Summary of the work of the business department in 2020 (1) Looking back on the past year, under the leadership of Mr. Wang, the general manager of the company, and with the joint efforts of all my colleagues in the company, our department achieved the annual sales target. Adhere to the important guiding ideology of stabilizing exports, expanding domestic sales, promoting brands and developing stores, take the improvement and standardization of departmental workflow and the stability of personnel composition as the development goal, take the training of new and old successors as the starting point, and combine the actual situation of the department to overcome the difficulties existing in the work and achieve certain sales profits.
I. Basic information of the department
Since its establishment, the business department has been striving to update, strengthen, have more advantages, lower risks and more trade settlement methods for international business. By the end of 20xx, the business scope has been gradually expanded, and our finished products have been directly exported to xx, xxx, xx, xx and other countries and regions, which has accumulated valuable experience for further entering the international market. At the same time, the company's deputy general manager also gave great support to our department and went abroad for face-to-face business negotiations with foreign businessmen. And guide and standardize the company's sales from the original single customer to the diversified development of customers, with export to earn foreign exchange and seize the international market as the marketing concept. The flexible and changeable management mode makes the performance of our department improve steadily.
Second, take innovative thinking as the guide to enhance the team's business competitiveness.
As a business department, if we want to have more room for development and expansion, we must come up with newer and more effective working methods. To innovate, we must innovate independently and keep up with the innovative business philosophy of the company's overall operation.
After studying the "90 sales system", the general manager led our department to expand its business steadily. And give help to everyone in this department. Combined with the efforts of the workers in this department, everyone's growth is very remarkable and there are gratifying achievements. Foreign trade work is more like a stage than a battlefield. Priority attaches great importance to the autonomy of business personnel. And this is also a problem that our department has been trying to improve and develop in the later stage.
Third, continue to establish and improve various rules and regulations, and strive to make management and work rule-based.
Perfect and reasonable rules and regulations are the foundation and guarantee of daily work. On the basis of constantly summing up previous work experience, our department will continue to establish and improve various systems. In 20xx, our department will implement a standardized management system on the one hand, and ensure the level and standardization of working procedures on the other. And earnestly put the responsibility on people, and put an end to passive work behaviors such as interdependence and mutual shirking.
Fourth, strengthen leadership and pay attention to teamwork.
First, constantly enrich and strive to strengthen team building. The overall operability of team members can fully explain the overall business level of this team.
Second, do a good job of department leading. The leading role of department heads can make team work play an unparalleled role. Foreign trade business, in particular, is not only an operation combination with relatively long cycle, relatively complex requirements and relatively large business volume, but also has very strict requirements for the connection of all links. Therefore, as the head of the department, you should be duty-bound to play the role of infiltration and guidance in your work.
Third, the backbone of membership work. Establish contacts between colleagues, communicate frequently, and maintain a friendly, harmonious and healthy atmosphere to exercise and improve themselves. For the growth of the company, for their own growth to make their own contributions.
In order to cope with the new situation of 20021,our department plans to strengthen the management and business development of 20021from the following aspects:
1. Strengthen the training of new employees, respond positively, study hard, and pay equal attention to management and guidance.
2. Strengthen the order cost accounting, and grasp the profitability and processing cost of the order from the quotation.
3. Strengthen the understanding of the order. When placing an order, know the situation of noodle accessories at the first time, when you can get started, where to produce it, how many people produce it, and how many days it takes to produce it.
4. Strictly implement the company's rules and regulations. On the one hand, strengthen the requirements for their own responsibilities, on the other hand, improve the requirements for each member, and clarify the specific management regulations of the company and departments. The third is to solve various problems in the form of morning meetings, evening parties and weekly meetings.
Over the past year, under the supervision of the company leaders and the efforts of every member of our department, in 2020, although we have achieved good results, we have also accumulated some good work experience. But there is still a certain gap compared with our requirements. Looking back on this year, there are still many unsatisfactory aspects. But we believe that this is a good start for a business job full of challenges and opportunities. We are determined and confident to take stabilizing exports, expanding domestic sales, upgrading brands and developing stores as our guiding ideology. Under the leadership of the company's chairman and general manager, with the help of colleagues and our own unremitting efforts, we are brave in innovation, diligent and enterprising, and strive to create a new situation in our work!
