女外贸业务员是不是更吃香？瞧瞧老外怎么说！
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">做外贸经常要投其（买家）所好，<span style="color: black;">认识</span>买家的<span style="color: black;">需要</span>和习性是非常重要的，<span style="color: black;">然则</span>有<span style="color: black;">非常多</span>问题<span style="color: black;">咱们</span>却不敢直接询问老外，可能<span style="color: black;">由于</span>双方立场<span style="color: black;">区别</span>，可能<span style="color: black;">由于</span>怕尴尬。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">让<span style="color: black;">咱们</span><span style="color: black;">瞧瞧</span>，老外怎么看待这些问题，最好能够<span style="color: black;">帮忙</span><span style="color: black;">大众</span>更有自信和老外谈判，拿单更顺利。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1.问：我是一个女业务员，总觉得在工作中，不如男人有<span style="color: black;">优良</span>。请问<span style="color: black;">做为</span>买家，你们会更倾向于跟男业务员聊么？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">西班牙采购<span style="color: black;">机构</span>老总：<span style="color: black;">女性</span>是天生的<span style="color: black;">营销</span><span style="color: black;">能手</span>，尤其是面对国外客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">（Women are the best sales.）<span style="color: black;">女性</span>和<span style="color: black;">孩儿</span>是最容易被亲近的，比男人容易取得别人的好感。利用你的魅力（make full use of your lady charm to win your clients） ，<span style="color: black;">能够</span>征服你的客户。</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;">不外</span>我<span style="color: black;">亦</span><span style="color: black;">重视</span>到，<span style="color: black;">亦</span>许是不感兴趣的<span style="color: black;">原由</span>，<span style="color: black;">有些</span>女业务员在技术层面上知识<span style="color: black;">把握</span>的<span style="color: black;">不足</span>好，<span style="color: black;">因此</span>当我要谈到<span style="color: black;">有些</span>技术上的问题时，我会倾向于跟男业务员或技术人员谈。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">除此之外，it really doesnt matter if you are a sales woman, or a salesman.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2.为<span style="color: black;">青年</span>的女业务员，在跟国外的男客户打交道的过程中，<span style="color: black;">怎样</span>维持好客户关系，又不会让对方有错误的领会。这个尺度<span style="color: black;">怎样</span>把握？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">瑞士促销礼品采购<span style="color: black;">机构</span>（上海）总经理Marco：生意的<span style="color: black;">守护</span>是利益，<span style="color: black;">亦</span>即是说双方的合作让双方能<span style="color: black;">始终</span>有利可图。在人际关系的<span style="color: black;">守护</span>上，欧洲<span style="color: black;">无</span>中国<span style="color: black;">那样</span><span style="color: black;">繁杂</span>，送礼<span style="color: black;">亦</span>不流行。至于<span style="color: black;">青年</span>的女业务员<span style="color: black;">怎样</span><span style="color: black;">重视</span>对方不产生误解，我的<span style="color: black;">意见</span>是：该谈的事情都在办公室谈，不要需要到外面的娱乐场合<span style="color: black;">或</span>饭馆谈，更不要在<span style="color: black;">夜晚</span>约着见面。送男客户到酒店，不要上楼，就在大厅。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3.问：<span style="color: black;">怎样</span>在面对一群外商的时候从容地介绍自己<span style="color: black;">机构</span>？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">西班牙采购<span style="color: black;">机构</span>老总：<span style="color: black;">首要</span>，穿上你觉得自信和舒适的衣服，<span style="color: black;">选取</span>能让你放松的站姿，<span style="color: black;">仅有</span>当你自己感觉舒适，你<span style="color: black;">才可</span>传递出自信。（You will do good when you feel comfortable.）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其次，在交流的时候，<span style="color: black;">重视</span>观察你的客户（read your clients），经常做<span style="color: black;">有些</span>互动，有助于让你放松。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最后，有一个条理清楚的展示PPT<span style="color: black;">能够</span><span style="color: black;">帮忙</span>你<span style="color: black;">非常多</span>（a well-organized PPT will helpyou a lot.）<span style="color: black;">不外</span>很可惜的是，我在国内看过<span style="color: black;">那样</span>多工厂，听过<span style="color: black;">那样</span>多次<span style="color: black;">营销</span>人员的presentation，<span style="color: black;">无</span>一个<span style="color: black;">营销</span>人员用到PPT来讲解，<span style="color: black;">因此</span><span style="color: black;">她们</span>的介绍谈话要么照本宣科，要么支离破碎，毫无重点。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4.问：买家最<span style="color: black;">爱好</span>什么样的业务员？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">加拿大采购经理Sophia：<span style="color: black;">非常多</span>业务员会认为，做外贸最重要的是<span style="color: black;">把握</span>纯熟、流利的英语，<span style="color: black;">这般</span>就<span style="color: black;">能够</span>与老外畅所欲言。<span style="color: black;">实质</span>上，这并不是外贸从业人员最重要的素质。大部分外商能够体谅，并不是所有人都具备<span style="color: black;">熟悉</span><span style="color: black;">把握</span><span style="color: black;">另一</span>一门语言的<span style="color: black;">天分</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">说到底，英语<span style="color: black;">白话</span>只是一项工具，它与MSN、Email、Skype<span style="color: black;">同样</span>，运用得当，<span style="color: black;">那样</span>就能够在与外商的交流过程中发挥出巨大的<span style="color: black;">功效</span>。外贸业务员需要<span style="color: black;">熬炼</span>的，是灵活运用这些工具的能力，即良好的沟通能力。