如何做一名优秀的外贸行销人员

网站杂志商展网上直销(NASDAQ-GS:GSOL)1如何做一名优秀的外贸行销人员SunGang22思考：产品是被客户买走的，还是被你卖掉的？3课程内容如何评估查询如何回复查询如何管理和追踪查询外贸人员细节管理4课程内容如何评估查询5如何评估查询客户定义及买家查询分类评估买家查询实战分析小组讨论：如何评估各类买家查询网上如何评估买家查询的真实性？七大要素综合评估查询买家资信调查6买家查询定义买家向供应商发出的采购查询通过电子邮件、传真、在线留言、ICQ商展、电话、信函重视买家查询它是供应商的销售机会它是买家求购信号它是建立数据库的基础7目标市场、客户及产品定位确定市场和客户的定义营运策略，从供应链、产品创新、品牌推广、渠道策略、核心客户群定位类型：零售终端、批发商、进口商、OEM、厂商经验：从业经验、行业、认证、产品知识客户采购或分销渠道……地区/特征：欧美、日韩、港台……运输，保险方式8目标市场、客户及产品定位产品定位产品属中低档次/劳动密集型/环境污染/科技附加值高产品制定不同产品类别/不同消费层次区分高中低档次，区别新品、试销品、成长品、适销品、滞销品有的放矢开拓国际市场确保有目的找客户9买家查询分类：确定查询对象合作客户/老客户/大中小级客户潜在客户/竞争对手/骗子产品新产品、老产品市场国家、地区，专业10评估买家询盘实战分析专业有诚意型潜在客户型贸易平台勾选型索要样品型信息收集型竞争对手型11专业有诚意型：From:[e-mail]:[e-mail]:Wednesday,August24,2008Subject:inqr.04317-EVAkickboards.DearRogerWehadthepleasuretovisityoursite.Pleaseallowustointroduceourselves.XxxxxLtd(established2000)isapremiumimporting–retailingcompanylocatedinAthens,Greece.WehaveaprojectconcerningEVAkickboards.Morespecificallyweareinterestedin3.000piecesofEVAkickboard(seeattached)with1colorlogo.Wewouldappreciateitifyoucouldprovideuswith:1.Prices2.Productmaterialspecificationsandsize.3.Packingdetailsincludingcontaineravailabilityfor3.000pieces.4.Leadtime5.Itwouldhelpusalotifyouroffercouldbeaccompaniedbyrelevantphotos.Lookingforwardtoreceivingyourreply.Bestregards,Yxxxxxxxxxx.Zxxxxx(MR)purchasingDept.HxxxxxxxLtd.XxxxxxxxxStreet14671N.Erythrea(Athens)GreeceTel:+30210xxxxxxxxFax:+30210xxxxxxx潜在客户型：From:[e-mail]:[e-mail]:Wednesday,August25,2008Subject:BodyBoardsIamveryinterestedinpurchasingsomeofyourbodyboardsandwouldlikesomemoreinformationurgentlyplease.IamjustasmallshopinAustraliasowouldbelookingforaninitialorderofabout30boards.Iwouldlikepricesandshippingprices/shippingtimetoAustralian.IfyourpricesaregoodIwouldliketoorderinoneweeksoIwouldappreciateaspeedyresponse.TheboardsIammostinterestedinare:FYS-104P:EPSBodyBoardwithAlligatorMotifFYS-84:EPSBodyBoardwithprintedDolphinMotifEPS-EVA:BodyBoardwithEPSCore,EVATopandSlickBottomEVA-41s:EVABodyBoardwithoutSlickBottomFYS-84:EPSBodyBoardwithPrintedDolphinMotifFYS-84P:EPSBodyBoardwithFullColorPrintedDesignWB-41:WoodenskimBoardwithFancyPrintedDesignCouldyougivemepricesforalltheaboveboards.Manythanks,NicolaTel(613)xxxxxxxxx13贸易平台勾选型：From:Frxxxxx([e-mail])To:[e-mail]:Wednesday,August21,2008Subject:RequestforInformationfromGlobalSourcesDearMrxxxxx,Pleaseseethefollowingbuyerinquiryaboutyourproduct/companyusingGlobalSourcesOnline.MESSAGE:HELLOSIRS,MYNAMEISXXXXXXXXX,IAMTHECEOOFXXX,INEEDYOUTOSENDMEYOURPRICELIST;THANKYOUANDHAVEANICEDAYS.THEBUYERHASREQUESTEDINFORMATIONFORTHEFOLLOWINGPRODUCT(S):-Model#:EVA-37/41:EVABodyBoardwithoutSlickBottom-Model#:EVA-41s:EVABodyBoardwithoutSlickBottom-Model#:WB-30:WoodenSkimBoardwithDolphinprints-Model#:WB-35:FullColorWoodenSkimBoard-Model#::WB-37:Summer-ThemedWoodenSkimBoard-Model#:WB-41:WoodenSkimBoardwithFancyPrintedDesign-Model#:FYS-104:EPSBodyBoardwithAlligatorMotif-Model#:FYS-84:EPSBodywithPrintedDolphinMotif-Model#:FYS-84P:EPSBodyBoardwithFullColorPrintedDesign-Model#:FYS-94:Ocean-ThemedEPBodyBoardwithPrintedDesign-Model#:FYS-94P:EPSBodyBoardwithseaCruiseTheme-Model#:KB-4360P:EVAKickBoard-Model#:KB-6030P:UniversalEVAKickBoardTHEBUYERHASREQUESTEDTHEFOOLLOWINGINFORMATION:-FOBPrices(forminimumorderquantity)/Minimumorderquantity-Sampleavailability/Cost/Internationalstandardsmet-Deliverytime/Companybrochure/FullproductcatalogThebuyerwouldlikearesponseby1September200812:00AM,SingaporeTime.PLEASEREPLYTO:MrfrxxxxxxxxxxxXxxxxxxxxcaraudoBOXxxxxxSouthCarolinaUnitedStates3860214信息收集型：HelloSir/May,Gooddaytoyou,weareforeignTradelimited,wehavebrowsethroughyoursiteandhaveseensomeofyourproductswhichattractsusalot.Weherebysentthisinquirytoyousoastoknowthefollowinginformation1)Pricelist2)Productscatalogue3)quotations.4)ProductinformationWewillneedyoutoprovideuswiththisusefulinformationasap,soastocommencebusinesswithyourfirm,wehopetodevelopagoodbusinessrelationshipwithyourfirmandalsotopromotetradeamongus.Bestregards,ChrisManagingforeignTradelimited88RamilatthimpsonAGUDA8888LAGOSNigeriaTel:(234)80888xxxxFAX:(234)0100xxxxE-mail:[e-mail]15索要样品型：DearCherry,OurOrdersarebasedontheSampleswereceive,examineandapproves.Ifyoursamplesareofverygoodquality,wewillsendyoudetailsofourOrdersassoonasthey’recarefullyexaminedandapproved.Ifthecompanies/suppliers/exporterswhointendtransactingbusinesswithusareseriousmindedandfinanciallysound,theyshouldbeabletopayforthecourier.Thatisthepolicyofmycompany.Thisdecisionhasbeenwidelyacceptedbyallourseriousmindedprospectivesuppliers.itwillinawayhelpustodistinguishbetweentheSmallandBigSuppliers.We’reveryoptimistictotransactbusinesswithyouroutfit.IfyouwishtotransactbusinesswithusthenIwilladviceyoudespatchsamplesofyourproductrangetousassoonaspossible.Thankssomuchanddohaveaproductiveworkingday.KindestregardsMr.DanielAdjeiCEO–[e-mail]:00233-28-50xxxx0/00233-24-4000x