1. Summary of foreign trade salesman's personal annual work

Time flies, and the time of one year flies. 2xx year means the end of the first decade in 2, and next year will soon be the beginning of the second decade in 2. On this day of saying goodbye to the old and welcoming the new, I can't help feeling very much when I look back on the work of this year.

Although I haven't made amazing achievements in this year, I have a deep understanding of the twists and turns. For those who have the necessary sales experience, sales is really not difficult, but for those who are not very rich in sales experience and have just been engaged in the sales industry for less than two years, it is necessary to challenge. Up to now, I no longer say that I am a newcomer to sales, because it has been almost a year and a half since I entered the sales industry, and I have been talking about it for about 54 days. The year of 2xx is almost over. Although I haven't made remarkable achievements, I feel that I have done something worthy of myself. Every day, I'm not wasting my time doing nothing, but trying my best to make plans and quotations to welcome customers. It's an ironclad fact that a salesman can only get the company's affirmation by 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.

In January this year, 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 substantive understanding of the products in the first half of last year, I spent a long time in the product description stage. At first, no one taught me that although it was not too difficult, I still encountered a lot of troubles in actual operation. I had to work out how to write the product descriptions and set the 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 spent most of my time replying to the inquiries in detail, I found that there were few replies from potential customers, and the replies were not very detailed. In fact, we can see from those replies that they did not want to buy. It may be just to accumulate some quotations, or to compare with quotations from other suppliers. The quotations in this quarter are basically useless. In the second quarter, the product may be relatively complete and the description is in place. Slowly, some inquiries with higher gold content will come. Among those numerous inquiries, you can't know which ones are effective. Only when each inquiry is taken seriously to guide potential customers, they will be interested in your reply and topic step by step, and then they will use their precious time to start answering your questions day by day in their busy schedule.

In fact, as long as most of the inquiries are high in gold content, customers must be welcomed to visit the factory in China, so the chances of getting orders are higher. At the same time, there is also a situation that guests need more equipment and a large amount of money, so they come to China to visit several factories, and we have to stand out from them and let them choose the equipment we produce. There are many factors that affect the success of the sale, price factors, communication factors 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 should seize them every time.

In the third quarter, I basically made documents in Documentary. In fact, these are not difficult on the surface, but they are all meticulous work. As long as one place is wrong, customers can't clear it. Let's just say that if the documents are consistent, the company must use the right ones. If the packing list, commercial invoice and certificate of origin are not used by the same company, then something will go wrong. This is just one example.

In the fourth quarter, fortunately, I received an order in early November. I originally planned to resign this year, and I will do what I looked like in April next year. If I can't do it, I will resign.

Because I know that the shortest time to follow a single one is about three months. Re-make a sales plan for yourself, the most indispensable of which is perseverance and diligence, as well as a firm belief. I always hint that there will be a self-list, it's just a matter of time. Although paying doesn't have to be a big reward, paying must be rewarded. There is no automatic pie in the sky. Only by striving for yourself can you have a chance to succeed. Success always favors a prepared mind, so as a salesman, you should always be prepared to deal with the unknown.

This year is coming to an end. I have been disappointed and grateful during 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 fortunate. The shortcomings are that some technical problems can't be answered clearly for customers, because they can't be understood until they understand the principles, such as the principles of those pipelines, the pipes through which water flows in and out, which pipes are used to recover concentrated water, which switches are turned on to wash the membrane, which valves are turned on to wash the pretreatment tanks, and what functions are they. When customers ask these questions, they realize that it is far from enough to understand the basic process. We haven't sold a production line machine yet, so the details involved in it should be technical problems, so no matter what industry we are engaged in, learning is endless. 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 basically have nothing to learn and self-examine there, but I still have a goal for next year. Thinking about moving towards that goal, it has always been my goal to sell equipment for a pure water production line, and I hope it can be realized in the first quarter of next year.

In addition, there are still some dissatisfaction with the company's system. I hope the company can follow my recommendation as follows. First, I don't think the company can deduct 15% of our commission plus basic salary every month. 5% is understandable, and the part deducted every year should be liquidated to us at the end of the year. Second, the tax refund will be sent to us when the tax refund comes down. Third, sell products on the basis of price list.

2. Personal annual work summary of foreign trade salesmen

With the approach of the New Year bell, we reluctantly bid farewell to the year of 2xx and warmly ushered in the year of 2xx full of expectations. At the end of this year, the work done in the nine months since I came to the company is reported as follows:

1. 91 containers of 1P cylinders, 1P rainbows and 6P * * have been exported to the United States, 14p rainbows of 14 pallets have been exported to Japan, 6p and 1P rainbows of 1 pallets have been exported to Taiwan Province, and 2,4 sets of cylinders and 6p sets have been completed.

Mainly responsible for

1. After signing the contract, urge the customer to open the letter of credit, and review it after receiving it. If there are any problems, notify them to make timely amendments.

2. Contact the cargo loan for chartering and booking the shipping space according to the established shipping plan and relevant requirements.

3. After confirming the relevant shipping information with the customer, sort out the documents and handle the wooden pallet fumigation. And prepare a fumigation certificate.

4. Coordinate the production department and arrange trailer delivery according to different packaging requirements of customers.

5. Calculate the relevant export data, make documents, and entrust the export customs declaration.

6. according to the requirements of the letter of credit, make and prepare the corresponding export documents, go to the bank to handle documents against presentation for negotiation, and sometimes handle bills of exchange.

