——你知道为什么要管理你的外贸资料和客户吗？
Do you know why you need to manage those foreign trade information and customers well?
——你又知道如何管理和运用哪些软件来管理吗？
And do you know how can you manage and use what kind of software to manage?
今天就来跟大家分享一位朋友的经验。
Today, I would share you the experience of one of my friends.
——想想，如不整理，会产生哪些问题？
Think of it, if not figure out what problems will occur.
1
管理客户不善，联系不及时，经常收到询单忘了跟进，或者是客户资料杂乱无章，不能合理安排好跟进时间，遇问题来信客户不回复只能到论坛寻求帮助，其实别人不了解你跟进的过程，是无法给你什么好建议的。
Not manage customers well, not make contact timely, sometimes forget to follow after receiving enquiry, or the customer information is in a mess. Perhaps you will find yourselves not set and follow the timetable properly, don’t reply customers but search for help through the internet when meeting problems and others cannot give you suggestion for not knowing the whole situation very much.
2
管理不好直接造成了没有材料，缺少信息对客户进行需求分析，若你还没有做这项工作，只是每天回复客户，跟进成交单子。别人问你客户优点，缺点，产品的特点，采购规律，统统不知道，建议你完善这项工作。
If you don’t manage it well, you would have no materials and lack of information to analyze the demand of customers. And what is worse, if you just reply customers and follow the orders, you have nothing to answer when you are asked what are the strengths, weakness and features of your customers and the purchasing behavior; therefore I recommend completing the work well.
优秀的业务员要能够合理分析客户信息，为潜在客户做出跟进方案，这是职业素养。
The excellent salesmen analyze customers’ information properly and plan the following scheme for the potential customers. That is called professional quality.
3
不能将积累的经验教训留给公司。
Don’t leave the accumulated experience to your company.
这是人品问题，凡事不能只考虑自己。
It’s about your quality not to just think of yourselves.
踏实工作的业务员应将你的工作经验记录下来，留给以后可能接手你工作的人，对工作的尊重也会为你下一份工作赢得尊重。
Practical and hare-working salesmen should write down their working experience and give it to their successor, which means they show their respect to the job as well as the next job.
——如何管理？How to manage?
A
各个公司外贸流程不一样，了解之后写下整体流程，这会加深你对工作各个环节的了解。
Different foreign companies have different procedure. You should write down the whole procedure after knowing it, which will deepen your understanding of every part of work.
B
用到的文件最好都做成word,excel模板，以便用时方恨少。做的网络推广每次都要去找图片，产品信息。完善工作资料使你工作时事半功倍。
Turn the most used files into word and excel pattern for convenience, because you need to find the pictures and products information every time you publicize by Internet.
Tips
1、资料方面，电脑D或E盘留一个文件夹，例工作文件备份，分若干文件夹，如潜在客户，统一公司文件等，潜在客户可分为国外，国内客户，再细分到国家，公司，简单的说，就是把每个客户公司按照国家分为一个文件夹，联系的重点邮件，报价信息，成交后所有做过的单证都放在里面，按照时间如 20130422--产品名，方便你看到每一笔成交或者未成交的信息。
At the aspect of information, leave a file in D or E dish in computer to backup working files which is divided into several parts like potential customers and unit company files. And the potential customers consist of foreign one and domestic one, which also can classified into different countries and companies. In brief, that is to put each company in a file with important emails, price list and all the documents involved. And name it like 20130422 according to the time, which is convenient for you to find out whether it’s due or not.
2、经常去更新这些信息，在成交的每一个客户下面自己做一个word文档，将客户信息，联系方法，需求的产品填写在里面。时间越长，越能根据这些信息分析客户，更加有效的跟进客户。
Update the information usually and set up a word files which you can write down the customer’s information, contact and demanded products. The more time it is, the more effective to follow up customers by using this information to analyze customers.
3、可以建立这个客户做单过程，把在这个客户做单证过程中需要做的和容易发生的错误列下来，每次无论你做或是给助理做都可以对照这份文档，这么做每次都犯的很多错误就可以尽量避免，信用证更是如此。
You can set up the procedures of making a deal and list the mistakes which would occur and the thing you need to do. So then you can or your assistant can work according to it, which will avoid making mistakes. It also applies to the L/C.
4、管理客户的工具和软件自己多去了解，只有真正想成为优秀业务员，你才会用心去做。授之以鱼不如授之以渔，等着别人把所有的都教你，一点进步都没有。
Be familiar more with tools and software about managing customers by yourselves. If you want to be an excellent salesman, you should work heart and soul. You should learn the skills but not getting results directly. You would make no progress if you wait for others to teach you.
5、每1-2个月用硬盘将工作文件备份。最重要的的客户跟进表格最好传到网盘或邮箱，以防万一。
Backup the working files into the hardware every one or two months. And the most important one is to send the following sheets to network dish or emails.
管理好所有的资料，会使得你的工作更有效率，会让你投入更多的精力跟进客户，分析客户，维护客户，做成更多的单子。
Manage all information well, will make you work more effective and pay more attention t follow up, analyze and maintain customers in order to make more deals.
总之，方法都是人做出来的，该怎么运用，还是要看你自己。Anyway, it’s man who figures out the measures. It only depend on youself.