1. foreign trade salesman personal annual work summary
Time flies, turn a year's time flew past. 20xx means that the end of the first decade of the two millenniums, next year is about to be the second decade of the two millenniums began in the old days to welcome the new days, looking back on the course of the year's work! I can't help but feel very emotional.
In this year, although there is no amazing achievements, but the twists and turns and bumps I know very well. For people who must have sales experience, sales is really not difficult, but for a sales experience is not very rich, just engaged in the sales of this industry less than two years of people must be challenging, up to this moment, I no longer say that I am a sales newcomer, because I entered the sales of this industry is almost a year and a half of time, not too long to say that not too short, about 540 days of time every day is centered around the sales of this center and the start. 20 years, I am not a salesman, I am not a salesman, I am not a salesman, I am not a salesman, I am not a salesman, I am not a salesman. 20xx year this year and almost past, although not achieved remarkable results, but I think I have done to stand up to self, every day I did not waste time doing nothing, but in thinking about how to do a good job of program and offer ushered in the customer, a salesman to get the company's affirmation of the only sales performance, this is the ironclad fact. In order to achieve excellent results next year, we must continue to work hard to do to challenge the limit, and strive to do more than the scheduled sales next year.
In January of this year, only just use the Alibaba network sales platform, one by one, upload the product to write the English product description, due to the half-year last year, there is no substantial single time with the product understanding is very shallow, so in the product description stage utilized a relatively long time, no one to teach the beginning of the actual operation of the product despite the not too difficult to encounter a lot of trouble. Trouble, all rely on self slowly figure out, how to write a good product description keywords set up. In the last quarter inquiry is very little and received inquiries are not much gold, even if the use of most of the time to respond to inquiries in detail, the results found that there are potential customers to respond to very little, and the response is not very detailed, in fact, from those responses can be seen that they have no will to buy. May be just to accumulate some quotes, or for comparison with other suppliers' quotes, this quarter's quotes are basically useless. In the second quarter when the product may be more perfect, the description is also relatively in place, slowly some gold a little higher inquiries came, in that many inquiries you can not know which is effective to inquire, only each inquiry to treat seriously so as to guide the potential customers, they will step by step on your reply and the topic of interest, and then they will take advantage of their valuable time in the busy day to day! Respond to your questions.
In fact, as long as most of the inquiries are high content must be ushered in the customer to see the factory, so that the chances of getting a single higher. At the same time, there is also a situation is the guests need more equipment amount of money, they then come to the country to visit several factories, and we have to stand out among them to let them choose our production equipment, this has a lot of factors affecting the success of the sale, the price factor, communication factors, the company some other factors. So success or not, look at the strength. Don't be downhearted if you don't get that single, and don't be complacent if you do. There are still many opportunities, but each time to grasp.
The third quarter is basically in the single learning to do documents, in fact, these are not difficult on the surface, but are some of the details of the work, as long as a place where the wrong can make the customer can not clear off. Take the single to match the documents to be consistent, the company must use the right head, do not packing list and commercial invoices and certificates of origin with a company that is not, then it will be a problem, this is just one of the cases.
The fourth quarter, in early November, fortunately received a single, was intended to do this year, resigned, next year to do the appearance of April if you can not do a single resignation.
Because I understand that the shortest time with a single is about 3 months of appearance. The most indispensable thing is the perseverance and diligence, and a firm belief. I always imply that I will certainly have a single, it's just a matter of time. Although the pay does not have to have a great return, but some pay must have, the sky will not automatically fall pie, only my efforts to strive to have the opportunity to succeed, success is always in the minds of the prepared, so as a salesman to always be prepared to deal with how to deal with the unknown.
This year is coming to an end, in this year's disappointment and thankful, thankful that there are no other colleagues to do foreign trade under the leadership of a small single can be completed. After doing a small single after the confidence will have, this is the place to celebrate. One of the shortcomings or for some technical problems can not give customers clear answers, because those are to understand the principle to figure out, such as the principle of those pipelines, where the water flows into the tube after which out, which tube is the recovery of concentrated water, open which switches and wash the membrane, open which is to rinse the pretreatment tanks, which valves and what is the function and so on, and so on, and so on, the customer asked about these unable to When the customer asked about these can not inform the time to realize that in fact only to figure out the basic process is far from enough. Have not sold a production line of machines, the details of which involve technical problems should be, so that no matter which industry, learning is endless. From these, I see the shortcomings of the self, and later if you want to be successful in this area must strive for excellence.