7. Register relevant export materials and bring packing pictures, box seal number, ship name and voyage data every week according to customer's requirements.

8. Organize and file the data, and check the account status of each payment with the bank at any time. And bring the monthly export information to the finance department.

This work is tedious and has a high repetition rate (almost once a week since July), which takes up nearly 8% of the energy.

Due to short working hours and lack of experience, I also made many mistakes:

1. The trailer was booked late, which caused colleagues and workers to work overtime to load containers.

2. The cooperation and coordination with the workshop and other departments are not good enough. There was an error in the packaging method of wrapping film when typing, and the inspection was not done well.

3, the workshop is not timely to work overtime, and is often called by my uncle.

Through this period of hard work, my personal patience, carefulness and reasonable arrangement of work have been exercised, and I have learned to find order in the busy time and hope in the crisis.

2. Daily email contact with customers.

It is mainly responsible for contacting BESTSELECTION

Company of South Korea with detailed information about the goods exported to the United States, which is generally confirmed by mail. Including the packaging, settlement, delivery date, product quality, dry humidity of wooden pallets, Frankfurt booth, new samples and changes in related products, and so on, most of which are assisted by Mr. Wang.

During the period, I made few mistakes due to my business experience: I contacted American customers directly in an emergency and misunderstood the meaning of Korea. As a result, it caused misunderstanding to customers and trouble to Mr. Wang.

Through this work, I have greatly improved my English writing and speaking, and learned a lot of communication skills and business knowledge with customers. However, it is far from the standard of a successful international trade salesman. In the future work, we will pay more attention to it and improve it.

Third, develop new products and prepare samples for customers.

Communicate the negotiation results between Mr. Wang and customers (sometimes in attendance and recorded), product requirements, changes and other information to the purchasing and production departments, and be responsible for supervising and reporting the work progress to the leaders at any time. Prepare samples and send them to the United States or South Korea according to mutual consultation and customer requirements. Bring pictures, quotations, etc. to customers according to different requirements, and confirm them repeatedly by email. Assist in sales for B. Arrange inventory samples and quote; Give it to B. S, prepare new samples brought back from Japan; Prepare American exhibition samples and quote for MORRIS.

Through the contact with this business, I have a better understanding of the company's products, but there is still a long way to go. This is a big defect for salesmen. I hope the company can organize regular study and training for new employees in the future, so as to work more smoothly.

IV. Ordering remote control lead cores with HANKOOKSHARP of Korea

Urging GOODFELA to produce and deliver as soon as possible; Book the fine space of EMICRO, and contact with the quality problems after receiving the goods. As the task of exporting American goods increased, it was later transferred to Xiao Bi.

5. Handle daily work and obey the arrangement of company leaders.

Contact the renovation of Frankfurt booth and the handling of invitation letter; Prepare materials for the leaders to handle the relocation permit; Make good contact with motorcade, fumigation, cargo loan, customs broker, express delivery, etc. and settle expenses with them regularly; Obey the daily work arranged by the leaders; Assist the administration department to formulate departmental responsibilities; Contact copier maintenance, computer maintenance and other daily work.

Generally speaking, all the tasks assigned by the leaders have been successfully completed.

Looking forward to 2xx, I will treat every business more vigorously and seriously, and strive for winning opportunities to seek more customers, win more orders and improve the work of the import and export department. I firmly believe that I will complete new tasks and meet new challenges.

3. Summary of foreign trade salesman's personal annual work

In a blink of an eye, 2xx will wave goodbye to us. In this cold winter, I don't feel too much emotion or surprise when I look back on the road I have traveled and the things I have experienced in the past year, but I have gained a calm, calm attitude and coping ability.

There have been failures and successes during this period. Unfortunately, there are not many stable customers, and there are not many stable customers. Thankfully, customer resources began to accumulate, the efficiency of handling orders was improved, and their own business knowledge and ability were improved. First of all, we have to thank the company for providing us with such good working conditions and living environment, and the experienced superiors give us guidance and take us forward; Their actual combat experience has benefited us all our lives. What we have learned from them is not only the method 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, and it took the manager two to three months to get familiar with the product knowledge, develop new customers and negotiate with customers to reach an order. After the company allocated alibaba account, the customer resources began to accumulate, and unconsciously, more than half a year passed quickly. During this time, I changed from a newcomer who knew nothing about product knowledge to a professional salesman who could operate the business independently, completed the role transformation of my profession and adapted to this job. The performance is nothing outstanding. The following is a summary of the work in the past year:

1. Business ability

1. Be 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 focus on, and when my colleagues meet customers from different regions and countries, I also know how to recommend their needs and better sell myself and products. Of course, this is far from enough. We should learn, accumulate, keep pace with the times, understand the industry dynamics, and the price fluctuates. The key point 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. Understand the market.

It is necessary to know not only the target market, but also the competitors. You must never sit by and watch the sky, not knowing what's going on in the world. Because the constant in the world is "change", we should make corresponding strategies according to the changes in the market, so as to win in the fierce competition. Only by knowing competitors' products and price information can we know the advantages of our products. In addition to observing and understanding accidents by yourself, you need to establish a good relationship with customers. Because the same customer may receive quotations from many companies, if the relationship is good, the guests will take the initiative to tell competitors' quotation information and product characteristics. In this process, we should make full use of our own product advantages and material characteristics, analyze each other's quotations, and emphasize the advantages of our products, which is more conducive to welcoming customers.

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 about business with professional business people. Because business people are professional, they are negotiating.