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跳至主要內容
今天腦中突然浮現一個問題:貿易商要如何生存?貿易人員又要具備什麼能力?
於是我去書櫃找出當年買的「國貿菁英教戰守則」來看。其實早就忘記當年第一次閱讀本書時到底學到了什麼。有可能是當年自恃自己很厲害,不肯虛心學習之故。既然已經開始學習謙虛之道,所以還是慢慢重溫一下這本書吧。
這本書認為現代國貿人員不應該只是接訂單以及處理訂單而已。新時代國貿人員必須懂得行銷,而非單純的推銷。例如,過去國貿人員只想要賣出公司的產品,但現今的國貿人員應該要考慮「顧客要什麼」,然後幫顧客準備好他可能會需要的產品。
要做到這種境界,必須要對自家公司產品很瞭解,甚至要對市場很瞭解。但到底有多少國貿人員能夠具備這種能力呢?這就不是能在這裡回答的問題了。
另外,本書認為國貿人員是生產與市場的聯繫者。這點我同意,畢竟技術人員多半只瞭解技術,零售業者比較能看出產品的缺失,也比較接近市場。按照道理說,具有生產能力的大廠在這方面應該比貿易商來的有利。但實際的情況,也是不得而知,因人而異。
本書開頭還提出貿易人員應有的性格:樂觀開朗、積極主動、勇於挑戰、良好溝通、善於調適。恩、看起來非常適合遷移宮很好的人去做。向我這種愛單打獨鬥的,大概就不行了吧?不過,這正是挑戰自我的機會,所以我還是要做下去。
總結今天的心得就是:要開朗積極、要樂於溝通,還要多研究產品,以及觀察市場變化。我認為貿易商生存的方式在於專業、掌握市場。為了獲得這兩點優勢,必須多閱讀英文資訊,以及多多參展才行。畢竟有市場,就不怕沒有工廠。
本書中後段部分提出了一些方法,不過好像比較適合具有一定規模的企業,所以在此不提了。
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