Annual work summary, business department, the second day of 2020, will wave goodbye to us in an instant. This year can't be judged simply by success or failure. In the past year, my personal quality and business ability have been greatly improved, and I have a deeper understanding and mastery of this industry. Treat people more generously and gently, and handle things more skillfully. Through coordination and communication with various departments, ensure the smooth progress of various affairs. There is no delay in providing information and samples, and there are no customer complaints caused by product quality and work errors. It is said that the salesman is a sandwich biscuit. How to play this role well is not an easy task, but also varies from person to person and from thing to thing.
I. Business ability
1, familiar with the company and products.
Being familiar with the company and its products is the beginning of joining the company and doing sales. Understand the industry, familiar with the knowledge of products in this industry, familiar with the company's operation mode, understand the market direction and product direction and product distribution of its own products, and understand the company's current main markets, main products and price trends. These points have been mastered and familiar in the workshop in the first two weeks of the company and for a period of time afterwards. At present, in addition to the main products of our company, such as iron shoes, multi-door cabinets, lockers and trolleys, there are many kinds of products mainly based on stamping parts, and the products corresponding to different customers are different. It is not easy for a person to master all the product series in a short time.
However, I must master the product series of the customers I handle and the product series that can be mainly introduced to the market. For example, my main customers are lawn mower accessories, straight pipes, lockers and trolleys. I am familiar with the technical requirements and basic requirements of these products. At present, our main market is concentrated in xx. It can be said that xx is our main market, which has not been fully developed yet. Compared with the nature and market form of our main products, xx, especially xx with truck transportation as the main force, should become our most potential market. Xx region also has a certain market potential, but due to the unstable market situation, we can't hold too much hope. At present, our efforts to develop the xx market are not strong enough.
2. Business skills
Having good business skills means having good communication and coordination skills, combining with the actual operation of the factory while meeting the requirements of customers, building a good communication bridge between customers and various departments of the factory, doing a good job of supervision and tracking, ensuring product quality, ensuring the timeliness of information provision, providing timely and accurate quotations, coordinating production to meet customer delivery, establishing good customer relations and enhancing customers' credibility with us. Old customers expand their product range and strive for more projects. Business negotiation, as a salesman, the salesman assumes the role of customer consultant, whose duty is to meet the customer's requirements, serve the customer well, stand in the customer's point of view, put yourself in the customer's shoes and start from the customer's needs, but at the same time, we should also judge whether the customer's requirements are reasonable, communicate with various departments to see if the customer's requirements are in line with our company's interests, and then deal with them blindly.
When customers visit, they should prepare relevant materials and meeting topics in advance. What questions and requirements do we have for our customers that need to be answered face to face? For the customer's question, we should consider the purpose of asking this question and then give an appropriate answer. Some key questions can only be answered if you ask your superiors. At the same time, judge the needs of customers from their conversations and telephone emails. The salesman's purpose is very simple, that is, to get the order, so when talking with customers, we should learn to check the information while eating, and understand the order situation and customers' cognition of us.
Secondly, it is to process orders. The process of order processing, seemingly simple, actually requires a lot of energy and skills. As the consultant of customers and the liaison officer of the factory, we must ensure that the products that customers need in the production department, whether in the sample development stage or the mass production stage, need to combine the customer's requirements with the actual operation of the factory, write the customer's requirements clearly, always care about the production progress, supervise the production, ensure timely delivery, and understand whether there are problems in the production process. When the goods are produced, it is necessary to check whether all parts and products can meet the customer's requirements, and whether there are obvious defects in appearance or product problems that affect the function. Communicate and correct problems in time. The products are in the factory, and any problems can be solved. Once the product goes 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.
In the process of doing business, various problems may arise, which is normal. There is no problem for the salesman to do. The key lies in what kind of mentality to deal with and solve. I think one thing is crucial. Never mind what others say, as long as they can do your job well, ensure product quality, ensure delivery and ensure customer satisfaction, that's enough. Don't complain when you encounter problems, think about how to solve them.
Second, personal quality and ability.
Being a man in advance, good quality is not only innate, but also closely related to shaping. Honesty, enthusiasm, self-confidence and adaptability are very important for a salesman, and I have got good exercise and practice in the past year.
