Summary report on the work of foreign trade salesmen 1
20 19 is coming to a successful conclusion, and this year 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 my experience with my colleagues in xx this year, I am quite touched. Now let me sum up my feelings and work experience since I started working.
First, new jobs
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.
It was not until xx, X that I was lucky enough to enter the big family of xx. With the help of company leaders and colleagues, my knowledge of products, familiarity with products and promotion of products has been greatly improved. Here I want to thank my leaders and colleagues for their help.
Second, be familiar with business processes.
In the process of contact with ITC, I received many orders from customers through the free version of xx platform, but unfortunately they were all sample orders, 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 xx 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.
Third, attend the exhibition.
In the middle of xx, 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.
Fourth, send and receive emails.
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.
Followed by the price breakdown, involving xx, xx and other aspects. 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.
Verb (abbreviation of verb) is wrong in work.
Some time ago, the company lost a customer because of the wrong quotation, which is different from the customer's understanding. What the customer wants is a module, so I will quote him a module according to our regular quotation. When customers send samples, they want me to quote. His example is a set of two modules. I didn't understand it, so I quoted the price of a module.
In the meantime, I didn't communicate well for a few days and didn't get to know each other well. It was not until the customer came to sign the contract that I realized that the quotation was seriously wrong. I think I was too careless. You need to be careful when you work, think as much as you can, and be sure to ask if you don't understand. It is a truth that three heads are better than one Zhuge Liang. Bring it up, and you will always find a solution.
Seven, experience.
1. "Efforts may not succeed, but giving up will definitely fail" is a sentence once said by basketball player Yao Ming, reminding and urging himself at all times. During my time in the company, I realized that a qualified foreign trade salesman should start from the foundation, take a firm root, be neither arrogant nor impetuous, consult modestly and study patiently.
2. Professional study should be combined with practice. Be familiar with professional foreign trade terms, especially xx industry, grasp the needs of customers and give corresponding services. Communication with customers should be targeted.
3. Do your work carefully. Do a good job at hand, concentrate on your work, communicate with customers, and I don't know where to ask patiently.
4. Mentality determines everything. Ideological doubts, complaints, indifference and laziness are fatal to work. Knowing that work is your own business will not lead to lazy thoughts. Stick to it for a long time and never give up. Failure is the mother of success.
Eight. Looking forward to 2020
Say goodbye to the old and welcome the new, looking forward to 2020. The new year has begun, and the intense and busy work has started the process, defining the company's goals and plans, and planning your own work and personal goals. I will work harder, study business knowledge assiduously and improve my ability to complete the company's sales tasks and goals. At the same time, I hope that companies and individuals in by going up one flight of stairs will stick to it and work hard!
Summary report on the work of foreign trade salesmen II
20 19 passed quickly. Looking back on 20 19, I want to sum up a lot. As the saying goes, "It is never too old to learn". I have been strict with myself in all aspects and strive to improve myself in order to adapt to the situation of social development more quickly. By reading a lot of books on moral cultivation, we can dissect ourselves, analyze ourselves, face ourselves squarely and improve our quality.
I. Be familiar with the company's new rules and regulations and business development.
The company is constantly reforming and has made new regulations, especially arranging professional legal personnel to assist in litigation business. As an old business person of the company, we must set an example and do our best to carry out business work while observing the company's regulations.
1, the first quarter mainly focused on the development of litigation business. Develop litigation business according to the existing old customer resources, develop all customers who may have litigation needs, and arrange legal experts to meet and negotiate for customers who have the intention to cooperate. During this period, at least X lawsuits were brought, and the agency fee reached more than X million yuan (each X million yuan). While conducting litigation business, we will not lose all kinds of business assigned by these customers, keep regular contact with these customers and report the progress of business assigned by these customers in time.
In the second quarter, we mainly engaged in trademark and patent business. Develop customers by going to professional markets, attending professional trade fairs, surfing the Internet, making phone calls, visiting strangers and other business development methods, strengthen contact with old customers, and form a customer group with business cycle. So as to reach the agency fee of more than xx million yuan (not less than xx million yuan per month). While vigorously exploring the market, we will not lose all kinds of business assigned by these customers, keep in regular contact with these customers and report the progress of business assigned by these customers in time.
The "Eleventh" and "Mid-Autumn Festival" in the third quarter made a good start for the second half of the year. And with the relative improvement of my professional knowledge and comprehensive ability in high-end business, I will make targeted development for customers whose large enterprises meet the requirements of "China Famous Trademark" or "xx Provincial Trademark". Customers who are interested in cooperation can arrange business managers to meet and discuss, and strive to sign a "xx provincial trademark", and the undertaking cost will reach more than xx million yuan. While developing well-known trademarks and trademark business, we should not lose all kinds of businesses assigned by these customers, keep in regular contact with these customers and report the progress of these assigned businesses in time.
