十天搞定外贸函电查看源代码讨论查看历史
《十天搞定外贸函电》,毅冰 著,出版社: 中国海关出版社。
书籍是用文字、图画和其他符号,在一定材料上记录各种知识,清楚地表达思想[1],并且制装成卷册的著作物,为传播各种知识和思想,积累人类文化[2]的重要工具。
内容简介
《十天搞定外贸函电》自出版7年来累计销售十余万册,不止帮助读者提升函电写作水平,更重要的是培养了一套实用高效的外贸谈判思维模式。近些年,外贸环境、沟通方式、国际主流邮件的写法和思维架构都发生了变革,作者的从业经历也更加笃厚,基于以上变化,作者对本书进行了如下几点修订:
1.梳理百余种外贸业务情景,以全新外贸思维模式为指导,处理业务棘手问题;
2.增加提纲挈领模块,重新编写或更新邮件,分享地道、精简、与时俱进的电邮内容和写作手法;
3.将函电写作与业务操作技巧融合,告别就函电讲函电的传统模式,助你提高订单成交率。
目录
天前期联络Pre-businessContact1
1.邀请客户见面RequestingBusinessAppointment
2.讨论时间地点SchedulingVisitingItinerary
3.取消本次会面CancellingTheMeeting
4.见面后的跟进Follow-upAfterMeeting
5.展会后的联络ContactingAfterFairs
6.开发潜在客户DevelopingPotentialCustomers
7.介绍自己的优势IntroducingOurAdvantages
8.突出专业素养HighlightingSpecialties
第二天商务往来RunningBusiness
Part1询盘处理DealingWithInquiries
9.回复新客户的询盘CounterofferToNewInquiries
10.回复有针对性的询盘CounterofferToSpecificInquiries
11.回复语焉不详的询盘CounterofferToNon-specificInquiries
12.跟进老客户的询价InquiryFollow-upForCurrentCustomer
13.给客户推荐新产品RecommendingNewProduct
14.回答客户的各种问题ReplyingMultipleQuestions
Part2报价处理OfferMethods
15.快速准确的报价Prompt&AccurateQuotation
16.详细专业的报价Detailed&ProfessionalQuotation
17.应对客户的砍价DiscussionOnPricingBargain
18.多轮价格谈判PriceNegotiating
19.终确定价格FinalPriceConfirmation
Part3细节处理DetailedIssuesFollow-up
20.给客户准备样品PreparingSamplesForCustomers
21.向客户询问到付账号RequestingTheCourierAccount
22.请客户支付样品费RequestingSamplingCharge
23.询问样品是否满意AskingForSampleEvaluation
24.讨论包装问题PackagingIssuesDiscussion
25.讨论颜色问题ColorsDiscussion
26.确认设计稿ArtworkConfirmation
27.了解客户的其他需求AcknowledgingOtherRequests
第三天订单操作OrdersFollow-up
Part1订单确认OrderConfirmation
28.收到客户订单ReceivingPO
29.付款方式谈判PaymentTermsDiscussion
30.付款细节交涉NegotiatingPaymentIssues
31.终订单确认ConfirmationForFinalPO
32.给客户形式发票SendingOutPI
Part2产前准备Pre-productionPreparation
33.准备产前样PreparingPre-productionSamples
34.下单给供应商PlacingOrderToSupplier
35.紧急修改包装PackagingRe-confirmation
36.重新制作订单ReceivingRevisedPO
37.重新制作形式发票MakingRevisedPI
38.重新准备样品Re-arrangingSamples
Part3生产装运Production&Delivery
39.告知客户生产情况AdvisingProductionStatus
40.申请第三方验厂Applying3rdPartyForFactoryAudit
41.申请第三方验货Applying3rdPartyForInspection
42.验货未通过FailedInInspection
43.整改后申请重验ApplyingRe-inspection
44.讨论装运细节ShippingIssuesConfirmation
45.告知客户出运计划KeepingClientInformedOfETD&ETA
第四天收款问题PaymentTerms
46.提交单据并向客户催款DocumentsSubmission&PaymentPush
