外贸能够做一辈子吗？
<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>时候，刚入职场的外贸新人很懵懂，不清楚以后<span style="color: black;">怎样</span>发展是非常正常的，<span style="color: black;">然则</span><span style="color: black;">倘若</span>你是<span style="color: black;">已然</span>有了几年经验的外贸人，还不<span style="color: black;">晓得</span>自己要继续做外贸业务还是往管理发展，这就有点危险了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">做外贸，以后是转型做管理还是将业务进行到底？</span></p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">01</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">一个成熟外贸人需要经历的<span style="color: black;">周期</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">先来计算一下一个成熟外贸员(针对B2B而言)需要经历的<span style="color: black;">周期</span>吧。</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 style="color: black;">周期</span>：</span></strong><span style="color: black;">刚毕业，迈出象牙塔进入某个行业。<span style="color: black;">熟练</span><span style="color: black;">制品</span>，<span style="color: black;">熟练</span>流程，学会初步跟单，少则半载，多则一年。</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 style="color: black;">周期</span>：</span></strong><span style="color: black;">正式进入外贸流程的实践和操作，<span style="color: black;">包含</span>单证、跟单，询盘，谈判，直至独立操作订单。这个<span style="color: black;">周期</span>少则一年，多则二年。</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<span style="color: black;">周期</span>：</span></strong><span style="color: black;">正式独立<span style="color: black;">作为</span>一个成熟的外贸业务员，<span style="color: black;">而后</span>工作三到五年，便步入结婚、生子的家庭生活方式。</span><strong style="color: blue;"><span style="color: black;">其实这个<span style="color: black;">周期</span><span style="color: black;">一般</span>是外贸业务员的黄金时代，对女生而言尤其<span style="color: black;">宝贵</span>。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在第三个<span style="color: black;">周期</span>，<span style="color: black;">非常多</span>人会非常拼——拼客户，拼市场，拼订单。<span style="color: black;">一般</span>付出的多，得到<span style="color: black;">亦</span>多！除了收获不错的收入，<span style="color: black;">亦</span>会<span style="color: black;">累积</span><span style="color: black;">非常多</span>好同事、好客户、好供应商等资源。</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;">在这个<span style="color: black;">周期</span>之中，<span style="color: black;">大众</span>的困惑和迷茫<span style="color: black;">亦</span>就冒出来了</span></strong><span style="color: black;">，尤其在业绩达到某一个稳定量之后。我<span style="color: black;">叫作</span>之为</span><strong style="color: blue;"><span style="color: black;">“瓶颈期”——第四<span style="color: black;">周期</span></span></strong><span style="color: black;">。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在这第四个<span style="color: black;">周期</span>，<span style="color: black;">怎样</span>进一步<span style="color: black;">提高</span><span style="color: black;">自己</span>的业绩便是一个不小的挑战。<span style="color: black;">常常</span>这个<span style="color: black;">周期</span>，<span style="color: black;">咱们</span>的业绩会<span style="color: black;">显现</span>小幅下滑，<span style="color: black;">并不</span>是<span style="color: black;">由于</span>能力问题，而是<span style="color: black;">由于</span>精力和时间的问题，而时间和精力的根源在于<span style="color: black;">咱们</span><span style="color: black;">自己</span>的<span style="color: black;">心理</span>。</span></p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">02</h1>
<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;">怎样</span>突破第四<span style="color: black;">周期</span>“瓶颈期”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">俗话说，“由俭入奢易，由奢入俭难”，当<span style="color: black;">咱们</span>有<span style="color: black;">必定</span>的稳定收入之后，<span style="color: black;">一般</span>就<span style="color: black;">再也不</span>像第三<span style="color: black;">周期</span><span style="color: black;">同样</span>的拼命了!</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">为此，</span><strong style="color: blue;"><span style="color: black;">第四<span style="color: black;">周期</span><span style="color: black;">周期</span>便是<span style="color: black;">咱们</span>外贸人最最关键的职业规划<span style="color: black;">周期</span>。</span></strong><span style="color: black;"><span style="color: black;">由于</span><span style="color: black;">怎样</span>突破自我？<span style="color: black;">怎样</span>做好自己的外贸生涯规划？