Model essay on work summary of foreign trade salesmen 1
I started to engage in foreign trade 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 do it again. 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, 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 before165438+1October 30, which is considered as qualified delivery.
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 clearly agreed in the purchase contract with Baotou Steel that Baotou Steel was also catching up and finally delivered the goods we needed on February 4, 65438, the freight forwarder found many minor problems that did not conform to the contract, 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 the factory early on Saturday morning to sort the goods with the freight forwarder one by one. Repeatedly communicate with the factory to confirm the problem, and finally get the understanding and support of the factory. The problem was quickly solved, 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 that compared with Shougang International Trade Company and other professional foreign trade companies, Xinganglian's foreign trade does face many difficulties, but we firmly believe that as long as everyone works together, the word "difficult" will certainly create a foreign trade team that can bear hardships, dare to fight hard and dare to overcome difficulties, thus establishing a foreign trade cause with Xinganglian characteristics.
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 on work summary of foreign trade salesman II
Two months have passed since June 1 1. As a new company, I was worried at first that I didn't know how to get along with my colleagues and how to do the work assigned by the leaders. However, in the past two months, under the harmonious working atmosphere of the company, under the careful care and patient guidance of department leaders and colleagues, I quickly completed my understanding of the company's products and businesses, adapted to the company's working environment in a short time, learned about the company's development history, corporate culture, industrial structure and related systems, and most importantly, contacted and learned a lot of related businesses and some professional knowledge.
Although I spent most of these two months on the construction site, it was not an opportunity for me to study. As I am not a HVAC major, if I just come in and communicate directly with experts such as design institutes, there will definitely be many problems. But through this month's study, I have a deeper understanding of our company's business projects. Through the study in the construction site during this period, I learned the working principle of our company's ice storage central air conditioning system and what advantages we have compared with ordinary central air conditioning. In our sales process, we should make full use of our own advantages to convince each other.
Although I haven't really started my career during my internship, I think I should start my career from what aspects next year.
1, use it if it matters, and it doesn't matter if you want to do it; Know yourself and yourself; The equipment should stand the test technically; There must also be a strong economic backing.
2. Have confidence in our products, understand the performance characteristics of related products, and carefully study the product characteristics of one or two competitors (such as Huadian Huayuan and Bellon). Only by knowing our competitors well can we beat them better.
3. Establish sales channels. Of course, our company mainly obtains some bidding information by getting through design institutes and other places.
4. Be familiar with certain business etiquette and be cautious with others.
5. Brand factor: big brands are more dependent on technology, while small brands are more dependent on price relationship. Use small brands to strengthen the backing of big relationships when spelling prices. But 99% of the projects invested by the state are related (a little extreme, but almost the same), and technology and price are just weapons to help your owners strike the table. So as long as we can establish a good relationship, we can definitely do this project.
6, do sales must understand technology! Learn some skills before selling! Of course, our company has attached importance to this point. As soon as I entered the company, I went directly to the construction site below to learn technology.
7. Good service attitude is also particularly important. Coupled with the guarantee of quality, preferential prices will certainly provide a lot of space for the development of our company.
8. Be sure to understand each other's psychology, plus the temptation of money. Timely gifts, etc? 9. One more thing, I think it is enough to talk about the advantages and disadvantages of your own brand when you sell it. Don't deliberately denigrate other competitors, but respect them. Party A also hates gossip. Although you are right, Party A will not take care of them alone, and he will think that you have no quality.
10, teamwork, we need technical support to win the goal in the follow-up process, so the cooperation of all departments is also very important.
In short, I will proceed from my own actual situation, give full play to my advantages, take various targeted measures to make up for my shortcomings, constantly improve my abilities in all aspects, seize the great opportunity of our department's leap-forward development, work hard, make positive progress, work hard with my colleagues in the department, cooperate with each other, do my best to do my job well, and make my due contribution to the completion and rapid development of the company's business objectives.
Model essay on summary of foreign trade salesman's work 3
Looking back on the sales process of 20xx years, I have experienced many things and things that I have never touched; I have seen many things that I have never seen before; It seems that from the beginning, everything brought by the New Year is a new development and new requirements, which are in front of my eyes. I can only choose to hold my head high.
Generally speaking, this year has made great progress for me; Both the negotiation with customers and the contact between sales experience and new customers are constantly improving.
