1
外贸业务员能力要求：
Ability requirements for foreign trade salesmen:
· 总体能力：
1、获取询盘的能力;
2、分析、跟进询盘的能力；
3、成交订单的能力;
General abilities: 1. ability to gain inquiry; 2.ability to analyze and follow inquiry; 3. ability to make a deal.
· 细化能力：
1、英语的听说读写能力;
2、外贸业务知识、经验，根据时差等因素差异化跟进客户;
3、对工厂业务操作流程、产品生产流程的了解
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:
· 总体能力：
1、管理B2B平台(营销渠道)的能力;
2、组建外贸团队及其他部门，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.
· 细化能力：
1、对平台排序规则等基本功能有一定了解;
2、对自己及主要同行的推广情况有一定了解;
3、对外贸员所需素质及每个业务员的能力有所了解;
4、对业务和生产进行统筹，让两者配合默契……
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
工厂的能力要求：
Ability requirements for the factory:
1、跟业务部的配合度;
Adaptability degree to sales department
2、产品价格快速核算能力;
Quick calculating ability of product’s price
3、产品质量控制能力;
Ability to control product’s quality
4、打样速度、小单、大单生产能力
Speed of making sample and producing capacity for small and big order.
4
外贸基本装备
Basic equipment for foreign trade
· 外贸团队装备：
Equipment for the foreign trade team
电脑、足够的网速、国际长途电话、足够的底薪待遇、公司内部培训、配备客户管理系统
Computers, fast-speed network, international long distance call, enough base salary treatment, internal company training, customer managing system.
· 制度装备：
System equipment:
1、完善的外贸部门工作制度、奖惩制度;
Perfect working system of the foreign trade and system of rewards and penalties.
2、老板定期检查制度执行情况;
Boss inspects the executive condition of the system regularly.
3、形成有特色的企业文化;
Form distinctive corporate culture
5
老外采购时最关心的几个问题：
Several questions that foreigners concern most when purchasing
1、质量：每个订单背后都首先是有对产品本身的需求：质量、款式等等。
Quality: requirement of product itself ranks the first of each order: quality, design and so on.
2、反应速度和交期：对很多产品来说，时效性非常重要，报价是否及时、准确，沟通是否高效，订单交期是否准时，都对订单成交有着很重要的影响；
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、价格：一般来讲，工厂理应比贸易公司在价格上有优势的，但为何外贸公司能拿到直接的外贸单，而我们不能呢？原因主要有两个：一是他们更专业；二是他们通过出口退税获取更大利润。
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：我们是只报出厂价，还是可以报FOB、CIF? 这决定了我们能吸引怎样的客户。接受出厂价的老外往往是长期在中国采购的贸易公司，他们早已是“老油条”，所以能给我们的利润空间不多。而一些能出更高价格的客户，往往是国外的直接下单者，他们不常采购，这就是我们真正的外贸潜在客户！对于这些客户，我们假如能一开始就展示出我们工厂的优势，并且能接受FOB、CIF交易方式，那我们是比贸易公司占优势的。能找到这些客户，儿子的奶粉钱就有着落了。
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.
