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Quy trnh sale hng nhp ti cng ty forwarding

1. Quy trnh sale hng nhp bao gm nhng bc nh th no? Nu c th bn no v s cho mi ngi cng tham kho! Mi cng ty c mt quy trnh khc nhau, nhng gin khng c ni ra quy trnh ca cng ty gin c, v gin khng phi l sales, m nu c lit k ra th cng s xut hin lng nhng my b phn khc na -> kh hiu, nn gin ni quy trnh sales ca gin thi nh! 1. Ngun khch hng. - Khch hng gin t tm. (Gin sales agent, nn khng c tp trung sng cht vo vic tm khch hng l cc cng ty c nhu cu vn chuyn) - Khch hng t tm gin. (Thng qua cc mi quan h + cc ngun m gin ci qung co, chim ch yu. ) [Gin thy c mt em tm s v vic con gi i lm sales. Nu nh th th khc nghit qu. Gin cng c hi l lt mt t (nhiu khi cn qu l lt y ch hahah), nhng trong gii hn thi. Lm th no mnh l lt m khch hng vn tn trng mnh. Ci ny khng kh t no, mt lc no , khi c kinh nghim ri, em s bit nh! Mt ci na l ci avatar ca em, sao li th di nh th. Life is what you make of it. C gng ngh tch cc. Cuc sng thay i t ci nhn ca mnh em. Ci ln mt ci no. Gin th ci khng p nhng m lc no cng thy nhn nh.] 2. Inquiry. - Lng thng tin v inquiry ngoi vic gip cc CS lm gi tt hn, cn cho mnh bit: + hiu bit v vn chuyn ca khch hng? + Mc ch ca khch hng l g? + L hng c kh quan khng? quyt nh mark up gi cho ph hp. Mt iu na l, thi i vi cc inquiry kiu i ch gi. i vi gin, sales = m rng quan h. Cho nn khng c t chi hay lnh nht. Nhiu khch hi gi ln k hoch nhp - hoc khng nhp, hoc li nhp CIF, hoc ly c s mc c vi forwarder khc. Ch cn ngi hi gi khng phi l forwarder, th gin u tr li ht, time c b nh hng mt t, nhng m gieo nhiu ht, cui cng cng c mt hoc l nhiu cy. V c th ln ny khng thnh cng. Nhng nhng ln sau, nu mnh kin nhn v nhit tnh, mnh s l ngi c nh n trc. Sales = kin nhn v nhit tnh. Gin c theo mt khch hng lng l n hn 10 thng. Cui cng cng ok. Tuy nhin mnh cng phi bo v thi gian ca mnh bng cch hi li nhiu thng tin hn, v ch lm vic da trn cc thng tin y . Nu khch hng ni anh/ch ch c th, th mnh cng a cho khch bo gi ch c th, ri mark l khi no anh ch c thng tin thm, vui lng cho em bit em c bo gi tt hn. 3. Bo gi. - Mt s sales phi ly gi t CS, mt s sales t lm lun CS giao dch vi agent. Mt tip c gi tt, l lun cung cp thng tin y v chn tht vi CS / Agent. Inquiry tim nng

