从无到精！外贸女神十年实战，总结25条黄金经验
<img src="https://mmbiz.qpic.cn/mmbiz_gif/eZsd8WfmhnmKO8bnKKPSMC0icqiaVJTBGVrHISrPw5fjuudTCxod6QXdpXEWvJuYMhFaUyrb1zMicNfK6JJKGRoDQ/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">今天和<span style="color: black;">大众</span>分享下外贸工作里的<span style="color: black;">有些</span>经验谈，篇幅会有点长，请耐心看。我总结了以下25点，都是新人比较容易困惑/忽略的细节或要点，<span style="color: black;">期盼</span>对你们有所<span style="color: black;">帮忙</span>。</span><p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">1. 该带客户去吃什么？</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">穆斯林客户自然要去清真餐厅外，其他国家的客户<span style="color: black;">必定</span>要尊重对方的<span style="color: black;">膳食</span>习惯。<span style="color: black;">由于</span>不得不说，这方面<span style="color: black;">有些</span>中国厂家<span style="color: black;">尤其</span>热情好客，而太过头，只会以自我为中心。</p>
</span><span style="color: black;">记得之前去河北衡水出差，<span style="color: black;">咱们</span>舟车劳顿，其实只要简单一餐就想去酒店歇脚。厂家执意带<span style="color: black;">咱们</span>去大饭店就餐，工厂老板敬酒，还是老白干，客户不到一会，就得跑厕所拉肚子了。</span><span style="color: black;">再有一次，当客户拒绝不了盛情，吃了一顿中国菜，指着田鸡说这鸡肉很嫩，工厂跟单补刀一句：Frog（青蛙），吓得客户脸色都变了。</span><span style="color: black;"><span style="color: black;"><span style="color: black;">一般</span>会先<span style="color: black;">认识</span>客户是不是</span><span style="color: black;">素食主义者</span><span style="color: black;">，像在印度，近三分之一的人口是素食主义者；而在英国，德国，以色列，丹麦等国家，<span style="color: black;">亦</span>有很大部分的素食主义者，<span style="color: black;">能够</span>委婉问：</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">May I ask if you are a vegan?</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Are you vegetarian?</span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>是素食主义者，<span style="color: black;">通常</span>不吃肉。即便吃，<span style="color: black;">亦</span>只吃白肉，即鸡鸭鱼和海鲜。猪牛羊的红肉一概不吃。</p>
</span><span style="color: black;"><span style="color: black;">初次来华的国外客户，</span><span style="color: black;">非素食主义者</span><span style="color: black;">的<span style="color: black;">一般</span><span style="color: black;">能够</span>带去吃西餐<span style="color: black;">或</span>行程紧张的话，简单的西式快餐麦当劳或肯德基。除非<span style="color: black;">她们</span><span style="color: black;">知道</span>说想吃中国菜，<span style="color: black;">否则</span>别自作主张。</span></span><span style="color: black;">有些欧美客户很害怕动物的内脏，像猪大肠，鸭胗等，<span style="color: black;">亦</span>害怕鱼刺。<span style="color: black;">亦</span>会遇到<span style="color: black;">尤其</span>爱吃中国菜的客户，<span style="color: black;">爱好</span>吃小笼包、饺子，辣子鸡，水煮牛肉。</span><span style="color: black;">带去吃西餐的时候最好是高档安静的西餐厅或咖啡厅，<span style="color: black;">否则</span>下榻的酒店里的自助餐供应<span style="color: black;">亦</span>可，英国等欧洲客户<span style="color: black;">她们</span>会比美国客户注重饭桌上的礼节。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">2. 怎么叫对客户的名字？</strong></span></p><span style="color: black;"><span style="color: black;">之前提过英、美、法、德、苏、意等</span><span style="color: black;">欧美</span><span style="color: black;">国家姓名<span style="color: black;">摆列</span><span style="color: black;">次序</span>均为名在前姓在后。例如：Georg Paget Thomson。第<span style="color: black;">1、</span>第二两个词是名，第三个词是姓。而</span><span style="color: black;">匈牙利，韩日泰</span><span style="color: black;">等的姓名则是姓在前，名在后。</span></span><span style="color: black;"><span style="color: black;">而</span><span style="color: black;">阿拉伯</span><span style="color: black;">取名规则比较特殊，<span style="color: black;">通常</span>有名无姓，<span style="color: black;">一般</span>由三节<span style="color: black;">构成</span>，<span style="color: black;">第1</span>节为<span style="color: black;">自己</span>名字， 第二节为父名，第三节为祖父名。Emmm..说到这，感觉<span style="color: black;">非常多</span>穆罕默德和阿里，有木有。</span></span><span style="color: black;"><span style="color: black;">像</span><span style="color: black;">西班牙</span><span style="color: black;">姓名的组合<span style="color: black;">通常</span>是三四节，前一二节是<span style="color: black;">自己</span>名字，倒数第二节为父姓，最后一节为母姓。（</span><span style="color: black;">葡萄牙语</span><span style="color: black;">名字类似，但父姓和母姓<span style="color: black;">次序</span>相反。）</span></span><span style="color: black;"><span style="color: black;">个别西语国家<span style="color: black;">例如</span></span><span style="color: black;">阿根廷</span><span style="color: black;">人，<span style="color: black;">有些</span>虔诚教徒的名字，<span style="color: black;">第1</span>节名，第二节教名，第三节为姓。如退役球星Juan Román Riquelme，中间的Román<span style="color: black;">便是</span>他的教名。</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">关于各国的名字<span style="color: black;">构成</span>，网上已有</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">非常多</span>资料，<span style="color: black;">这儿</span>不深入探究。<span style="color: black;">那样</span>，遇到客户名字，拿捏<span style="color: black;">欠好</span></span></strong><strong style="color: blue;"><span style="color: black;">读音</span></strong><strong style="color: blue;"><span style="color: black;">的时候，该怎么办呢？</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">比方：TRAN THI KIM THOA</span></p><span style="color: black;">简单的操作<span style="color: black;">便是</span>上谷歌翻译（不需Jump) 输入名字，系统会自动识别是什么语种，从而判断出是哪个国家的名字，再点击读音<span style="color: black;">就可</span>。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">3. <span style="color: black;">运用</span><span style="color: black;">叫作</span>呼语的正确姿势</strong></span></p><span style="color: black;">正常<span style="color: black;">状况</span>下，书面邮件的<span style="color: black;">叫作</span>呼语准则是客户怎么来，你就怎么去。<span style="color: black;">例如</span>他Hi XX, 你就Hi回去，他Dear来，你就Dear去。</span><span style="color: black;">在美国出于对人权<span style="color: black;">思虑</span>，直呼其名<span style="color: black;">表示</span>所有人<span style="color: black;">广泛</span><span style="color: black;">道理</span>上的平等（<span style="color: black;">这儿</span>的平等不<span style="color: black;">表率</span>工作中的绝对平等）。</span><span style="color: black;"><span style="color: black;">然则</span>以下几种<span style="color: black;">状况</span>要<strong style="color: blue;">区别对待</strong>：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1）在欧洲<span style="color: black;">非常多</span>国家，尤其是德国，Mr. /Mrs. /Ms.