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Jingdong book

我的第一本外贸业务入门书

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作为一位外贸新人,你是否时常对以下问题感到困惑:
刚刚参加工作,没有客户资源,上哪里找客户呢?
与客户的往来邮件怎样写?有没有可参考的模板呢?
天啊,价格报错了怎么办?
有哪些风险是我一定要知道的?该怎样规避?
客户还价,怎样应对才能既促成交易又不使企业受损?
规范的外贸合同包括哪些条款?怎么审查合同?
运输保险怎样办得既稳妥又经济?
维护客户关系有没有什么诀窍?
……
本书犹如一本实战宝典,对上述外贸新手在工作中经常遇到的问题进行了详细的解答,
“手把手”辅导外贸新手学习外贸业务的全程操作技巧,帮助外贸新手实现向高手的转变。

Content Description

本书囊括了做外贸前的准备、如何与客户打交道、外贸合同签订的注意事项、外贸单据的处理以及外贸业务的善后工作等内容,从各个环节对外贸业务进行了详细的讲解,使读者可以全方位地了解外贸的基本常识以及掌握外贸业务的操作方法与技巧。
书中附有丰富的外贸业务案例和各种单据、合同样本,并提供了世界船运公司、保险公司、国际结算银行以及仲裁机构汇总表,介绍了《国际贸易术语解释通则》,操作性、实务性强。
本书适合外贸新手以及准备从事外贸业务的人士阅读参考。
Catalogue

第一章 想做外贸,你准备好了吗
第一节 客户开发是关键
一、寻找客户的几种好方法
二、寻找客户——考验你的耐心
三、客户会主动找上门吗
四、客户资信调查的方法
五、过去是好客户不等于现在还是好客户
第二节 对经营的产品要心中有数
一、学习必要的产品知识
二、产品宣传要做细
三、与厂家建立良好的合作关系
四、把握和预测产品供求信息
五、产品是文化的载体
第三节 做一个外贸业务的内行
一、你愿意与外行打交道吗
二、让商务信函成为产品的“推销员”
三、做外贸哪些知识最重要
四、树立外贸业务中的风险意识
五、注重文化差异,掌握跨文化沟通技巧

第二章 学会与客户打交道
第一节 与报价相关的问题
一、客户要求报价的原因有哪些
二、客户有成交的诚意吗
三、什么情况下才可以为客户提供样品
四、如何甄别客户索样意图
五、如何选择和寄送样品
六、样品寄出后会出现的几种情况
七、报价前的准备
八、客户还价怎么办
九、价格报错了怎么办
第二节 质量好能否一定会让客户满意
一、了解国际度量衡知识
二、是否卖得越多越好
三、人争一口气,货卖一张皮
第三节 把握合同签订的时机
一、合同重要还是信用重要
二、三思而后签——弄清合同的每一个条款
三、当心合同中的“软条款”

第三章 合同签订之后
第一节 按合同办还是按信用证办
一、合同签订了就能放心备货吗
二、巧用结算方法化解业务风险
三、信用证迟迟不到怎么办
四、来证不审证,出事真要命
第二节 你有一个好的货运代理吗
一、货代能帮出口商做什么
二、做外贸要懂得外贸运输知识
三、怎样和内陆国家做贸易
四、装船环节要注意什么
第三节 运输中出现货损怎么办
一、一切险就是一切都保吗
二、投保了就万事大吉吗
三、货物出事了怎么办
四、怎样投保最划算
第四节 你的出口货物合格吗
一、商检机构都是国家或政府开办的吗
二、出口检验和进口检验,到底哪边说了算
三、对检验机构的选择
四、检验证书有哪几种
五、小小检验证书,作用大无边
第五节 说说报关
一、什么是报关
二、报关其实并不难

第四章 交货不交单,等于没交货
第一节 单据重要,还是货物重要
一、什么是货运单据
二、失去单据就意味着失去货物的所有权吗
三、谁为单据来把关
四、哪张单据最重要
五、单据出了问题怎么办
第二节 外贸单据大盘点
一、单据中的“老大”——提单
二、货物质量的法定依据——检验证明
三、出口企业直接开出的单据——发票
四、买方货物利益保障——保险单
五、货物出生地证明——产地证
六、货物出厂文件——装箱单
七、领事发票——如何提供
第三节 单据可以直接寄给进口商吗
一、单据最好不要直接寄给进口商
二、银行——出口商单据的忠实“守护神”
三、单据不实有哪些情况
四、客户出具不实单据怎么办
第四节 如何办理出口退税
一、出口退税涉及哪些产品
二、出口退税的基本程序

第五章 外贸业务的善后工作
第一节 客户投诉怎么办
一、谁是真正的责任人
二、空口无凭,商检为证
三、灵活处理索赔理赔
四、仲裁——不伤和气的争议处理方式
第二节 跟踪成交后的客户
一、生意成,交情深
二、信息反馈——与客户巩固交情的绝妙方法
三、优先联络、优惠报价——建立你在客户心中的感情优势
Book Abstract