ni l tim nng, inquiry i ch ni l inquiry i ch. C nh th, mi khng mt lng CS v agent, CS/agent cng v th m s support inquiry ca mnh tt hn. Nht l lun c feedback v inquiry mnh hi. c bo c. ang theo di bo ang theo di. tht bi bo tht bi. C nh vy, nhng inquiry ln sau mi c tr li t t. Thm na cng phi c gng m sales thnh cng ng vin CS v agent na. Uy tn = mi quan h lu di. C gng lm cho CS / Agent bit rng, inquiry ca mnh cng chnh l inquiry ca CS/agent, v thng li ca mnh cng l ca h. Ci ny hi kh, nhng mnh kho lo mt cht th s okie. - Nhiu sales qun l nhiu account qu, bo gi t l xong ri y ch khch hng contact li. Nhng nh th = lng ph thi gian ca mnh. C gng ch ng hi thm feedback ca khch hng v gi v tnh hnh hng ha ca khch hng, mt ln, hai ln. Khch hng thy mnh quan tm s quan tm li mnh thi. Nhiu khi nh th. Nu inquiry khng kh quan th khch hng s thy ngng vi mnh, ln sau s check gi mnh vi inquiry t t hn. Feedback v gi cng gip mnh lm vic li vi CS/agent. - Mc c: Gin rt khng thch mc c. Gin i ch cng ngu nn chng bao gi mc c. C sao tr vy. Cao qu khng tr na. Trong Rich dad poor dad c mt cu "Mc c nhiu lm cho mnh tr nn bn tin. - Chng c ai thch c mt i tc bn tin". ng l gin indifferent nh. C mt sales bo gin l khng hiu gin lm CS kiu g m khng bit mc c vi agent. Gin bo li, gin khng bit sales l sales kiu g m sut ngy b khch hng mc c. Sales ni tip, Gin c lm sales bao gi cha m ni th, lm sales kh s v cnh tranh. Gin bo gin c lm sales, v rt t khi b khch hng mc c. Gin lm gi trn c s bit gi ca mnh nh th no thng qua so snh gi. V ch mc c khi c c s. Chng hn khi khch hng a cho gin bo gi ca cng ty khc gi tt hn --> nh gi inquiry ok --> mc c. Hoc l khi gin c bo gi ca 3 agent m agent gin cn dng li l agent c gi cao nht --> mc c. Mt iu na l profit, gin khng bao gi mark up qu cao. Bao gi cng ch mc profit nht nh gi quan h vi khch hng. Nu khch hng c mc c, th chc chn vi khch hng l, gi ca em lun lun l tt nht. Sp ca gin ni l, phi mark up ln mt t gim cho tm l ca khch hng thoi mi. Nhng nu gin l khch hng, gin s ni, mc c lun lun c, hoc nu mnh khng mc c, mnh b h ri. Th nn, c bn gi tht lun l tt nht. Gin ngh th thi.

4. Care hng. - Khch hng okie vi gi ca mnh ri th vo giai on care hng. Care hng s lin quan n nghip v ca CS mt t. Bn tnn, sales c lin quan vi agent khng? Bn gin, sales ch lm vic vi khch hng. CS lm vic vi agent. Cho nn phn care hng s l thng tin agent --> CS --> sales --> khch hng. Trong khi gin rt mun thay i thnh thng tin agent --> CS --> khch hng. Nh th s nhanh chng hn nhiu. Sales c thm thi gian chm sc khch hng mi v khng phi qu nng u v cc l hng ang care. Khch hng lun c c thng tin nhanh nht. Tuy nhin th nhiu sales s rng CS hay cng ty s ly mt khch hng ca mnh. Nhng nu gii quyt c khu ny bng mt cch x s rt fair t cng ty, th hon ton c th ok c. - X l tnh hung: Ni chung trong khu care hng th quan trng nht l thng tin lin tc + x l tnh hung v p ng cc yu cu h tr nu c t khch hng. Quan h vi khch hng tt hay xu cng nh hng nhiu t khu ny nh!

