很多外贸人，尤其是三五年的老外贸都会面临这么个问题——我要应聘主管，如何去说服老板？如何出色的完成一份外贸部规划？有没有好心的外贸老鸟们给点意见啊？
Many foreign traders, especially those who have worked for 3 to 5 years, face with a puzzle. “I have intention to apply for supervisor and how am I going to persuade my boss? How to complete a planning with flying colors? Is there any advice?
了解公司情况，市场情况，产品情况；这是准备阶段，但是，真的很重要，一个好的开局需要良好的准备做铺垫，否则，脱离现实做计划，那就是有大漏洞的计划。
Knowing company conditions and market conditions is just the preparatory stage. However, it is very important to make preparations. Otherwise, you can't make a good plan without combining with reality.
我们需要总结公司的优势，竞争情况，产品的优势，这些信息是我们做计划的基础；一个公司的产品定位如何，直接决定了我们的目标市场在哪里，有没有认证决定了哪些地区的客户不能做，哪些地区的客户可以做，其他厂家的产品信息，价格水平信息，直接决定了我们跟客户如何去谈判，要去推广一个产品，产品的卖点需要总结，我们至少要知道产品的基本参数，才能总结出符合市场的卖点。
We need to summarize company’s advantages, competitive situation and superiorities of products. The information above is the basis which decides whether we can make a plan. Company’s product positioning determines where our target market is. We can know who can be our customers and who can’t by checking if we have certificates. Other suppliers’ product information and price determine the way we negotiate with customers. To promote a kind of products, we should know its basic information and conclude USP which meet market demand.
预估投入和产出；可以说是这份计划的开头，龙头，目标，让老板看到这份计划的效果到底如何。
Estimate input and output. It can be considered as the start and goal of a plan. It can remind your boss of its actual effects.
我们不可能知道到底可以做多少询盘，怎么去预估业绩呢？给大家提供一个数据，一个曝光量有0.0025%的概率成交一个订单，大家记住这个数字就好，计算方法就不公布了；研究产品，市场，公司几个月了，产品的大概曝光量应该有个数了吧？这个时候，可以通过0.0025%这个比值计算一年大概多少订单。
Since we are unable to know how many inquiries we can get, how do we estimate our performance? Let me give you a figure. You have 0.0025 percent of probability to close an order. You can remember this figure. Having researched products, markets, companies for several years, you are likely to know how popular your products are. You can calculate how many orders you get within one year with the specific figure.
比如，你们产品一年可以有100W的曝光（不含由于无关热门关键词引发的曝光），那么，一年总共大概可以成交25单；每一单按照行业的常规订单量计算，估算一下营业额和总利润，这就是产出。投入就好计算了，人力，房租，水电，平台，网费等等，都是比较现实和具体的金额。
For example, your products are browsed for 100 million times which not includes those caused by irrelevant keywords then you can succeed 25 orders within a year. You can calculate it according to conventional order volume and estimate turnover and total profit. This is output. Input is easier than that. Human cost, house rent, utility bills, charges for platform and network fee are concrete amount you can simply get.
需要注意的一点就是，必须指明时间成本，时间是非常昂贵的资源，所以任何规划里，都要明确的注明时间，一份50年才能完成的计划，又有多大用处？
One thing you need to know is that you must point out how much time you will have to pay for this plan because time is very precious. What do you think of a plan which is going to take you 50 years to complete?
