怎么样入手做外贸，全流程操作处理办法（含模板）
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/3bd6b5249198418da2b8aa22f60025ff~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=%2FaXEr3KnRuIc7%2BREGKm%2FC1j2vOs%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">做为</span>外贸业务新人，<span style="color: black;">咱们</span><span style="color: black;">首要</span>需要<span style="color: black;">认识</span>，在国际贸易进出口业务中，需要做什么。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">国际贸易专业的外贸新人，<span style="color: black;">针对</span><span style="color: black;">基本</span>理论知识，<span style="color: black;">她们</span><span style="color: black;">认识</span>,但真正<span style="color: black;">触及</span>到<span style="color: black;">实质</span>操作,就不<span style="color: black;">必定</span>能行，毕竟理论和<span style="color: black;">实质</span>还是有差距的。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">非国际贸易专业的外贸新人，等到<span style="color: black;">认识</span>完所有<span style="color: black;">基本</span>理论，才去做外贸，估计耐心<span style="color: black;">亦</span>用得差不多了。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>，<strong style="color: blue;">我<span style="color: black;">这儿</span>，简单列出了外贸业务的<span style="color: black;">通常</span>操作流程,并附上<span style="color: black;">关联</span>文件模板，方便更好地理解。<span style="color: black;">重视</span>事项我特意用黑体标注。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1.市场调研</strong>：收集客户的信息。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">需要搞明白以下几个问题：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">谁是<span style="color: black;">咱们</span>的现有客户？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">潜在客户是谁？</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;">咱们</span>潜在客户需要的是什么样的服务？</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;">她们</span><span style="color: black;">为何</span>要买？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">市场调研，总的来讲<span style="color: black;">包括</span>三个部分：<strong style="color: blue;">国家和地区的信息、海外市场信息和海外客户信息。</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>的业务员，<span style="color: black;">非常多</span>时候把这步给省了。<span style="color: black;">研发</span>信群发，漫天飞，犹如大海捞针。管它是鱼是虾，先抓上来再说。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我看过<span style="color: black;">非常多</span>文笔优美的英文<span style="color: black;">研发</span>信,<span style="color: black;">亦</span>有以下这种简洁,一目了然，<span style="color: black;">更易</span>勾起客户的兴趣 :<strong style="color: blue;">主题、内容简短，配上<span style="color: black;">关联</span><span style="color: black;">照片</span>。<span style="color: black;">研发</span>信带附件，容易被当成垃圾邮件拦截<span style="color: black;">或</span><span style="color: black;">加入</span>邮箱黑名单。</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p26-sign.toutiaoimg.com/pgc-image/e1001443bed947258d6399311b8073ce~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=RLlb3QksadmB2Jj3xypYJevNpU8%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;">2</strong>。<strong style="color: blue;">寻找客户</strong>：在市场调研做完后，<span style="color: black;">咱们</span>需要判断出<span style="color: black;">那些</span>市场是适合<span style="color: black;">咱们</span>自己<span style="color: black;">制品</span>的，把这些市场定为<span style="color: black;">目的</span>市场。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在<span style="color: black;">目的</span>市场上，寻找<span style="color: black;">咱们</span>的潜在客户及<span style="color: black;">目的</span>客户，并与<span style="color: black;">她们</span><span style="color: black;">创立</span>业务关系。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这些客户怎么寻找？<span style="color: black;">能够</span><span style="color: black;">经过</span><strong style="color: blue;"><span style="color: black;">伴侣</span>介绍，社交网络（脸书,推特和领英等），搜索软件推广，<span style="color: black;">媒介</span><span style="color: black;">宣传</span>，展销会和其他网络平台等方式</strong>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">更主动的方式:平台引流+独立站+展会。线上线下相结合</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在社交平台，<span style="color: black;">按时</span>更新自己的动态，巧妙添加<span style="color: black;">制品</span>，<span style="color: black;">增多</span><span style="color: black;">揭发</span>量，主动添加适合自己资料的好友。邀请参加展会，<span style="color: black;">或</span>引流到独立站，完成客户转化。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">社交营销,请<span style="color: black;">重视</span>平台操作规则。操作过于频繁,将容易<span style="color: black;">导致</span>封号<span style="color: black;">或</span>登陆限制。