海外大客户销售谈判与维护 - 提升外贸企业国际竞争力的核心策略

海外大客户销售谈判与维护 - 提升外贸企业国际竞争力的核心策略

Overseas Key Account Sales Negotiation & Maintenance - Core Strategies to Enhance International Competitiveness

课程背景/Course Background:

在这个充满不确定性的时代，唯一不变的就是变化本身。企业需要提高销售力，快速适应市场格局变化，更高效地获取海外订单。本课程从国际视角出发，帮助中国企业特别是民营企业开拓国际市场、寻找海外客户、提高外贸沟通技巧。

In this era of uncertainty, the only constant is change. Enterprises need to enhance sales capabilities, quickly adapt to market changes, and more efficiently secure overseas orders. This course adopts an international perspective to help Chinese enterprises, especially private companies, expand into international markets, find overseas clients, and improve foreign trade communication skills.

课程收益/Course Benefits:

● 明确海外业务拓展是建立关系网络而非单次交易
● Learn that overseas business expansion is about building networks rather than one-time deals

● 掌握不同国家大客户销售的核心理念和实战技巧
● Master core concepts and practical skills for key account sales in different countries

● 学会从卖方思维转换到买方思维
● Shift from seller's mindset to buyer's mindset

● 掌握海外大客户谈判/议价能力
● Acquire negotiation/bargaining skills for overseas key accounts

课程大纲/Course Outline:

第一讲：海外大客户开发的四种客户关系
Lecture 1: Four Types of Customer Relationships in Overseas Key Account Development

1. 使用者/End Users
2. 购买者/Buyers
3. 影响者/Influencers
4. 决策者/Decision Makers

第二讲：通过STP战略精准定位海外大客户
Lecture 2: Precise Targeting of Overseas Key Accounts through STP Strategy

1. 通过市场细分找出目标客户
1. Identify target customers through market segmentation

2. 北美、欧洲、东南亚市场划分策略
2. Market division strategies for North America, Europe, and Southeast Asia

第三讲：外贸客户开发之高品质沟通技巧
Lecture 3: High-Quality Communication Skills for Foreign Trade Client Development

1. SPIN需求挖掘法则
1. SPIN needs identification method

2. FABE价值传递法则
2. FABE value delivery method

课程特色/Course Features:

● 理论讲授+小组讨论+角色扮演+案例分析
● Theory lectures + group discussions + role-playing + case studies

● 2天强化训练，每天6小时
● 2-day intensive training, 6 hours per day

● 适合企业主、总经理、销售人员
● Suitable for business owners, general managers, and sales personnel

SEO优化关键词/SEO Keywords:
外贸谈判 海外大客户开发 国际销售技巧 外贸营销策略 阿里巴巴外贸平台 珠海谷歌竞价推广
Foreign trade negotiation Overseas key account development International sales skills Foreign trade marketing strategy Alibaba foreign trade platform Zhuhai Google Ads promotion