Foreign trade salesman annual concise work summary (selected 5)
A period of time in the work of unconsciousness has come to an end, recalling this period of time, must have made a lot of achievements, which also means that, again, we should be ready to start to write a summary of the work. So how to summarize the work to write a new style? The following is my collection of foreign trade salesman annual concise work summary (selected 5), welcome to read and collect.
Foreign trade salesman annual succinct work summary 1
Time flies, turn a year's time flies past. 20xx year means the end of the first decade of the two thousand years, next year is about to be the beginning of the second decade of the two thousand years, the old days, look back on the course of this year's work can not 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 with some sales experience, sales is not difficult, but for a sales experience is not very rich, just engaged in the sales of this industry for less than two years is challenging, so far, 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 time, not too long, not too short, about 540 days every day is centered around the sales of this. 20xx year this year and almost past, although did not achieve remarkable results, but I think I have done to stand up to themselves, every day I did not waste time doing nothing, but in thinking about how to do a good job of the program and offer ushered in the customer, a salesman to get the company's affirmation of the only sales performance, this is an ironclad fact. In order to achieve excellent results next year, we must continue to work hard, do our best 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 uploading products to write English product descriptions, due to the half-year last year, there is no substantial single in the time with the product understanding of the very shallow, so in the product description stage utilized a relatively long time, the beginning of no one to teach although it is not too difficult to operate in practice or encountered a lot of trouble, rely on oneself to slowly figure out how to put the product, and how to make the products, and how to make the products, and how to make the products, and how to make them more attractive. Slowly figure out how to write a good description of the product keywords set up. In the last quarter inquiries are very few 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 seriously treat and thus guide the potential customer, they will step by step on your reply and the topic of interest, and then they will use their valuable time in the busy day to day! The only way to get your questions answered is to take each inquiry seriously and guide the prospect.
In fact, as long as most of the inquiries are high content will certainly usher 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 that the guests need more equipment amount of money, they then come to the country to visit several factories, and we want to stand out among them to let them choose our production of equipment, this has a lot of factors affecting the success of the sale, price factors, communication factors, the company some other factors. So the 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 in April if you can not do a single resignation.
Because I know that the shortest time to follow a single is about three months. Re-formulate a sales plan for yourself, which is the most indispensable is 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 necessarily have a great return, but some pay will have to get, the sky will not automatically fall pie, only their own 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 one by one small single after the confidence will have, this is the lucky place. One of the shortcomings or for some technical problems can not give customers clear answers, because those are to understand the principle to get clear, 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 switch is to 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 these can not inform the time to realize that in fact only to figure out the basic process is far from enough. So far has not sold a production line of machines, the details of the technical issues involved should be, so that no matter which industry, learning is endless. From these, I see my own shortcomings, and later if you want to be a small success must strive for excellence in this area. Summarize here I basically have no insights and self-scrutiny of the place, just there is the goal of the next year, thinking towards that goal, can sell a pure water production line equipment has been the goal of my pursuit, I hope that the first quarter of next year can be achieved. In addition, here there are some of the company's system is slightly dissatisfied, I hope that the company can do in accordance with my suggestions, as follows, first, I think the company can not be deducted every month our commission plus 15% of the base salary, 5% is still acceptable to us, and every year deducted part of the year-end liquidation should be given to us. Secondly, the tax rebate part of the tax rebate down to be sent to us.
Foreign trade salesman annual succinct work summary 2xxxx year will soon be over, looking back on the past year, I can not help but feel a lot of emotion. xxxx year May 4 to the company, I as a probationary employee began to learn the business of the station, this stage from 5.4 to 6.25 end, the leadership of the strict requirements of the systematic rolling training, coupled with their own unremitting efforts, I basically mastered the business process, I have a good understanding of the business process, I have a good grasp of the business process. 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 business operation and processing process, but also a deeper understanding of the station's entire operation process, so that I can work more comfortable. 6.26 I began to independent operation stage over! 8.17 I submitted the application for transfer to become a formal employee of the New Oriental, a sense of a sense I began to oppose the operation.
Work Completion:
In the completion of the company's work at the same time, I pay attention to 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 the communication skills, I am aware that as a general salesman, in addition to some simple technical and technical skills, I also know that the company has to be able to provide the best service to the customers. In addition to know some simple technical and professional knowledge, more important is 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 keep in mind; for some of the basic business knowledge, I often turn out to see, to do the old to know the new, familiarity breeds mastery, more than half a year's learning, thinking and then apply these to the actual work I have been with the shipping company, the terminal program, key customers I have formed a harmonious cooperative relationship with the shipping company, terminal program, key customers. In this process, my general guiding principle is: reputation first, service first, customer interests first to do back box does not delay, drop box does not pressure car, the new system of customer service. Honest 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. As an employee of the Ministry of Business will do more to seriously look for gaps, while learning, learn from other masters of the advanced experience, take the strengths of others to make up for their shortcomings, so that the Ministry of Business I continue to thrive and grow.
Problems in the course of work:
1. operation errors, whenever encountered in the operation of errors, my first sense is to hurry up to remedy, no matter who the reason, never let ask to develop, on their own operating errors I never shirked the responsibility of a lesson, I will be serious, to find the root cause of the problem, and try to The same error 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 reason for the problem, whenever the work process of interpersonal tension, I will take the initiative to communicate with them, 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 excessive, 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 mature.
xxxx year has beckoned to us, the new year means a new starting point, new opportunities, new challenges, xxxx years 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!