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3</strong>。<strong style="color: blue;"><span style="color: black;">创立</span>业务关系</strong>：当<span style="color: black;">咱们</span>找到<span style="color: black;">目的</span>客户后，尽力和<span style="color: black;">她们</span><span style="color: black;">创立</span>业务关系。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">第1</span>种是业务<span style="color: black;">表率</span>提前预约，登门拜访。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">第二种方式，<span style="color: black;">经过</span>互联网，与客户取得联系。常用邮件，<span style="color: black;">tel</span>，社交软件等工具。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">第二种方式，既便宜又<span style="color: black;">有效</span>，<span style="color: black;">咱们</span>首推第二种。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/231ff1aee5534b47bce7054a7a5712aa~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=X5xsHVwL9%2BtRnmbsj20GPc%2B2FU8%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;">4</strong>。<strong style="color: blue;">报价：</strong><span style="color: black;">创立</span>业务关系后，<span style="color: black;">咱们</span>把<span style="color: black;">制品</span>推销给客户，客户会向<span style="color: black;">咱们</span>要报价（Inquiry)。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而出口商需要报价给客户（offer)。这<span style="color: black;">周期</span>总的分成4个部分：客户询价，出口商报价，双方议价接受，<span style="color: black;">签定</span>合同，列明条款。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">以下为报价模板参考(备注下的条款,<span style="color: black;">按照</span><span style="color: black;">每一个</span><span style="color: black;">机构</span>的<span style="color: black;">状况</span>而定)</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/c09466dbf5544762a711cb6d16323783~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=l9IREfGWMRyDjCxt3bD90xexl2U%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;">5</strong>。<strong style="color: blue;"><span style="color: black;">签定</span>合同</strong>：客户在确认订单前，<span style="color: black;">一般</span>需要工厂，<span style="color: black;">按照</span>他的订单数量，让出口商发送形式发票(Proforma Invoice)，简<span style="color: black;">叫作</span>PI。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">形式发票内容<span style="color: black;">包括</span>：<span style="color: black;">制品</span>规格，颜色，材料，价格，数量，包装方式，运输贸易方式，付款方式，发货时间等条款。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有的客户，有自己的合同格式。<strong style="color: blue;">收到合同确认件后，<span style="color: black;">咱们</span>需要对照条款，仔细<span style="color: black;">检测</span>，<span style="color: black;">是不是</span>超出之前的谈判范围，<span style="color: black;">或</span>遗漏。<span style="color: black;">倘若</span>有的话，需要提醒客人做修改。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">以下为PI模板。(备注下的条款，<span style="color: black;">按照</span>各<span style="color: black;">机构</span>的<span style="color: black;">实质</span><span style="color: black;">状况</span>做改变）</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/ba531a8a146a421a8b81241272d0e911~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=01FhKx8zkiVipEwX5FfD8b6pHXI%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;">6</strong>。<strong style="color: blue;">合同履行</strong>：合同<span style="color: black;">签定</span>后，下一步是履行合同。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">根据</span>合同约定，客户支付定金<span style="color: black;">或</span>开出信用证。出口商安排生产，<span style="color: black;">根据</span>客户<span style="color: black;">需求</span><span style="color: black;">保准</span>品质、数量、包装，规格等没问题，按时交货。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">这一步，需要业务员<span style="color: black;">或</span>业务跟单员<span style="color: black;">即时</span>跟进进度，把客户对<span style="color: black;">制品</span>的<span style="color: black;">需求</span>，一点不漏的传达给生产和品质<span style="color: black;">分部</span>，<span style="color: black;">保证</span>信息无遗漏，<span style="color: black;">以避免</span>出错。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">组建<span style="color: black;">微X</span>群，是<span style="color: black;">机构</span><span style="color: black;">此刻</span><span style="color: black;">火速</span>捷的信息传达方式。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">以下为业务部下发订单生产表格，分发到生产及其他各<span style="color: black;">分部</span>知悉，跟进。