Summarized there I basically have no insights and self-examination of the place, but there is the goal of the next year, thinking of moving towards that goal, to sell a pure water production line equipment has always been my goal, I expect to be able to achieve the first quarter of next year.
In addition, there are some of the company's system is slightly dissatisfied with the company, I expect the company in accordance with my recommendations to do, as follows, first, I think the company can not be deducted every month our commission plus 15% of the base salary, 5% or we can understand, and every year deducted portion of the year-end should be liquidated to us. Secondly, the tax refund part should be sent to us when the tax refund comes down. Third, sell the product on the basis of the price list.
2. Foreign trade salesman personal annual work summary
With the approach of the New Year's bell, we bid farewell to the year of 20xx, ushered in the year of 20xx full of expectations with enthusiasm. At the end of the year, now to the company's nine months of the moment to do the work reported as follows:
First, the completion of the 100P cylinder, 100P rainbow, 60P *** 91 containers exported to the U.S., 14 pallets of 100P rainbow exported to Japan, 10 pallets of 60P and 100 rainbow to Taiwan, and 2400 sets of cylinders and 600 sets of 60P (REPUBLISHING). sets of 60P (REPLACEMENT) to USA.
Mainly responsible for
1, after the signing of the contract, urge the customer to open a letter of credit, and with the receipt of the audit, there are problems and notification of timely modification.
2, according to the formulation of the shipment plan and the relevant requirements and the cargo loan to contact the chartering booking.
3, and customers to confirm the relevant shipping information, organize the documents, for wood pallet fumigation. And prepare the fumigation certificate.
4. Coordinate with the production department to arrange the trailer shipment according to the customer's different packaging requirements.
5, accounting for the relevant export data, produce documents, commissioned for export customs clearance.
6, according to the requirements of the letter of credit, production and preparation of the corresponding export documents, go to the bank for the negotiation of the bill of lading, and sometimes do the charge.
7, register the relevant export information, and according to customer requirements, weekly bring packing pictures, box seal number, ship name and voyage information.
8, the information will be organized and filed, and at any time with the bank to check each payment to get the account status. And bring the monthly export information to the financial.
This work is tedious and high repetition rate (since July, almost weekly repetition), accounting for nearly 80% of the energy.
During this period, due to the short working time and lack of experience, we have made a lot of mistakes:
1, the trailer was booked late, causing colleagues and workers to work overtime to load containers.
2, with the workshop and other departments to cooperate, coordination is not good enough. There was a mistake in the way of wrapping the film when playing the pieces, and the checking work was not done well.
3, the workshop overtime is not timely, often named by uncle.
Through this period of time, so that my personal patience, the degree of care and reasonable arrangement of the work has been exercised, and learned to find the organization in the midst of the busy, difficult to find expectations.
Second, daily e-mail contact with customers.
Mainly responsible for contacting the Korean BESTSELECTION
The company contacted the details of this export of goods to the United States, generally through the mail back and forth to confirm. Including three kinds of goods packaging, settlement, shipment period, product quality, wood pallet dryness and humidity, Frankfurt booth, new samples and related product changes and other information, most of which is to assist Mr. Wang to complete.
During this period, there was a mistake due to little business experience: in the case of emergency, misunderstood the meaning of Korea, and the U.S. customers to contact directly. As a result, it caused misunderstanding to the customer and brought trouble to Mr. Wang.
Through this work, my original lack of English writing and speaking has been greatly improved, and learned a lot of communication skills with customers and business knowledge. But from a successful international trade salesman standard is still far from, in the future work, will pay more attention to, to improve.
Third, the development of new products for customers to prepare samples.
Communicate the results of the negotiations between Mr. Wang and customers (sometimes listening and recording) and product requirements, changes and other information to the procurement and production departments, and is responsible for supervising and reporting the progress of the work to the leadership at any time. Prepare samples and send them to USA or Korea according to the negotiation between both parties and customer's requirements. According to different requirements, bring pictures and quotations for customers, and confirm them repeatedly by e-mail. Assist sales to organize inventory samples for B. S. and quote; prepare new samples for B. S. to bring back from Japan; prepare samples for MORRIS for U.S. exhibitions and quote.