Foreign trade salesman annual succinct work summary 3Because the Internet is in the virtual space to talk and get acquainted, the key issue is to do with the customer mutual trust and mutual benefit, there will be business. Be sure to pay attention to the following aspects:
The company's business products and price positioning:
a. The company's main products, if the company's small-scale development speed, the company's manpower, material resources, financial practices are not strong situation, the company must operate sales of specialized products, the party will see results as soon as possible. For more product-oriented business, the front line stretched too long, from the front line of business to the factory search and after-sales follow-up requires a complete system with a number of professionals and expertise to manipulate.
Buyers will always compare three, buyers are far from professional. As the main advantage of the trading company is to bring quality service, such as this can not be done, is not able to win the trust of customers.
Quotation is not a very simple activity, it is the entry point of communication between enterprises and new customers. To understand the industry's export volume and prospects. The average level of quotation and quotation trend of each enterprise in this industry. And the quality of the company's products and similar products in the country belongs to which level (high school and low), self-products and market price difference, and how to arrive at the correctness of the offer, so that customers check the company to understand the company's main business products and product advantages and core competitiveness.
b. Quotation
The data on the quotation is part of the business development strategy. Because it determines the company's business development of the entry point. The positioning of the price also positions the customer. Different prices will cultivate different qualities of the customer base, but also determines the direction of the company's development, product/service strategy, the speed of development and the future. So a small quotation, seemingly simple, but in fact, after careful and serious consideration.
The offer should be reported appropriately, not too low, not too high; good things can not be sold cheap, ordinary products do not report high. Because customers tend to decide from your offer to your honesty, and at the same time to determine your familiarity with the product; if a very simple and ordinary products you report a price away from the market, and even a few days are not reported, which means that your honesty is not enough, you simply do not understand the line, naturally, the guests will not pay any more attention to you.
To find out the customer's motivation and sincerity and then quote, so as not to become a quote tool, a waste of time.
Foreign trade competition is extremely fierce, to the current Chinese market is seen as supply exceeds demand, in order to rise above the rest, personality attention to service and often learn to avoid mistakes.
Foreign trade salesman annual succinct work summary 4
In the blink of an eye, 20xx year is going to wave goodbye to us, in this cold winter, think back to their own close to a year to go through the road, the experience of things, not too much emotion, not too many surprises, more than a calm, calm mind, as well as the ability to cope with.
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 such a good working conditions and living environment, experienced superiors to guide us, take us forward; their practical experience so that we can benefit for life, learned from them 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, bringing together the wisdom of each person, to do things to the extreme, to deal with customer orders in place.
Entered the company at the end of last year, 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 accumulate in volume, unknowingly, more than half a year's time in a flash, in this period of time, I changed from a newcomer who knows nothing about the product knowledge to a professional salesman who can independently operate the business, to complete the role of the career change, and adapted to the work. Performance is nothing outstanding, the following is a year of work experience:
I. Business ability
1. The company and the product must be very familiar.
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 the needs of their own, 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, it is natural to know the target market in that, but also can be very professional to answer the customer's questions.
2. Knowledge of the market.
Not only to understand the target market, but also to understand the competitors. Absolutely can not sit in the well, do not know the world. Because the only constant in the world is "change", so according to changes in the market and make the appropriate strategy, 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 guests 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 conducive 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 negotiations 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, to 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 leadership to help, the various departments to cooperate, the problem will always be solved.
II. Personal qualities
1. Honesty
Doing business, the most afraid of "crooked 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 devote their attention to 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, indeed 60 days and nights, of course, do not rule out the element of luck.
4. Self-confidence
This is the most important point, in the work, whether it is their own online search and 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 we must hold a firm self-confidence, will do better 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 top priority, need to greet from time to time there is no need to help, to a certain time to take the initiative to ask nextorder time.
In the work, I can say that I did not waste, waste of time at work, I am seriously responsible for the work. 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 its 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 behavioral situation, I am not a salesman, or just a fresh start of the 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 a good salesman, this power; this belief has been stored in the chest, ready to burst, the heart has been eager to succeed.
Wave goodbye to the old year, meet the new spring, we are full of confidence, full of hope!
Foreign trade salesman annual succinct work summary 5The work has been two months, gradually by the novelty of the foreign trade industry into the trivial details. Just into 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 reaction force. 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 product classification, model, and performance. 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 heard in these two months, I think only the real operation to really understand the meaning and importance of 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. Internal: to be with the various departments of the articulation of the compact, which a part of the error 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 safest but also the most tricky payment method in foreign trade. Compared with other payment methods, the letter of credit has more steps to examine the single, and the slightest 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. And the finance side due to remittance of dollars to the shipping company, usually only one working day to the account, but a waste of 4 to 5 days to the account. 18 got to mention the expiration date of the letter of credit and the delivery date, and the delivery date 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's staff called, said the guests changed the single only changed the delivery date and validity period, 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, the second is to look ahead and better improve themselves.
1, strive 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, take the long make up for their shortcomings, enrich themselves. But also to cultivate their habit of thinking, when in trouble, to think twice, than the guests first thought, in order to give the guests the best 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 consult their superiors, to deal with 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, and never allowed to be stuck in the last pass, to ask for early return, to 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 biggest affirmation of my work and encouragement, I sincerely thank you!
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