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Jingdong book

实用外贸技巧助你轻松拿订单（第二版）

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Jingdong book

实用外贸技巧助你轻松拿订单（第二版）

Name: 实用外贸技巧助你轻松拿订单（第二版）
Brand: Jingdong book
SKU: 3110217881
Price: 17.46 USD
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Editer Recommend

《实用外贸技巧助你轻松拿订单》第一版出版已有5年光景，为外贸人士解决了许多实际问题，好评如潮。5年来，中国外贸形势风起云涌，作者置身其中，做外贸的思维和方法都在与时俱进。本次改版全书采用“思考+实践+总结”模式，既是一次重新修整、查缺补漏，更是一次缜密外贸思维模式的碰撞与交流。
修订内容如下：
1.增添7节新内容，传授更多外贸技巧；
2.在每章后加入小结，梳理总结外贸精华思维模式与方法；
3.查缺补漏，做好知识点的整合与延伸。

Content Description

《实用外贸技巧助你轻松拿订单（第二版）》根据作者多年外贸一线工作经验编写而成，针对外贸业务员寻找客户、获取订单中普遍存在的问题，展开了深入浅出的讲解。
作者将内容大体分为三部分，一是利用免费资源找客户的经验分享；二是写出精准邮件促使客户下订单的方法；三是快速搜集信息情报，准确把握市场脉搏，成交大订单的技巧。所有内容力求将外贸业务中最精华的内容展现给读者，同时对外贸业务员的远景规划提出指导。

Catalogue

第一章掌握技巧，外贸英语其实可以很简单
第一节外贸专业词汇要牢记
第二节常用英语句型，让你步步为"赢"
第三节巧练听力，助外贸一臂之力
第四节自我情景设置，时时锻炼口语
本章小结
第二章外贸的精髓-一准确、合理、专业地回复邮件
第一节回邮件要持之有据
第二节遇到客户抱怨等棘手问题的专业回复
第三节在邮件中插入有力的数据和图表
第四节具体邮件具体分析原则
第五节超详细报价单攻略
第六节记忆点的魔力
本章小结
第三章明确目的做外贸
第一节什么是我们需要的客户信息
第二节如何确定自己所做产品的关键词
第三节如何看待利润的多少
第四节付款方式及合理的风险转嫁
第五节别被淹没在产品里
第六节如何熟悉产品
第七节表单转邮件地址的解决办法
本章小结
第四章手把手教你利用免费资源找客户
第一节使用搜索引擎寻找客户
第二节利用免费B2B商贸网站平台找客户
第三节通过黄页、企业名录、海关数据获取客户资料
第四节深度挖掘行业展会网站的信息
第五节巧妙利用不同国家母语搜索客户资源
第六节后缀作用不可小视
第七节搜索引擎使用的终结篇--级数递增搜索法详解
第八节在报纸、书刊、杂志上获取客户信息
第九节到第三方检验机构或相关认证网站上找客户
第十节其他渠道：在论坛、使馆发布的采购信息上找客户
本章小结
第五章掌握行业贸易情报，抓住每一个商机
第一节从玩网游看如何收集外贸情报
第二节分别从国内竞争者和国外客户处收集外贸情报
第三节如何收集行业发展的外贸情报
第四节从报纸、书刊、杂志获取外贸情报和走势
本章小结
第六章与潜在客户的前期联系，不可小视
第一节客户邮件地址的优先级探讨
第二节给客户的第一封推销信
第三节如何让客户一定回复你
第四节如何做好产品的合理报价
本章小结
第七章掌握跟进客户的技巧，让你步步为"赢"
第一节如何应对客户的回复
第二节骗子邮件的特点总结
第三节如何有效地影响你的客户
第四节催款邮件的撰写技巧
第五节保持良好心态
第六节客户心态探析--客户买产品就像女人逛商场
第七节防范由于文化差异引起的误解和错误
第八节电话传真开发维护客户
第九节杀手篇--直接国外拜访客户与文化学习
第十节展会找客户
第十一节大客户的接触渠道浅析
本章小结
第八章外贸的售后服务--犹太人的制胜法宝
第一节商业的本质是帮助别人
第二节以保守主义取胜
本章小结
第九章从简单的为了ORDER到做PROJECT
第一节经济实力的提升导致了付款方式的转变
第二节从简单的买卖关系到合作做项目
本章小结
第十章经济危机下外贸业务量不降反升的秘诀
第一节读《圣经》提升业务操作水平
第二节把《影响力》用到你的工作中去
本章小结
后续外贸人的职业规划--人人都来做老板
附录

Book Abstract

别被淹没在产品里
很多初出茅庐的外贸业务员很容易被淹没在产品的海洋里，不知道该如何选择产品去开发、推销。产品介绍缺乏主次，没有中心，这会导致客户对你专业程度的怀疑。
刚接触外贸，选择产品，大家都会想到的一般是比较宽泛的词汇。比如，我要做五金产品，我要做工艺品、礼品，我要做家具。等你深入进去，你会发现每一类产品包含的小产品（细划分）简直是成千上万。
特别是你进入某个客户的主页观察，有的客户的产品范围比较窄，就专做一类产品。但是绝大多数客户作为批发商、供应商，提供给最终客户群的产品不同，导致了他们的产品虽为一类，但品种却十分庞杂。这个时候作为一个专业的外贸人，十分有必要选1~3种具体的产品作为你的主打产品，用这些产品去找客户。你不可能对每种产品的属性、生产工艺等知识全部吃透，那么在你对产品的了解力度不够的情况下，一旦客户向你提出专业性的问题，在你给客户解释时，就很难把握到问题的本质，做出的解答通常也是泛泛而谈，那么客户就会感觉你不专业，对与你继续谈下去缺乏信心了。
当然，你也不用担心你的产品范围就此被局限住，因为很多时候客户和你建立业务往来以后，他还会采购一些相关的产品，这样你就可以随着客户的采购需求，慢慢拓展你的产品面了。我的意见是在业务前期，在自己没有任何主观想推销的产品的情形下，可以靠客户的需求来拓展产品面，而不是盲目地去寻找；当然如果自己很有目的性地去推销自己确定的产品就更好了。
一旦你确定了自己产品的小门类以后，就必须持之以恒地去开拓这一小块产品的客户。当然如果你在这个小门类产品里建立了稳定的客户群，那你可以根据客户的公司网站信息或者市场的需求，逐渐扩展你的销售种类。这是在选定产品门类以后，在接下来的工作中需要注意的一点。
……

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