Foreign trade salesman's work summary report
Introduction: work summary is a time period of the work of a comprehensive and systematic total inspection, total evaluation, total analysis, total study, and analysis of the shortcomings of the achievements, so as to derive the experience of citation. It is very favorable to our work. The following is the foreign trade salesman work summary report that I found for you. I hope to be able to help you!
Foreign trade salesman work summary report (a)
With the approach of the New Year's bell, we reluctantly farewell to 2013, full of enthusiasm ushered in a promising 2013. At the end of the year, now to the company's nine-month period of time to do the work reported as follows:
I. Completed the 100P cylinder, 100P rainbow, 60P *** 91 containers exported to the United States, 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 (REPLACEMENT) to the United States.
Mainly responsible for
1. After signing the contract, urge the customer to open a letter of credit, and with the receipt of the audit, there are problems and notify the timely revision.
2. According to the formulation of the shipment and related requirements with the cargo loan to contact the chartering booking.
3. After confirming the relevant shipping information with the customer, we will organize the documents and handle the fumigation of wood pallets. And prepare the fumigation certificate.
4. Coordinate with the production department, according to the customer's different packaging requirements, and arrange the trailer shipment.
5. Calculate the relevant export data, produce documents, and commission the export customs declaration.
6. According to the requirements of the letter of credit, make and prepare the corresponding export documents, go to the bank for negotiation of the bill of lading, and sometimes do the charge.
7. Registration of relevant export information, and according to customer requirements, weekly packing pictures, box seal number, ship's name and voyage information.
8. Organize and file the information, and check with the bank at any time each payment to get the account. And will provide 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, because of the short working time and lack of experience, we also made a lot of mistakes:
1. The trailer was ordered late, causing colleagues and workers to work overtime to load containers.
2. Work 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 the pieces were packed, and the checking work was not done properly.
3. 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, in the midst of the crisis to find hope.
II. Daily e-mail contact with customers.
Mainly responsible for contacting South Korea BESTSELECTION company about the details of the export of goods to the United States, generally confirmed by e-mail back and forth. Including three kinds of goods packaging, settlement, shipment period, product quality, wood pallet dry humidity, Frankfurt booth, new samples and related product changes and so on, most of which is to assist Mr. Wang to complete.
During this period, there was a mistake due to the little business experience: in the case of urgent matters, misunderstood the meaning of South 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. However, the standard of a successful international trade salesman is still far from the future work, will pay more attention to improve.
Three. The development of new products, for customers to prepare samples.
Communicate the results of the negotiations between Mr. Wang and the customer (sometimes listening and recording) and the product requirements, changes, etc. to the purchasing 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 and customer's requirements. Provide customers with pictures, quotations, etc. according to different requirements and confirm them repeatedly by e-mail. Assist sales to organize stock samples for B.S.
Organize stock samples and quote; Prepare new samples for B.S. to bring back from Japan; Prepare samples for MORRIS for US exhibition and quote, etc.
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 big defect for salesman, I hope that the company will have time to organize regular learning and training for new employees, in order to facilitate the work more smoothly.
IV. With South Korea HANKOOKSHARP order remote control lead core; urge GOODFELA production and delivery as soon as possible; order EMICRO fine space, and with the receipt of goods, for the emergence of quality problems to contact by mail. As the task of exporting goods to the United States increased, and later transferred to Bi responsible for.
V. The company's main goal is to provide the best possible service to its customers.
Contact the Frankfurt booth decoration and invitations for the handling; for the leadership for the relocation of the license to prepare information; with the fleet, fumigation, cargo loan, customs brokerage, courier and so on to get a good relationship and regular settlement of costs with the leadership of the day-to-day arrangements for the work; to assist the Ministry of Administration in the development of the departmental responsibilities; contact the photocopying machine 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 ahead to 2015, I will work harder and more conscientiously and responsibly to deal with each business, but also strive to win the opportunity to seek more customers, to fight for more orders, and to improve the import and export sector of the work. I believe I will complete the new task, can meet the new challenges.
