1、外貿(mào)業(yè)務(wù)員能力要求：

Ability requirements for foreign trade salesmen:

(一)總體能力：

1、獲取詢盤的能力;2、分析、跟進詢盤的能力；3、成交訂單的能力;

General abilities: 1. ability to gain inquiry; 2.ability to analyze and follow inquiry; 3. ability to make a deal.

(二)細化能力：1、英語的聽說讀寫能力; 2、外貿(mào)業(yè)務(wù)知識、經(jīng)驗，根據(jù)時差等因素差異化跟進客戶; 3、對工廠業(yè)務(wù)操作流程、產(chǎn)品生產(chǎn)流程的了解

Detailed abilities:

1. Good command of English in listening, speaking, reading and writing；2. Knowledge and experience in foreign trade business and following customers according to factors variation such as jet lag; 3.understanding of business operation procedure and production process of the factory.

2、老板的能力要求：

Ability requirements for the boss:

(一)總體能力：1、管理B2B平臺(營銷渠道)的能力;2、組建外貿(mào)團隊及其他部門，完善公司制度的能力; 3、打造公司文化的能力;

General abilities: 1. ability to manage B2B platform (marketing channel); 2.ability to build up foreign trade teams and other departments and improve company’s system; 3.ability to create corporate culture.

(二)細化能力：1、對平臺排序規(guī)則等基本功能有一定了解; 2、對自己及主要同行的推廣情況有一定了解; 3、對外貿(mào)員所需素質(zhì)及每個業(yè)務(wù)員的能力有所了解; 4、對業(yè)務(wù)和生產(chǎn)進行統(tǒng)籌，讓兩者配合默契……

Detailed abilities: 1. Knowledge in basic function such as platform collation; 2. Knowledge in your own and your peers’ promotion condition; 3. Knowledge in abilities required of foreign traders and the capability of each salesman; 4. planning business and production as a whole, making cooperation and tacit understanding……

3、工廠的能力要求：

Ability requirements for the factory:

1、跟業(yè)務(wù)部的配合度;

Adaptability degree to sales department

2、產(chǎn)品價格快速核算能力;

Quick calculating ability of product’s price

3、產(chǎn)品質(zhì)量控制能力;

Ability to control product’s quality

4、打樣速度、小單、大單生產(chǎn)能力

Speed of making sample and producing capacity for small and big order.

4、外貿(mào)基本裝備

Basic equipment for foreign trade

（一）：外貿(mào)團隊裝備：

Equipment for the foreign trade team

電腦、足夠的網(wǎng)速、國際長途電話、足夠的底薪待遇、公司內(nèi)部培訓(xùn)、配備客戶管理系統(tǒng)

Computers, fast-speed network, international long distance call, enough base salary treatment, internal company training, customer managing system.

（二）：制度裝備：

System equipment:

1、完善的外貿(mào)部門工作制度、獎懲制度;

Perfect working system of the foreign trade and system of rewards and penalties.

2、老板定期檢查制度執(zhí)行情況;

Boss inspects the executive condition of the system regularly.

3、形成有特色的企業(yè)文化;

Form distinctive corporate culture

5、老外采購時最關(guān)心的幾個問題：

Several questions that foreigners concern most when purchasing

1、質(zhì)量：每個訂單背后都首先是有對產(chǎn)品本身的需求：質(zhì)量、款式等等。

Quality: requirement of product itself ranks the first of each order: quality, design and so on.

2、反應(yīng)速度和交期：對很多產(chǎn)品來說，時效性非常重要，報價是否及時、準確，溝通是否高效，訂單交期是否準時，都對訂單成交有著很重要的影響；

Reaction speed and delivery date: efficiency is very important for many products. It greatly impacts the transaction of the order whether you quote on time and precisely, deliver the goods on time and whether the communication is effective.

3、價格：一般來講，工廠理應(yīng)比貿(mào)易公司在價格上有優(yōu)勢的，但為何外貿(mào)公司能拿到直接的外貿(mào)單，而我們不能呢？原因主要有兩個：一是他們更專業(yè)；二是他們通過出口退稅獲取更大利潤。

Price: generally speaking, the factory is supposed to have more advantages on price compared with trading companies, but why foreign trade company can get direct order while we cannot? There are two main reasons: the first one is that they are more professional. And the second one is that they make more profit by export rebates.

4、付款方式：我們是只報出廠價，還是可以報FOB、CIF? 這決定了我們能吸引怎樣的客戶。接受出廠價的老外往往是長期在中國采購的貿(mào)易公司，他們早已是“老油條”，所以能給我們的利潤空間不多。而一些能出更高價格的客戶，往往是國外的直接下單者，他們不常采購，這就是我們真正的外貿(mào)潛在客戶！對于這些客戶，我們假如能一開始就展示出我們工廠的優(yōu)勢，并且能接受FOB、CIF交易方式，那我們是比貿(mào)易公司占優(yōu)勢的。能找到這些客戶，兒子的奶粉錢就有著落了。

Terms of payment: whether we just quote the EXW price or FOB and CIF decides what customers we can attract. Generally, foreigners who accept the factory price have purchased in China for a long time. They are experienced, so we cannot make a large profit. However, customers who can offer higher price are usually those who place orders directly overseas. They do not purchase frequently. But they are our real potential customers! To these customers, we have more advantages over foreign trade companies if we can show our factory’s advantages at the very beginning and accept FOB and CIF. If we got these customers, we are likely to make a fortune.

（來源：外貿(mào)連）

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