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/50469f128c424b189e5ddfbe61b9257e~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=Cp%2B%2BoU391nc8AHuFJJUqu259nYI%3D" style="width: 50%; margin-bottom: 20px;"></div>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/69c2231149a84d4e8bcf9060fee5abb5~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=nPEaRhnyethblttO4SrY5iXdHDY%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;">7</strong>。<strong style="color: blue;">商品检验</strong>：<span style="color: black;">按照</span><span style="color: black;">相关</span>法律，特殊商品必须进行出口发货前的检验。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">或<span style="color: black;">按照</span>合同和信用证<span style="color: black;">需求</span>，<span style="color: black;">制品</span>需要出货前验货。验货没问题后，才<span style="color: black;">能够</span>安排发货。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">详细</span>检验标准，由哪家<span style="color: black;">机构</span>检验，客户在合同<span style="color: black;">或</span>信用证里面都会有<span style="color: black;">需求</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">出口商，对照<span style="color: black;">制品</span>资料及<span style="color: black;">关联</span>测试<span style="color: black;">需求</span>，<span style="color: black;">或</span>准备<span style="color: black;">关联</span>测试证书，<span style="color: black;">保准</span>检验<span style="color: black;">经过</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">商品检验没问题，<span style="color: black;">一般</span>验货<span style="color: black;">机构</span>会出具OK验货报告。报告格式，<span style="color: black;">每一个</span><span style="color: black;">机构</span>不<span style="color: black;">同样</span>，但<span style="color: black;">必定</span>不离下面这个意思。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“We hereby confirm that the goods shipped from ABC company is quality approved for export "（<span style="color: black;">咱们</span>确认某<span style="color: black;">机构</span>这批货物的品质，符合出口<span style="color: black;">需求</span>）。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">8</strong>。<strong style="color: blue;">发货</strong>：安排什么样的物流方式，<span style="color: black;">按照</span>贸易方式来定。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>是EXW(出厂价）/FOB（离岸价），由客户指定货代来安排国际物流。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>CIF（目的港价）、DDP（门到门），由出口商安排国际物流到国外指定仓库和<span style="color: black;">位置</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">按照</span><span style="color: black;">制品</span>特性，确定发货方式。<span style="color: black;">一般</span>大而重的货物，<span style="color: black;">选取</span>海运和陆运方式比较多。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">轻而小的货物，<span style="color: black;">选取</span>空运方式。总之，找到 一种适合<span style="color: black;">制品</span>的更实惠的发货方式。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">发货前需要先订仓，<span style="color: black;">按照</span>自己的生产完成时间，来确定船期，但此船期必须在客户<span style="color: black;">需求</span>的发货时间内。船期确定，<span style="color: black;">咱们</span>会收到订仓确认（S/O).</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/df27cd3abfc541b48cd148f83c219910~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=tGI3wpE5jztMHJ5sGMI%2BsGF1%2Bok%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">针对</span>FOB贸易方式，客户制定的出货时间，<span style="color: black;">一般</span>是船开的时间。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">咱们</span>必须提前制定好规划，将生产完成时间，比规<span style="color: black;">按时</span>间，提前<span style="color: black;">最少</span>一个礼拜，以<span style="color: black;">保证</span><span style="color: black;">能够</span>匹配到合适的船期。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">以下为Maersk马士基船<span style="color: black;">机构</span>S/O上面的<span style="color: black;">重点</span>内容，供参考。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/533ac159b73b414285d2ce086513a7a9~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=BqBmggMfX5a5HkiFSuYtPs17Tq8%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;">9</strong>。<strong style="color: blue;">投保</strong>：国际物流是一个漫长的过程。为了<span style="color: black;">保证</span>不受损失，在物流这块，需要买保险。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">EXW(出厂价）/FOB（离岸价）贸易方式的订单，保险由客户来安排。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而<span style="color: black;">针对</span>CIF（目的港价）、DDP（门到门）等贸易方式，保险由出口方来负责。该保险<span style="color: black;">一般</span><span style="color: black;">需求</span>在船开前2天，就要安排。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">10</strong>。