The following are my personal views on the brand promotion of the company;
My ideal brand strategy: first of all, our company specializes in producing automobile brake pump accessories, and the brake pump is our strongest one, so try to use our own brand on the brake pump; Secondly, some big distributors will insist on combining their own brands with our products to enter the market, but we should try our best to bring the brand "XX" into the products. In addition, the success of the brand is based on the promotion of stable quality in the market. Just as most domestic consumers know that high-quality brands are mainly foreign brands, people know what to drink first, what brand of sports shoes to buy and what brand of mobile phones to buy, and the quality of electrical products is better. Even if you buy a local car, you must first look at whether the manufacturer's international partner is Japanese or European and American. Because of the superior quality of those famous brands, people will subconsciously sell each other. In addition, the outsourcing procurement and export scale of our company is also gradually increasing. For outsourced products, it is necessary to prevent the use of our own brand from affecting the "XX" brand image of our professional manufacturing of brake auto parts. We are considering a long-term strategic vision; Finally, the continuous promotion of enterprises can improve brand awareness and long-term benefits.
With the continuous expansion of the company's scale, the deepening and stability of the market structure, and the continuous improvement of the technical content of products, how to effectively expand the global market share should be our primary problem; Now we set up a branch in the United States, and then we have the idea of setting up a branch in Iran, all in order to win more market share and effectively manage the local and surrounding markets; Can't forget the promotion of CRM (Customer Relationship Management). It is very popular to effectively manage the friendly and long-term cooperative relationship between customers in various regions and us. We should take the initiative to use product advantages to gain market, instead of waiting for customers to come to us!
1, Eastern Europe: At present, the Russian market is still blank. Due to national policies, tariffs, freight and other issues, how to further reduce product costs and improve price competitiveness is the primary problem for us to enter the Russian market; A bit of a crisis market is Lithuania. Due to the price problem, we had a disagreement with a big customer during shipment. If the price problem can be solved smoothly in 20xx, the sales share will be maintained or increased. Poland is a better market for Eastern Europe. Although there are only two customers at present, the annual sales of 20xx are expected to reach $6.5438+0.8 million (mainly from the outsourcing of Kamas). Turkey is another market in Eastern Europe. Although there are not as many customers trading with our company in 20xx as before, the market prospect is still good, especially the locking of big customers and the promotion of small customers, which is expected to make our products have greater development in this area.
2. Western Europe: The Italian and German markets developed steadily in 20xx, hoping to win more customers and larger market share through the scale of new factories and brand promotion such as exhibitions and visits; There is only one customer in the British market at present, but due to the problems of booster and silicone oil clutch pump, the trade volume this year is not only average, but also the return of booster has caused great losses to me. In addition, after understanding the western European market for 20xx years, it is found that the market requires high quality and moderate price. There are many new cars in Spain and France, and even if new products are developed, the market sustainability is not high. Based on this, I personally think that how to lock in key customers has become the primary task in the western European market strategy, such as Italy's LPR. If our products can meet their performance requirements, we must fully cooperate with customers, take the lead in occupying market share from the perspective of long-term interests, and then promote price increases;
3. At present, the contact process with customers is as follows: pre-negotiation work (e-mail exchange, checking inquiry and quotation, price confirmation and sample sending confirmation, product identification, payment method agreement, order production), pending work before placing an order (packaging inner box, outer box logo, inner box self-adhesive content), contact in production (delivery feedback, coordination with production department) and contact before delivery (contact before delivery).
4. Africa: If the South African market is separated, our African market is still not ideal; At present, the sales areas are still concentrated in Egypt and Tunisia. In 20xx, three companies established trade relations, and only two companies had sales relations. A big customer in Egypt cancelled an order of about $300,000, because the payment method could not be agreed. However, the trade volume of another customer in Egypt increased from 1 10,000 dollars last year to nearly 70,000 dollars; The trade volume of Tunisia customers has also increased from more than 6,000 last year to 10,000 US dollars; With the maturity and quality improvement of our products in the market, we firmly believe that we can occupy a larger share in the North African market;
5. South Africa region: At present, there are five customers in the South African market, and XXX company is responsible for managing the sales region, which is supervised by our company; At present, the main area is Johannesburg, and then there is a customer in Durban and Cape Town. At present, the leading sales product is brake cylinder; Sales increased from less than $80,000 last year to more than $6.5438+$800,000 this year; It is estimated that the annual sales of 20xx will reach $280,000, challenging 300,000.