Through the contact of this business, I have a better understanding of the company's products, but the distance is still far. This is a major flaw for the salesman, expect the company to have a moment to organize regular learning and training for new employees to facilitate the work more smoothly.
Fourth, with the South Korean HANKOOKSHARP order remote control lead core
urge GOODFELA production and shipment as soon as possible; order EMICRO's fine space, and with the receipt of the goods, for the emergence of quality problems in the mail contact. As the task of exporting goods to the United States aggravated, after all transferred to Bi responsible.
V. Handle the daily work, obey the company's leadership arrangements.
Contact the Frankfurt booth decoration and invitation letter for the handling; for the leadership for the relocation of the certificate to prepare information; with the fleet, fumigation, cargo loan, customs clearance, courier, etc. to get well associated with the regular settlement of fees; to comply with the leadership of the daily arrangements for the work; to assist the Ministry of Administration in the development of departmental responsibilities; to contact the photocopier repair, computer maintenance and so on the day-to-day work.
Overall, for the leadership of the task has been relatively smooth, better completed.
Looking forward to 20xx year, I will be more excited, serious and responsible to deal with each business, but also strive to win the opportunity to seek more customers, to fight for more orders, and improve the import and export sector work. I am confident that I will accomplish the new tasks and meet the new challenges.
3. Foreign trade salesman personal annual work summary
In the blink of an eye, the year 20xx is going to wave goodbye to us, in this cold winter, looking back on their own close to a year of the road traveled, the experience of the thing, there is not too much emotion, there is not too many surprises, there is more of a calm, calm mind, and the ability to cope.
In this period of time there are failures, there are successes, regret: stable customers are not much, stable customers are not much; pleased: customer resources began to accumulate, the efficiency of dealing with the order has been improved, their own business knowledge and ability to improve. First of all, we have to thank the company to provide us with so good working conditions and living environment, experienced superiors to guide us, take us forward; their practical experience so that we can benefit from a lifetime, from what they have learned is not only the way to do things, and more importantly, is the reason for doing things, doing things is the prerequisite for doing things with the foundation. At work, colleagues communicate with each other to bring together the wisdom of each person to do things to the extreme, the customer order processing in place.
At the end of last year into the company, from product knowledge to familiarize, to develop new customers, and then to negotiate with customers to reach an order, the manager of two to three months months. After the company assigned alibaba account, customer resources began to volume accumulation, unknowingly, more than half a year's time passed, in this period of time, I changed from a newcomer who knows nothing about the product knowledge to a professional businessman who can independently operate the business, completed the role of the career change, and adapted to the work. Performance is nothing outstanding, the following is a year's work summary:
I. Business ability
1. The company and the product must be very familiar with.
Into an industry, everyone should be familiar with the knowledge of the industry's products, familiar with the company's mode of operation and the establishment of customer relationship groups. In the market development and practical work, I learned how to locate the market direction and product direction, grasp the key customers and track customers, know the different needs of different markets, so that we know the main products to focus on which countries, colleagues encountered in different regions and countries of the customer, but also know to recommend what they need, and better to sell themselves and their products. Of course, this point is far from enough, should not be short of learning, accumulation, keep abreast of the times, understand the industry dynamics, price fluctuations. The key is to be familiar with the company and the product, you will naturally know the target market in that, but also can be very professional to answer the customer's questions.
2.
Not only to understand the target market, but also to understand the competitors. Absolutely can not sit on the well, do not know the world. Because the world is constant is "change", so according to the market changes and make corresponding strategies, so as to win in the fierce competition. Know the competitors' products and price information, in order to know the advantages of their own products. In addition to their own more observation to understand the accident, but also need to establish a good relationship with customers. Because the same customer, may receive a lot of companies offer, if the relationship is good, the guest will take the initiative to competitors' offer information, as well as product features to take the initiative to tell. In this process, to make full use of their own product advantages, material characteristics, analysis of each other's offer, and emphasize the advantages of our products, more favorable to welcome customers.