变得<span style="color: black;">非常</span>重要。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">面对如此职场困惑，<span style="color: black;">意见</span>必须<span style="color: black;">思虑</span>如下两点：</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.对<span style="color: black;">自己</span>特点的分析和<span style="color: black;">认识</span>；2.<span style="color: black;">按照</span>特点和兴趣来完成职业定位。</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;">咱们</span><span style="color: black;">此刻</span>将<span style="color: black;">机构</span>外贸业务员的职业发展规划两个方向：</span><strong style="color: blue;"><span style="color: black;">管理路线(M)和专业路线(P)。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">顾名思义，</span><strong style="color: blue;"><span style="color: black;">管理路线<span style="color: black;">便是</span>要横向发展</span></strong><span style="color: black;">，学会带团队、当领导，<span style="color: black;">咱们</span><span style="color: black;">叫作</span>之为“升官发财”！</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;">专业路线<span style="color: black;">便是</span>纵向发展</span></strong><span style="color: black;">，专职专注做好业务，靠“专业”吃饭，<span style="color: black;">咱们</span><span style="color: black;">叫作</span>之为“金饭碗”。</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;">咱们</span>常说条条大路通罗马，这两个方向的定位<span style="color: black;">无</span>对错之分，<span style="color: black;">仅有</span>合适与否。<span style="color: black;">因此</span>我给<span style="color: black;">大众</span>的<span style="color: black;">意见</span><span style="color: black;">便是</span><span style="color: black;">首要</span>要“<span style="color: black;">认识</span>自己”。</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;">由于</span></span><strong style="color: blue;"><span style="color: black;">走管理路线，<span style="color: black;">那样</span>今后就必须慢慢地放弃在<span style="color: black;">第1</span>线业务实操</span></strong><span style="color: black;">，要学会带人，学会选拔人，比较适合情商高的人。</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;">一般</span>在</span><strong style="color: blue;"><span style="color: black;">转型的初期，<span style="color: black;">咱们</span>会遇到以下问题</span></strong><span style="color: black;">：</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></strong><span style="color: black;">短期内会损失<span style="color: black;">有些</span>业务提成<span style="color: black;">或</span>收入；</span><strong style="color: blue;"><span style="color: black;">2.</span></strong><span style="color: black;">工作重心从业务导向转化为人员导向，难以适应从“我”到“<span style="color: black;">咱们</span>”的转变；</span><strong style="color: blue;"><span style="color: black;">3.</span></strong><span style="color: black;">需要改变<span style="color: black;">自己</span>的知识结构，<span style="color: black;">例如</span>从单一的<span style="color: black;">制品</span>知识结构转向团队管理的知识结构；</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;">倘若</span>转型成功，好处<span style="color: black;">非常多</span>：</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;">1.</span></strong><span style="color: black;"><span style="color: black;">倘若</span>成功打造团队，无需再如拼命三郎<span style="color: black;">同样</span><span style="color: black;">始终</span>冲杀在前线“日夜<span style="color: black;">不可</span>寐”；</span><strong style="color: blue;"><span style="color: black;">2.</span></strong><span style="color: black;">即使不算很成功，只要能培养出1-2个助理<span style="color: black;">或</span>助手，<span style="color: black;">那样</span><span style="color: black;">亦</span>是事半功倍；</span><strong style="color: blue;"><span style="color: black;">3.</span></strong><span style="color: black;">随着年龄的增长，<span style="color: black;">能够</span>综合<span style="color: black;">更加多</span><span style="color: black;">自己</span>的经验和阅历，从事更为前瞻性的工作：<span style="color: black;">例如</span>供应链资源，<span style="color: black;">制品</span><span style="color: black;">开发</span>等等。</span><strong style="color: blue;"><span style="color: black;">4.</span></strong><span style="color: black;"><span style="color: black;">必定</span>程度上，收入趋于稳定，<span style="color: black;">危害</span>降低，工作时间上的可自由化。……</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">为此，就个人而言，<span style="color: black;">咱们</span>是</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">尽可能</span>鼓励成熟外贸业务员往管理路线发展</span></strong><span style="color: black;">。