47.收到客户付款通知ReceivingPaymentAdvice
48.请客户提供银行水单AskingBankReceipt
49.发现付款错误跟客户重新讨论Re-discussionForPaymentError
50.告知客户款项收到PaymentReceivingNotification
51.请客户修改信用证ProposingL/CAmendment
52.请客户接受信用证不符点ProposingAcceptanceToL/CDiscrepancy
53.讨论新订单付款方式PaymentTermNegotiation
第五天处理投诉ClaimSettling
54.对于品质的投诉QualityComints
55.对于交货期的投诉DeliveryTimeComints
56.对于服务的投诉ServiceComints
57.道歉并提出解决方案Apology&Solutions
58.客户提出索赔CompensationClaim
59.商量赔款金额CompensationNegotiation
60.申请分批赔付ApplicationForCompensationInstallment
61.申请延期赔付ApplicationForDeferredCompensation
62.拒绝客户赔款要求CompensationRefusal
63.讨论其他方式代替赔款CompensationAlternatives
第六天售后跟进After-saleService
64.询问产品销售情况InquiringSalesCondition
65.了解市场动向RealizingUp-to-dateMarketTrend
66.讨论同类产品SimilarProductsDiscussion
67.针对缺陷提供改进方案SolutionsToDefectives
68.对于降低成本的建议CostReductionAdvice
69.给客户专业的意见ProfessionalAdvice
70.推荐其他同系列的产品OtherSeriesRecommendation
71.给客户产品信息LatestProductsInformation
72.告知售后服务电话After-saleServiceHotline
第七天其他日常工作OtherDailyWorking
73.出差的自动回复Auto-replyForBusinessTrip
74.通知客户展会安排FairArrangementInform
75.通知客户新网站完成NewWebsiteInform
76.公司地址变更通知UpdatedCompanyAddressInform
77.邮箱地址变更通知EmailChangeInform
78.病假的自动回复Auto-replyForSickLeave
79.宣布公司的新规定AnnouncingNewOfficeRegulations
80.职务调动通知TransferNotification
81.内部工作调整通知InternalWorkAdjustmentNotification
82.休假通知AnnualLeaveAnnouncement
83.离职通知ResignationAnnouncement
84.退休通知RetirementAnnouncement
第八天私人往来PersonalAffairs
85.结婚通知MarriageAnnouncement
86.请同事们聚餐InvitingCo-workersToDinnerParty
87.产子通知AnnouncingTheBirthOfAChild
88.邀请客户聚餐InvitingCustomerForLunch
89.跟客户讨论私人问题PrivateConversationWithCustomer
90.请客户帮忙SeekingForHelpingHand
第九天别问候SpecialGreetings
91.圣诞问候X’masGreetings
92.新年问候NewYearGreetings
93.春节问候ChineseNewYearGreetings
94.感恩节问候ThanksgivingDayGreetings
95.万圣节问候HalloweenGreetings
96.长假问候HolidayGreetings
97.祝贺新婚MarriageCelebrating
98.祝贺升职PromotionCelebrating
99.敬祝早日康复Get-wellMessages
100.寄送小礼物SendingOutATinyGift
第十天细节问题IssuesInDetail
101.附件的问题AttachmentIssue
102.图片的问题PhotoIssue
103.邮件长短的问题Content&SpaceIssue
104.签名的问题SignatureIssue
105.邮箱地址的问题EmailAddressIssue
106.格式、行文、空格、空行和标点Format,WritingManner,BlankSpace,BlankLine&Punctuation
再版后记
参考文献
- ↑ 人类的思想家有哪些——世界十大思想家排名,传统文化杂谈,2019-11-15
- ↑ 人类文化的三种范畴,道客巴巴,2014-02-14