3. Business skills
When it comes to business skills, the first thing that comes to mind is how to get orders. Many customers like to talk business with professional business people, because business people are professional, so the negotiation can solve a lot of problems, customers are also willing to give the order to the professional salesman to be responsible for. Of course, business skills are also developed through a long period of practice, and in my own foreign trade experience in this year, what I have learned is to be a consultant to the customer, standing in the customer's point of view, put yourself in the customer's shoes, everything from the customer's needs, on the phone, in the e-mail, or guests visit, we have to keep asking questions from the customer's answer to the customer's needs, so that it will be twice as easy to do twice the work, for example, if the customer is trying to buy high quality products, the customer will be able to get the order with half the effort, and the customer will be able to get the order with half the effort. For example, if customers want to buy high-quality products, you can pick a good quality products to him, the price is a little more expensive, it does not matter, on the contrary, if customers only want to buy cheap products, in the offer is not too high, otherwise it will scare away customers. Doing business, we have to learn to "understand or stimulate demand, and then to meet the requirements.
Secondly, dealing with orders, the process of dealing with orders, said simple and simple, said difficult and difficult. Simple is, in accordance with the customer's requirements of the product, written to the production order, down to the production department on completion. And the difficult part is, as the customer's consultant, we need to care all the time, the progress of the product, the production process of the product whether there is a problem. Goods produced, to check the various parts, whether there is the appearance of obvious defects, or some affect the function of the product problems. If there is a problem, we should correct it in time. Remember: products in the factory, we can save everything; products out, together with too late. At that time, can only wait for the customer sentenced. To the delivery date, we must constantly remind, constantly urge the Ministry of production to ensure on-time delivery.
Finally, to maintain long-term customers, we have to do a good job is after-sales service. After a few single processing, I understand: problems are very normal things, for this aspect must be placed in a good state of mind. Due to the characteristics of the product itself, it is likely that after the arrival of the broken phenomenon, installation or actual operation, there may be some problems that need to be solved. I often double the headache, often do not know what to do, and even complain. However, the problem arises, there is always a solution to the program and method, the leaders to help, the departments to cooperate, the problem will always be solved.
Second, the ability of personal qualities
1. Honesty
Doing business, the most afraid of "* business", so customers like to do business with honest people as friends. In the process of communication with people, to reflect their sincerity. In the process of customer communication, only honesty, in order to obtain trust.
2. Enthusiasm
As long as the enthusiasm for their own careers, in order to concentrate on their own energy to put down, foreign trade is more so, because foreign trade is a long process.
3. Patience
In the foreign trade industry, the development of a new customer cycle is generally between six months to a year, or longer, so in this long process, in their own orders and colleagues have orders, there must be patience, after the storm is the rainbow. From my own experience, I received the first single, just a few hundred dollars of samples, really 60 days and nights, of course, do not rule out the luck component.
4. Self-confidence
This is the most important, in the work, whether it is their own online search for the development of customers, or from the company's platform to receive inquiries from customers, counting the estimated hundreds, but the real order, may be so few. Therefore, the salesman may be a lot of time is doing "useless". But must have self-confidence, there are a lot of potential customers, are to be in a long time before the transformation into real customers, so must hold a firm confidence, will do a better job of business. As long as there is a sound customer, we must be cheeky to catch him not to let go, one day there will be an unexpected harvest. For customers who have placed a single, needless to say is certainly the most important, need to greet from time to time there is no need to help, to a certain time to take the initiative to ask the nextorder time.
In the work, I can say that I did not waste, waste of time at work, to work I am serious and responsible. After the baptism of time, I believe we will be better, as the saying goes: only experience can grow. There is no perfect thing in the world, everyone has their strengths and weaknesses, once encountered more work, easy to rush, or will not take the time to check, but also careless. When there is more work, you want to think more about yourself to get him done, every link to run by yourself, but ignored the role of the team, so we have to correct this mentality, believe in others, believe in the power of the team, and then play to their own strengths: knowledge of the trade, learning and acceptance of the ability to be better. Continuously summarize and improve, improve the quality.
Self-analysis: the current state of behavior, I am not a salesman, or just a fresh start salesman, itself talk, eloquence is not good, the ability to express themselves is not prominent enough. Root cause: no breakthroughs in their own shortcomings, not thick enough skin, psychological quality is not pass, which is not like myself, is far from exploring their potential, the leap of personality. In my heart, I have always believed that I can become an excellent salesman, this power; this belief has been stored in the chest, ready to burst, the heart has been eager to succeed.