+姓很<span style="color: black;">广泛</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2）在印度，等级观念很严重，<span style="color: black;">针对</span>年长的/职位级别高的还有不<span style="color: black;">熟练</span>的客户的名字，前面要加Mr. /Mrs.。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3）中东<span style="color: black;">有些</span>客户很<span style="color: black;">爱好</span>叫Dear Mr. XX. 在不太<span style="color: black;">熟练</span>对方的<span style="color: black;">状况</span>下，<span style="color: black;">能够</span>以Mr. +姓氏<span style="color: black;">叫作</span>呼，而双方熟识后，<span style="color: black;">能够</span>以Mr.+名字以示亲近。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4）在美国书面邮件里，<span style="color: black;">倘若</span>对方级别高，<span style="color: black;">能够</span>以Hi Mr. XX. 但<span style="color: black;">倘若</span>是以Dear Mr.<span style="color: black;">叫作</span>谓，则<span style="color: black;">暗示</span>为不满或抗议。<span style="color: black;">倘若</span>是大写，那火药味更重了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5）日本客户<span style="color: black;">运用</span>敬语的时候则<span style="color: black;">不消</span>Mr. 直接在姓后面加-san。表现XX先生。</span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">同理，在邮件签名处你的名字后面<span style="color: black;">亦</span><span style="color: black;">能够</span>以括号括出你的<span style="color: black;">叫作</span>谓，如Cathy Luo (MS). 以便客户更加<span style="color: black;">知道</span>你的性别。</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">4. 接待客户的小要点</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">接机的时候，<span style="color: black;">能够</span>提前询问客户<span style="color: black;">是不是</span>需要备火机。如<span style="color: black;">认识</span>到客户吸烟，<span style="color: black;">亦</span><span style="color: black;">能够</span>提前买好。</p>
</span><span style="color: black;"><span style="color: black;"><span style="color: black;">必定</span>要嘱咐接机司机</span><span style="color: black;">开车<span style="color: black;">安稳</span></span><span style="color: black;">，开车不要对外吐痰，<span style="color: black;">亦</span>不要大声接<span style="color: black;">tel</span>，尤其有时候司机一口粗矿的方言，不懂汉语的人听起来吵吵嚷嚷的。这一点可能<span style="color: black;">咱们</span>见怪不怪，<span style="color: black;">然则</span><span style="color: black;">有些</span>国外客户，则会<span style="color: black;">由于</span>这些细节影响到<span style="color: black;">她们</span>的心情。</span></span><span style="color: black;"><span style="color: black;">在会议室，对抽烟的客户<span style="color: black;">能够</span>提前备好</span><span style="color: black;">烟灰缸</span><span style="color: black;">。<span style="color: black;">一般</span>会议室桌上<span style="color: black;">能够</span>放个小托盘，<span style="color: black;">安置</span></span><span style="color: black;">薄荷糖</span><span style="color: black;">。</span></span><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>客户是下午来，<span style="color: black;">或</span>是待到下午还未离开，还<span style="color: black;">能够</span>安排下小蛋糕之类的</span><span style="color: black;">茶点</span><span style="color: black;">。精致的美食<span style="color: black;">能够</span>带来好心情。</span></span><span style="color: black;"><span style="color: black;">和客户谈判的时候<span style="color: black;">必定</span>要准备几套<span style="color: black;">方法</span>。</span><span style="color: black;">要弹性报价</span><span style="color: black;">，<span style="color: black;">例如</span>换材质，包装，功能，<span style="color: black;">或</span>规格改动，数量<span style="color: black;">调节</span>，价格<span style="color: black;">怎样</span>变动。</span></span><span style="color: black;">打个比方，<span style="color: black;">倘若</span>一个<span style="color: black;">制品</span>的外包装，要充分<span style="color: black;">认识</span>客户市场的常规包装种类，再<span style="color: black;">举荐</span>美观环保的包装，<span style="color: black;">倘若</span>是白盒，再贴不干胶标签是什么价格，彩盒又是什么价格；单个装，4个装，10个装，价格有<span style="color: black;">无</span>变动。（尤其美国客户，<span style="color: black;">她们</span>很<span style="color: black;">爱好</span>小数量装一盒，<span style="color: black;">这般</span>会<span style="color: black;">增多</span>成本）再<span style="color: black;">或</span>是保丽龙包装还是卡板纸，哪种能降低成本？</span><span style="color: black;">再举个例子，<span style="color: black;">或</span>帐篷，用铝管的，铁管的，铁管直径怎么变动，价格会相应<span style="color: black;">怎么样</span><span style="color: black;">调节</span>？再到布料的区分，印刷上<span style="color: black;">倘若</span>是数码印和丝印分别的效果差异，和价格分别<span style="color: black;">怎样</span>？</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">即便当时你可能有些有点不确定，<span style="color: black;">亦</span>要在客户面前表现得自信满满，以专业的形象去谈判。</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">5. <span style="color: black;">怎样</span>判断犹太客户？</strong></span></p><span style="color: black;">展会中除了穆斯林客户好辨认外，大<span style="color: black;">都数</span>的犹太客户<span style="color: black;">亦</span>是<span style="color: black;">能够</span>从外观来判断的。正统犹太教里，不刮胡须，<span style="color: black;">不可</span>拿头顶对着上帝，<span style="color: black;">因此</span><span style="color: black;">她们</span>会<strong style="color: blue;">戴着圆毡帽，鹰钩鼻，发髻两边还有两条小辫子</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">。</p>
</span><span style="color: black;">犹太人和巴勒斯坦人本是同根生，<span style="color: black;">因此</span>外表趋于阿拉伯人长相。与除了以色列外，美国和俄罗斯等欧洲国家<span style="color: black;">亦</span>有<span style="color: black;">海量</span>犹太人。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">6. 观察印非客户的细节</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">观点仅供参考。<span style="color: black;">由于</span>印度和非洲大<span style="color: black;">都数</span>国家贫富差距都很大。像印度客户，在分析<span style="color: black;">她们</span>的背景前，<span style="color: black;">能够</span>观察4点：</p>
