A period of work ended before you knew it. Looking back on your work during this period, you must have achieved a lot, which means that you are ready to start writing your work summary again. So how do you sum up your works and write new tricks? The following is a concise summary (5 selected articles) of the work of foreign trade salesmen throughout the year that I collected for you. Welcome to read the collection.
A concise summary of the work of foreign trade salesmen throughout the year 1 Time flies, and a year flies by. 20xx year means the end of the first decade in 2000, and next year will soon be the beginning of the second decade in 2000. On this day when we bid farewell to the old and welcome the new, we can't help feeling a lot when we look back on our work this year.
Although I have not made amazing achievements this year, I have a deep understanding of the twists and turns. For people with certain sales experience, sales is really not difficult, but for those who are not very experienced in sales and have just been engaged in the sales industry for less than two years, it is challenging. Up to now, I no longer call myself a newcomer to sales, because I have been in the sales industry for almost a year and a half, and I talk about it for about 540 days every day. 20xx years are almost over. Although I didn't make remarkable achievements, I think I did a good job for myself. I am not wasting my time doing nothing every day, but trying my best to make plans, make quotations and meet customers. It is an ironclad fact that a salesman can only be recognized by the company from his sales performance. In order to achieve excellent results next year, we must make persistent efforts to challenge the limit and strive to exceed the scheduled sales next year.
This year 1 month, I just used Alibaba's online sales platform to upload products one by one and write product descriptions in English. Because I didn't have a very simple understanding of the product in the first half of last year, I spent a long time in the product description stage. No one taught me at first, although it was not too difficult, but I still encountered a lot of trouble in actual operation. I have to solve it myself slowly, how to write a good product description and set keywords. In the last quarter, the number of inquiries was very small, and there was not much gold in the inquiries received. Even though I reply to the inquiry in detail most of the time, I find that the replies from potential customers are few and not very detailed. In fact, we can see from those responses that they don't want to buy. Maybe just to accumulate some quotations, or compare with quotations from other suppliers. This quarter's quotation is basically useless. In the second quarter, the product may be relatively complete and the description is relatively in place. Slowly, some inquiries with higher gold content came. Among those numerous inquiries, you can't know which ones are effective. Only by taking every inquiry seriously to guide potential customers, will they be interested in your reply and topic step by step, and then take advantage of their precious time in their busy schedule to start answering your questions day by day.
In fact, as long as most inquiries contain high gold content, customers are welcome to visit factories in China, so the chances of getting orders are higher. At the same time, there is also a situation where guests need more equipment and a lot of money, so they come to China to visit several factories, and we should stand out from them and let them choose the equipment we produce. There are many factors that affect the success of business, such as price, communication and other factors of the company. So success depends on strength. Don't be dejected and despondent if you don't get that order, and don't be complacent if you do. There are still many opportunities, but we must seize them every time.
The third quarter is basically a document for philology. In fact, these are not difficult on the surface, but they are all meticulous work. As long as there is one mistake, the customer can't clear it. Let's just say that the documents must be consistent, and the company must use the right one. The packing list, commercial invoice and certificate of origin cannot be used by the same company, so there will be problems. This is just an example. In the first ten days of June of the fourth quarter, orders were received at 5438+065438+ 10. I originally planned to resign this year, but I can't resign in April next year.
Because I know that the shortest documentary time is about 3 months. To make a new sales plan for yourself, the most indispensable things are perseverance and diligence, as well as firm belief. I always hint that the next order is only a matter of time. Although there is not necessarily a great return for paying, there will be gains for paying. Pies don't fall automatically in the sky. Only by working hard can you have a chance of success. Success always favors a prepared mind, so as a salesman, you should always be ready to deal with the unknown.
This year is coming to an end, and I have had disappointments and rejoicing in this year. Fortunately, I can complete a small order without the leadership of other foreign trade colleagues. After making a small order, I have confidence, which is lucky. The disadvantage is that some technical questions can't be answered clearly to customers, because only by understanding the principle can we understand, such as the principle of those pipes, which pipes water passes in and out, which pipes are used to recover concentrated water, which switches to open to wash the membrane, which valves to open to wash the pretreatment tank, and what functions they are. When customers ask these questions, they realize that it is not enough to just understand the basic process. Up to now, none of the machines in a production line have been sold, and the details there involve technical problems, so no matter what industry you are engaged in, there is no end to learning. From these, I see my own shortcomings. If I want to make small achievements in the future, I must strive for perfection in this respect. To sum up, I have little experience and introspection here, but I still have goals for next year. Thinking about moving towards that goal, my goal has always been to sell equipment for a pure water production line, hoping to achieve it in the first quarter of next year. In addition, there are some dissatisfaction with the company's system. I hope the company can follow my suggestion, as follows. First, I don't think the company can deduct our commission plus 15% of the basic salary every month. 5% is still acceptable to us, and the annual deduction will be settled to us at the end of the year. Second, the tax refund will be sent to us when it comes down.