4. Foreign trade salesman personal annual work summary
The work has been two months, gradually by the novelty of the foreign trade industry into the trivial details. When I first entered the company, I was a little apprehensive, on the one hand, from the description of other foreign trade salesman: endurance, pressure, but also to test the reflexes. On the other hand, from the unfamiliarity of the industry, although in the school systematically learned, but that can only be used as a reference for the actual combat. I know the challenge has begun.
Luckily, I had a good start to my working life. The company arranged for the sales manager to guide me, and with the help of Axia, I started by familiarizing myself with the classification, model, and performance of the products. Then step by step, I understood the whole process of ordering, production and delivery. I have to say that I took a shortcut, the company arranged for me to talk to the old customers first, and at the same time, I strongly hope that I can have my own independent customers.
Communication, trust, collaboration is the most listened to these two months, I think only the real operation to really understand the meaning and importance of it, the sales department as the internal and external connection point, communication is particularly important. External: to understand the ideas of the guests, try to meet the needs of the guests. Internally: to connect with various departments, which link is wrong may lose the trust of the guests, and ultimately affect the operation of the company.
I still have a lot of problems with customers, I give examples:
eke: this is the first single I took over, but also the first to do the letter of credit single. The letter of credit is the most secure payment method in foreign trade but also the most tricky payment method, compared to other payment methods, the letter of credit more steps to review the single, and a little inattention will increase the extra cost. Take the invoice plus sign, thought the single review is not careful, did not have time to communicate with the guests, the invoice plus sign reduces the profit of this single.
eke is a June 19th shipment, and the original L/C delivery date is June 9th, after negotiating with the customer, the customer agreed to extend the L/C to July 9th. The most complicated ones are the certificate of origin and bill of lading. Since I didn't send the expiration date of the L/C to the shipping company, the process was slow and the certificate of origin and bill of lading were not ready a few days before the expiration date. The financial side of the remittance of U.S. dollars to the shipping company, usually only one working day to arrive at the account, but wasted 4.5 days to arrive at the account. 18th got to mention the expiration date of the letter of credit and the delivery date, and the date of delivery has not been changed. After the single and certificate of origin, immediately rushed to the bank to submit the documents. In the afternoon, the bank staff called, said the guests change the single only changed the delivery date and validity, but the delivery date did not change. Due to the lack of careful communication with the customer, there was one more inconsistency. I gained a lot from doing this order, which made me realize the importance of communication and time. Even if it is troublesome, with good communication, there is room for discussion and solution to any problem. There is also careful, every sentence and every letter should be studied and carefully considered, a little inattention will increase the extra cost. Two months down the line, and the customer talked to a lot of phone, at first very uncomfortable with the accent of some customers, and on the other hand, and the customer negotiation skills are not enough. Take nok for example, the goods have been produced. We need to call the customer to make payment. The customer promised to remit the money tomorrow. Later, I realized that my patience was not enough, and this happened 3 times in a row, and no payment has been made for the shipment yet. Two months of work, due to the work ability and experience is not enough, do things always seem a little fearful, do not dare to have a breakthrough in the work. In the future work, through learning, gradually improve their own ability and business level. Brain to be flexible, can not stand still to meet the status quo, to meet the development direction of the company, to cultivate their own ability to innovate. Better handle and guests. Colleagues of the relationship for the development of business and old customers to lay the foundation for stability.
Finally, I would like to summarize the two months of work, one in order to sort out the thoughts of the old and know the new, and the other is to look forward to the future and better improve themselves.
1, try to learn, so that their ability and quality to keep pace with the development of the company. In the future work, I should seize the focus, learn from colleagues around me with an open mind, take people's strengths to make up for their shortcomings, and enrich themselves. But also to cultivate their habit of thinking, in case of trouble, to think twice, than the guests first thought, in order to give the guests of the service.
2, rigorous and meticulous, the big picture to be strong. Work, guests and the interests of the company will sometimes inevitably have some conflict, at this time to have a good view of the big picture, if their ability is limited, to ask their supervisors to deal with the differences.