业务员们<span style="color: black;">能够</span>在与外商的沟通中一点一滴地参悟与<span style="color: black;">累积</span>，<span style="color: black;">从而</span>形成自己的风格，<span style="color: black;">亦</span><span style="color: black;">能够</span>多多<span style="color: black;">认识</span>他国的风俗、礼仪、文化背景、思维方式，为顺畅沟通打下坚实的<span style="color: black;">基本</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">采购商看重的另一点是外贸业务员对<span style="color: black;">机构</span>、<span style="color: black;">制品</span>、市场的<span style="color: black;">熟练</span>程度。<span style="color: black;">倘若</span>一个业务员对<span style="color: black;">机构</span>的<span style="color: black;">制品</span>线一无所知<span style="color: black;">或</span>一知半解，采购商问到任何专业的问题他都</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">要去询问<span style="color: black;">关联</span>技术人员，<span style="color: black;">那样</span>显然这个业务员会失去采购商对他的<span style="color: black;">自信心</span>。切忌让<span style="color: black;">刚才</span>入职，对<span style="color: black;">机构</span>、<span style="color: black;">制品</span>都不<span style="color: black;">认识</span>的业务员直接与采购商联系。业务员在与采购商沟通前，最好搜集<span style="color: black;">有些</span>对方<span style="color: black;">机构</span>的概况，以及该国市场概况，针对<span style="color: black;">以上</span><span style="color: black;">状况</span>，<span style="color: black;">举荐</span>符合采购商<span style="color: black;">需要</span>的<span style="color: black;">制品</span>。专业的<span style="color: black;">制品</span>知识会大大<span style="color: black;">提高</span>双方达成合作的可能性。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5.问：我该怎么和买家拉近距离呢？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">加拿大采购经理Sophia：老外<span style="color: black;">亦</span><span style="color: black;">爱好</span>寒暄，找到<span style="color: black;">一起</span>点（find a connection）就很容易拉近距离。我有<span style="color: black;">博客</span>、用QQ、<span style="color: black;">微X</span>，pretty潮，对吧！你<span style="color: black;">能够</span>找到<span style="color: black;">有些</span>有趣的内容来分享。有一次我跟我在银行工作的<span style="color: black;">伴侣</span>分享了一段“数钱妹”的视频，他就很开心。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">6.问：该怎么结束和外商间简短的对话呢？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">加拿大采购经理Sophia：<span style="color: black;">能够</span>用问候的方式结束，而不是很抱歉的告诉对方我的英语<span style="color: black;">不足</span>好。“Hope you have a nice day.” instead of “My English is poor.”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">7. 问：用餐前后<span style="color: black;">能够</span>继续和买家谈生意吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">加拿大采购经理Sophia：一<span style="color: black;">起始</span><span style="color: black;">能够</span>闲聊，点菜后，<span style="color: black;">倘若</span>买家愿意，<span style="color: black;">能够</span>继续谈生意，<span style="color: black;">由于</span><span style="color: black;">她们</span><span style="color: black;">便是</span>为生意而来的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">8.问：<span style="color: black;">咱们</span><span style="color: black;">机构</span><span style="color: black;">制品</span><span style="color: black;">无</span>价格<span style="color: black;">优良</span>，我只是个<span style="color: black;">营销</span>经理，请问这种<span style="color: black;">状况</span><span style="color: black;">怎样</span>改变？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">德国Fesco贸易<span style="color: black;">机构</span>CEO Frank：<span style="color: black;">经过</span><span style="color: black;">加强</span><span style="color: black;">机构</span>的管理效率，降低成本，产品的价格<span style="color: black;">能够</span>得到降低。<span style="color: black;">做为</span><span style="color: black;">营销</span>经理，你能做的是<span style="color: black;">经过</span>你们良好的服务，让客户相信你们的<span style="color: black;">制品</span>物有所值。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">9.问：跟欧洲买家联系用邮件方式还是<span style="color: black;">tel</span>联系比较好？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">西班牙贸易<span style="color: black;">机构</span>老总：尽管<span style="color: black;">每一个</span>人都<span style="color: black;">爱好</span>说，<span style="color: black;">然则</span>在欧洲，<span style="color: black;">运用</span>邮件比较好，<span style="color: black;">由于</span>会使一切都很清楚（make everything clear）。当然<span style="color: black;">倘若</span>你打<span style="color: black;">tel</span>，<span style="color: black;">这般</span>会<span style="color: black;">更易</span>与买家接近（easier to get touch with someone）。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">10.问：客户老说“你的价格太高”，我怎么<span style="color: black;">晓得</span>他说的是真是假？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">澳大利亚在华太阳能<span style="color: black;">机构</span>CEO、兼澳洲<span style="color: black;">营销</span>总监Michael：你<span style="color: black;">能够</span>从其他<span style="color: black;">机构</span><span style="color: black;">认识</span><span style="color: black;">她们</span>的价格，你<span style="color: black;">亦</span><span style="color: black;">能够</span>跟你的其他客户<span style="color: black;">认识</span>你的价格到底<span style="color: black;">处在</span>哪个区位。价格<span style="color: black;">不易</span>套到，你<span style="color: black;">能够</span><span style="color: black;">思虑</span>耍个小花招套你的<span style="color: black;">一样</span>价格。<span style="color: black;">倘若</span>你想在市场竞争中取胜，你必须<span style="color: black;">认识</span>自己的价格到底是怎么样的<span style="color: black;">状况</span>。调查<span style="color: black;">科研</span>非常重要。中国有句话：知己知彼，百战不殆。</span></p>
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