Article 1 of the summary report on the working mode of international trade, I took up a foreign trade post in Xingang at the beginning of XX. In the past year, I studied and worked, and personally experienced the hardships, development and progress of the foreign trade work of Xingang Trade Union.
Compared with other businesses in Xingang, our foreign trade business is still very weak, with five people. In XX, we completed 44,890 tons of export trade. More than 60% of them are exported after purchasing from manufacturers other than Shougang. Although this figure is not big, we have made great efforts, which is eight times that of XX. The foreign trade profit of more than 3.3 million yuan in the whole year not only exceeded the planned tasks of the whole year, but also showed that the foreign trade business of Xinganglian had indeed made great progress in the past year.
Looking back on our work and achievements in the past year, our comrades engaged in foreign trade deeply realized that we grew up under the personal care and guidance of the leaders of Xingang United Company and made progress with the help and cooperation of colleagues in various departments. Entrusted by other comrades in the foreign trade group, I thank all the leaders and colleagues on their behalf.
Below I will report to you from two aspects my harvest and experience in this brand-new job of foreign trade in the past year.
First, overcome difficulties, learn and explore at work, and make a successful leap from domestic trade to foreign trade.
I'm not a foreign trade major. When I first transferred to foreign trade, I thought I had the foundation to engage in domestic trade business, and foreign trade business would not be difficult. I didn't expect to feel completely different once I joined the work. Besides foreign languages, professional knowledge is more important. In fact, international trade consists of several parts, such as trade negotiation, signing and examining certificates, preparing goods and booking warehouses, making documents and settling foreign exchange, and each part has strong professionalism. Therefore, I feel a lot of pressure as soon as I take office. You know, if you want to be competent for this job, the first task is to study. However, due to our lack of manpower and tasks, it is impossible to study before going to work. We can only work with a book in one hand. So in XX years, I spent most of my spare time on strengthening foreign languages and learning foreign trade expertise. From the beginning, I made a firm study plan for myself. No matter how busy I am at work and how many chores I have, I must take time out to study. At home, children often fall asleep, which is my most practical learning opportunity. After a long time, the child asked me: My mother went to college again. In order to understand a concept at work, I want to ask more why. When I encounter problems in my work, experienced comrades will help me solve them. I will carefully write them down in my notebook and find time to digest them after work and gradually improve them. Apply what you have learned, increase your knowledge, develop your skills, improve your skills, and increase your self-confidence in your work.
For example, the certificate examination in foreign trade business is a very important information. If there is a problem that we can't find in time, it will directly lead to the risk of our company's settlement of foreign exchange. Therefore, in order to protect their own interests, users often try to avoid the ball. Every letter of credit we receive will have some special requirements put forward by the issuing bank or the applicant, and these requirements hide unfavorable terms for us. This kind of situation is more common, and several people in our foreign trade group will be used to discussing the terms in the letter of credit that they are not sure about. When you are inexperienced, it is common to look up relevant books and consult banks. I handled 16 letters of credit in XX. In my own audit process, I found that some clauses are not conducive to our safe settlement of foreign exchange. Every time, I insist that foreign businessmen amend the letter of credit. Although it is very troublesome to ask foreign businessmen to amend the letter of credit, sometimes foreign businessmen will insist on their own interests and even get angry with us rudely, but for the benefit of the company, I will adhere to the principle of not letting go in patient negotiations. During the review, it was found that more than 40 letters of credit in 16 were not conducive to our company's settlement of foreign exchange. I insisted on arguing until the amendment of the letter of credit met our requirements, thus ensuring the normal recovery of funds.