</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1. <span style="color: black;">她们</span>的名字，种姓制度是印度很重要的社会存在。<span style="color: black;">怎样</span>区分高种姓和低种姓，<span style="color: black;">经过</span>维基来<span style="color: black;">查找</span>相对权威些。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2. 在印度越高层次的人更可能是素食主义者，<span style="color: black;">她们</span>几乎不碰肉。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3. 但肚子越大的人，可能越有钱。</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;">运用</span>的手机，这点印非通用。<span style="color: black;">由于</span><span style="color: black;">非常多</span>穷人是买不上手机，<span style="color: black;">或</span><span style="color: black;">运用</span>的都<span style="color: black;">已然</span>是中国停产的手机机型，而<span style="color: black;">倘若</span>能用上苹果，黑莓等品牌的客户<span style="color: black;">一般</span><span style="color: black;">亦</span><span style="color: black;">特别有</span>钱。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">7. 不以国家论客户</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">经常被问到，有<span style="color: black;">无</span>和哪个国家的客户合作过？以此来判断对方的安全<span style="color: black;">靠谱</span>性，这有失偏颇。就像<span style="color: black;">非常多</span>人避而远之的尼日利亚，其实<span style="color: black;">亦</span>有<span style="color: black;">非常多</span>购买力很强的大客户；反之像英国，<span style="color: black;">亦</span>会遇到不看重质量，只追求低价的客户。</p>
</span><span style="color: black;">任何一个国家，都有高中低端市场；任何一个国家<span style="color: black;">亦</span>都有好人，<span style="color: black;">暴徒</span>。<span style="color: black;">倘若</span>你还在用地域区分客户，真的比较幼稚。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">8. <span style="color: black;">制品</span>的开机费，版费，模具费等的表达</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">细致的<span style="color: black;">这儿</span>不深究，<span style="color: black;">按照</span><span style="color: black;">制品</span>来梳理下这类的表达：</p>
</span><span style="color: black;">常规有库存的物品，寄给客户只供材质/款型/质量等确认，无客户logo的为样品费，表达是sample charge, sample fee, sample cost 都<span style="color: black;">能够</span>。</span><span style="color: black;">如需<span style="color: black;">根据</span>客户<span style="color: black;">需求</span>，来图或来样制作，<span style="color: black;">能够</span>进一步用以下的表达区分出来：</span><span style="color: black;"><span style="color: black;">开机费</span><span style="color: black;">：像<span style="color: black;">有些</span><span style="color: black;">制品</span>一次投料会做几千一万个出来，即批量生产(batch production)，<span style="color: black;">有些</span>客户<span style="color: black;">倘若</span><span style="color: black;">需求</span>打样，<span style="color: black;">或</span>订量很小，工厂<span style="color: black;">思虑</span>到模具装卸和材料损耗的<span style="color: black;">花费</span>，会加收开机费，<span style="color: black;">此时</span>候的表达是：</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">set up charge / set up cost.</span></p><span style="color: black;"><span style="color: black;">制版费</span><span style="color: black;">：当客户想要在选定的<span style="color: black;">制品</span>上加印自己logo, 此时需要经过<span style="color: black;">有些</span>工序如排版，修稿，定稿，出菲林等，<span style="color: black;">花费</span>则表达为：</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">print plate charge / plate charge / graphic set up cost</span></p><span style="color: black;"><span style="color: black;"><span style="color: black;">一般</span></span><span style="color: black;">菲林<span style="color: black;">花费</span></span><span style="color: black;">还可用一个专门的词叫做：</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">film charge</span></p><span style="color: black;"><span style="color: black;">而<span style="color: black;">针对</span>①膜类<span style="color: black;">制品</span>如收缩膜，②立式袋等包装袋包材<span style="color: black;">制品</span>的</span><span style="color: black;">版费</span><span style="color: black;">，<span style="color: black;">由于</span>是<span style="color: black;">触及</span>到凹印，需要制作版辊，则说为：</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">cylinder charge</span></p><span style="color: black;"><span style="color: black;">刀模费</span><span style="color: black;">：其实在<span style="color: black;">有些</span><span style="color: black;">制品</span>中它是和模具费表达一致的，<span style="color: black;">然则</span>在纸品印刷中，刀模<span style="color: black;">一般</span>用：</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">die cut charge / die cut fee</span></p><span style="color: black;"><span style="color: black;">而</span><span style="color: black;">模具费</span><span style="color: black;">，多指塑料，硅胶行业，客户<span style="color: black;">倘若</span>需要做特定的<span style="color: black;">制品</span>则需要开模，<span style="color: black;">此时</span>候可用：</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">tooling charge / mold charge</span></p><span style="color: black;"><span style="color: black;">小缸费</span><span style="color: black;">，</span><span style="color: black;">包缸费</span><span style="color: black;">，指纺织行业数量太少，要专人调出指定颜色，需加收的<span style="color: black;">花费</span>，可用：</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">deying vat / surcharge for mini-batch</span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">在沟通这类<span style="color: black;">花费</span>的时候，<span style="color: black;">由于</span><span style="color: black;">每一个</span>工厂有自己的收费标准，而有时候客户则会不解，明明一个<span style="color: black;">制品</span>单价是<span style="color: black;">这般</span>，样板费则要按几倍收，<span style="color: black;">为何</span>？</span></strong></span><span style="color: black;"><span style="color: black;">此时</span>候<span style="color: black;">能够</span>直接和他这么解释：</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">参考表达1：</span></strong></span><span style="color: black;"><span style="color: black;">“</span> </span><span style="color: black;">There is a lot of wastage on starting and on finishing. We need to take these into consideration. </span><span style="color: black;">开机和做工艺时会有<span style="color: black;">非常多</span>损耗，<span style="color: black;">咱们</span><span style="color: black;">亦</span>要<span style="color: black;">思虑</span>到这些的成本。</span><span style="color: black;">”</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">参考表达2：</span></strong></span><span style="color: black;"><span style="color: black;">“</span> </span><span style="color: black;">It is all about the high labor and handling fees to make one unit. </span><span style="color: black;">制作1个/台的人工费和操作费很<span style="color: black;">昂贵</span>。</span><span style="color: black;">”</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">参考表达3：</span></strong></span><span style="color: black;"><span style="color: black;">“</span> </span><span style="color: black;">When starting, the cylinders and inks have all got to be changed. It takes a lot of time to make the adjustments.</span><span style="color: black;">当开机时，版辊和油墨都要更换，需要花费<span style="color: black;">非常多</span>时间调试。</span><span style="color: black;">”</span><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而<span style="color: black;">一般</span>版费、打样费这些会在大货后返还：</p>