Foreign trade salesman work summary report (II)Time flies, unconsciously came to the company has been six months, it is almost time for the New Year. I remember when I first came, due to the lack of experience, is that excited and worried. Initially, I came here with the attitude of learning and exercising. Half a year down the line, I feel that I have learned a lot and made a lot of progress, and have a brand new experience in life and work. Although there is no big contribution, but it is also considered to have experienced a period of extraordinary test. Here, of course, first of all, I am very grateful to the company to give me this opportunity, so that I continue to learn in the work, continue to make progress, and slowly improve their own qualities, but also very grateful to everyone in this period of time to help me.
Out of school, into the social work, found that everything is more formalized than in school, every day to be on time to and from work, every day to sit on the computer all day, now the salesman can not be separated from the computer, a little bit of discomfort at first, but slowly the state of the adjustment over. First of all, first summarize my work in the past six months. These six months I mainly do the following things, the most important of course, is still responsible for network publishing this piece. I remember when I first came to do not know how to publish, after this period of time, slowly have a new experience, know how to enhance the exposure of their own company's products. Of course, we will also update our company's product information in a timely manner every day, and from time to time to release some new products to the site to enrich our product information. Half a year down the line, although there is no substantial customers, but also in some free websites to receive some inquiries, visible effort is not in vain. Therefore, we will continue to work hard to maintain these B2B sites. Second is the understanding of the product. I remember that when I first came to the production workshop will often go down to understand the equipment, the supervisor also in order to let us as soon as possible to have a general understanding of the product, let us weekly understanding of a piece of equipment, and communicate with each other. Now I have a more comprehensive understanding of the company's main products. Of course we know that this is not enough, I must try to understand more products in the future, especially from other manufacturers. Besides, I usually deal with some inquiries. My supervisor will assign some inquiries received from Alibaba website to me. Of course, I will handle them in time and reply to the letters in time, but most of them are never heard from, probably most of you have experienced the same thing. A lot of letters sent out are not answered, even if some of the quoted price, but the possibility of finalizing the deal is also very slim. Even so, it is necessary to make a timely response to each inquiry to leave a good impression on the customer. It is said that a salesman should have patience and perseverance, which is probably reflected here. Half a year down the line, although not yet received a single, but in general, the foreign (domestic) trade process has a certain understanding. Customer inquiries? Quotation? Get an order, sign a contract? Internal orders for materials? Production department production equipment? Delivery? Commissioning? After-sales service, each link is crucial.
Of course, half a year down there are also worrying places, is the company's overall system is relatively chaotic. I basically understand the company's workflow, but also understand the direction of the company's development, which allows me to understand the work is not a person's business, the power of unity is great. The most important departments of the company are the sales department and the production department. The collaboration of these two departments is very important, if these two departments are out of touch, nothing can be done. We know that only when the sales department receives orders, the production department will have work to do. And at the same time only the production department on time delivery of equipment, it is possible to bring the next cooperation. In fact, as a company, the first business is talent, followed by integrity, and then the product. The time I came to HOTEL is not too long, not too short. But in these six months, or happened a lot of things, downstairs clampers changed a batch and a batch, including warehouse management, technicians have changed, frequent staff turnover, may be employees are lacking a sense of belonging. And take the new product shoe cover machine, since the product on the twists and turns, such as can not be delivered on time, the customer came many times but can not see the normal operation of the equipment. It is said that the transaction is not the end of the sales work, but the beginning of the next sales campaign. But our current situation is to take a single lost a customer. In the end, the reason lies in the integrity, we know that integrity is the company's business philosophy, rather than operating the product, it is better to say that the business integrity, each company is relying on integrity to maintain their existing customer base and expand their influence. There is also the quality of the product is also crucial. Out of the equipment only has a high quality, customers will trust us, so in the future in the product quality must be good.
In the company's time I am also particularly grateful to all of you to my care and help, of course, we have to especially thank the director. I remember when I first came here is really a lot of things do not understand. It is said that newcomers need to be brought, I may be considered a lucky one, because there are experienced supervisors with. I remember that I didn't know anything at the beginning, I didn't know how to send and receive faxes, I didn't know how to post information on B2B, and I didn't know how to make a correct reply to some inquiry letters. During this period of time in charge of the ` attentive guidance really learned a lot, in addition to the usual everyone will teach me some people to do things reason, these are in school is not to learn. Of course, the road ahead is still long, to learn a lot, I will continue to learn from everyone.
Finally, I hope that in the new year, whether it is the company or individuals can be a new look to meet the new challenges, I hope that all the company's employees can work together, and strive to make our company go better, go farther.
