外贸团队管理实战(最终版本)精品PPT课件
合集下载
相关主题
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
10/23/2020
我们都是怎么给国外客户报价的呢？
询盘剖析
报价案例（反面）
• Dear Mr. Javier Luna , • We were glad to receive your letter on June 28th, which you enquired about sunblock
联系方式
• QQ:38368192 • MSN: • 手机：
SKYPE:caolingzj
主要内容
1
工作流程
2
实际操作
3
独立交易能力提升
4
外贸团队薪资制定
每日工作流程一览表
早间询盘分析会
询盘分析遵从原则
• 买家的国家和买家发送询盘时的IP • 买家联系信息 • 会员买家年限
夕会总结
• 汇报当天工作计划完成情况，
报价案例（正面）
Dear Mr. Javier Luna ， We were glad to receive your letter on June 28th, which you enquired about sun block cream and I‘m enclosing four of good selling items from our products for your reference. Regarding the cost to Mexcio, if by air will be in US$5.20/KG,and this is present shipping charges, when you decide to make order, will confirm it with you again. (price list by attachment ) Since we are a real manufacturer and all of our products have been tested for having the license of FDA and GMP, our own factory could guarantee to offer the good quality and steadily production schedule. Our products sale to US and EU market over 8years,so we are experienced and could offer best service to you. Pls feel free to contact me again if you have any questions.
• 总结当天工作内容，以便次日跟进！
实际操作能力
产品专业知识： 1、产品结构 2、产品功能 3、产品属性 4、产品使用 5、产品售后
交易流程知识： 1、询盘要求 2、报价方式 3、付款方式 4、运输方式 5、风险规避
操作能力如ቤተ መጻሕፍቲ ባይዱ有效提升
如何让业务员快速了解产品，对产品 的专业知识能灵活运用到实际工作中 去，让客户感觉到业务员的专业度？
Looking forward to receiving an order from you soon. Best regards, Ricky
如何有效报价
• 报对了价格，成功了一半！ • 做外贸的人就是要做完美主义者!
Dear Mr. Javier Luna , We were glad to receive your letter on June 28th, which you enquired about the hot selling sun block cream,this item is very popular in US market,since you are two neighboring countries so the attached sheet is the data for the US clients supply and order quantity, this one will help you to make the order planning in your market. Meanwhile,I'm very pleasure to offer more sales information to you for catching the competitive price before the good selling seasons coming in your country. The price list by attachment just for your referencce,when your order quantity confirmed,I will offer the best discount for you. Pls feel free to contact me again if you have any questions. Looking forward to receiving an order from you soon. Best regards, Ricky
外贸团队管理实战
曹羚
讲师介绍
职业背景：
• 曾任浙江银杉集团有限公司 • 现任深圳欧美斯保健食品集团
外贸部经理 外贸部经理
擅长领域：
• 外贸商务英语的现场谈判 • 能够把握商机一锤定音锁定大客户订单 • 善于与国外客户交流， • 从事外贸行业8年时间拥有丰富的外贸谈判技巧 • 超强的客户沟通能力及外贸团队的管理能力
cream and I'm enclosing the price list by attachment for your reference. • If your MOQ exceed to 1000pcs,our best price isUS$6.00/PC FOB
SHENZHEN,CHINA. Pls feel free to contact me again if you have any questions. • Looking forward to receiving an order from you soon. • Best regards, • Ricky
有效提升操作能力
有效提升操作能力
业务员对客户目标市场的提前深入了解，对所做产 品的行业信息的完全掌握，才能做到是否给出一个 最有竞争力的报价单，精准把握报价是有经验的老 业务员的终极目标！
如何有效报价
top sales
二等业务员
报留尾价
报客户所在市场最 有竞争力的价格！
三等业务员
只会报低价
巧妙报价
我们都是怎么给国外客户报价的呢？
询盘剖析
报价案例（反面）
• Dear Mr. Javier Luna , • We were glad to receive your letter on June 28th, which you enquired about sunblock
联系方式
• QQ:38368192 • MSN: • 手机：
SKYPE:caolingzj
主要内容
1
工作流程
2
实际操作
3
独立交易能力提升
4
外贸团队薪资制定
每日工作流程一览表
早间询盘分析会
询盘分析遵从原则
• 买家的国家和买家发送询盘时的IP • 买家联系信息 • 会员买家年限
夕会总结
• 汇报当天工作计划完成情况，
报价案例（正面）
Dear Mr. Javier Luna ， We were glad to receive your letter on June 28th, which you enquired about sun block cream and I‘m enclosing four of good selling items from our products for your reference. Regarding the cost to Mexcio, if by air will be in US$5.20/KG,and this is present shipping charges, when you decide to make order, will confirm it with you again. (price list by attachment ) Since we are a real manufacturer and all of our products have been tested for having the license of FDA and GMP, our own factory could guarantee to offer the good quality and steadily production schedule. Our products sale to US and EU market over 8years,so we are experienced and could offer best service to you. Pls feel free to contact me again if you have any questions.
• 总结当天工作内容，以便次日跟进！
实际操作能力
产品专业知识： 1、产品结构 2、产品功能 3、产品属性 4、产品使用 5、产品售后
交易流程知识： 1、询盘要求 2、报价方式 3、付款方式 4、运输方式 5、风险规避
操作能力如ቤተ መጻሕፍቲ ባይዱ有效提升
如何让业务员快速了解产品，对产品 的专业知识能灵活运用到实际工作中 去，让客户感觉到业务员的专业度？
Looking forward to receiving an order from you soon. Best regards, Ricky
如何有效报价
• 报对了价格，成功了一半！ • 做外贸的人就是要做完美主义者!
Dear Mr. Javier Luna , We were glad to receive your letter on June 28th, which you enquired about the hot selling sun block cream,this item is very popular in US market,since you are two neighboring countries so the attached sheet is the data for the US clients supply and order quantity, this one will help you to make the order planning in your market. Meanwhile,I'm very pleasure to offer more sales information to you for catching the competitive price before the good selling seasons coming in your country. The price list by attachment just for your referencce,when your order quantity confirmed,I will offer the best discount for you. Pls feel free to contact me again if you have any questions. Looking forward to receiving an order from you soon. Best regards, Ricky
外贸团队管理实战
曹羚
讲师介绍
职业背景：
• 曾任浙江银杉集团有限公司 • 现任深圳欧美斯保健食品集团
外贸部经理 外贸部经理
擅长领域：
• 外贸商务英语的现场谈判 • 能够把握商机一锤定音锁定大客户订单 • 善于与国外客户交流， • 从事外贸行业8年时间拥有丰富的外贸谈判技巧 • 超强的客户沟通能力及外贸团队的管理能力
cream and I'm enclosing the price list by attachment for your reference. • If your MOQ exceed to 1000pcs,our best price isUS$6.00/PC FOB
SHENZHEN,CHINA. Pls feel free to contact me again if you have any questions. • Looking forward to receiving an order from you soon. • Best regards, • Ricky
有效提升操作能力
有效提升操作能力
业务员对客户目标市场的提前深入了解，对所做产 品的行业信息的完全掌握，才能做到是否给出一个 最有竞争力的报价单，精准把握报价是有经验的老 业务员的终极目标！
如何有效报价
top sales
二等业务员
报留尾价
报客户所在市场最 有竞争力的价格！
三等业务员
只会报低价
巧妙报价