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外贸业务员需学会的催款技巧

外贸企业都会牵涉到海外欠款问题,在催款过程中一定要关注到催款技巧使用,关注到这样的技巧使用能够提升催款效率,并且不会因为催款而失去客户。

Some workers of foreign trade enterprises think that calling for funds means tearing the skin, so they do not need to consider the feelings of the customers at all. In fact, this understanding is not correct. It is necessary to know that the vast majority of the users in arrears are not maliciously in arrears. After that, it is necessary for the seller to provide the goods in order to make profits in the course of the sale. The reason why some customers are unable to return their money at the specified time and the problems they have encountered in the course of operation are closely related to each other. Therefore, pay attention to the process of call-up skills can not lose the user and can effectively ask for the arrears. Some foreign trade enterprise related staff often send a direct letter to the sales company or the president of the enterprise when recovering the arrears. This is not appropriate. The former is not linked to the direct responsible person because the former is not directly responsible. As a result, it is likely to be held accountable by multiple departments, which, by pointing directly to the president of the sales side, are so busy with multiple businesses that it is difficult to respond or solve problems in the first place.

部分外贸企业催款工作人员认为催款就表示着撕破面皮,因此完全不需要考虑到客户的感受,实际上这样的理解并不正确,要知道绝大多数的欠款用户并不是恶意欠款,此后经营中还需要销售方提供货品,以此在销售过程中获得利润,之所以有一部分客户规定时间无法返款,和其在经营过程中遇到的问题具有密切联系性,因此催款过程中讲究催款技巧则可以做到既不丢失用户又能够有效要回欠款。

部分外贸企业相关工作人员在追讨欠款时,往往会直接发函销售公司,或是企业总裁,这样的做法并不得当,前者由于没有关联到直接责任人,因此很有可能被多部门推诿责任,而后者由于直指销售方总裁,其公司总裁忙于多项业务,很难在第一时间进行回复或是解决问题。

Most foreign trading companies in the United States pay attention to the three elements in response to the issue of demand, the business parties, the head of the business department and the financial officer of the client enterprise. The reason that most international foreign trade enterprises regard this kind of targeted pattern as a unique method is that its effect is the most remarkable, and the parties concerned can directly discuss the commitments made by the other party when they purchase the products. Business parties can not shirk the responsibility, the first time to return the probability is high. The reason for keeping an eye on the executives of the business departments is that in the process of dealing with foreign trade, many people in charge of the sales departments of foreign trade products, not only the people in charge of product purchase, but also those in charge of the sales channels of products, Therefore, it has the best understanding of the current business situation of the enterprise, and can give an accurate answer to when to return the money, and it has certain authority. Contact the head of the finance department of the sales client company, because this part of the staff is most familiar with the enterpriseundefineds capital chain and is in the process of recovering the arrears. This part of the staff was able to tell the sales company why it was unable to return the money at the specified time, or because of the unsalable product sales, the inability to obtain money from the end consumer, or because of the problems encountered in the sale of the product, A large backlog of goods leads to the breakage of the capital chain and so on. The corresponding explanation given by the person in charge of the companyundefineds finance department is often the biggest difficulty encountered by the company in the actual operation process. It can help foreign product sales companies understand the problems customers face in the capital chain, decide whether to extend the refund time, and know when to recover the arrears, which other department heads cannot answer.

美国多数涉外贸易公司在应对催款问题时关注3要素,业务当事人,业务部门主管负责人以及客户企业财务负责人。之所以多数国际外贸企业都将这种针对性的催款模式作为不二法门,是因为其效果是最为显著的,盯紧业务当事人可以直接针对对方在购入产品时所给出的承诺进行深入探讨,业务当事人无法推诿责任,第一时间返款的概率很高。

盯紧业务部门主管人员,是因为在涉外贸易往来过程中,很多相关外贸产品销售部门主管人员,不仅是产品购入负责人,也往往是产品销售渠道主管负责人,因此其对于企业的经营现状,欠款情况了解得最为清楚,对于何时返款能够给出准确的回答,并具有一定的权威性。

联系销售客户公司财务部门主管人员,原因在于这一部分工作人员对于企业的资金链条最为熟悉,在追讨欠款过程之中,这一部分工作人员能够告知销售企业是因为何种原因而无法在规定时间返款,或是因为产品销售滞销,无法获得终端消费用户的款项,或是因为在产品销售中遇到问题,大量货物积压而导致资金链条断裂等等,公司财务部门负责人给出的相应解释,往往是该公司在实际运营过程中遇到的最大难题,能够帮助涉外产品销售企业了解到客户公司在资金链条上所面对的问题,从而决定是否延长退款时间,并了解何时能够追回欠款,这样的问题是其它部门负责人无法回答的。

由于国内涉外贸易公司在国际市场上起步较晚,所以应对相关催讨欠款问题时有诸多不足,催款过程可以说是一个牵涉到多环节的问题,涉及产品此后销售额度,相关客户往来关系,客户忠诚度等等,因此必须谨慎对待,对于国内涉外贸易公司而言,应充分借鉴国际上较为成熟的外贸公司催款相应技巧案例,以此提升推广成功率,促进企业长期发展。

声明:该文观点仅代表作者本人,邦阅网系信息发布平台,邦阅网仅提供信息存储空间服务。

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