6. Middle East market: customers in the Middle East (UAE, Iran and Israel) who have traded with each other within 20xx years * * 1 1 customers; In 20xx, the company's product sales were more than 50,000 US dollars, and the outsourcing product sales were more than 6,543,800 US dollars+200,000 US dollars, both higher than last year's output value. With the continuous expansion of the Iranian market, our Kia PRIDE master cylinder and slave cylinder will enter the market with main products, and strive to expand the market share of Japanese car series products in Dubai and neighboring countries in the Middle East through next year's exhibition or visit;
As for the new samples sent by customers, I think our company should screen them first. We can't accept samples of auto parts. If the quantity, market and profit are not satisfactory, we will give up at once. If you distract yourself too much, you will definitely lose more than you gain.
Model essay on summary of foreign trade salesman's work 4
Hello! I'm a salesman in XX company. My name is Liang. I am very happy to join the company's sales team. The following is my work report this month.
I. Completion of Work Plan and Reasons
Although the market competition is becoming more and more fierce, the work plan and sales plan I made for myself last month have been successfully completed and realized. In addition to my own efforts, a very important reason for successfully completing the task is that I learned the lessons and experiences of last month and learned a lot of methods and skills about sales from my predecessors.
Second, the overall situation of the existing customer base
At present, my customer base is mainly among the people aged 20-45, and they are all relatively stable small and medium-sized customers, lacking some potential big customers and relatively stable big customers. In this month, I visited 65 customers, 45% of whom were my own stable customers, 35% were new small and medium-sized customers and 20% were new big customers. Among these customers, the signing and completion of the contract amount reached 70%.
Third, the detailed work plan for next month
During this month, I visited 65 clients. Next month, I want to improve my goal. I want to visit 70~75 customers, of which 40 are stable small and medium-sized customers, 10 are stable and unstable big customers, and 20 are new customers. The target sales should reach more than 65,438+500,000, and the signing rate should reach more than 75%.
Fourth, the problem that bothers sales staff.
I believe that every salesperson has his own problems, and I am no exception. My questions are summarized as follows:
1. For customers who visit for the first time, they often don't see customers when they arrive at the customer's place because they don't make an appointment for the exact time.
Although I have a professional background and am not familiar with some products, sometimes customers can't answer some questions about the products clearly, especially the price. After that, I will check the information and ask my colleagues in the company, and then call to answer customers' questions. But this will waste a lot of time, sometimes customers will not be able to answer their questions in time, and customers will not trust them enough.
3. Insufficient communication with colleagues. Some problems can be easily solved by senior colleagues, but due to insufficient communication with colleagues, they cannot be solved in time and miss the best opportunity.
In business, I haven't received any training in this field, so I didn't do very well, and many customers didn't have a good impression on me.
5, the work enthusiasm is not high, the investment is not enough. Lack of sales skills and mentality, still timid when visiting customers. When rejected by customers, I still feel a little depressed. The mentality is not open and optimistic enough.
Five, the sales staff's work suggestions
Therefore, in view of the above problems, I give myself the following suggestions:
1, sales skills, you need to learn on the job, and ask the company's senior sales consultant if you encounter problems! Senior sales staff should awaken the spirit of twelve points at work and savor their sales skills. Participate in the relevant training of the company and read more relevant documents after work! Strive to sell independently within one year.
2. Understand the brand, model, specification, function and price of the product, and make a systematic summary. Compare similar products of different brands and get their own advantages and disadvantages! Make a systematic summary of some problems and solutions of the product! Strive to have a systematic induction and understanding of the products within half a year.
3. Strengthen communication and contact with customers. The frequency of visits should be strengthened, in which we should spare some time to get in touch with interested customers, keep abreast of their latest developments and shorten the distance with customers. For potential customers, we can call back to improve communication and exchange with customers.
4. Try to develop new customers in various ways, not only by visiting independently, but also by recommending or ordering.
5. According to different types of customers, make a table to guide customers to negotiate with different schemes. Only in this way can our negotiations be targeted and the success rate will be higher.
6. Enhance the initiative of your work, prioritize things and try not to be disturbed by other external factors. At the same time, we should communicate with leading colleagues more, learn their advantages and make up for our own shortcomings.
Six, plan adjustment and improvement measures
No plan is perfect, every plan has its own shortcomings, and my own plan is no exception, so I will adjust my plan according to the actual situation when I plan, so as to improvise.
The above is my work report this month, and I will work harder to complete my goals and plans next month.
thank you
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