</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">参考表达1：</span></strong></span><span style="color: black;"><span style="color: black;">“</span> </span><span style="color: black;">We will refund you the sample charge when you place the order. = Sample charge will be refundable upon confirmation of the order.</span><span style="color: black;">”</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">参考表达2：</span></strong></span><span style="color: black;"><span style="color: black;">“</span> </span><span style="color: black;">We will deduct the sample charge from the future order if order value is over $XXX.</span><span style="color: black;">订单金额达到...美金，打样费<span style="color: black;">能够</span>退返。</span><span style="color: black;">”</span><span style="color: black;"><span style="color: black;">这句是最保险的。</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">针对</span>新客户，<span style="color: black;">通常</span>工艺比较<span style="color: black;">繁杂</span>的<span style="color: black;">花费</span>最好以2-3倍收，<span style="color: black;">以避免</span>一次<span style="color: black;">不外</span>要重做。</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">9. <span style="color: black;">怎样</span>和客户对色？</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">对色环节，是最容易出差错的环节。客户<span style="color: black;">倘若</span>直接给潘通色号，那就便于操作，但以下几种<span style="color: black;">状况</span>要区别对待：</p>
</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">状况</span>1：</span></strong></span><img src="https://mmbiz.qpic.cn/mmbiz_png/VEde5jh5Zpy7fx9dkwetjyusU8SzELic3uJs8sic97biazcwP3jGRLWSomTTFr4laQ0rvJ1QYN0BQOvM9nicQzhT1A/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/VEde5jh5Zpy7fx9dkwetjyusU8SzELic3zFThUshxRjYAcGZy3BusJaEWMGqG4JcPTupLbZL9MGpskcpXy1w32Q/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">客户直接发<span style="color: black;">源自</span>文件，在排版后和客户确认时，可把文件拉到Photoshop里，<span style="color: black;">按照</span>文件显现的CMYK值，<span style="color: black;">经过</span>以下<span style="color: black;">过程</span>获取最相近的潘通号：</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">状况</span>2：</span></strong></span><span style="color: black;">客户<span style="color: black;">倘若</span>只给CMYK值，则<span style="color: black;">能够</span><span style="color: black;">经过</span>以下这个网站，输入CMYK值，再<span style="color: black;">选择</span>最相近的色值，来获取潘通号：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">http://www.kmhpromo.com/cmyk_to_pms/</span></p><img src="https://mmbiz.qpic.cn/mmbiz_png/VEde5jh5Zpy7fx9dkwetjyusU8SzELic35UEcTUt4JlO4vonfvbxyhOBe92mYr32LumjCoxrwZJPB6tnODAA4vw/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">状况</span>3：</span></strong></span><span style="color: black;">客户只给RGB色值，则<span style="color: black;">能够</span><span style="color: black;">经过</span>以下这个网站，输入RGB值，得到CMYK值，再结合<span style="color: black;">状况</span>2获取潘通号：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">http://www.kmhpromo.com/rgbtopms/cmyktopantone.html</span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">状况</span>4：</span></strong></span><span style="color: black;">客户直接说出颜色的名<span style="color: black;">叫作</span>，<span style="color: black;">例如</span>sky blue, wine red, navy blue的，<span style="color: black;">倘若</span>对名<span style="color: black;">叫作</span>很陌生，直接先谷歌出相对应的颜色，再<span style="color: black;">按照</span><span style="color: black;">制品</span>的原材料/布料色卡，<span style="color: black;">选择</span>相近色号，给客户寄样或拍图<span style="color: black;">选取</span>和确认。</span><span style="color: black;"><span style="color: black;">怎样</span>和客户表达色差<span style="color: black;">没法</span>避免，只能最大程度减少呢？</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">参考表达1：</span></strong></span><span style="color: black;"><span style="color: black;">“</span> </span><span style="color: black;">There is always a subtle color difference for each batch. Hope you are ok with that.</span><span style="color: black;">每一批次都会有很小的色差，<span style="color: black;">期盼</span>你能接受。</span><span style="color: black;">”</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">参考表达2：</span></strong></span><span style="color: black;"><span style="color: black;">“</span> </span><span style="color: black;">There is some color aberration (或 color shading 均可<span style="color: black;">暗示</span>色差）in our product. We will do our best to minimize it.</span><span style="color: black;"><span style="color: black;">咱们</span><span style="color: black;">制品</span>会有些许色差，但<span style="color: black;">咱们</span>会竭尽所能减少。</span><span style="color: black;">”</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">参考表达3：</span></strong></span><span style="color: black;"><span style="color: black;">“</span> </span><span style="color: black;">We appreciate your understanding on the minor color difference of finished products. It is unavoidable. We assure you it will be under better control in furture shipments.</span><span style="color: black;">您对成品中色差的理解，<span style="color: black;">咱们</span><span style="color: black;">暗示</span>感激。这<span style="color: black;">没法</span>避免，但在接下来的订单中，在这方面<span style="color: black;">咱们</span>会更加严格把控。</span><span style="color: black;">”</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">10. <span style="color: black;">制品</span>特殊工艺的表达</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">除UV外，以下为<span style="color: black;">平常</span>的几种特殊工艺：</p>
