同样是营销，外贸业务员和内贸业务员，能力需要有什么区别？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></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;">始终</span><span style="color: black;">败兴</span>，我以为做外贸业务员是不需要像内贸业务员<span style="color: black;">同样</span>，需要能说会道，需要应酬，需要圆滑的交际，需要懂人情事故。<span style="color: black;">然则</span><span style="color: black;">此刻</span><span style="color: black;">好似</span><span style="color: black;">发掘</span>，其实两者并<span style="color: black;">无</span>什么区别。<span style="color: black;">那样</span>问题来了，我是属于理解能力OK，学习能力尚可，表达能力不差，但不太善于<span style="color: black;">上下</span>逢圆的人，<span style="color: black;">能够</span>在外贸行业做到很出色么？”</span></p><span style="color: black;"><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“围在城里的人想逃出来，城外的人想冲进去。对<span style="color: black;">结婚</span><span style="color: black;">亦</span>罢，职业<span style="color: black;">亦</span>罢，人生的愿望大都如此。”</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">人生无处不“围城”。人生是一道又一道的围城，城里的人想逃出去，城外的人想冲进来，得不到的永远在骚动。</p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸是对国外<span style="color: black;">营销</span>，内贸是对国内<span style="color: black;">营销</span>，无论是做内贸还是外贸，靠的都是自己的能力。内贸交易链路短，短平快，比较简单容易上手；外贸交易链路长，买家难找，信任度不高，成交周期相对长。</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">懂英语不<span style="color: black;">必定</span>能做好外贸，不懂英语不<span style="color: black;">必定</span><span style="color: black;">不可</span>做外贸，外贸做得好的干内销不<span style="color: black;">必定</span>能干好，内销干得好的，做外贸<span style="color: black;">亦</span>可能处处碰壁。</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/sz_mmbiz_jpg/HbniazLpiaBNDUwiaibz28fjMicVmZ70x94Nc9I4cDYXdYs1ia06koXlFtN41uSPW1D32qQibbjLVv7Ddt20Tlk6MQXpw/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">外贸业务员与国内普通的<span style="color: black;">营销</span>岗位有什么区别呢？</span></strong><strong style="color: blue;"><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">01、业务对象<span style="color: black;">区别</span></p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内贸<span style="color: black;">营销</span>人员需要与国内采购商沟通，而外贸业务员<span style="color: black;">重点</span>是同国外采购商沟通，当然，有的时候并非直接与国外采购商接触和交易，<span style="color: black;">亦</span>可能卖给国内的贸易<span style="color: black;">机构</span>，由<span style="color: black;">她们</span><span style="color: black;">做为</span>中间商，转售给国外采购商;</p>
</span><strong style="color: blue;"><span style="color: black;">02、沟通方式<span style="color: black;">区别</span></span></strong><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内贸<span style="color: black;">营销</span>人员<span style="color: black;">重点</span><span style="color: black;">经过</span><span style="color: black;">tel</span>、即时通讯工具、或实地拜访谈业务，沟通语言为中文；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而外贸业务员<span style="color: black;">重点</span>是<span style="color: black;">经过</span>邮件来沟通，<span style="color: black;">全世界</span><span style="color: black;">区别</span>国家时差的问题，<span style="color: black;">因此</span>经常要颠倒作息；<span style="color: black;">同期</span>再结合<span style="color: black;">即时</span>沟通工具、社交<span style="color: black;">媒介</span>账号以及<span style="color: black;">tel</span>、实地拜访（地推）等方式，<span style="color: black;">触及</span>的语言<span style="color: black;">亦</span>是多元化的，以英文为主，其他小语种为辅;</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">03、运输方式<span style="color: black;">区别</span></p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内贸是国内企业、组织或个人之间的贸易，无需经过海关。外贸是与外国人做买卖，需要出入关境，有的还需要检验检疫或申请其他进出口监管证件。内贸物流环节少相对简单，无需经过海关，外贸环节多比较繁琐，都需要报关；内贸不<span style="color: black;">触及</span>外语，外贸<span style="color: black;">非常多</span>单证都是英语；内贸物流周期短，外贸物流周期长等。</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">国内<span style="color: black;">营销</span><span style="color: black;">通常</span>采用快递、卡车物流，直抵家门或仓库，而外贸大多<span style="color: black;">经过</span>国际快递、空运、集装箱海运(海关清关)方式完成货物交付，<span style="color: black;">况且</span>陆运非常少，除非是<span style="color: black;">有些</span><span style="color: black;">无</span>边海的国家，会采用边境交货或陆运。</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">04、付款方式<span style="color: black;">区别</span></p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内贸的账期问题很是严重，相信做内贸的人深有感触，<span style="color: black;">通常</span>都是你压我的款，我压他的款，加之严重的价格战，想不做账期，很难维持生意;</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而外贸的结算方式就比较多，即便不做账期，<span style="color: black;">亦</span><span style="color: black;">能够</span><span style="color: black;">研发</span>到<span style="color: black;">非常多</span>客户(<span style="color: black;">仅有</span><span style="color: black;">尤其</span><span style="color: black;">尤其</span>大的客户或许会<span style="color: black;">思虑</span>部分金额的账期，避免<span style="color: black;">由于</span>其他供应商<span style="color: black;">供给</span><span style="color: black;">优秀</span>付款方式撬走客户);</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">05、<span style="color: black;">研发</span>途径<span style="color: black;">区别</span></p>
