Chapter 1: Report on foreign trade.
I came to work in the Foreign Economic Cooperation Bureau on April 18 last year during the institutional reform. In the past year's work, under the correct leadership of the Municipal Party Committee and the Municipal Government, the members of the Bureau Party Group conscientiously implemented the spirit of the second plenary (enlarged) meeting of the Ninth Municipal Party Committee, emancipated their minds, pioneered and innovated, forged ahead, closely focused on the grand goal of building a strong economic city, United and led the overall cadres, and successfully completed all the objectives and tasks assigned by the Municipal Party Committee and the Municipal Government. The actual use of foreign capital in the whole year was 71438,400 USD. The total import and export volume was US$ 343.69 million, of which US$ 239.28 million was exported, up 23% year-on-year, ranking second in the autonomous region. Strive for foreign economic and trade development funds and export subsidies for enterprises154.68 million yuan; Mandula Port Victory Switch; Successfully completed institutional reforms and so on. In a word, great progress has been made in all the work. At present, the overall work enthusiasm is high, the leading group is United and pragmatic, and an unprecedented good situation has emerged.
When I arrived, the main leaders of the bureau were studying in Inner Mongolia, and I presided over the work until mid-July. At the same time, he is in charge of the bureau office (supervision room), the foreign trade and economic cooperation office, the port office of the municipal government and the office affairs center. Below, I will make a simple summary of my work in the Bureau of Foreign Economic Cooperation:
First, ideological and political quality.
I have been trained and educated by the party for many years, especially after I took up leadership positions. I can conscientiously implement the party's line, principles and policies, have a strong theoretical and policy level, have a global concept, and are very concerned about national affairs and the development of our city on weekdays. After the Second National Committee of the Ninth Municipal Party Committee, the new Municipal Party Committee focused its work on fully promoting the construction of a strong economic city. I feel very excited and think that Baotou has great potential. The fact of one year has proved that the work of the municipal party Committee has grasped the root. As a cadre of functional departments, we should closely focus on the central work of the municipal party Committee and the work objectives of our bureau, and do our jobs in a down-to-earth and serious manner. Be able to adhere to principles and act in accordance with the law. The foreign-related complaints I am responsible for are more difficult. Last year, five Sino-foreign joint ventures, including Dahua Food Company, Dahua Ceramics Company and Wang Defu Knitwear Company, had disputes. After the foreign investors complained, I went to the enterprise to understand the situation and listen to opinions.
The two sides reported that they have hosted coordination meetings for many times and put forward solutions, which not only safeguarded the rights and interests of both Chinese and foreign joint ventures, but also solved the problems according to law. I can unite comrades in my work and take the lead in caring for the masses. During the construction of Mandula Port, the conditions were very difficult. I live and eat together with my comrades in arms. Because of the particularity of my work, I often can't eat normally. Thanks to our leading role, the comrades in the construction and supervision units were deeply encouraged and ensured the smooth progress of the work.
Second, organize and lead.
I have strong organizational and leadership skills. In last year's work, it was mainly manifested in the following aspects: 1. In the first two months, I presided over the daily work, which coincided with the official start of port construction and reception work, and there was still a lot of overall normal work to be done, which was more complicated. Comrade Xu Wensheng comes back every week to listen to the report and make arrangements, and I am mainly responsible for the implementation. As I am responsible for attracting investment, I am mainly responsible for receiving foreign businessmen's arrangements and economic and trade negotiations. Since May, our bureau has received more than 20 domestic and overseas delegations, mainly including Taiwanese businessmen, Hong Kong businessmen, Malaysian and Singaporean chambers of commerce, and Korean chambers of commerce. Hosted more than 20 expositions. From the reception plan to the arrangement of economic and trade fairs and sightseeing tours, I am almost responsible for the implementation, and the organization work is thoughtful and meticulous, orderly and fruitful. City leaders and guests are very satisfied, which has played a role in promoting Baotou, making friends and attracting investment. Last year, I devoted my greatest energy to the construction of Mandula Port. After the official arrival in late April, preparations began. On May 3rd, surveyors were sent to Mandula to survey the topographic map of the port, and the planning scheme of the first phase of the port project was put forward in the same month. I went to the customs, inspection and quarantine, border inspection and other institutions for advice and revised them repeatedly. By June, the construction plan was basically determined. This scheme not only reflects the intention of the municipal party committee and the municipal government to build Mandula Port into a first-class land port, but also meets the requirements of the switch in that year, leaving room for development. Approved by the municipal government, construction officially started in mid-July.