The performance of foreign trade contracts is based on the exchange of documents, which professionals usually call the sale of documents. If the documents we made are different from the time of presentation, we can't guarantee the full payment in time. The role and importance of the documents can be imagined. Therefore, the production of documents is also the information that I focus on learning and mastering in my work. I am not familiar with the business at first, and the more anxious I am, the less I can grasp the key points, and I often make mistakes. I really don't like it when a lot of documents that I worked so hard to work overtime were picked out by the bank and returned to be redone. I remember a time when a medium-sized board contract was delivered. Because foreign businessmen require multiple contracts to be cross-delivered, and multiple sets of documents are negotiated under one letter of credit, after repeated adjustments, there is only one day left to deliver the documents. At this time, I can only hand over all the documents to the auditors at the bank, and the documents are finally sent out until the bank is about to close. In order to seize the opportunity, the bank staff stayed with me all day hungry.
After nearly half a year's practice accumulation and continuous exploration, in the second half of the year, it is not a big problem for me to do the document work. In XX, I made 45 sets of documents, each with dozens of pages and countless data, and recovered more than 7.6 million US dollars in full and on time. In the process of making documents, I realized that I need not only skilled professional knowledge and clear mind, but also a high sense of responsibility for my work.
Second, try to do things carefully and create more benefits for the company.
After April XX, the head office decided that the export business of Xingang could only seek development in markets other than Shougang, and the export resources could only be organized by outsourcing. This way is very difficult for our Shougang company. Just because foreign businessmen know that you belong to Shougang, they expect to get Shougang products from you. Large iron and steel enterprises have the motivation and potential for foreign trade, but we can't get stable export resources, which is not good for us.
The characteristic of Xingang United Company is to turn disadvantages into advantages and forge a road of self-development by its own efforts.
With your help, I bought 965 tons of European standard round steel from Jiangyin Xicheng Steel Plant, 2,447 tons of American standard flat steel from Jiangsu Liyang Flat Steel Plant and 2,423 tons of European standard round steel from Baotou Steel. Exported to Mexico and Europe respectively. In addition, Shougang exported medium plate 13308 tons in the first half of the year. In XX years, I handled steel exports totaling 19 143 tons. These achievements can not be achieved without my unremitting efforts and meticulous efforts.
June+10 in 5438, I purchased 2423 tons of round steel from Friendship Rolling Mill of Baotou Steel, which was very impressive.
At that time, our company signed a 2500-ton round steel purchase contract with Friendship Rolling Mill of Baotou Steel. It is precisely because the goods need to be delivered before the national tax rebate adjustment, so we require him to deliver all round steel to Tianjin Port before165438+1October 30, which is in line with the shipping conditions.
Therefore, this batch of round steel is exported to Europe for the first time, and there are special requirements in terms of outer packaging, listing and material certification. It is very important to ensure the quality and performance of products. Although we had a clear agreement in the purchase contract with Baotou Steel, Baotou Steel also made a quick catch-up, and finally shipped the goods we needed to Tianjin Port on February 4, 65438, but the freight forwarder found many minor problems that did not conform to the contract when handling the goods, such as irregular packaging and color painting. It is Friday's closing time after receiving the forwarding information, but if you don't go to the site for inspection, there may be problems, leading to foreign claims. If it is not handled in time, the delivery date may be missed, resulting in tax refund losses. Considering this, I had to leave my children with my sick mother-in-law and rush to Tianjin Port on Saturday morning to sort the goods with the freight forwarder according to the details of the factory. I repeatedly communicated with the factory to confirm the problem, and finally got the understanding and support of the factory. The problem was solved quickly, ensuring that the goods had the customs declaration conditions before 12 14.
Through the work summary of XX years, I do have a lot of feelings and experiences, but what impressed me the most is that I am very lucky. Although I have suffered a lot in foreign trade, I have a group of people who are concerned by leaders, supported by colleagues and promoted by old comrades. I learned a lot from it. The most outstanding experience is: compared with Shougang International Trade and other professional foreign trade companies, Xinganglian's foreign trade does face many difficulties, but we firmly believe that as long as we work together, this? Difficult? Words will also create a foreign trade team that can bear hardships and dare to fight hard. If you dare to overcome difficulties, you can start a foreign trade enterprise with the characteristics of the New Steel Association.