</span></strong><span style="color: black;">内贸<span style="color: black;">重点</span>依靠线上商城、线下门店以及网络营销，付费B2B平台，国内展销会时有参加；</span><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而外贸则分为B端（批发）和C端（线上零售）；</p>
</span><span style="color: black;">B端的<span style="color: black;">研发</span>方式除了类似内贸的付费B2B平台、国内展会外，还会<span style="color: black;">触及</span>海外展会，社媒营销、海关数据<span style="color: black;">研发</span>、谷歌<span style="color: black;">研发</span>、地推等方式;</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/HbniazLpiaBNDUwiaibz28fjMicVmZ70x94NcicpWXuCNfaozWmdrd1J1LcmIFHSTicOJVJw95TtFpvthcLKZmT1bOoyA/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;"><span style="color: black;"><strong style="color: blue;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">06、<span style="color: black;">挣钱</span>方式相同</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">做为</span><span style="color: black;">营销</span>，<span style="color: black;">挣钱</span>的方式基本一致，底薪+<span style="color: black;">营销</span>提成+年终奖，业务量做得越大，赚的钱<span style="color: black;">亦</span>就越多;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">做得<span style="color: black;">欠好</span>的，几乎<span style="color: black;">仅有</span>底薪，天天要“吃土”；做得好的，底薪+提成+奖金，一年几十上百万的<span style="color: black;">非常多</span>，吃香喝辣的，简直不要太潇洒。</p><strong style="color: blue;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">07、压力<span style="color: black;">源自</span>类似</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">无论内贸还是外贸，都是<span style="color: black;">营销</span>，做<span style="color: black;">营销</span>的最大压力<span style="color: black;">源自</span>于业绩指标:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当然，除此之外，还有来自市场环境变化、客户谈判、同事业绩对比、竞争对手夺单的压力(如果能力<span style="color: black;">不足</span>，谈不下订单，客户<span style="color: black;">需要</span>又存在，利益自然就流向你的同事或竞争对手);</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">个人能力很重要，没能力，没业绩，没钱赚</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">08、谈判路数<span style="color: black;">区别</span></p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">做内贸有些年头的都非常清楚内贸<span style="color: black;">营销</span>/采购的<span style="color: black;">招数</span>，<span style="color: black;">各样</span>陪吃陪喝、花天酒地，<span style="color: black;">各样</span>要回扣、拿红包、发票作假吃差价;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">然则</span>外贸不流行这个，<span style="color: black;">针对</span>国外客户的接待，<span style="color: black;">亦</span>最多<span style="color: black;">便是</span>吃顿饭的事情，当然<span style="color: black;">倘若</span>你有时间带<span style="color: black;">她们</span>去逛街，<span style="color: black;">她们</span>会更加<span style="color: black;">爱好</span>;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">做外贸，恐怕你<span style="color: black;">一生</span><span style="color: black;">亦</span>不会遇到“胡吹互捧，相互灌酒"的场景;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当然，<span style="color: black;">有些</span>采购还是会要回扣、拿红包的，<span style="color: black;">然则</span><span style="color: black;">这般</span>的现象和内贸的<span style="color: black;">广泛</span>程度比起来，<span style="color: black;">何足道哉</span>比起国外采购商，<span style="color: black;">有些</span>认证<span style="color: black;">公司</span>的检测人员更<span style="color: black;">爱好</span>要红包，<span style="color: black;">否则</span>合格<span style="color: black;">亦</span>不给你过</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">09、存活法则一致</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">网上<span style="color: black;">始终</span>有人讲，这个行业<span style="color: black;">欠好</span>做了，那个行业<span style="color: black;">欠好</span>做了，<span style="color: black;">制品</span>不行了，行业夕阳了，但你仔细看，<span style="color: black;">她们</span>眼中的垃圾<span style="color: black;">制品</span>，口中的夕阳行业，<span style="color: black;">始终</span>有人在<span style="color: black;">挣钱</span>，<span style="color: black;">况且</span>是赚大钱;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">哪些</span>天天喊着外贸<span style="color: black;">欠好</span>做了，外贸赚不到钱了的人，<span style="color: black;">欠好</span>好反思一下，是不是自己能力太差，才<span style="color: black;">引起</span>自己外贸做的一败涂地吗?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">总而言之，不要幻想不<span style="color: black;">奋斗</span>，没能力，就能赚到大钱，毕竟，外贸不是工地搬砖，有把子力气肯吃苦就<span style="color: black;">能够</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">即便是在疫情<span style="color: black;">时期</span>，中国的出口数据<span style="color: black;">亦</span>是增长状态，任何行业都有做得好做的<span style="color: black;">欠好</span>的，而做的<span style="color: black;">欠好</span>的<span style="color: black;">或</span><span style="color: black;">基本</span>没做过的，只会告诉你别去碰，这<span style="color: black;">便是</span>认知成本</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">十、</span>关于人情与关系</p>