1, honesty
It is the basis of maintaining a good long-term customer relationship. No one wants to do business with a person with poor credibility, but it is necessary to be honest with customers to some extent, and so is the factory. This problem is mainly manifested in the delivery date, for example, the customer requires that the goods in X month must arrive on the ship in xx and X month, and the order release date is xx and xx days. For the above time, how to tell the factory to urge them to deliver on time and how to give the factory a certain amount of time and space on the customer's side requires the salesman to grasp the degree of integrity. In addition, honesty also means taking responsibility, taking responsibility and not shirking responsibility.
The year 2020 is coming to a successful conclusion, which is a turning point in my life. From a student to a social person, I started my dream-chasing career in a competitive era full of opportunities and challenges. Looking back on these three months from a new starting point, I am quite touched. Now let me sum up my feelings and work experience since I started working.
Beginner post
I graduated from X this year and came to xx as soon as I left school. Before I left school, I was still confused. I don't know what to do, and I haven't found a clear position for myself. I know that I am not the kind of person who lives in poverty and enjoys happiness. I want to set goals for myself and work hard. Because before graduation, I also had two jobs, one was shopping guide and the other was business reception, but I couldn't continue to do it for various reasons.
I was lucky enough to enter the big family of xxx until X. With the help of company leaders and colleagues, my knowledge of knowing products, being familiar with products and promoting products has been greatly improved. Here I want to thank my leaders and colleagues for their help.
As a newcomer in the foreign trade sales industry, I lack practical experience and know nothing about the operation of xxx international promotion platform except the knowledge of foreign trade English and international trade I learned at school. First of all, the first thing, I want to be familiar with the company's products. Because there are not many people in the company, I'm new here, and I'm devoted to my study with my dream passion. I want to learn all aspects of the company's product catalog from scratch, the characteristics, uses and market conditions of each product. A week later, I started to contact the background management of xxxx, and registered a producer's sub-account to be responsible for product release. International communication tools such as MSN, Skype, Trademanager, and Email subsequently became my daily necessities. In addition, I also created my own xxxx free website, where I practice product release, product promotion, product ranking, keyword search and application, AliExpress trading and so on. With the guidance and help of Miss Yi from the Ministry of Foreign Trade, I gradually mastered the skills of publishing product information and striving for ranking, and slowly started the product promotion work.
Familiar with business processes
In the process of getting in touch with international trade, I received many orders from customers through the free version of Alibaba platform (xxxx platform), but unfortunately they were all samples, and finally they were dropped because the actual payment method could not pass Alipay. At the beginning of X, after half a month of product familiarity and inquiry reply, a Swedish customer finally accepted our payment method and the transfer was successful. I made the first foreign trade order, although it was only a small order, but I learned a lot from it. After receiving the payment, according to the order, let the production arrange the production and contact the international freight express.
It's the first time for international express to contact DHL/UPS/FEDEX, but there is still a little episode. After contacting the freight, the goods arrived in Hong Kong, and the courier company said it was a remote area, adding a remote fee. Due to the small order, DHL freight calculation is too accurate, resulting in the goods being returned. We found a new freight company and changed it to xxxx. This delayed delivery for several days. However, after this lesson, I understand that the freight should be calculated according to the maximum value, and I would rather charge more. When contacting the courier, I want the forwarder to check whether the address is in a remote area.
Participate in the exhibition
10 In the middle of October, the company participated in the X th International Procurement Expo in xx, and the customers at the Expo were basically foreign. In the meantime, because there are fewer peers at the exhibition, there are not many people participating in the competition, which is our time to play. Several colleagues are promoting the company's products, distributing business cards and materials, and trying to attract more customers to see our exhibition hall. Communicating with foreign customers has become a skill again. In order to attract interested customers and let unintentional customers contact and understand our products, in the final analysis, it is to let the people who come never let go. In the communication with foreign customers, we also learned how to introduce our products to customers and how to explain and analyze the advantages of our products. After holding an exhibition, I sold a small batch of products temporarily, received many business cards from foreign customers and sent some of my own business cards. I hope to contact some interested customers in the future.
After the exhibition, it's time to analyze business cards and send and receive emails. Experienced colleagues, after receiving the business card, judge the customer's intention in time and contact the customer to visit the factory. Also made a measurement list. During this period, I learned to carefully judge the customer's intentions and understand the customer's needs, so as to meet the needs. Send and receive mail.