The fourth quarter is the end of the year. At this time, we should fully safeguard the business situation assigned by our old customers. First of all, we should gradually understand the development of potential customer resources among old customers, find out loopholes, put forward feasible suggestions in a targeted manner, and strive to protect the intellectual property rights of customer companies. The agency fee is at least X million yuan per month.
Second, make a study plan.
Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. I will adjust my study direction according to my needs and replenish new energy. Professional knowledge and comprehensive ability are all things I want to master. Know yourself and know yourself, and you will win every battle. I hope the business manager will give me support in this regard.
Third, enhance the sense of responsibility, service and team.
Take the initiative to do the work to the point and implement it to people. I will try my best to reduce the pressure on leaders.
The above is my summary of the work of 20 19, which may be immature. I hope the leader will correct me. The train runs very fast on the headband, hoping to get the correct guidance and help from the company leaders and department leaders. Looking forward to 20 19, I will work harder, treat every business seriously and responsibly, strive to win the opportunity to seek more customers, win more orders and improve my business. I believe I will complete new tasks and meet new challenges.
Summary report of foreign trade salesman's work 3
In a blink of an eye, 20 19 will wave goodbye. On the occasion of the new year, I think about the road I have traveled and the things I have experienced in the past six months. I don't have too many feelings, too many surprises, too many achievements, and I have a calm mind.
In this 10 month, there have been failures and successes, unfortunately; Thank goodness; Their business knowledge and ability have been improved. First of all, I have to thank the company for providing me with such good working conditions and living environment, and having such a good and experienced boss to guide me and take me forward; Their actual combat experience has benefited us for life. What we learn from them is not only the way of doing things, but also the truth of being a man. Being a man is the first thing to do.
I started to work in the company in February, and a year passed quickly before I knew it. During this time, I have changed from a newcomer who knows nothing about products to a salesman who can operate the business independently, and I have completed the role transformation of my career and adapted to this job. There is nothing outstanding about this performance. The following is a breakdown of work and business in a year:
To enter a new industry, everyone should be familiar with the product knowledge of this industry, the operation mode of the company and the establishment of customer relationship groups. In market development and practical work, how to locate the market direction and product direction, grasp key customers and follow customers, how to arrange off-season time and what products are available, of course, this is far from enough, and we must continue to learn, accumulate and keep pace with the times.
At work, although I have wasted time and working time, I am serious and responsible for my work. After the baptism of time, I believe I will be better. As the saying goes, only experience can grow. Nothing in the world is perfect. Everyone has his own advantages and disadvantages. Once he has more work, he tends to make a fuss, or he will be careless if he doesn't take the time to check. When I have a lot of work, I want to finish it by myself and run every link by myself. I want to correct this mentality and give full play to my advantages: trade knowledge and learning to accept it. Constantly sum up and improve, improve quality.
Self-analysis: From the current behavior, I am not a qualified salesman, or just a novice salesman. My own speech and eloquence are not good enough, and my expressive ability is not outstanding enough. The root cause: my shortcomings have not been broken, my skin is not thick enough and my psychological quality is not enough. This is nothing like myself, and I am far from discovering my potential and achieving a leap in personality. In my heart, I always believe that I can become an excellent salesman, which is the driving force; This belief has been stored in my chest, ready to explode at any time, and my heart has been eager for success. "I want to fight like a real man and surpass myself." I said to myself.
Summary report of foreign trade salesman's work 4
20xx years, there are also many good memories and many regrets. 20xx is an eventful year for liquor industry. Although the impact of the 10 global financial crisis is gradually weakening, it will take some time for the overall economic recovery to be excessive. The adjustment of liquor consumption tax by the state also caused a period of turmoil in the industry, followed by a nationwide crackdown on drunk driving and a local prohibition of alcohol, which made the liquor industry even worse. In such a bumpy year, we stumbled all the way, joy and sadness, passion and helplessness, confusion and moving, really infinite:
Review and analyze regional sales performance.
(A), performance appraisal
1, the total cash payment for the whole year 165438+ ten thousand, exceeding the tasks specified by the company;
2. Successfully develop four new customers;
3. It laid a foundation for the operation of the key regional market in southwest Shandong centered on Jining;
(2), performance analysis
1. Although I have completed the cash distribution task stipulated by the company, I am still far from my goal of 2 million yuan. The main reasons are:
The market foundation is still very good, but the investment awareness and company management of dealers are so poor that after we quit, the market declined seriously. My mistakes in this market are as follows:
(1), failed to guide dealers to operate the market according to our ideas, and relied too much on manufacturers;
(2) Failing to find suitable other potential high-quality customers to supplement at an appropriate time;
Among the new customers I visited in 4.20xx years, 10 had strong intentions, and most of them came to visit the company. But in the end, it was rarely implemented, because the late tracking was not in place, and I lacked confidence and wasted a lot of resources!
