2019年如何做一名优秀的外贸行销人员培训.pptVIP

如何做一名优秀的外贸行销人员 Sun Gang 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 课程内容 如何评估查询 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 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 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 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 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 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 专业有诚意型： From: Yxxxx Sxxxxxxxxxxxx@xxxxxxxx.gr To: xxxxx@ Sent: Wednesday,August 24,2008 Subject: inqr.04317-EVA kick boards. Dear Roger We had the pleasure to visit your site. Please allow us to introduce ourselves. Xxxxx Ltd (established 2000) is a premium importing–retailing company located in Athens , Greece. We have a project concerning EVA kick boards. More specifically we are interested in 3.000 pieces of EVA kick board (see attached) with 1 color logo. We would appreciate it if you could provide us with: 1.Prices 2.Product material specifications and size. 3.Packing details including container availability for 3.000 pieces. 4.Lead time 5.It would help us a lot if your offer could be accompanied by relevant photos. Looking forward to receiving your reply. Best regards, Yxxxxxxxxxx.Zxxxxx(MR)purchasing Dept. Hxxxxxxx Ltd. Xxxxxxxxx Street 146 71 N. Erythrea (Athens) Greece Tel:+30 210 xxxxxxxx Fax:+30 210 xxxxxxx www.xxxxx.gr 潜在客户型： From: Nicola xxxx@ To: xxxxx@ Sent: Wednesday,August 25, 2008 Subject: Body Boards I am very interested in purchasing some of your body boards and would like some more information urgently please. I am just a small shop in Australia so would be looking for an initial order of about 30 boards. I would like prices and shipping prices /shipping time