第一章 想做外贸,你准备好了吗
第一节 客户开发是关键
俗话说,万事开头难。做外贸的朋友都深有体会,客户资源开发是外贸业务中最关键的一步,也是最令人头痛的问题。外贸业务是以客户为媒介实现的,没有客户,一切都无从谈起。但是如果有了客户,而这个客户是一个缺乏商业信用的人,其结果可能还不如没有,因为这样的客户只会给企业带来风险和损失。那么,客户,尤其是优质客户是如何得来的呢?外贸业务实践证明,除非外贸企业有强大的竞争优势,否则就不要指望客户会主动上门。外贸业务员只有积极主动地从各种途径努力,才能在长期的业务过程中逐渐积累自己的客户资源、形成自己的客户网络。一、寻找客户的几种好方法
寻找客户既有常规途径,也有非常规途径。
1.最直接的办法——参加商展会(trade fair)。大家都知道,国内、国外每年都会举办各种层次、各种规模的五花八门的商业展销会。这些商展通俗地说就是一个“大集市”。外贸业务员参加商展会的好处是可以与客商面对面地商谈并直接接触样品,能够与潜在客户有一个直观的了解,运气好时还可以直接签单。即使没有马上签定订单,也可以通过参展与客户建立初步联系,有了这样的基础,双方就可以在以后通过互联网或其他方式继续洽商,这比在素不相识的情况下贸然给对方写信的效果要好得多。
但是,这种办法也有弊端。那就是好的商展会参展门槛太高,需要有较大的出口业绩才能获得参展资格,而且企业还要支付几万元至十几万元不等的参展费。在还不知道参展效果如何的情况下,就要企业预交这样一笔费用,确实令很多中小企业非常心疼。况且,现在的展会多如牛毛,很多都冠以“国际(International)”之名,实则鱼龙混杂、良莠不齐,参展以后大呼上当的企业不在少数,这也使得许多企业对参加商展会心有余悸。确实,外贸业务员参加商展会之前一定要认真做好事前调查,对主办方的资信、国际背景及办展条件、办展历史和声誉等做全面细致的了解,从中甄别出值得参加的商展会。如果不做了解,对各类商展会一律采取回避拒绝的态度,很容易对企业的发展产生负面影响,并不可取。
其实,很多中小企业可以采取与其他中小企业或行业协会进行联展的方式参展。这样既可以分摊费用,也可以提升企业形象及彰显实力。浙江永康一家民营小五金企业就是通过这种办法发展起来的。这家企业在开展外贸业务之前,在当地已经经营多年,但由于当地同行业竞争十分激烈,其业务规模始终难以扩大。在这种情况下,企业经理决定另辟蹊径开拓国际市场。他听从了一位朋友的建议参加了广交会,并在广交会上凭着职业的敏感度认识了一位中东客商。
……
Introduction

外贸业务充满着刺激、挑战、趣味与风险。在做外贸业务的过程中,我们可以接触到不同文化背景的客商,可以游历不同的国家,领略不同的文化与风土人情,体会国际商战的跌宕起伏、惊心动魄与酸甜苦辣。因此,从事外贸业对于喜欢冒险、追求刺激的朋友具有很大的诱惑力。
但是,外贸业务又是一项极其复杂的工作,从询盘到报价,从签订合同到组织生产,从货物包装到货物运输,从开立信用证到办理保险,从收回货款到核销退税……外贸业务环节众多且环环相扣,在每一个环节中都有许多繁杂、细小的事务需要处理,稍有不慎就会给企业带来损失或使企业面临风险。所以,外贸业务员练就扎实的基本功、掌握外贸操作的方法、熟知外贸业务的注意事项是非常重要的。特别是初涉外贸行业的从业人员,更要虚心学习、积累各方面的经验,以利于今后工作的顺利开展。
本书从外贸业务的流程出发,在业务实践经验和企业案例调查的基础上,使用通俗易懂的语言,以直接和间接的经验为依托,向立志于从事外贸业务的朋友尽展外贸业务丰富多彩的魅力与奥妙,让更多的朋友喜欢外贸、会做外贸。
要知道,外贸业务并无一定之规,做法也非常灵活,问题不同则处理方式就会不同,不同的企业对于同样的问题处理方式也不同,处于不同发展阶段的同一企业对同一问题的处理方式也会不同。所以,本书所述内容不可能与每个人的业务实践完全契合,仅供从事外贸业务的朋友作为参考,并欢迎各位专业人士就相关内容展开交流或提出批评。
本书由梁树新负责总体结构的设计,并编写了第一章、第二章、第三章第一节、第四章第三节及第五章的内容:刘大鹏负责编写第三章第四节;苏现凤负责编写第三章第二节和第五节;孔凡栋负责编写第三章第三节;石永慧负责编写第四章第一节和第二节;曲磊负责编写第四章第四节。梁树新、马丽、蓝文娟、刘婷等还负责了前期调研及后期审稿等工作。

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