A. The positioning of key markets in the first half of the year was not clear and firm, and Pingyi was the first one. However, due to the particularity of Pingyi market (local protection) and later the focus of dealers shifted to beer, my original intention was finally changed. Secondly, I am optimistic about Surabaya market. Although the market environment is very good, but the cooperation of dealers is too poor, I gave up. It was not until later that I chose Jinxiang "Tianyuan non-staple food", which was near the end of the year! B, the speed of new customers is too slow, and the quality of customers is poor (mostly small customers with small strength);
C, the company's service lags behind, especially the delivery time, which not only affects the market, but also affects the sales confidence of dealers;
2. Explore new customers. Although four new customers have been implemented, they are still two short of the six goals set by myself, and three of these four customers are small customers, and the sales volume is also very average. This is mainly caused by my own subjectivity, and I don't pay much attention to customer quality in order to pay back the money. As the saying goes, "choice is more important than hard work", and the "strength, network, distribution ability, cooperation and investment consciousness" of dealers directly determine the quality of market operation.
Our company has been operating in Shandong for three years, and the mistake in these three years is that it has not "grasped the key points". So I learned the lessons from previous years, and this year I personally put the search for key markets into my daily work. Finally, I decided to operate the Jining market with Jinxiang as the core in 20xx 165438+ 10, and I have gained some experience through two months of market operation, which will be useful for next year.
Second, personal growth and shortcomings
With the care and support of company leaders and colleagues, I have made great progress in business development, organization and coordination, management and other aspects in 20xx, but there are also many shortcomings.
1, and the self-regulation ability of mentality is enhanced;
2. The ability to learn, predict and control the market has been enhanced;
3. The ability to deal with emergency problems and grasp the psychological state of others has been enhanced;
4. The overall market awareness needs to be improved;
5. The management experience of the team and the operation ability of the overall regional market need to be improved.
Third, mistakes and shortcomings in the work.
Pingyi market 1
Although local protection is serious, we still have a certain market through the coordination of relations and the low-key operation of the market. Moreover, through a period of market proof, the special songs developed by dealers still cater to the consumption of rural markets. Before the off-season, because I failed to communicate effectively with the dealer and the service was not in place, the dealer finally focused on beer. What's more, the agent took another liquor-Yimeng fellow villager, and the manufacturer's support was quite strong, which was even more diluted for us.
2.Surabaya market
Although there is something wrong with the dealer's personality, the market environment is really good (there is no strong local brand and no local protection-), and the hotel operation of Shili Wine Lane for more than a year has certain market favorable factors, and later it expanded the circulation market, and the market response is very good. The mistake is that the distributor was not suppressed in cost in advance, and then the management was unbalanced, which eventually led to the failure of cooperation and fell short. The key is that my personal wrist is not hard enough, my foresight is not enough, and my reaction is not fast enough.
Work development and problem solving in some old markets
Because we didn't grasp the market well in the past and didn't control the cost effectively, there was a problem of cost contradiction in the market before 10. After consultation with the company leaders, we take the principle of "harmonious development" and adopt the policy of "one place, one policy" to solve the problems in different markets.
1. Tengzhou: Although the company has expenses, it must pay back the money, and both parties can accept and understand the settlement in the form of multiple goods;
2. Weishan: make your own packaging and bottles, and sell them at the company's expense as drinks;
3. Surabaya: Tongteng Prefecture
4. Yicheng: Not yet solved.
Through the above methods, the market problems have been solved one by one. Although there were some conflicts in the early stage, they were accepted and operated smoothly, which completely solved the psychology of relying too much on manufacturers before.
Fourth, the operation mode of "office plus dealer" is used to operate the regional market.
According to the actual situation of the company and the market situation in recent years, we have been exploring a shortcut to operate the market, which truly reflects the effect of "office plus dealer" operation, but the following conditions must be met:
1, the market environment is better, even if it is not too good, it can't be too bad, for example, the local protection is too serious and the place is too strong;
2. The quality of dealers must be good, such as "strength, network, distribution and cooperation";
Specific matters related to the operation of the office:
1, management office, personnel localization;
2. Popularization of products, mainly aimed at mid-range consumers;
3. Channelized and personalized operation, focusing on circulation channels and focusing on major customers;
4. Focus on supporting first-class business, and the office truly reflects the role of joint marketing;
Verb (abbreviation of verb) gives some suggestions to the company
1, strengthen the hardware investment of products, and the first impression of products should give people a feeling of "value for money, value for money";
2. Improve various rules and regulations and salary system, and give full play to the subjective initiative of personnel;
3. Concentrate superior resources and focus on the model market;
4. Pay attention to the shaping of brand image.
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