3, to develop a good concept of time, the company's leadership has taught me many times, time is the lifeline, customers can not wait, orders can not wait. To deal with all company-related matters in a timely manner, never allowed to be stuck in the last pass, to ask for early return,
Leave a good impression on the guests. This brief summary there are many incomplete places, in the future work I have to go back from time to time to summarize, a person has shortcomings is not terrible, the terrible thing is not put forward to be resolved. I also believe that under the leadership and the help of colleagues, I can more perfect themselves, through their own efforts and hard work, and the company together. Here, I would like to especially thank the company's leadership and colleagues in the work and life of my support and concern, which is the affirmation of my work and encouragement, I sincerely thank you!
5. Foreign trade salesman personal annual work summary
xxxx year is soon to be over, looking back on the past year, the heart can not help but feel a lot of emotion. xxxx May 4, 2010 came to the company, I as a probationary period employees began to the field station business to learn, this stage From 5.4 to the end of 6.25, the strict requirements of the leadership, systematic rolling training, coupled with their own unremitting efforts, I basically mastered the business process, compared with many older employees, I am a novice. But this does not become the reason that I can be worse than others, on the contrary, the more because of this, I have to pay more energy and time to learn than others, so as to keep up with the pace of everyone. With their own efforts, hard work, work attitude, I am familiar with the operation of the business and processing processes, but also a deeper understanding of the entire operation process to the station, so that I can work more comfortable. 6.26 I began to independent operation stage over! 8.17 I submitted a formal application to become a formal employee of the New Oriental, in a sense, I began to opposing the operation.
Work completion:
Since July began to operate as of December 15, the foreign trade ship **** finished ship 9 class completed 260TEU, the domestic trade finished ship 26 class completed 20995TEU, the internal and external trade and the ship 5 class completed 34TEU.
While completing the work of the company regulations, I focus on improving my overall business ability. I focus on the improvement of self-comprehensive business capacity, through the company's regular business training, not only from the ideological awareness of the importance of service quality, from the action, I pay more attention to the improvement of communication skills, I am aware that as an ordinary salesman, in addition to knowing some simple technical and professional knowledge, more importantly, the need to communicate with customers, exchange, answer customer inquiries and questions. Therefore, I need to have more is to master a comprehensive business knowledge and good service, communication skills.
In the usual work, for the new issued a variety of new business, new knowledge, new activities, I have studied carefully, fully understand its spirit, and remember; for some basic business knowledge, I often turn out to see, to do the old to know the new, familiarity breeds skill, more than half a year's learning, thinking and then apply these to the actual work of the I've been with the shipping company, the terminal plans, key customers to form a cordial relationship with the company. I have formed a harmonious cooperative relationship with shipping companies, terminals and key customers. In this process, my general guiding principle is: credibility first, service first, customer interest first. Do not delay the back of the box, drop the box does not pressure the car, the new system of customer service. The new system of customer service. Haier president Zhang Ruimin has a famous saying: under the same conditions, good service can win customers or create customers; bad service can lose or eliminate customers. Integrity is a resource, a kind of capital, is the soul of quality service. I as an employee of the Ministry of Business will do more to seriously look for gaps, while learning, drawing on the advanced experience of other masters, to take the strengths of others to make up for their shortcomings, so that I continue to thrive in the Ministry of Business.
Problems in the work process:
1. operation errors, whenever encountered in the operation of the error, my first sense is to hurry to remedy, no matter who the reason, never let ask to develop, the operation of their own mistakes I never shirked their responsibilities, with a lesson, I will be serious, to find the root cause of the problem, and strive to the same! The error will never let him appear a second time.
2. Friction with colleagues in the process of getting along, for this problem I think so, personality, differences in the way of doing things is the beginning of the problem of the reason, whenever the work process of interpersonal tension, I will take the initiative to communicate with them to communicate, exchange. Avoid affecting the work because of relationship problems, so as to be sincere and lenient to others. A new employee to integrate into a work environment, need to apply themselves, need to accept the environment, which requires a process. Perhaps because of my initiative and sincerity, the current working environment I feel very harmonious, and the relationship between colleagues is also very cordial.
Overall, this year is a year of tension and fulfillment, from learning to the top of the job I used the shortest possible time to complete the excess, the work process I try to narrow the gap with the old staff, in the completion of the work arranged under the premise of continuous learning, because it should be said that as a salesman I have gradually matured.
xxxx year has beckoned to us, the new year means a new starting point, new opportunities, new challenges, xxxx year of experience I believe I will do better! At the same time, I hope that the company to consider my situation can give me an increase in workload, believe me, I can do!