Summary of the annual concise work of foreign trade salesmen 2 xxxx years passed quickly. Looking back on the past year, I can't help but feel deeply. I came to the company on May 4th, xxxx. As a probationary employee, I began to understand the station business. This phase ends from May 4th to June 25th. Under the strict requirements of leaders, systematic rolling training and my unremitting efforts, I have basically mastered the business process. Compared with many old employees, I am a novice. But this can't be the reason why I can be worse than others. On the contrary, the more because of this, the more I have to pay more energy and time to study than others in order to keep up with everyone's pace. With my hard-working and hard-working attitude, I am not only familiar with the operation and processing flow of the business, but also deeply understand the whole operation flow of the station, so that I can be more handy in my work. On June 26th, the transition to independent operation began! 8. 17, submit an application to become a formal employee of New Oriental. In a sense, I began to do the opposite.
Work completed:
While completing the work stipulated by the company, we should pay attention to the improvement of our comprehensive business ability. Through the company's regular business training, I have never realized the importance of service quality ideologically. From the action point of view, I pay more attention to the improvement of communication skills. I know that as an ordinary salesman, besides knowing some simple technology and professional knowledge, it is more important to communicate with customers and answer their questions and questions. So what I need more is to master comprehensive business knowledge and good service communication skills.
In my usual work, I have carefully studied all kinds of new businesses, new knowledge and new activities, fully understood their spirit and kept it in mind; For some basic business knowledge, I often look it up, so that I can review the old and learn new things, and practice makes perfect. After more than half a year's study, thinking and application, I have formed a harmonious cooperative relationship with shipping companies, terminal schemes and key customers. In this process, my general guiding principles are: reputation first, service first, customer interests first, so as not to delay the case, not to press the car, new customer service, and honest service. Zhang Ruimin, president of Haier, has a famous saying: under the same conditions, good service can win customers and create customers; Poor service can lose or destroy customers. Honesty is a kind of resource, a kind of capital and the soul of quality service. As an employee of the business department, I will look for the gap more carefully, and learn from the advanced experience of other experts to make up for my own shortcomings and make myself grow sturdily in the business department.
Problems in the process of work:
1. There was a mistake in the operation. Whenever there are mistakes in operation, my first consciousness is to remedy them quickly. No matter whose reason it is, I will never let the problem develop. I will never shirk my responsibility for my operational mistakes. Once I have learned my lesson, I will seriously find out the root of the problem and try my best to make the same mistake twice.
2. There have been frictions in the process of getting along with colleagues. I think so, too. Differences in personality and ways of doing things are the cause of the problem. Whenever interpersonal relationships are tense at work, I will take the initiative to communicate with them. Avoid the influence of relationship problems on work, and treat people sincerely and generously. It takes a process for new employees to integrate into a working environment, which requires their own application and acceptance by the big environment. Perhaps because of my initiative and sincerity, I feel that the current working environment is very harmonious and the relationship between colleagues is also very harmonious.
On the whole, this year has been tense and full. From study to post, I completed the transformation in the shortest time. In the process of work, I try to narrow the gap with the old employees. On the premise of completing the assignment, I keep learning, because I should say that I have gradually matured as a salesperson.
Xxxx has waved to us, and the new year means a new starting point, new opportunities and new challenges. I believe I will do better with the experience of xxxx! At the same time, I hope the company can consider my situation and increase my workload. Believe me, I can do it!
Summary of the annual concise work of foreign trade salesmen 3 Because the Internet is a virtual space for conversation and acquaintance, the key issue is to achieve mutual trust and mutual benefit with customers before doing business. Pay attention to the following aspects:
Company's product and price positioning:
A. The company's main products, if the company's development scale is small, and the company's manpower, material resources and financial resources are not strong, the company must operate and sell specific products, so as to see the effect as soon as possible. In the face of more product management, the battle line is too long, and a complete system and many professionals and professional knowledge are needed to control it from front-line business to factory finding and after-sales follow-up.