Foreign trade salesman work summary report (three)
Currently, in my sales stage, I think: work summary, that is, their own work and learning process with the text to sort out once again, so that they can experience a deeper way.
A process
Confucius said: ? Warm the old to know the new? I will use this way, I just a few months of work and study process to review once again, I hope that I will be able to expand their memory in the coming year, and continue to receive new knowledge.
In August and September, I felt that I had been saving up my energy, and the basic content of my work was still the same: making the first draft of basic documents (F/A, C/O, Commercial Invoice, Packing List, Booking). Occasionally, there would be an inquiry in a week, and the sales manager let me keep following up on one in order to train me. four kinds of cosmetic bags?
Ten months ago, the sales manager asked me to follow up on an inquiry for four cosmetic bags.
In October, it started to get a bit tense, it seemed to be our peak season, and the whole office was a bit? boiling? In addition, the Hong Kong Gift Fair on October 20 is coming, invitation, preparation, we are not only busy with the orders, but also to steal the spare time to screen samples. At the same time, I was more worried about my own quality, can I go? In the end, I still have the honor to participate in, and meet the guests as promised, the mood is very happy.
November, for a factory, our orders will be a little? The fire? feeling. While we are busy with the basic work, the rest of the time is used to do the follow-up after the exhibition. At once? Dudu? Dum-dum-dum? Tada? I also got my first order at the end of the month.
December, a heart on the first order, worry, worry, worry, and finally in everyone's *** with the efforts of the shipment. At the end of the month, I ushered in a second order.
January, near the New Year, the mood seems to be a little restless, not quiet, just want to complete the work at hand, and do not want to arrange more work for themselves, want to go home!
In this process, I understand: some things do not necessarily immediately reflect the value, but perhaps it can be mapped to other aspects, may be in a certain area it will bring a very substantial return.
There are some things that you have to think about when you do them, because once you get involved in a series of negative issues, not only is what you do not worthwhile, but it may also hurt others, and hurt everyone's interests.
And keeping a calm mind and doing things slowly and methodically will help you see things clearly.
Second, the problem to be solved
1. Price
(1) In the face of the guests do not understand, the offer to take the conventional algorithm.
(2) In the face of familiar customers, the offer will be appropriate to make some adjustments. Fully consider the cost that the customer is willing to pay, to achieve cost minimization, the formation of economies of scale. In this way, we provide customers with value and the pursuit of return (profit) complement each other, mutually reinforcing, objectively achieve a win-win effect.
(3) in the face of the same inquiry, the second offer,
① and the first difference is not much, all happy
② compared with the first time, the price is much lower, in the case of raw material prices did not drop significantly, generally this situation will not occur, if it occurs, we will suspect that the quality of production capacity issues.
③ Compared with the first time, the price is much higher, this situation is more likely to occur, the reason for this phenomenon is likely to be due to the gap between the physical and electronic file descriptions (manufacturer's point of view).
As a sales face to face with the customer, but the customer does not necessarily so understand, so we need to have other reasons to convince the customer. Therefore, I would like to know the necessary, sufficient, and specific reasons for the high price increase in future inquiries.
Because the customer always wants good quality and low price, especially in the price demand is unlimited. We can not tail him too much, but to make him satisfied, do our CS sales basic principles. (However, judging from our sales model, it seems that we are using 4PS, so the price barrier is particularly important, I wonder if we will change this concept of 4PS in the future? Personally, I'm not a big fan of pricing a product and then charging the customer how much. I think: you should first find out from the customer, how much he is willing to pay, and then gate the customer at that price. However, this is currently for me, in practice, there are some difficulties).
2. Product Knowledge Issues
When a customer is interested in one of our similar products, there are a lot of questions they want to know. As a shallow experience I, many really can not answer, resulting in guests ask a question, I ask and answer the embarrassing situation. Therefore, I would like to get as much information about this product as possible along with the inquiry. (No need to increase the workload, according to their usual contact with the product, experience and understanding of the product to allow me to obtain more information). With the mutual transfer of product knowledge, with the accumulation of time, I believe that with the help of everyone, I will know more and more, in the face of product-related knowledge issues will not be afraid.