</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1：emboss and deboss 凸和凹</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2：stamping 常指烫金，正确表达为hot stamping / hot foil stamping 或foil stamping <span style="color: black;">也</span>可</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3：emboss with stamping 烫金加激凸</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4：deboss与engrave的区别：凹印和凹雕，即后者在物体上会挖去一部分东西，而印则直接在表面进行，不影响物体原来的内容</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5：laser print 激光印刷</span></p><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>客户发来<span style="color: black;">关联</span>询盘，且无提及<span style="color: black;">需求</span>，<span style="color: black;">能够</span>询问他<span style="color: black;">是不是</span>需要做特殊工艺？<span style="color: black;">此时</span>候用<strong style="color: blue;">finish </strong>或<strong style="color: blue;">special finish </strong>提问<span style="color: black;">就可</span>：</span><span style="color: black;">What finishes do you require?</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">11. 源文件的表达</strong></span></p><span style="color: black;">当客户<span style="color: black;">需求</span>定制，则需要管客户要logo的源文件，或设计的源文件，此时源文件有以下几种表达：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">artwork, raw files, source files</span></p><span style="color: black;">而美国客户最常用的则是：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">paper proof</span></p><span style="color: black;"><span style="color: black;">倘若</span>遇到客户文件没转曲，则和客户说：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Please have your files convert into curve.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Please help turn the text into outlines.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">12. 区分calendar day和work day</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">常规表达天数的时候，<span style="color: black;">例如</span>说货期，会直接数字+days 来表达，<span style="color: black;">这般</span><span style="color: black;">导致</span>一个隐患，<span style="color: black;">便是</span>客户会把节假日都含算进去，正确表达货期时，<span style="color: black;">例如</span>货期25个工作日：</p>
</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Lead time: 25 work days.</span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">还<span style="color: black;">能够</span>进一步细化，收到产前样确认后的25个工作日：</p>
</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Lead time: 25 work days upon receipt the confirmation of pp samples. ( pp sample = pre-production sample 产前样)</span></p><span style="color: black;"><span style="color: black;">而calendar day 指</span><span style="color: black;">日历日</span><span style="color: black;">，即<span style="color: black;">包含</span>周六日/节假日在内，那在<span style="color: black;">这儿</span>就要小心客户的条款了。比方客户会说货款在收到提单后的15天内安排，<span style="color: black;">此时</span>候他<span style="color: black;">倘若</span>用work day来表达，那就<span style="color: black;">欠好</span>了。</span></span><span style="color: black;">15个工作日那<span style="color: black;">能够</span>跨越2个周末，那<span style="color: black;">便是</span>比<span style="color: black;">实质</span>天数还要多4天双休日，倘若当地再放个假，离付款的日子更加远了，<span style="color: black;">因此</span>在这种<span style="color: black;">状况</span>，<span style="color: black;">必定</span>要和客户强调是calendar day.</span><span style="color: black;"><span style="color: black;">一样</span>的道理，在<span style="color: black;">有些</span>单据中客户会用banking day, business day来挖坑，<span style="color: black;">因此</span>在谈条款的时候<span style="color: black;">必定</span>要<span style="color: black;">重视</span>客户在day前面是加了什么修饰。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">一般</span>day前面无任何修饰的都是默认为calendar day 日历日。</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">13. <span style="color: black;">各样</span>时间的正确表达</strong></span></p><span style="color: black;"><span style="color: black;"><span style="color: black;">一般</span></span><span style="color: black;">做货时间</span><span style="color: black;">用的是lead time, 指从生产到准备出运这个时间段。但<span style="color: black;">倘若</span>是 CIF 条款下，lead time 则还要<span style="color: black;">包括</span><span style="color: black;">全部</span>船期，直到货物到达目的港为止。</span></span><span style="color: black;">船期则用shipping schedule来表达。其中有两个固定缩略表达。</span><span style="color: black;">一是ETD：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">estimated time of departure 预计离开时间</span></p><span style="color: black;">二是ETA：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">estimated time of arrival 预计抵达时间</span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">不管是空运还是海运，在下booking后货代都会告诉<span style="color: black;">咱们</span>ETD和ETA细节，<span style="color: black;">咱们</span>再传达给客户。</p>
</span><span style="color: black;">除此之外，<strong style="color: blue;">装柜日</strong>loading date, 信用证里的<strong style="color: blue;">装运期</strong>date of shipment,<strong style="color: blue;">最迟装运期</strong> latest shipment date, <strong style="color: blue;">交单期</strong> period of presentation, <strong style="color: blue;">有效期</strong> expiry date 都要区分好。</span><span style="color: black;"><span style="color: black;">再有一个点要</span><span style="color: black;"><span style="color: black;">重视</span></span><span style="color: black;">，还是有<span style="color: black;">非常多</span>人用delivery date来<span style="color: black;">暗示</span>货期，但<span style="color: black;">有些</span>国家的客户则把 delivery date 理解为收到货物的日期，需要最好还是用</span><span style="color: black;"> lead time </span><span style="color: black;">来<span style="color: black;">暗示</span>，<span style="color: black;">以避免</span><span style="color: black;">导致</span>乌龙。</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">14. 报价和交代货期要<span style="color: black;">保存</span>空间</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">做外贸这么些年，更加明白一句话：万事万物总<span style="color: black;">处在</span>变化之中。有时候供应商拍着胸脯和你打包票的货期，其实中间总是<span style="color: black;">各样</span><span style="color: black;">状况</span><span style="color: black;">显现</span>。</p>