</strong></span><strong style="color: blue;"><span style="color: black;">◉</span><span style="color: black;">做外贸，把东西卖给老外，<span style="color: black;">通常</span>是先讲<span style="color: black;">制品</span>，后讲人情，<span style="color: black;">制品</span>大过于关系。</span></strong><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">你<span style="color: black;">首要</span>要<span style="color: black;">处理</span>的问题<span style="color: black;">便是</span><span style="color: black;">制品</span>，你要<span style="color: black;">熟练</span><span style="color: black;">制品</span>从设计到生产制造的<span style="color: black;">每一个</span>流程，要把这份对<span style="color: black;">制品</span>的精通传达给你的客户，客户认可了你对<span style="color: black;">制品</span>的精通，才愿意跟你<span style="color: black;">创立</span><span style="color: black;">商场</span>往来关系，才有可能取得后续的成功。</p>
</span><strong style="color: blue;"><span style="color: black;">◉</span><span style="color: black;">而干内销，则倒过来了，要把东西卖给国内市场，你得先谈感情，再谈<span style="color: black;">制品</span>，关系大过于<span style="color: black;">制品</span>。</span></strong><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">干内销，你<span style="color: black;">首要</span>要<span style="color: black;">处理</span>的问题<span style="color: black;">便是</span>人的问题，人情关系这关<span style="color: black;">处理</span>不了，后续的<span style="color: black;">制品</span><span style="color: black;">营销</span>便无从谈起，你不<span style="color: black;">必定</span>需要精通<span style="color: black;">认识</span>你的<span style="color: black;">制品</span>，但你<span style="color: black;">必定</span>需要精通人情世故。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">做外贸，<span style="color: black;">倘若</span>你对<span style="color: black;">制品</span>不<span style="color: black;">认识</span>，你<span style="color: black;">没法</span><span style="color: black;">得到</span>订单，而干内销，<span style="color: black;">倘若</span>你<span style="color: black;">处理</span>不了关系问题，你<span style="color: black;">亦</span><span style="color: black;">没法</span>达成交易。</p><span style="color: black;">因此</span><span style="color: black;">通常</span><span style="color: black;">来讲</span>，
</span></span><span style="color: black;"><strong style="color: blue;">一名资深的外贸，他多半是一名<span style="color: black;">制品</span>专家，而一个成功的国内<span style="color: black;">营销</span>，他<span style="color: black;">必定</span>是人情世故的<span style="color: black;">能手</span></strong></span><span style="color: black;"><span style="color: black;"><strong style="color: blue;">。</strong></span><strong style="color: blue;"><span style="color: black;">◉</span><span style="color: black;">中国人之间的交往，是先冷后热。</span></strong><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">最<span style="color: black;">起始</span>都是陌生的，有距离感，有戒备心，你<span style="color: black;">不睬</span>我，我<span style="color: black;">亦</span><span style="color: black;">不睬</span>你，需要有一方率先打破冰界，<span style="color: black;">熟练</span>之后，则可能越走越进，<span style="color: black;">乃至</span>好得<span style="color: black;">能够</span>穿一条裤子。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>干内销，难就难在最<span style="color: black;">起始</span>的人际关系的<span style="color: black;">创立</span>这点，他<span style="color: black;">基本</span>不给你<span style="color: black;">起始</span>的机会，连<span style="color: black;">起始</span>都<span style="color: black;">无</span>，哪有什么后续和<span style="color: black;">将来</span>？</p><strong style="color: blue;">◉而和外国人打交道，则是先热后冷。</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">走在大街上，你很容易就能跟一个老外打招呼，<span style="color: black;">她们</span>对你的<span style="color: black;">回复</span><span style="color: black;">亦</span>会很热情，<span style="color: black;">因此</span>在<span style="color: black;">初始</span>的<span style="color: black;">周期</span><span style="color: black;">无</span><span style="color: black;">那样</span>难，但<span style="color: black;">步行到</span>最后会<span style="color: black;">发掘</span>，你很难<span style="color: black;">或</span><span style="color: black;">基本</span>不可能走进他的内心。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>做外贸，难就难在，今天打了招呼拿了名片，明天他就把你给忘了，他给了你机会，却记不得你，他不买你的账，除非你能证明你能给他带来价值。</p>
</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">因此</span>跟老外打交道，需要适当保持<span style="color: black;">必定</span>的距离感，不要过界，而跟中国人打交道，则需<span style="color: black;">想要</span>尽一切办法让关系变得更密切，减少距离感。</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">觉得不错，点击右下角 “<strong style="color: blue;">在看</strong></span>”，下次优先收到<span style="color: black;">文案</span></span> </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">完</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/HbniazLpiaBNBkMIDCWsCF9gBUYzrrCliaRW3MYnnOOEWI4PDJFuyzsaM0QdeERljkNRKWqjEMTWwDW6HKa6nrxicg/640?wx_fmt=png&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
回顾历史，我们感慨万千；放眼未来，我们信心百倍。 感谢你的精彩评论，带给我新的思考角度。 谷歌外链发布 http://www.fok120.com/
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