Buyers will always shop around, and buyers are far from professional. As a trading company, the main advantage is to bring quality service. If you can't do this, it is impossible to win the trust of customers.
Quoting is not a very simple activity, it is the starting point for enterprises to communicate with new customers. Understand the export volume and prospect of this industry. Average quotation level and quotation trend of enterprises in this industry. And the quality of the company's products and the level of similar products in China (high school and low school), the price difference between my product quotation and the market situation, how to achieve the correctness of the quotation, and let customers know the company's main business products and their product advantages and core competitiveness.
B. Quotation
The data in this quotation is a part of the enterprise development strategy. Because it determines the entry point of the company's business development. The price positioning will also be given to customer orientation. Different prices will cultivate different quality customers, which will determine the company's development direction, product/service strategy, development speed and future. Therefore, a small quotation sheet, seemingly simple, has to be carefully scrutinized.
The quotation should be appropriate, neither too low nor too high; Don't sell good things cheaply, and don't quote high prices for ordinary products. Because customers often decide your honesty from your quotation, and at the same time decide your familiarity with the product; If you quote a price far from the market for a very simple and ordinary product, even if you can't quote it for a few days, it means that your integrity is not enough, you don't know this line at all, and guests will naturally not pay attention to you.
Make clear the customer's motivation and sincerity before quotation, so as not to become a quotation tool and waste time.
Foreign trade competition is extremely fierce. According to the current market in China, supply exceeds demand. If you want to emerge as a new force, you should pay attention to service, study regularly and avoid making mistakes.
Summary of one year's concise work of foreign trade salesmen 4 In a blink of an eye, 20xx will wave goodbye to us. In this cold winter, I recall the road I have traveled and the things I have experienced in the past year. I don't feel too much, I don't have too many surprises, and I have a calm mind and coping ability.
During this period, there were failures and successes. Unfortunately, there are not many stable customers, and there are not many stable customers. Thankfully, customer resources began to accumulate, the efficiency of processing orders improved, and their own business knowledge and ability also improved. First of all, we should thank the company for providing us with such good working conditions and living environment, and the experienced superiors gave us guidance and led us forward; Their actual combat experience has benefited us for life. What we learn from them is not only the way of doing things, but also the truth of being a man. Being a man is the premise and foundation of doing things. At work, colleagues communicate with each other, gather everyone's wisdom, do things to the extreme, and handle customer orders in place.
I joined the company at the end of last year. The manager spent two to three months familiarizing himself with product knowledge, developing new customers and negotiating with customers to reach orders. After the company allocated Alibaba account, customer resources began to accumulate, and unconsciously more than half a year passed quickly. During this time, I have changed from a newcomer who knows nothing about products to a professional salesman who can operate the business independently, and I have completed the transformation of my professional role and adapted to this job. There is nothing outstanding about this performance. The following is my work experience in the past year:
I. Operational capacity
1. Familiar with the company and products.
To enter an industry, everyone should be familiar with the knowledge of products in the industry, the operation mode of the company and the establishment of customer relationship groups. In the market development and practical work, I learned how to locate the market direction and product direction, grasp key customers and follow customers, and understand the different needs of different markets. Only in this way can I know which countries the main products will be concentrated in, and when my colleagues meet customers from different regions and countries, I also know how to recommend their needs and promote myself and products better. Of course, this is not enough. To learn, to accumulate, to keep pace with the times, to understand the industry dynamics, prices fluctuate. The key is that if you are familiar with the company and products, you will naturally know where the target market is, and you can also answer customers' questions professionally.
2. Understanding of the market.
Understand not only the target market, but also the competitors. You must never sit still and look at the sky, not knowing what is happening in the world. Because the only constant in the world is "change", we must formulate corresponding strategies according to the changes in the market in order to win in the fierce competition. Only by knowing the product and price information of competitors can we know the advantages of our products. In addition to observing and understanding the accident by yourself, it is also necessary to establish a good relationship with customers. Because the same customer may receive quotations from many companies, if the relationship is good, the customer will take the initiative to tell the competitors the quotation information and product characteristics. In this process, we should make full use of our product advantages and material characteristics, analyze each other's quotations, and emphasize the advantages of our products, which is more conducive to welcoming guests.