</span><span style="color: black;"><span style="color: black;"><span style="color: black;">因此</span>在说</span><span style="color: black;">货期的时候<span style="color: black;">必定</span>要触类旁通</span><span style="color: black;">，懂得给自己留空间留退路。对待货期万分<span style="color: black;">敏锐</span>的客户，<span style="color: black;">更加是</span>要如此。<span style="color: black;">况且</span>当工厂如期完成时，你还能让客户产生一种印象：你们不仅守时，还提前交货。</span></span><span style="color: black;">而在报价的时候，<span style="color: black;">倘若</span>不是本工厂做开的货，只是外包出去做的，你并不熟知市场行情，你<span style="color: black;">必定</span>要多问几家，认真比较细节。报价<span style="color: black;">亦</span><span style="color: black;">必定</span>要留有空间。<strong style="color: blue;"><span style="color: black;">一般</span>是<span style="color: black;">这般</span>的情景</strong>：你刚报出去价格，供应商就和你火急火燎说价格报错了，<span style="color: black;">或</span>等到客户要下单了，又产生事先<span style="color: black;">基本</span>没提及过的<span style="color: black;">花费</span>，让你陷入极度被动的局面。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">15. 寄样/小包裹要<span style="color: black;">重视</span>的<span style="color: black;">地区</span></strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">细想当和客户谈了一段时间，才有实质性的寄样<span style="color: black;">发展</span>，<span style="color: black;">倘若</span>客户收到的样品是破损的，<span style="color: black;">这般</span>不仅耗时耗力，还可能<span style="color: black;">错失</span><span style="color: black;">机会</span>，把单子搅黄。</p>
</span><span style="color: black;"><span style="color: black;"><span style="color: black;">因此</span>寄样或寄小包裹的时候，</span><span style="color: black;"><span style="color: black;">能够</span>用报纸团，泡泡纸填充塞满箱子四周</span><span style="color: black;">，<span style="color: black;">这般</span>才<span style="color: black;">不易</span><span style="color: black;">导致</span>包装歪曲，<span style="color: black;">亦</span>能避免因遭到暴力蛮力摔损。</span></span><span style="color: black;"><span style="color: black;">能够</span>模拟快递运输的场景，使劲把包裹甩一甩，基本就能得到物流运输后的结果。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">16. 寄国际快递的细节</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">如若客户<span style="color: black;">需求</span>你报门到门的<span style="color: black;">花费</span>，而你其实<span style="color: black;">选取</span>是发DHL / FEDEX等国际快递，虽然<span style="color: black;">亦</span>是派送到门，但要在报价后注明：</p>
</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">DUTY UNPAID <span style="color: black;">暗示</span>不含税，<span style="color: black;">以避免</span>客户被税，找你说法。</span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一般</span>客户要你寄样/寄快递，<span style="color: black;">能够</span>直接问他：</p>
</span><span style="color: black;"><span style="color: black;">“</span> </span><span style="color: black;">Please advise your DHL / Fedex account so we can arrange dispatch. </span><span style="color: black;"><span style="color: black;">一般</span>客户都会有的，尤其是欧美国家的客户。</span><span style="color: black;">”</span><span style="color: black;"><span style="color: black;">但<span style="color: black;">倘若</span>是新客户的话，最好让客户提前打运费过来，再给他安排寄样，<span style="color: black;">由于</span>四大快递<span style="color: black;">机构</span>有一个</span><span style="color: black;"><span style="color: black;">“</span><strong style="color: blue;"><span style="color: black;">霸王</span></strong><span style="color: black;">”</span></span><span style="color: black;">条款：</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">即使贵<span style="color: black;">机构</span>给本<span style="color: black;">机构</span><span style="color: black;">区别</span>的付款指示，贵<span style="color: black;">机构</span>仍需<span style="color: black;">首要</span>负责与托运货件<span style="color: black;">相关</span>之所有<span style="color: black;">花费</span>，<span style="color: black;">包含</span>运费、附加费。</span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">即发件人<span style="color: black;">便是</span><span style="color: black;">最后</span>债务人。这点在面单的背面有提及。</p>
</span><span style="color: black;"><span style="color: black;">倘若</span>你签字了，<span style="color: black;">表率</span>你同意<span style="color: black;">这般</span>的协议，等到客户那边拒付运费，<span style="color: black;">她们</span>就会<span style="color: black;">需求</span>你方负责，<span style="color: black;">否则</span>就寄律师函，但<span style="color: black;">一般</span>金额不大的，<span style="color: black;">亦</span>会不了了之的。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">17. 请客户核查单据的细节</strong></span></p><span style="color: black;"><span style="color: black;">让客户对提单草本或<span style="color: black;">通知</span>客户信用证要怎么修改的时候，</span><span style="color: black;"><span style="color: black;">必定</span>要用荧光笔把要<span style="color: black;">重视</span>的要点，<span style="color: black;">或</span>要改动的<span style="color: black;">地区</span>圈出来，客户才会<span style="color: black;">导致</span><span style="color: black;">重视</span>。</span></span><span style="color: black;"><span style="color: black;">由于</span>有些老外很懒，你发过去他可能<span style="color: black;">亦</span>是不经意看，但出了问题，则又赖你头上。单据的更改都牵扯到<span style="color: black;">花费</span>，<span style="color: black;">因此</span>小心驶得万年船。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">18. 关于无单放货要<span style="color: black;">重视</span>的细节</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">海运中，实行无单放货政策的国家以南美<span style="color: black;">占多数</span>，<span style="color: black;">例如</span>巴西，委内瑞拉，尼加拉瓜等等，而孟加拉的<span style="color: black;">亦</span>有<span style="color: black;">显现</span>，<span style="color: black;">乃至</span>美国，加拿大和英国<span style="color: black;">有些</span>港口，记名提单副本提货是<span style="color: black;">准许</span>的。</p>