5. Thm hi sau l hng. Sau khi l hng okie ri th vn nn hi thm khch hng. ng nhin c vi cc l hng to door th cng phi thm hi nh thng. Vi sales thng thng th, thu xong tin = close l hng. Nhng khch hng s l bn c hng v = thu li nhun = close l hng. Cho nn mnh c th hi l hng thng quan ok ht khng? Hng v c vn g khng? Anh/ch bn hng c chy khng? Etc...Khch hng s thy l mnh quan tm + tng tng nh mnh l ngi rt thn ca khch hng vy (trch cu mt anh khch hng ca gin nh!) Sau t lu hy hi khch hng v k hoch nhp hng tip theo. Chng ai thch b li dng c. Cho nn c gng ng khch hng ngh l, anh c nhp hng em mi sng c, cho nn em care anh. M hy khch hng ngh, win win, v em rt vui v c lm vic vi anh. Th tt hn. Nhng hy chn tht. 2. Phn khc th trng cho cc bn sale hng nhp s u? Theo di cc report th trng s cho bit phn khc th trng nm u. Ngoi TQ v chu , hy ngh ti chu u, nht l c. 3. Cch thc lin lc vi khch hng? - Mi cch thc c th: email, in thoi, fax, gp trc tip. Ty i tng khch hng tim nng n u mnh quyt nh gp trc tip - hay l khng. ng nhin khch hng m p giai v th v d khng tim nng gin cng c gng gp. Sales hng khng c th sales ngi ch sao. Thnh thong dp l g gin cng nhn tin chc mng khch hng. Nhng khng phi kiu my ci tri tim hay chc lc th g c, m gi c tn khch hng ra m chc. Tin nhn cng tin lm, nu mnh gi in, nhiu khch hng li bo mnh hm. Ch gi in khi chc + kt hp cn thng tin thi. Thm hi l tt th nhn tin. Cn sinh nht th tt nhin l gi in chc mng, thn hn th tng qu v mi gp ri nh. 4. Sale hng nhp khc sale hng xut nh th no? Kh hn hay d hn? Sales bn gin thch lm hng nhp. V lm hng xut bn gin gi khng cnh tranh. Khch hng xut bn gin hu ht l xut ch nh. Gin cng cha bao gi sales c hng xut cho nn khng bit na. Gin chuyn lm quy trnh + power point quy trnh, cho nn sau ny tnn thu thp c quy trnh chun, chuyn qua y gin lm cho. Min ph nh! Ngun: Vietship
Mnh tng lm sales c nhp v xut nn cng mun share mt cht ( quan im v kinh nghim c nhn mnh thi nh ) + Nu lm Freight ( tc l ch bn cc t cng nc ngoi v ) th d chu hn 1 cht.Sales cn nm chc Incorterm, cc loi vn n ( O.BL, Surrender B/L, Telex Release, Express Release, vn n k hu ... ), nm chc nghip v Hi quan ( cho hng hoc t vn ), Thu NK, phi hp tt vi Operation Hng nhp, gii thch r rng vi khch hng cc thut ng chuyn ngnh ( THC, D/O, Handling,storage charges.. )

Lin tc yu cu oversea branch, agent update thng tin hng ha.C pht sinh phi thnh tht, nh nhng, l do gii thch chnh ng, tin cy.C bng chng i l, Hng tu gi l...an ton nht. + Nu lm c Door v Freight ( D2D, D2P.. ) ngha l lin quan n cc th tc vn chuyn v xut hng bn nc ngoi th phi hiu cc chi ph bn y th no, ngha v l do thu cc loi ph y.Thng l, tp qun giao hng bn nc ngoi ?.. + Cung cp cc thng tin dch v cng l iu ht sc quan trng : Gi all - in, gm VAT hay cha, Estimated Transit time, ETD, ETA...Khng nn dng tiu xo '' cht chm '' khch hng.Nu khch hng thy sales khng trung thc th close business v relationship cng chm ht lun.( nu c phi linh hot ^^ ) + Cc k nng Gim gi cc, tng gi Local, hoc vi k nng '' thng minh '' ( hi anh em Sales kinh nghim ) cn i Profit mc d c cng nn p dng. Hin nay, nng cao trnh nghip v : Forwarding, Custom Clearance and Formality, Warehousing and Distribution, Tax & Duty, Customer Service... ti thy l hiu qu hn c.Cnh tranh v gi bao gi cng khng c quan h lu bn v chng ai l No 1 c u. Tm l khch hng mun lm vic vi Sales tin cy, gn gi, am hiu v tn tnh.C cc yu t ny th Money i khi ch l vn n gin. Cn na....

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