3. Business skills
When it comes to business skills, the first thing that comes to mind is how to get orders. Many customers like to talk business with professional business people, because business people are very professional, so many problems can be solved in negotiations, and customers are willing to hand over orders to professional salesmen. Of course, business skills are also cultivated through long-term practice, and in my own foreign trade experience this year, what I learned is to be a customer's consultant, stand in the customer's perspective, put myself in the customer's shoes and start from the customer's needs. In the process of phone calls, emails, or visitors' visits, we should constantly ask questions and learn about customers' needs from their answers, which will get twice the result with half the effort. For example, if the customer wants to. You can choose a good quality product for him. It doesn't matter if the price is expensive. On the contrary, if customers only want to buy cheap products, don't bid too high, otherwise they will scare away customers. Learn to "understand or stimulate demand, and then meet the requirements" when doing business.
Secondly, the process of handling orders is simple, easier said than done. Simply put, according to the products required by customers, write them on the production list and go down to the production department to complete them. The difficulty is that, as the consultant of customers, it is necessary for us to always care about the progress of products and whether there are problems in the production process. After the goods are produced, we should check all the parts to see if there are obvious defects in appearance or some product problems that affect the function. If there is a problem, it should be corrected in time. Remember: the products are in the factory, and we can save everything; As soon as the product comes out, it will be too late. At that time, we can only wait for the opinions of customers. Before the delivery date, we should constantly remind and urge the production department to ensure timely delivery.
Finally, to maintain customers for a long time, it is necessary to do a good job of after-sales service. After several procedures, I understand that it is normal to have problems, and we must have a good attitude in this regard. Due to the characteristics of the product itself, it is likely to be damaged after arrival. There may be some problems in installation or actual operation that need us to solve. I often feel headache, often don't know what to do, and even complain. However, when problems arise, there are always solutions. With the help of leaders and the cooperation of various departments, the problem will always be solved.
Two. Personal qualities and abilities
1. Honesty
Business is most afraid of "profiteers", so customers like to be friends with honest people and do business. In the process of communicating with others, we should show our sincerity. In the process of communicating with customers, only honesty can gain trust.
enthusiasm
As long as you are enthusiastic about your career, you can concentrate on your energy, especially foreign trade, because foreign trade is a long process.
Be patient
In the foreign trade industry, the cycle of developing a new customer is generally between six months and one year, or even longer. Therefore, in this long process, when you have no orders and your colleagues have orders, you must be patient. After the storm, it will be a rainbow. From my own experience, receiving the first order is only a few hundred dollars of samples, which is really 60 days and nights. Of course, luck is not ruled out.
Step 4 be confident
This is the most important point. At work, it is estimated that there are hundreds of customers who have searched and developed online or received inquiries from the company's platform, but only a few may actually place orders. So salesmen may spend a lot of time doing "useless work" But you must have confidence. There are many potential customers, and it will take a long time to become real customers. Therefore, we must have firm self-confidence to do business better. As long as a customer hears our news, we should have the cheek to keep him, and one day there will be unexpected gains. Needless to say, it is the most important for customers who have placed orders. They need to ask for help from time to time, and at a certain time, they should take the initiative to ask about the time of the next order.
At work, I can say that I didn't waste time at work, and I was serious and responsible for my work. After the baptism of time, I believe we will be better. As the saying goes, only experience can grow. Nothing in the world is perfect. Everyone has his own advantages and disadvantages. Once he has more work, he tends to make a fuss, or he will be careless if he doesn't take the time to check. When there is a lot of work, I think more about letting him do it alone. Every link is run by himself, but the role of the team is ignored. Therefore, I should correct this mentality, trust others, believe in the strength of the team, and then give play to my own advantages: trade knowledge, good learning and acceptance. Constantly sum up and improve, improve quality.
Self-analysis: From the current behavior, I am not a salesman, or just a novice salesman. My own speech and eloquence are not good enough, and my expressive ability is not outstanding enough. The root cause: my shortcomings have not been broken, my skin is not thick enough and my psychological quality is not enough. This is nothing like myself, and I am far from discovering my potential and achieving a leap in personality. In my heart, I always believe that I can become an excellent salesman, which is the driving force; This belief has been stored in my chest, ready to explode at any time, and my heart has been eager for success.
Say goodbye to the old year and welcome the new year. We are full of confidence and hope!
It has been two months since the annual concise summary of foreign trade salesmen's work, and it has gradually shifted from novelty to trivial details. When I first entered the company, I was a little uneasy. On the one hand, I was described by other foreign trade salesmen: endurance, pressure and reaction. On the other hand, it comes from the strangeness of this industry. Although I have studied it in the school system, it can only be used as a reference for actual combat. I know the challenge has begun.