<strong style="color: blue;">货物装运</strong>：在<span style="color: black;">制品</span>品质没问题，船期确定后，安排装运。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">通常</span>在装运单S/O上的结关(closing)前2天安排装运，预留足够时间，完成出口手续商检清关。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">根据</span>S/O上的时间，<span style="color: black;">即时</span>提交补料（SI )和重量资料(VGM)，<span style="color: black;">保准</span>货柜顺利上船。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/bf71ea41f4d7493eadbaefc57aaa8011~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=W79bHLn0UOR1Al4VWUValpujVwg%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;">11</strong>.<strong style="color: blue;">交单文件</strong>：单证<span style="color: black;">针对</span>客户进口方，非常重要。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">单证<span style="color: black;">一般</span><span style="color: black;">包含</span>发票(Invoice)，装箱单(Packing list)，提单(Bill of Lading)，产地证(C/O)等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">按照</span>合同和信用证<span style="color: black;">需求</span>，可能还有其他验货报告，船证，文件传达报告等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">根据</span>合同条款，<span style="color: black;">咱们</span>需要将文件准备齐全，<span style="color: black;">才可</span>收到货款<span style="color: black;">或</span>信用证款额。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>信用证(L/C,D/P)付款，单证提交给银行。其他付款方式下，正本单证文件需要在款额到账后，<span style="color: black;">才可</span>将文件快递给客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">提单正本文件的转移，<span style="color: black;">寓意</span>着货权的转移。这点需要<span style="color: black;">尤其</span><span style="color: black;">重视</span>。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">以下为几种常用交单文件模板，给<span style="color: black;">大众</span>参考。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">A.产地证</strong>（普惠制叫FORM A,<span style="color: black;">通常</span>产地证C/O，<span style="color: black;">区别</span>国家需要<span style="color: black;">区别</span>的产地证，网上一搜就<span style="color: black;">晓得</span>，以下模板为<span style="color: black;">通常</span>产地证C/O，两种内容模板差不了多少)</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/a8d2dd36a2964b25b6ae2d8db7cf7322~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=oeTGu7PODTUYeLtFoQTrkAznjDo%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;">B.Invoice(<span style="color: black;">商场</span>发票）</strong>：</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/9d69997c47d046e8bb91d48672b4f43b~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=L4pfiYqWoAIc4UIglrdoCQHQNy8%3D" style="width: 50%; margin-bottom: 20px;"></div>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/8bfe867952244f6887319c01d5543cab~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=HW62Gl5Cyhc6KH2qwjtvUDrxKi4%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;">C,提单补料（<span style="color: black;">每一个</span>船<span style="color: black;">机构</span>有固定的提单格式）</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/a5ca8e003db84751ad5222613c240622~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=BGCTICtbgkAKCL31NfsNPju9E%2Fs%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;">D.装箱单</strong>：</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/00c469982a48422199d955bb7cef2b74~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=Lib50bTIVQFOhcK0QasWz7msBQc%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;"><span style="color: black;">重视</span>：同一套文件中，所有文件中<span style="color: black;">包括</span>的总重量，总立方数，总数量，总件数，收货人（除信用证对提单收货人有<span style="color: black;">尤其</span><span style="color: black;">需求</span>外），发票号码等都必须保持一致。</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;">显现</span>不一致，将<span style="color: black;">引起</span>不符，银行审单不<span style="color: black;">经过</span>，<span style="color: black;">没法</span>收款；<span style="color: black;">或</span><span style="color: black;">引起</span>目的地清关遇阻，客户受损。如<span style="color: black;">发掘</span>问题，需要<span style="color: black;">即时</span>更正。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">12</strong>。<strong style="color: blue;">收款</strong>：客户<span style="color: black;">或</span>银行确认单证没问题后，将会安排付款。付款方式<span style="color: black;">一般</span>有电汇T/T,付款交单（D/P),信用证（L/C)等方式。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">非银行交单，<span style="color: black;">保证</span>款额到账后，<span style="color: black;">才可</span>安排单证，快递给客户。