XX is a crucial year for our company's foreign trade business. We should sum up XX's experience, focus on product development and market expansion, and work hard for the company's foreign trade with greater enthusiasm on the basis of initial success in team building.
Model essay 2, the summary report of international trade work, flashed by, and it has been half a year since I came to the company unconsciously, and the Spring Festival is coming soon. I remember when I first came here, I was both excited and worried because of my inexperience. I originally came with the mentality of learning and exercising. After half a year, I feel that I have learned a lot, made a lot of progress, and had a brand-new experience in life and work. Although there is no great contribution, it has experienced an extraordinary test. Here, of course, first of all, I am very grateful to the company for giving me this opportunity to keep learning, making progress and slowly improving my quality at work. At the same time, I am also very grateful for your help at this moment.
After leaving school and stepping into social work, I found that everything was much more standardized than when I was at school. Go to work on time every day and sit in front of the computer all day. At this moment, salesmen can't live without computers. At first, he was a little uncomfortable, but gradually his state was adjusted. First of all, let's sum up my work in the past six months. In the past six months, I have mainly done the following things. The most important thing is of course to be responsible for online publishing. I remember I didn't know how to publish it when I first came here. After this moment's publication, I gradually gained new experience and knew how to improve the exposure of the company's products. Of course, we will update our company's product information in time every day and publish some new products to the website from time to time to enrich our product information. After half a year, although there are no substantial customers, we will also receive some inquiries on some free websites, which shows that our efforts have not been in vain. So we will continue to vigorously maintain these b2b websites in the future. The second is the understanding of the product. I remember that when I first came, I often went down to the production workshop to learn about the equipment. To this end, the supervisor also wants us to have a general understanding of the products as soon as possible, so that we can learn about one piece of equipment every week and communicate with each other. At this moment, I have a comprehensive understanding of the company's main products. Of course, we know that this is not enough. I will try my best to know more products in the future, and the personality is from other manufacturers. Besides, I usually handle some inquiries. The supervisor will assign some inquiries received on Alibaba's website to me for handling. Of course, I will handle and reply to letters in time, but most of them are
No news, maybe most people have experienced the same thing. Many letters sent have not been answered, and even if some of them are quoted, the possibility of final transaction is slim. Even so, we should reply to every inquiry in time to leave a good impression on our customers. It is said that being a salesman requires patience and perseverance, which is probably where the body is at the moment. Half a year has passed, although I haven't received the list yet, I have a necessary understanding of the foreign trade (domestic trade) process as a whole. Customer consultation? Quote? Get the order and sign the contract? Ordering and serving meals within the company? Production equipment in the production department? Delivery? Debugging? After-sales service, every link is very important.
Of course, after half a year, there is also something worrying, that is, the overall system of the company is rather chaotic. Having a basic understanding of the company's workflow and the company's development direction, let me understand that work is not a person's business, and the power of unity is great. The main departments of the company are the sales department and the production department. The cooperation between these two departments is very important. If the two departments are out of touch, nothing can be done. We know that only when the sales department receives the list can the production department have a job to do. At the same time, only the production department can hand over the equipment on time, which will bring the next cooperation. In fact, as a company, the first business is talent, the second is integrity, and then the product. The moment I came to Haute was neither long nor short. However, many things have happened in the past six months. The locksmiths downstairs have changed batch after batch, including warehouse management and technicians. The frequent turnover of personnel may be due to the lack of sense of belonging of employees. Also, take the new product shoe cover machine as an example. Since the product was launched, it has been full of twists and turns. If it can't be delivered on time, customers come many times but can't see the equipment that can work normally. It is said that closing is not the end of sales work, but the beginning of the next sales activity. But our current situation is that we have lost one customer after another. In the final analysis, the reason lies in honesty. We know that honesty is the concept of company management. It is not so much a product as a business integrity. Every company relies on honesty to maintain its existing customer base and expand its influence. In addition, the quality of products is also very important. Only when the exported equipment is of high quality will customers trust it.
Therefore, we must control the product quality in the future.