Fortunately, my career got off to a good start. The company arranged for the sales manager to guide me. With the help of Xia, I began to get familiar with the classification, model and performance of products. Then step by step to understand the whole order, production to delivery process. I have to say, I took a shortcut The company arranged for me to secretly enjoy old customers first, and at the same time strongly hoped to have my own independent customers.
What I have heard most in these two months is communication, trust and cooperation. I think only by really operating can we really understand their significance and importance. As the connection point between inside and outside, communication is particularly important. Exterior: Understand the guest's thoughts and try to meet the guest's needs. Internally: To keep close contact with various departments, mistakes in any link may lose the trust of customers and ultimately affect the operation of the company.
I still have a lot of questions when I talk to customers. Let me give you some examples:
Eke: This is the first order I took over, and it is also the first order to make a letter of credit. Letter of credit is the safest but also the most difficult payment method in foreign trade. Compared with other payment methods, there are more steps to examine documents in a letter of credit, and a little carelessness will increase redundant expenses. Taking the receipt of invoices as an example, I think that the receipt of invoices has not been carefully examined and there is no time to communicate with customers, and the receipt of invoices has reduced the profit of this bill.
Eke shipped the goods on June 19, 2009, and the original delivery date of the letter of credit was June 9. After consultation with the guest, the guest agreed to extend the letter of credit to July 9. Documents will be prepared for a period of time after the goods are shipped, and the most complicated ones are the certificate of origin and the bill of lading. Because I didn't send the expiration date of the letter of credit to the shipping company, the process was slow, and the certificate of origin and bill of lading were not completed a few days before the expiration. In terms of finance, it usually takes only one working day to remit US dollars to the shipping company, but it takes 4 to 5 days to get the account. 18 got the validity period and delivery date of the letter of credit, but the delivery date has not been changed. After issuing the bill and the certificate of origin, I immediately rushed to the bank to submit the documents. In the afternoon, the bank staff called and said that when the customer changed the order, only the delivery date and validity period were changed, and the delivery date remained unchanged. Because of careless communication with the guests, there was another discrepancy. I have gained a lot from making this list, and I understand the importance of communication and time. No matter how troublesome things are, with good communication methods, any problems can be discussed and solved. There is also care, every word and letter should be carefully studied, and a little carelessness will increase the extra cost. Two months later, I had a lot of phone calls with my guests. At first, I didn't adapt to the accents of some guests. On the other hand, I don't have enough negotiation skills with guests. Take nok for example, the goods have been produced. Call the guest to pay. The guest promised to remit money tomorrow. Later, I found that my patience was not enough. This happened three times in a row, and I haven't paid for it yet. In two months' work, due to my lack of working ability and experience, I always seem to be a little timid and afraid to make a breakthrough in my work. In the future work, we should gradually improve our ability and professional level through study. Your thinking should be flexible, you can't keep up with the status quo, you should conform to the development direction of the company and cultivate your innovative ability. Better handling and guests. The relationship between colleagues is the basis of business development and the stability of old customers.
Finally, I sum up my two-month work, one is to clear my mind, the other is to look forward to the future and improve myself better.
1. Study hard and keep up with the development of the company. In my future work, I will grasp the key points, learn from my colleagues with an open mind, and learn from the strengths of others to make up for my own shortcomings and enrich myself. It is also necessary to cultivate the habit of thinking, think twice when something happens, and think before the guests, so as to give the best service to the guests.
2, rigorous and meticulous, with a strong sense of overall situation. At work, there will inevitably be some conflicts between the interests of the guests and the company. You should have a good overall situation at this time. If your ability is limited, you should discuss with your boss and handle your differences.
3. Cultivate a good sense of time. The company leaders have taught me many times that time is the lifeline, and customers can't wait, nor can orders. We should handle all company-related matters in time, never get stuck in the last stage, ask for instructions early and return early, so as to leave a good impression on our guests. There are still many incomplete places in this short summary, and I will go back to summarize it from time to time in my future work. It's not terrible that a person has shortcomings, what's terrible is that he hasn't put forward and solved them. I also believe that with the help of leaders and colleagues, I can improve myself more and develop with the company through my own efforts and hard work. Here, I would like to thank the company leaders and colleagues for their support and concern for my work and life. This is the greatest affirmation and encouragement to my work, and I sincerely thank them!
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