Sort out, analyze and recall the business cards at the exhibition, and send greetings to interested people. Before sending an email, product pricing is another very important thing. Since it is a factory, the product price has certain advantages. With this advantage, the price is not a big problem. Secondly, the price details, involving MOQ, FOB and so on. This is a test of product familiarity, and it is also important to know the quotation at a glance. We should make clear the price difference between the quotation of our products and the market situation, how to make the quotation correct, and let customers know the company's main products, their advantages and core competitiveness.
Summary of the work of the business department in 2020 (III) I think all the employees in the company are satisfied with our achievements this year, and I am no exception. I think if you want to score this year's performance, it will be 90 points. If we want to find a few keywords for this year, I think it should be busy, rewarding and growing. Now I'd like to share with you a summary of my work these days:
Busy, time flies, I still remember that we were in xxx, and I still remember that the new office began to be renovated. Now we have been in our new office for more than half a year. Since the signing of xx Mobile in early 2020, many contracts have followed, and xxxx, xxxx, xxxx and xx restaurants have signed contracts one after another. Due to the shortage of staff, many things and short time, they often have no time to pay attention to the progress of things, just follow the phone calls of customers. With everyone's cooperation, things are going smoothly. Although there were some incidents that made customers dissatisfied, everyone finally understood. The busyness in the first half of the year is closely related to personal efforts and the improvement of business level, so on the basis of summing up the experience in the first half of the year, the achievements in the second half of the year are also natural, so we successively reported xxx, xxx polymer, xxx paper, xx and xxx bank. Due to the shortage of manpower and professionals, I have to undertake all related work from the first moment of contact with customers, from quotation to on-site investigation. Because our project is a work with long cycle and changeable parameters, every customer needs to communicate repeatedly, and the drawings are changed and the quotation is changed, and time always slips away unconsciously.
Harvest, with the busy business, will inevitably bring a lot of work experience. Since signing with xxx, I have been studying all the way. I made an elevator related to foreign trade for the first time. Due to my inexperience, I failed to win the payment method for myself. It was this transaction that taught me a profound lesson. Going to xxxx alone to see the scene, draw drawings and sign contracts has given me a new understanding and breakthrough in the whole business process of the lifting platform, enhanced my self-confidence and laid a solid foundation for many lifting platform contracts in the future. Then I completed the work of the fixed boarding bridge of Kunjue Enterprise from quotation to contracting. This experience made the later fixed boarding bridge project familiar. Xxxx Bank is the first car elevator I signed. From the quotation to the drawings, to the signing and payment of the contract, I also try to do it independently. The success of this contract makes me try my best to give my customers meticulous care and get the due results. I have never complained about the repeated changes in the parameters and requirements of Gail's website. I always reply to customers on time. Due to the tight time, I made a quotation in Chinese and English for my customers overnight, and designed the drawings for them as soon as possible, which left a good impression on them, and the next transaction was almost logical. In 2020, the sales volume is almost ten times that of my 20xx year. In this process, I not only gained the joy of clinching a deal, but also greatly increased my personal income, so I don't have to be as poor as in 2020. While the company's performance has increased, it has also improved everyone's office environment in time and provided hardware support for new progress goals.
Growth, this year, with the doubling of business volume and the improvement of personal experience, is also my fastest growing year. In the first half of _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _. I can master the customer's psychology, and I can constantly analyze the customer's preferences and ideas at the stage of business progress, and I can constantly change my strategy with the customer's ideas. It is this growth that makes the project progress more smoothly and the transaction faster and faster. After this year, I have a more accurate grasp of the customer's purchase intention. It is this growth that makes the failure rate of the project lower and lower, saves my precious time and improves the transaction rate.
In 2020, for the company and itself, it is a year worth celebrating, because of our own efforts and personal growth, and the growth of the company provides a bigger stage for everyone's growth. 2020 is a hard and busy year for everyone, and it should also be a bumper year for everyone, so I hope everyone can share the fruits of their efforts. The rapid development also reminds us that there are still many problems at present, and the quality of products is the first. If this problem is not properly solved, then development may encounter new bottlenecks.
Annual Work Summary 2020 (IV), a business department has been in the company for half a year. A colleague in the business department has made great progress, but there are also shortcomings. The following is a summary of personal work:
I. Annual Work Situation
1, familiar with the rules and regulations of the company.
