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Jingdong book

外贸SOHO，你会做吗？

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外贸SOHO，你会做吗？

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Content Description

《外贸SOHO，你会做吗？》是《外贸SOHO一路通》作者倾心打造的外贸力作，针对外贸SOHO新人的困惑，如如何寻找货源、同工厂之间沟通，如何寻找客户、获取询盘等，作者提供了清晰的思路与切实的解决之道，帮助读者开启外贸SOHO创业之旅。具体内容如下：
1．细致讲解外贸SOHO全流程中必知、必会的要点，及其中容易疏忽的问题，助读者查缺补漏、快速成长。
2．传授实用技巧，为外贸SOHO量身订造网络营销的方法。
3．在“作者有话说”板块，分享多年一线经验，帮助读者走出思维误区。

Catalogue

第一章外贸SOHO入门
第一节何为外贸SOHO
第二节外贸SOHO的前期准备工作
第二章寻找合适的货源
第一节外贸SOHO找货源的原则
第二节选货源的五种情况
第三节如何选择市场和产品
第四节选择供应商，商定合作协议
第三章外贸网站全攻略（上）
第一节外贸SOHO为什么一定要有网站
第二节外贸网站的基本构成
第三节外贸网站的设计要求和功能要求
第四节外贸网站建站分析
第五节企业邮箱
第四章外贸网站全攻略（下）
第一节外贸网站优化处理
第二节外贸网站站外优化
第三节网站关键词
第四节外贸网站推广
第五章如何寻找客户
第一节如何看待客户
第二节客户在哪儿
第三节找客户的种种手段
第四节询盘邮件筛选及跟进
第五节客户的维系
第六章外贸流程十二步
第一节询盘报价
第二节协商订货
第三节收取定金
第四节生产备货
第五节查验货物
第六节租船订舱
第七节报检报关
第八节装船出运
第九节签收提单
第十节结算余款
第十一节交付单据
第十二节核销退税
第七章外贸单证
第一节外销合同（Sales Contract）
第二节报价单（Quotation）
第三节发票（Invoice）
第四节装箱单（Packing List）
第五节其他单据
第八章外贸代理
第一节外贸代理的必要性
第二节如何寻找、选择合适的外贸代理公司
第三节外贸出口代理合同
第九章国际货代
第一节何谓货运代理
第二节如何与货代打交道
附录
附录一：报价单样本一
附录二：报价单样本二
附录三：出口报关发票样本
附录四：货代订舱托书一
附录五：货代订舱托书二
附录六：外销合同样本一
附录七：外销合同样本二
附录八：装箱单样本
附录九：装箱单样本
附录十：外贸代理协议

Book Abstract

选择产品
（一）品质越高越好
产品绝对不是品质越高越好，你的买家也是商人，并不是最终消费者，商人最关心的永远是利润。假如一个低品质的产品比它同类的高品质产品利润空间大的话，国际批发商会更乐意选择前者并努力去推销它，毕竟产品质优价高是基本常例。高品质产品的利润高、资金占用量大，可市场相对较窄、订量小。大部分的国际商人会根据当地市场的接受程度在品质和价格间寻求短暂的平衡点。市场的构成通常是金字塔形的，在实际的外贸中，中等或中下等品质的产品反倒是销售的主流。对外贸SOHO来说，如果资金不多，行情不熟，中间价位的产品及大路货反倒是比较易于上手的选择，等发展到站稳根基寻求突破的阶段，从竞争与抢占市场的角度再考虑高端产品不迟。
（二）价格越低越有竞争力
一分钱一分货是商界永恒的真理，有经验的国际买家不会忘记这一点。在与外国人谈生意的时候，常常会听到这样的讨价还价：“某某工厂的价格比你的低许多。”对这样的表述不要太当真，更不要因此乱了阵脚而放血贱卖你的产品。假如价格越低就越有竞争力的话，客户这时就该扭头就去与低价者签约才是。除去技术革新的因素外，同一时期同一产品的生产成本相差不会太大，不顾一切去压缩成本的话，最容易的办法就是偷工减料了。作为国际买家，很难知道生产商的成本底线，为了防范风险，最常见的办法就是“去掉一个最高分，去掉一个最低分”，位于中间价位的竞争者往往更受买家重视。
如果拼价格，外贸SOHO永远拼不过工厂，也没必要去以此来竞争，只要坚持一分钱一分货的原则，让价格符合市场行情，往往能够获得应有的收入，没必要为了低价格而寻找并出售劣质产品。
（三）关心产品是否属于朝阳产业
对外贸SOHO而言，产品是否属于朝阳产业并没有多少意义。首先，随着科技的进步，产业间的相互整合与转化更为频繁易行，一个传统的产品，可能因为结构功效上的某些改进而脱胎换骨，而一个新的产品，也会迅速为后来者所取代。市场与消费者的需求永远在变化之中，朝阳还是夕阳只在一线间，相信将来界限会越来越模糊。此外，不管是哪种产业，能从中叱咤风云的永远是少数行业大腕。朝阳产业因为前景好利润高，竞争尤为激烈，新人难以插手，更多的是陪太子读书。而一些传统产业，因为技术成熟，市场平稳，又需要革新进取，反倒比较易于吸纳生力军。新人入行，相对也有更多的机会去磨砺学习。
排除了对高品质、超低价、新潮朝阳产业的迷信，外贸SOHO对产品的选择面就可以更广泛了。外贸产品的品质不是一成不变的。即使是同一类产品，由于销往不同国家，品质也大不相同。外贸SOHO要学会通过调整品质来改变成本，以此适应不同国家市场的需求，从而取得价格上的竞争优势。
……

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Jingdong book

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