Because the construction of Mandula Port was not included in the fiscal budget of that year, and the planning and construction scheme was ahead of schedule and large in scale, the funding gap was quite large. After the project started, I actively declared funds to the government.
Chapter II: Year-end Summary Report of Foreign Trade Salesmen
I. Operational capacity
1. Familiar with the company and products. Many salesmen are eager to find customers every day, but the effect is not great, because they don't know the company and products, don't know where the target market is, or they don't know when customers ask some professional questions about the company and products. In fact, as long as 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. This includes two aspects, one is the understanding of the target market, and the other is the understanding of 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.
3. Business Skills Many customers like to talk business with professional business people. Because the business personnel are more professional, many problems can be solved in the negotiation, and customers are willing to hand over the orders to professional salesmen. Of course, business skills are also cultivated through long-term practice, and in my own three years of foreign trade experience, what I learned is "consultative selling skills". Everything starts from the needs of customers. On the phone, in the mail, or during the visit, you should keep asking questions and get to know the needs of customers from their answers, which will get twice the result with half the effort. For example, if customers want to buy high-quality products, you can choose good ones. Doing business can actually be simplified as "understanding or stimulating needs and then meeting them".
Two. Personal qualities and abilities
1. Honest people are most afraid of "profiteers" when doing business, so customers like to make friends and do business with honest people.
2. Enthusiasm As long as you have enthusiasm for your career, you can concentrate on your energy, especially foreign trade, because foreign trade is a long process.
3. Patience 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, there must be a rainbow.
4. Self-confidence is the most important. In foreign trade, the average company has hundreds of customers, but only a few 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 in order to do business better.
Chapter III: 20 14 Summary of Foreign Trade Salesman's Work
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 active 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. So I felt a lot of pressure as soon as I took 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 spare some time to study. At home, children often fall asleep, which is my most practical learning opportunity. After a long time, the children asked me: Is mom going to college again? In order to understand a concept at work, I have to ask a few more questions. 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 content. 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 quite common, and several people in our foreign trade group are used to putting forward terms in the letter of credit that they are not sure about.
To learn from each other, we are inexperienced, and it is common to look up relevant books and consult banks. In, I handled the letter of credit of 65,438+06, and found that some clauses were not conducive to our safe settlement of foreign exchange during my own examination. Every time, I insist that foreign businessmen amend the letter of credit. Although it is a particularly troublesome job 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 never giving up 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 and delivery time we make are different from the credit requirements, we can't guarantee the full payment in time. The role and importance of documents can be imagined. Therefore, the production of documents is also the content that I focus on learning and grasping in my work. At first, because of the unfamiliar business, the more anxious I am, the more I can't grasp the key points, and I often make mistakes. I really feel bad when a lot of documents that I worked so hard to work overtime were picked out by the bank and returned for redo. I remember a time when a medium-sized board of directors submitted documents in a contract. 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 before the documents are delivered. At this time, I could only take all the documents and hand them over to the auditors at the bank. It was not until the bank was about to close that the documents were finally sent out. In order to seize the time, 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 2008, I made a set of documents, each with dozens of pages of documents and countless data, and recovered hundreds of thousands of payment 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, do your best to do things seriously and strive to create more benefits for the company. After that, considering the division of business, the head office can only seek development in markets other than Shougang, and can only organize export resources through external mining. This way is very difficult for a company with the title of Shougang, because foreign businessmen know that you belong to Shougang and they want to get Shougang products from you. Large iron and steel enterprises have the power and ability to operate foreign trade, but we can't get stable export resources, which is not good for us.
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