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外贸新人，初入职场，不了解产品，不懂得市场，不清楚流程，不知道技巧，很难在短时间内找到客户，谈下订单。
Foreign trade newcomers who do not know the product, the market, the process and the skills enter the workplace not long ago. So it is difficult to find customers in a short time and talk about the order.
然而现实问题是，现在很多外贸公司，要求新招聘的外贸新人，在一定期限内成单，才可以转正（或提工资，或上三/五险一金），否则就会一直不给改变待遇或直接辞退，很多人对此表示不解和不满，觉得不应该这样对待新人，但是，请保持理智，记住一句话，社会上，没人欠你的，只有你自己欠自己一份自知之明。
However, the real problem is that many foreign trade companies now require newly recruited foreign traders to make orders within a certain period of time before they can become regular workers (or they can get wages raised, or are provided with five one insurance fund). Otherwise, they will never get any changes in their treatment or be dismissed directly. Many people expressed their puzzle and dissatisfaction, and felt that newcomers should not be treated like this. However, please stay rational and keep in mind that in this society, no one owes you but only you yourself owe you self-knowledge.
你考虑的是你自己的生计，而公司老板考虑的是整个公司的运作，我们大可以算一笔账，公司六个人，平均月工资3,500，一年工资就是3,500*6*12=252,000RMB, 场地租赁我们少说点，就按照40,000RMB, 水电费取暖费暂时忽略不计，单独这两项就是252,000+40,000=292,000RMB，未来是个未知数，而30万铁定是出去了。
What you are thinking about is your own livelihood while the boss is thinking about the operation of the entire company. We can calculate a sum of money: the company consists of six staff. The average monthly salary for them is 3,500 so the annual salary is 3,500*6*12=252,000 RMB. We count less about venue leasing as 40,000 RMB and neglect the heating and heating fee. The two items alone are 252,000+40,000=292,000 RMB. The future is unknown, and 300,000 is fixed to be spent.
老板每年30w毛爷爷花出去，而收成待定，换做是你，你不会考虑成本收益率么？有的人说公司就该培养员工，你错了，请收起你的天真，生意就是生意，不是你家热炕头，处处可着你合适，人要活得现实点，要懂得换位思考。
The boss spends 300, 000 years a year but the profit is unknown. If you were the boss, would you not consider rate of return of the cost? Some people say that companies should cultivate their employees. You are wrong. Please put away your innocence. Business is business but not your hot kang in the house which is comfortable for you. People have to live realistically and must have empathy.
我经常看到有键盘侠装大尾巴狼，说自己是个新公司，新老板，愿意培养员工，不会催促员工订单，一年两年没单也不着急，我只想说，你真有钱，但是你不适合做生意，适合说相声，吹吹牛，逗乐子。说句难听的，你爸是李嘉诚也有造光的那天。因为只有输出，没有输入的生意，根本不是生意。
In the Internet, I often see some boss say that they have a new company and they are new bosses who are willing to train employees and will never urge employees to make orders. However, I just want to say that you are so rich. But you are not suitable for doing business but suitable for performing crosstalk, bragging and talking jokes. It's possible for you to become a pauper even if your dad is Li Ka-shing. Because there is only the output but no input, which is not business at all.
也许很多人看到这些又会说，这就是企业老板给员工洗脑的东西，兄弟，拜托，想要装作自己很聪明也要贴近实际，脱离实际，就是瞎扯淡。如果你是老板，你看着公司天天花钱，不进钱，你不着急？！钱造光了，我拿什么翻身？新企业发展那么容易呢？！
Maybe many people will say after seeing this that it is what the corporate boss has brainwashed his employees. Brothers, please, if you want to pretend to be smart but you have to be close to reality. If you were the boss who watches the company spend money every day but fail to get some back, are you not worried? If money is run out, how can I turn over? It’s easy for the new business to develop?
职场就是利益场，你能利益老板，老板自然会利益你，否则，各自天涯，江湖再见。
Workplace is the field of interest, you can benefit the boss, the boss will naturally benefit you. Otherwise, you could not work together.
如果想要留下，就必须破蛋出单，及早转正。我们有什么办法做到这一点？！其实道理很简单，但是做起来，由于每个人的执行力和思维能力等不同，效果自然不同，但是还是希望新人能够认认真真的看完这篇文章，找到突破口，及早破蛋：
If you want to stay, you must make orders as soon as possible and become a regular worker. What method can help us to achieve this? In fact, the principle is very simple, but to do it. Because each person's execution and thinking skills are different, the effect is naturally different, but I still hope that newcomers can read this article seriously, find a breakthrough and make orders as early as possible:
❶认真把握现有询盘
Sincerely grasp the existing inquiry
不要陷于不断搜索新客户的漩涡，浪费时间和精力
Don't get caught in the whirlpool of constantly searching for new customers, which is a waste of time and energy.
❷控制情绪
Control emotions
不卑不亢，妥善处理所有客户要求，不要被自己活客户的情绪左右
Be neither humble nor arrogant, properly handle all customer requirements, and let your own life not be affected by the emotions of customers.
❸主动引导客户
Take the initiative to guide customers
主动引导客户，争取让客户下小批量试订单或样品单
Actively guide customers and try to get customers to place orders or sample orders in small batches.
❹尽量满足客户付款条件
Try to meet the payment conditions provided by customers
不要争究线上线下，也不要争究公账，西联还是Paypal
Don’t argue for online or offline, public accounts, and Western Union or Paypal.
❺关键时刻电话沟通
Make telephone communication at the key moments
谈判僵局，沟通中断，主动打电话谈判，在谈判尾声要主动提出成交，及早催促客户，确保货款或快递费入账
When you meet interruption in negotiation deadlock, initiatively call for negotiations and take the initiative to make a deal at the end of the negotiations. You should urge customers to ensure payment of goods or courier fees sent into the account as early as possible.
❻注意谈判多向性
Pay attention to the multi-directionality of negotiation
不要单方向压制客户，谈判就是把老板和客户的思想拉到一起，然后打结，让两条平行线变成相交线。
Do not unilaterally suppress customers. Negotiation is pulling the boss and the customer's thoughts together, and then tying the knots so that the two parallel lines become intersecting lines.
❼恭喜你，破蛋转正了
Congratulations，you’ve become a regular worker.
❽不要得意忘形，因小失大
don't get dizzy with success and lose many things because of small things
亲自仔细查看样品，确保样品无任何方面的问题，确保样品在后期能带来大货单
Look at the samples in person to ensure that there are no problems with the samples and ensure that the samples can bring large orders later.
►恭喜你
Congratulations
马上有大货单和老客户了
You will have large orders and old customers soon.
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发表于 2018-7-13 18:03:00