At this moment in the company, I also personally thank you for your concern and help. Of course, the supervisor wants to thank me personally. I remember when I first came here, I really didn't understand a lot of things. It is said that newcomers need someone to take care of them. I may be the lucky one, just because of the experienced supervisor. I remember I didn't know anything at first, I didn't know how to send and receive faxes, I didn't know how to publish information on b2b, and I didn't know how to reply some inquiry letters correctly. At this moment, under the careful guidance of my tutor, I really learned a lot. And everyone will teach me some principles of being a man and doing things, which I can't learn at school. Of course, there is still a long way to go and a lot to learn. I will continue to learn from you.
Finally, I hope that in the new year, both companies and individuals can meet new challenges with a brand-new look, and all employees of the company can work together in Qixin in Qi Xin to make our company go better and further.
Summary report on international trade. I worked in foreign trade for two months and proposed it to the boss of a foreign trade company. To quote is to die. Can't you quote? ; ? We have the right to import and export and can sell anything. And other issues, the following work summary is made.
The following is a summary of several major problems in developing business through the Internet:
Because the internet is a virtual space for conversation and understanding, the key issue is to reach mutual trust and mutual benefit with customers before doing business. Pay attention to the following aspects:
1。 Company's product and price positioning:
Answer: 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 domestic similar products (high school, low school), the price difference between their own products and the market, how to achieve the correctness of the quotation, so that customers can understand the company's main products and their advantages and core competitiveness.
B. Quotation
The company brought a product price list based on the required quantity.
The data in this quotation is a part of the enterprise development strategy. It is precisely 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; Good things can't be sold cheaply, and ordinary products can't be quoted high. It is precisely because customers often determine your honesty from your quotation, and at the same time determine 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.
2。 What is the confidence and credibility of the company (including salesmen) to customers?
This is the most important factor for online customers, that is, the strength of your company, the competitiveness of products, the confidence and credibility of company services are two-way.
Solution: third-party authentication (such as paying members); Rich websites and products; The accurate and quick service of the shop assistant. (Good communication skills with customers)
What do customers want to know most:
1) Have you been making this product for a long time?
2) How much do you know about the product?
3) What is your personality?
4) Of course, whether the price is competitive is an indispensable condition.
To achieve the above four points, you must do a lot of data search, collection and comparison, and in this process, you should pay close attention to learning the professional knowledge of such products. Otherwise, customers will worry about you. Only you can clearly explain this kind of products, where are the key technologies, how to control the quality, why the price positioning is like this, and how the raw materials are. . . . . Customers will rest assured that they will trust you. Gain the trust of customers-very important!
There are several problems that customers care about, and communication is not smooth. There is no following. For example, product specifications, technical parameters, standards reached, price, quantity to be ordered, what brand to make, whether the brand is influential in the local area, which companies have done business with, and have you been doing foreign trade for a long time? 3。 What is your business language and skills (whether there is misunderstanding or ambiguity, and the quality of business personnel)
Respond to any information from customers in time; You can't simply ask and answer the customer's reply, you should be as comprehensive and thoughtful as possible, but you must not? Vilti. The language in the email should be professional and targeted, or you will lose the opportunity to continue the conversation.
If you want to be alone, you need to make friends and exchange valuable information and opinions first. Most customers have their own stable suppliers. To make a single order, you should not follow it too fast, but follow it steadily.
Generally speaking, win customers from the following aspects:
1, do a good job in quality marketing.
2. establish? Customer first? Service consciousness.
3. Strengthen communication with customers.
4. Increase the commercial value of customers. This requires enterprises to improve the total value of products on the one hand by improving products, services, personnel and image; On the other hand, by improving the service and promoting the network system, customers can reduce the consumption of time, physical strength and energy when purchasing products, thus reducing monetary and non-monetary costs. Thus affecting customer satisfaction and the possibility of in-depth cooperation between the two parties.
5. Establish a good customer relationship.
6. Make innovations.
Looking for customer channels, the business is diversified.