</span><span style="color: black;"><span style="color: black;">避免<span style="color: black;">显现</span>此类事件最好的办法<span style="color: black;">便是</span>出货前付清所有余款，退其次的话，</span><span style="color: black;">客户指定货代，新客户<span style="color: black;">不可</span>这么操作，容易<span style="color: black;">显现</span>货代与客户勾结。</span></span><span style="color: black;">要考察客户和货代的资质，百度谷歌搜搜<span style="color: black;">有没有</span><span style="color: black;">她们</span>的骂名。要让<span style="color: black;">她们</span>出保函，<span style="color: black;">不可</span>无单放货，否则....之类的后果，<span style="color: black;">倘若</span>是大单子的话，最好还能去公证一番。</span><span style="color: black;"><span style="color: black;">另一</span>consignee那要为To order 而不是记名形式。像之前听过的一个事例，一个外贸人客户孟加拉的，70%余款是见提单正本扫描件付的。她们发扫描件给客户催款的时候，客户<span style="color: black;">始终</span>拖着。而后惊闻客户<span style="color: black;">已然</span>提货了。这是典型的无单放货案例。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">而在空运中，<span style="color: black;">必定</span>要和客户清账后再安排发运，<span style="color: black;">由于</span><span style="color: black;">非常多</span>国家，客户即便还没收到空运提单，只要凭借航班信息，<span style="color: black;">机构</span>名和发票箱单，去到机场就<span style="color: black;">能够</span>提货。</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">19. 英文币种的书面表达</strong></span></p><span style="color: black;">金额中有<strong style="color: blue;">小数点</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">，如358.70美金，要<span style="color: black;">这般</span><span style="color: black;">暗示</span>：</p>
</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">SAY US DOLLARS THREE HUNDRED FIFTY EIGHT<span style="color: black;"> AND</span> SEVENTY <span style="color: black;">CENTS</span> ONLY</span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">或</span>：</p>
</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">SAY US DOLLARS THREE HUNDRED FIFTY EIGHT <span style="color: black;">AND POINT</span> SEVENTY ONLY</span></p><span style="color: black;">规范的格式为：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">SAY + 币种 + 金额大写 + ONLY</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">20. 文件名的命名细节</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">发给客户任何文件都好，最好为以下2个格式：</p>
</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">文件名+日期</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;">机构</span>缩略名+文件+日期</span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">不管<span style="color: black;">怎么样</span>，文件名的组合<span style="color: black;">必定</span>是英文，<span style="color: black;">或</span>英文加数字，不要<span style="color: black;">显现</span>任何中文字眼。<span style="color: black;">否则</span>客户那边收到，会很困惑，<span style="color: black;">或</span>可能以乱码<span style="color: black;">显现</span>，从而会被误认为是病毒文件。</p>
</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">Word文档</span></strong><strong style="color: blue;"><span style="color: black;">格式</span></strong><span style="color: black;">的<span style="color: black;">亦</span><span style="color: black;">尽可能</span>不要发，否则格式不对版，客户<span style="color: black;">亦</span><span style="color: black;">没法</span>打开。最好把文件格式统一为PDF。</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">21. 公制和英制单位的区分</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">仍然正式采用英制单位的国家<span style="color: black;">非常</span>少，如利比里亚和缅甸，还有临近美国的<span style="color: black;">有些</span>岛国，美国则<span style="color: black;">运用</span>的是美式英制单位。</p>
</span><span style="color: black;"><span style="color: black;">那样</span>有别于<span style="color: black;">咱们</span>用的公制单位，在出图纸<span style="color: black;">或</span>和客户沟通尺寸细节的时候，<span style="color: black;">能够</span><strong style="color: blue;">尊重客户的单位计量习惯</strong>，<span style="color: black;">例如</span>在图纸中以英制单位标注，<span style="color: black;">这般</span>不仅是比较贴心的<span style="color: black;">措施</span>，<span style="color: black;">帮忙</span><span style="color: black;">她们</span>节省时间精力，<span style="color: black;">亦</span>能避免不必要的错误。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">22. 各国的哈哈哈怎么用</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在用即时通讯软件和客户聊天的时候，有时候会<span style="color: black;">爱好</span>说哈哈哈。最常用的<span style="color: black;">便是</span>美国文化里的Hahaha，而打快了<span style="color: black;">便是</span>Hahhhhh.</p>
</span><span style="color: black;"><span style="color: black;">然则</span>在西语国家里，则用Jajajaja。而希腊人和犹太人则是用xaxaxaxa。日本和韩国人则分别用wwwww和kkkkkk来表达哈哈哈。</span><span style="color: black;">而区别最大的是，<span style="color: black;">咱们</span>用5555<span style="color: black;">暗示</span>哭，泰国人<span style="color: black;">她们</span>是用555555来<span style="color: black;">暗示</span>笑声。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">23. <span style="color: black;">研发</span>信<span style="color: black;">无</span>模板可言</strong></span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">不要把任何人的<span style="color: black;">研发</span>信奉为圭臬</span></strong><span style="color: black;">，即便对方用<span style="color: black;">这般</span>的<span style="color: black;">研发</span>信钓到大鱼。<span style="color: black;">由于</span>事实上，当你实践越多，你就会明白，<span style="color: black;">咱们</span>沟通的对象是人，<span style="color: black;">每一个</span>客户背景，性格，购买力等等都有区别，<span style="color: black;">因此</span>妄图用<span style="color: black;">研发</span>信模板去征服新客户，效果可想而知。</span></span><span style="color: black;"><span style="color: black;">研发</span>信都在倡导越简单越好，但<span style="color: black;">实质</span>上，<span style="color: black;">有些</span>大<span style="color: black;">机构</span>，讲究门到户对，如你能用<span style="color: black;">关联</span>的资料和文件，让对方<span style="color: black;">认识</span>你们<span style="color: black;">机构</span>的实力，<span style="color: black;">才可</span><span style="color: black;">导致</span>对方的<span style="color: black;">重视</span>。</span><span style="color: black;"><span style="color: black;">倘若</span>你的<span style="color: black;">研发</span>信就寥寥几句，<span style="color: black;">例如</span>：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">I sell XXX product, please call me for more business. </span></p><span style="color: black;"><span style="color: black;">这类的话，只能<span style="color: black;">加入</span>垃圾营销行列。</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">因此</span><span style="color: black;">营销</span>策略很重要，调研客户1小时，胜过群发邮件3小时。</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">24. Sorry不要<span style="color: black;">作为</span>你的口头禅</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在商务环境里动不动就说sorry的人，姿态很低。有些是应该要道歉的，但<span style="color: black;">倘若</span>凡事一出<span style="color: black;">情况</span>，就先sorry, 只会<span style="color: black;">作为</span>犯错的掩饰。</p>