其实<span style="color: black;">非常多</span><span style="color: black;">青年</span>人，在这个<span style="color: black;">周期</span>是迷茫的，犹豫不决的！<span style="color: black;">由于</span>她们<span style="color: black;">亦</span>不<span style="color: black;">晓得</span>该<span style="color: black;">怎样</span><span style="color: black;">选取</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;">因此</span>，最好的<span style="color: black;">意见</span>是让你的上级<span style="color: black;">或</span>同事给你<span style="color: black;">有些</span>意见，<span style="color: black;">由于</span>第三方或许比你自己更加<span style="color: black;">认识</span>你自己。</span></p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">03</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">将业务进行到底要怎么做？</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然，不少人<span style="color: black;">由于</span><span style="color: black;">自己</span>性格<span style="color: black;">原由</span>，还是<span style="color: black;">爱好</span>走</span><strong style="color: blue;"><span style="color: black;">专业化路线</span></strong><span style="color: black;">，彻彻底底为自己打造一个“金饭碗”，这个<span style="color: black;">亦</span>是非常可取的发展方向。</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;">针对</span></span><strong style="color: blue;"><span style="color: black;">走专业路线的外贸员，有三个<span style="color: black;">意见</span></span></strong><span style="color: black;">：</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></strong><span style="color: black;">“学会找搭档”，<span style="color: black;">由于</span>专业化的路线容易<span style="color: black;">导致</span>孤家寡人，单兵作战的局面。</span><strong style="color: blue;"><span style="color: black;">2.</span></strong><span style="color: black;">未雨绸缪，<span style="color: black;">调节</span><span style="color: black;">心理</span>，<span style="color: black;">由于</span>单兵作战，收入容易不稳定，容易有波动。</span><strong style="color: blue;"><span style="color: black;">3.</span></strong><span style="color: black;">所处行业<span style="color: black;">必定</span>要坚守。<span style="color: black;">倘若</span><span style="color: black;">已然</span>从事<span style="color: black;">数年</span>，不管<span style="color: black;">是不是</span>兴趣所在，切勿轻易更换行业。</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;">虽然专业化路线的<span style="color: black;">选取</span>在可<span style="color: black;">连续</span>性上会比较差，<span style="color: black;">然则</span>对外贸员个人而言，<span style="color: black;">亦</span>有如下好处：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1.收入可控可预期，虽不如走管理路线人员有杠杆效应，但还是非常直接由效果和实惠的；2.自由自在，所受约束少，顾及<span style="color: black;">思虑</span>的问题少。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最后，</span><strong style="color: blue;"><span style="color: black;">针对以上管理路线(M)和专业路线(P)的利<span style="color: black;">坏处</span>描述，个人的观点是：</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;"><span style="color: black;">倘若</span>能够走M路线，<span style="color: black;">尽可能</span>去争取，尤其是女生。</span></strong><span style="color: black;"><span style="color: black;">由于</span>外贸P的路线<span style="color: black;">欠好</span>走！外贸行业变化<span style="color: black;">火速</span>，<span style="color: black;">触及</span>供应链长，经常搞持久战，况且国内外存在时差，要做好外贸必须具备十足的精力和<span style="color: black;">连续</span>的投入。</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;">这儿</span>要提醒<span style="color: black;">大众</span>一个现象<span style="color: black;">便是</span>：外贸界真正做大的BOSS绝大部分都是男生，而助理跟单以及普通外贸员都是女生<span style="color: black;">占多数</span>。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">从这个现象中，<span style="color: black;">咱们</span>应该<span style="color: black;">能够</span>感悟<span style="color: black;">有些</span>什么了吧？当然，<span style="color: black;">倘若</span>你有自己的外贸SOHO梦，只<span style="color: black;">想要</span>清楚了，<span style="color: black;">亦</span><span style="color: black;">能够</span>大胆去做：拒绝<span style="color: black;">安适</span>！全职妈妈<span style="color: black;">亦</span>要实现自己的外贸梦...</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;">期盼</span>这段文字能够给<span style="color: black;">大众</span>在外贸职业规划上<span style="color: black;">供给</span><span style="color: black;">有些</span>有价值的参考思路。</span></p>
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