">制品</span>特点跟行业来<span style="color: black;">熟练</span><span style="color: black;">制品</span>，<span style="color: black;">把握</span>专业的<span style="color: black;">制品</span>知识。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">每一个外贸<span style="color: black;">仅有</span><span style="color: black;">熟练</span><span style="color: black;">认识</span>自己的<span style="color: black;">制品</span>之后，你才有把握住客户的资本。<span style="color: black;">倘若</span>你有专业<span style="color: black;">制品</span>知识与能力，即使面对着<span style="color: black;">非常多</span>同行都疯抢的大客户，你<span style="color: black;">亦</span>能底气十足拿下客户。</p>




星☆雨 发表于 2024-8-27 00:18:33

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荔枝糖 发表于 2024-9-1 00:30:58

我深受你的启发，你的话语是我前进的动力。

7wu1wm0 发表于 2024-9-25 20:39:59

论坛的成果是显著的，但我们不能因为成绩而沾沾自喜。
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