</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">例如</span>答应客户的报价，<span style="color: black;">因为</span>你还没得到准确的信息</span></strong><span style="color: black;">，未能如期报出，这并不是你的错，不要动不动就</span><span style="color: black;">Sorry for the late reply balabala...</span></span><span style="color: black;"><span style="color: black;">能够</span>说成：</span><span style="color: black;"><span style="color: black;">“</span> </span><span style="color: black;">Please bear with me some more time for the price negotiation. / to nail down the required details.</span><span style="color: black;">请容许我<span style="color: black;">更加多</span>点时间去为你议价<span style="color: black;">或</span>敲定需要确认到的细节。</span><span style="color: black;">”</span><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当你说抱歉的时候，客户只会随着<span style="color: black;">这般</span>的词汇，产生不悦或失望的<span style="color: black;">心情</span>，但你<span style="color: black;">倘若</span>站在对方<span style="color: black;">方向</span>，像上面<span style="color: black;">这般</span>表述时，客户只会觉得你很为<span style="color: black;">她们</span>着想，<span style="color: black;">或</span>你有交有待。</p>
</span><span style="color: black;">再<span style="color: black;">例如</span>，<strong style="color: blue;">客户的样板<span style="color: black;">或</span>货物可能有1-2天的耽搁</strong>，此时<span style="color: black;">亦</span>不是什么大错，不要马上说“sorry for the delay.” ，而是<span style="color: black;">能够</span>说：</span>
<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>在<span style="color: black;">检测</span>样品/货物的时候<span style="color: black;">发掘</span>有存在不良品质的，<span style="color: black;">已然</span>在返工。质量<span style="color: black;">第1</span>，请给<span style="color: black;">咱们</span>多一两天时间。</span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">此时</span>候客户的思维肯定会被顺着带去质量的层面，即便他多急，质量优先。</p>
</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">25. 做外贸需要熬3年？错！</strong></span></p><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有些</span>文案很<span style="color: black;">爱好</span>神话外贸，<span style="color: black;">例如</span>做外贸需要<span style="color: black;">保持</span>，做外贸需要熬3年。试问，<span style="color: black;">那些</span>行业不需要熬？<span style="color: black;">那些</span>行业不需要<span style="color: black;">保持</span>？</p>
</span><span style="color: black;">归根到底，外贸<span style="color: black;">并不</span>是职业，<span style="color: black;">咱们</span>所从属的行业才是<span style="color: black;">咱们</span>的职业。这就解释了一个最被常问的问题，做外贸有<span style="color: black;">无</span>前景？<span style="color: black;">这般</span>的问题无解，<span style="color: black;">由于</span>你最先要<span style="color: black;">认识</span>的是，你做的<span style="color: black;">制品</span>市场<span style="color: black;">怎样</span>？</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">针对</span>初出茅庐的新人</span></strong><span style="color: black;">，优先<span style="color: black;">思虑</span>外贸行业的，是<span style="color: black;">制品</span>的发展空间/<span style="color: black;">机构</span>的学习培训机会，<span style="color: black;">此时</span>候需要你踏实勤奋，<span style="color: black;">才可</span>更好地<span style="color: black;">累积</span>和<span style="color: black;">提高</span>。</span></span><span style="color: black;"><span style="color: black;">3年</span><span style="color: black;">是一个小关口，此时你要确认你<span style="color: black;">是不是</span>有能力涉足基层管理，<span style="color: black;">或</span>能否带团队带新人，<span style="color: black;">此时</span>候更应该<span style="color: black;">思虑</span>公</span><span style="color: black;">司的晋升空间和团队质素。</span></span><span style="color: black;"><span style="color: black;">5年以上</span><span style="color: black;">又是一个大关口，面临着是要自己创业，还是继续为别人打工。心里要有所盘算，自己的实力资源<span style="color: black;">怎样</span>？如若是继续打工，有一个有领导魅力的上级，且能够给你施展的舞台则是<span style="color: black;">必须</span>的前提。</span></span><span style="color: black;">写了这么多，其实感觉又还有<span style="color: black;">非常多</span>没来得及写。外贸是一场修行，每一天我都在记录<span style="color: black;">其中</span>的点点滴滴。</span><span style="color: black;"><span style="color: black;">由于</span>天生惰性的存在，人最难能可贵的<span style="color: black;">便是</span><span style="color: black;">始终</span>保持学习的状态。我很享受<span style="color: black;">此刻</span>的学习状态，与<span style="color: black;">大众</span>共勉。</span><span style="color: black;"><span style="color: black;">文案</span><span style="color: black;">源自</span>于焦点商学院，侵删</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">以上<span style="color: black;">便是</span>今天的内容。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">学习外贸课程，<span style="color: black;">认识</span>外贸服务</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>在下方扫码添加我↓</span></p><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;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">外贸在线课程</span></strong><span style="color: black;">（外贸实操，市场营销，海外推广，跨境电商，等多个门类课程等你试听）</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;">外贸网站建设</span></strong>（定制化设计，多语种<span style="color: black;">选取</span>，以营销为<span style="color: black;">基本</span>，以收获询盘为目的）</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;">代理国外社媒推广</span></strong>（<span style="color: black;">触及</span>：facebook、linkedin、YouTube、pinterest、twitter、以及黄页博客等）</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;">搜索引擎优化</span></strong>（内外优化，<span style="color: black;">提高</span>网站搜索排名，实现持久<span style="color: black;">揭发</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;">Google Ads</span></strong>(关键词付费推广，<span style="color: black;">精细</span>推广，效果立竿见影，<span style="color: black;"><strong style="color: blue;">本月钜惠</strong></span>)</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">仔细</span><span style="color: black;">认识</span><span style="color: black;">能够</span>在下方扫码加<span style="color: black;">博主</span><span style="color: black;">微X</span>↓↓↓</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><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;"></p>
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