I joined the company in 20xx 10. In order to integrate into the company team faster and better and lay a good foundation for future work, I stepped up my efforts to fully understand the company's rules and regulations and get familiar with the company's corporate culture. Through understanding and familiarity, I am proud to join the company's team, but I also feel my own pressure. In the future work, I will take the company's rules and regulations as the criterion, be strict with myself, dare to try while adhering to the principle, and complete the task faster and better.
2. Be familiar with the project process and project status.
As a merchandiser, it is quite beneficial to be familiar with and understand the project process and status. In order to carry out the work better, I went to various relevant functional departments and sites for many times to gain an in-depth understanding of the project progress. After mastering the first-hand information, I consulted the relevant technical documents, made a thorough investigation of the project, analyzed the difficulties and difficulties of the future project, and analyzed the basic forms of the project. Through research and analysis, I made an objective prediction on the actual situation of the project, which provided a reliable basis for the completion of the next project.
3. Communication and coordination with relevant functional departments
The progress and completion of the project can not be separated from the participation and efforts of relevant functional departments of the company. With the strong support and care of the company leaders, I have actively participated in the project review of relevant functional departments for many times, so that the project can be carried out smoothly according to customer requirements.
4. Status of each project
(1). Tai Fang mold is being tested.
⑵.xxxx and some molds have been handed over over over the years.
(3) Military products are also included in the aid.
Second, the existing shortcomings and improvement measures
2020 is over. Looking back on my work in the company for half a year, although the workload is relatively large, there are not many highlights, and many jobs are still unsatisfactory. To sum up, the shortcomings mainly include the following points:
1, lack of communication, unable to make full use of resources.
In the process of follow-up, due to unfamiliarity with other majors and face-saving, I didn't take the initiative to ask other colleagues for advice, which led to reduced work efficiency or even mistakes, and I couldn't make full use of superior resources. As the saying goes, "Three people must have a teacher". In the future work, I will actively strengthen communication with colleagues in other departments, share resources through the company's platform, and improve my business level.
2. Lack of planning
In the process of work, especially in the early stage of project development, due to lack of planning, unclear work purpose and unclear contradiction between primary and secondary, the result of getting twice the result with half the effort is often achieved, and customers are still full of grievances. In the future work process, I will make a work plan carefully, strengthen my understanding of the purpose, distinguish between primary and secondary contradictions, and strive to get twice the result with half the effort.
3. The major is narrow.
My major is narrow, and I lack professional knowledge of injection molding and mould, especially business planning and customer management, which limits my development and work. In the future work process, I will strengthen the study of other majors, make full use of the company's resources, improve my subjective initiative, and strive to make my work more perfect and successful.
Three. Measures and suggestions for completing the 202 1 target plan
For the smooth development of the company's projects and the company's sustainable development, I would like to make the following suggestions on business documents.
1, contract management
Contract plays an important role in project management. Without it, project management is impossible, and contract is the basis of project management.
Familiar with the contract. And conduct in-depth and detailed research on the contract, and be aware of key terms, loopholes, possible changes and disputes.
Establish a strong sense of contract. Before the contract, both parties have equal status. When customers put forward various objections and suggestions, they should first think of abiding by the contract and fully estimate the possible economic problems caused by adopting the suggestions.
2. Timely transformation of customer information
In the project implementation stage, the control and supervision of project quality by relevant functional departments is a necessary prerequisite for the smooth progress of the project. The requirements of customers are the goal and criterion of our work. In the follow-up follow-up, we should timely and accurately convey the customer's requirements to the relevant functional departments, so that the information can be transformed into the improvement of productivity and quality.
3, schedule control
Schedule control is one of the key factors for project success. What the business department and the engineering department should do is to make a project management plan, study the overall progress of the project, decompose the layout and technical problems, and make plans for possible problems in the project implementation process. Formulate a system, standardize management and improve work efficiency.
2020 has passed, and although some projects have not been officially completed, they have gained a lot. In particular, the solid work style and serious and responsible work attitude of several leaders of the company set an example for me. Summing up the past and looking forward to the future, 2020 is also a challenge for me, with a lot of work and heavy tasks. In the new environment, new opportunities and new challenges, how to complete the project with high quality, high efficiency and on schedule is a subject that the merchandiser should think about. In the future work, as the information carrier of the project, I will conscientiously implement the relevant regulations of the company, give full play to my subjective initiative, set high standards for myself, constantly learn new technologies and experiences, and be good at summing up. I also hope that the company leaders can give me more understanding and support, and strive to contribute to the development of the project.