3. Sample quality control issues
This is really an annoying problem, with my ability to appreciate, can only look at the appearance. Maybe I will grow up in the future, and keep a good quality control, so that both sides can reduce the headache.
Third, recognize
From a general point of view, the sales of our company involves the following a sales chain:
Domestic producers? Domestic trading company? Foreign trading companies? Foreign wholesalers? Foreign consumers (final buyers)
From the role of buyers we are in the first level of the sales chain, associated with many domestic manufacturers, we have a wealth of supplier resources.
From the seller's role we are in the secondary sales chain, facing a variety of foreign buyers around the world, we have a large customer base, both from the buyer's point of view and from the seller's point of view, our advantages are obvious, but how to make the two form a mutual demand, benefits **** to enjoy **** with the development of today's strong enterprise group is our **** with the goal of struggle.
Sales is like a war, sales staff in the front line of the charge position, and procurement is the backing, is the foundation, is circling and winding deep underground roots, deep roots, backup and reserve power is sufficient, the sales staff initiated the charge, in order to achieve the attack and a comprehensive breakthrough. Of course, this is also an interactive process, the breakthrough of the sales staff will naturally lead to the development of procurement, but also the procurement of suppliers to become more and more powerful, the roots will become more and more stable, deeper and deeper, however, how to continue to maintain the state of this sustained upward trend is our current top priority.
Here, I see our strengths, so I believe in my choice, and believe there will be a bright future.
Fourth, the goals and plans
The experience of the two orders, let me feel the power of the team, we *** with the effort, *** with the solution to the difficulties so that I once again cut the field to appreciate the ? Unity is strength? The truth.
The new year is coming, I believe that next year I will have the opportunity to penetrate the cycle of AIDA sales process.
Attention?Interesting?Desire?Action?Good feedback(good feedback pushes and promotes customer's attention, then achieves sales.)
In order to move towards this effect, it is necessary to lay the foundation as well as a good plan.
Self:
1. Develop a positive attitude and keep it. Earl. Nightingale said: ? What we think determines who we will become. The key to attitude is not a feeling, but a state of self-enlightenment. And maintaining this state of enlightenment must be a cumulative process.
2. Make small plans, give yourself tasks to do, and satisfy yourself
3. Focus on the opportunity
4. Help others. Another way of understanding sales is to help others in business.
5. Enjoy your work. Every successful person likes what they do, because they love what they do, to do with fervor, with passion.
Work focus:
1. new customer development
The development of new customers, for me just starting out, is a necessary entry point for sales.
① From all the customer information, filter out a few potentially powerful customers.
② Know your potential customers and know yourself. Know yourself and know your enemy.?
Before communicating with customers, first understand the customer and the sales market, with the help of all available resources, collect customer information.
③ Listening. After the second step has a certain effect, it is necessary to slowly establish a friendship relationship, patiently listen to the various needs of the guests, but also take this opportunity to learn more about the guests.
④ Communication, communication, further development of friendship.
⑤ After a certain foundation, you can ask the customer to send an inquiry.
⑤ After a certain basis, you can ask the customer to send an inquiry.
⑥ After the inquiry continues to follow up, if the conditions allow, you can ask to meet to discuss, which can greatly accelerate the integrity of each other.
⑦ There is a good degree of integrity between the two sides, the business will come naturally.
All of the above need to do a sustained attack on potential customers.
2. Sales terminal ability to improve
The ultimate realization of the sales task is determined by the terminal sales, and terminal sales to enhance the main decision on two factors. First, the terminal sales skills to improve, for example, there were 10 potential customers, can only be sold 1, now sales skills to improve after the sale of 5, which is obviously more than the previous growth of 40%. To do this, it is necessary to plan ahead as well as learning, some of the better sales methods into the brain and strive to skillfully apply to the actual sales.
3. Build a long-term relationship with each client
Whether it's a prospect or a client you've already worked with, it's important to build a long-term friendship. There is an old business maxim that says: ? Conditions are the same, people want to do business with friends. When conditions are different, people still want to do business with friends.
It can be seen that the power of friendship, in addition, by the customers have been introduced to the customer is very rare, we have to take advantage of such an opportunity as well as the continuous creation of our COMBEST word of mouth to develop this favorable trend.
Although it takes time to develop such relationships, I believe I will keep my passion for my work and do my best to develop and maintain such relationships, and I believe that I will make many good friends.
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