银行水单，有时候<span style="color: black;">亦</span><span style="color: black;">能够</span>是假的。这点需要<span style="color: black;">重视</span>。</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/7701f8bc498d4fd6b9f00c747e48bc54~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=Mq3fIgXna5Ha%2B%2BYZAeqyROOWhxE%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;">13</strong>。<strong style="color: blue;">售后服务</strong>：在客户收到货后，<span style="color: black;">倘若</span><span style="color: black;">制品</span><span style="color: black;">显现</span>问题，<span style="color: black;">或</span><span style="color: black;">由于</span>出口商,<span style="color: black;">无</span><span style="color: black;">根据</span>合同<span style="color: black;">保准</span>品质，<span style="color: black;">引起</span>客户在目的地市场，<span style="color: black;">显现</span>投诉、索赔等<span style="color: black;">状况</span>，客户会找出口商来<span style="color: black;">处理</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">业务员对待售后问题，需要<span style="color: black;">谨慎</span>处理。在这块处理的好坏，<span style="color: black;">一般</span>直接影响到客户后续的合作。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">碰到问题,<span style="color: black;">首要</span>从业务员自己这方面来调查,<span style="color: black;">是不是</span>有资料和信息沟通方面的错误。<span style="color: black;">倘若</span><span style="color: black;">能够</span><span style="color: black;">处理</span>，不影响<span style="color: black;">机构</span>利益的<span style="color: black;">状况</span>下，尽快回复客户<span style="color: black;">处理</span><span style="color: black;">方法</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>比较严重的售后问题，需要尽快反映给<span style="color: black;">机构</span>，调查<span style="color: black;">认识</span><span style="color: black;">状况</span>，并尽快给出<span style="color: black;">赔偿</span><span style="color: black;">方法</span>，反映给客户，争取征得客户的同意和谅解。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">14</strong>。<strong style="color: blue;">退税</strong>：国家为了鼓励出口，<span style="color: black;">加强</span>商品在国际市场的竞争力，<span style="color: black;">供给</span><span style="color: black;">区别</span>类型<span style="color: black;">制品</span>、<span style="color: black;">区别</span>费率的退税。出口退税率，从5%到17%不等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">企业必须是<span style="color: black;">通常</span>纳税人，才<span style="color: black;">能够</span>享有该权利。<span style="color: black;">非常多</span>中小企业，<span style="color: black;">机构</span><span style="color: black;">无</span>专业的报关和财务人员，<span style="color: black;">拜托</span>专业的退税代理服务<span style="color: black;">公司</span>，支付服务费来完成。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有些</span>传统行业，<span style="color: black;">或</span>技术含量不高的行业，利润可能<span style="color: black;">重点</span>来自退税。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/7a71f7fcdf8745758e3d6e935fff1273~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725027238&x-signature=RtkUdJJt8OUC6kq7YVhAU6pelAM%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;">以上流程中，业务员<span style="color: black;">针对</span>出口报关、退税这块，用不着很专业。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">业务员的<span style="color: black;">重点</span>精力，应该放在业务<span style="color: black;">研发</span>和客户<span style="color: black;">守护</span>这块。后面这些流程，<span style="color: black;">能够</span>交给业务跟单员<span style="color: black;">或</span>单证船务员来做。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非常多</span>企业,外贸业务员并<span style="color: black;">无</span>配助理，除了报关和退税这块接触少点，其他流程，基本都需要自己处理。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸业务，很<span style="color: black;">大都是</span>大额交易。前面的业务<span style="color: black;">研发</span>部分，很重要；后面的操作流程，<span style="color: black;">一样</span>重要。<span style="color: black;">倘若</span>疏忽，<span style="color: black;">一样</span>会<span style="color: black;">导致</span><span style="color: black;">机构</span>利益受损，客户流失，最后影响到业绩。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">对内对外都要应付，优秀的外贸业务<span style="color: black;">表率</span>，即是一位业务谈判<span style="color: black;">能手</span>，又是一位内部协调<span style="color: black;">能手</span>，所承受的压力，可想而知。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">一份耕耘，一份收获。</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;">把握</span>了诀窍，摸清了门路，做好了规划，我相信，梦想是<span style="color: black;">能够</span>实现的。</strong></p>
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