The year-end summary also analyzes the reasons why the work plan at the beginning of the year has not been implemented or is not implemented in place and the problems existing in the work, so as to propose solutions to the problems and further improve the various tasks for the coming year. Work is very important. The following are several foreign trade salesman work summary reports that I have brought to you for your reference.
Foreign trade salesman work summary report 1
2019 is about to come to a successful end. This year is a turning point in my life. From a student to a social worker, I started my dream-chasing career in a competitive era where opportunities and challenges exist. Looking back on my experiences with xx this year, I feel quite touched. I now summarize my feelings and work experience since I started working as follows.
1. First entry into the position
I graduated in June this year and came to XX as soon as I stepped out of school. Before I left school, I was still confused. I didn't know what kind of job I wanted to do, and I didn't find a clear position for myself. I know that I am not the kind to live in poverty, so I have to set goals for myself and work hard. Because before graduation, I also worked two jobs, one as a shopping guide and one as a business receptionist. Due to various reasons, I could not continue to do it.
Until xx, I was fortunate enough to enter the big family of xx. With the help of company leaders and colleagues, I have greatly improved my knowledge of products, familiarity with products, and product promotion. . Here I would like to thank my leaders and colleagues for their help.
2. Familiar with the business process
As I gradually came into contact with international trade, I received many orders from customers through the free version of the xx platform, but unfortunately they were all small batch samples. The order ended up because the actual payment method could not be through Alipay. At the beginning of June, after half a month of familiarity with the product and replying to inquiries, a xx customer finally accepted our payment method and the transfer was successful.
The first foreign trade order was completed. Although it was only a small order, Que learned a lot from it. After receiving the payment, follow the order, let the production arrange production and contact the international freight express.
3. Participate in exhibitions
In mid-June, the company participated in the xx International Procurement Expo. Basically, the customers at the exhibition were from abroad. During this period, because there were fewer peers at the exhibition, not many participated in the competition. This is the time for us to play our part again. Several colleagues are promoting the company's products, handing out business cards and information, trying to attract as many customers as possible to visit our showroom.
Communicating with foreign customers has become a skill again. To attract interested customers and to let unintended customers get in touch with and understand our product, in the final analysis, to put it bluntly, we must never let go of those who come. During the communication with foreign customers, I also learned how to introduce our products to customers and how to explain and analyze the product advantages. After an exhibition was held, I temporarily sold small batches of products, received many business cards from foreign customers, and also sent some of my own business cards, hoping to contact some interested customers in the future.
After the exhibition, it’s time to analyze business cards and send and receive emails. Experienced colleagues received the business card and promptly judged the customer's intention and contacted the customer to visit the factory. Also made a quantity order. During this period, I learned to carefully judge the customer's intention and understand the customer's needs in order to be able to respond to their requests.
IV. Sending and receiving emails
Sort out, analyze, and recall the business cards at the exhibition, and send emails to those who are interested one by one to greet them. Product pricing is another important thing to consider before sending an email. Since it is a factory, product prices have certain advantages. With this advantage, the price is not a big problem.
The second is the detail of the price, which involves xx, xx and other aspects. This is a test of product familiarity. It is also important to make the quotation clear at a glance. It is necessary to clarify the price difference between your product quotation and the market price, and how to achieve the accuracy of the quotation, so that customers can find out the company's main products, product advantages and core competitiveness.
5. Work errors
Some time ago, due to a quotation error, which was different from what the customer understood, the company lost a customer. If the customer wants a module, I will quote him a module according to our regular quotation. When the customer sent the sample and asked me for a quotation, his sample came in a set of two modules. I didn't understand it well, so I quoted the price of one module.
There was no good communication during the few days, and they did not understand each other properly. It wasn't until the customer came to sign the contract that I realized that the quotation was seriously wrong. In this regard, I felt that I was too careless. You need to be careful when working, try to think of everything you can think of, and be sure to ask about things you don’t understand. It is a truth that three cobblers can rival one Zhuge Liang. If you ask, you will always find a solution.
7. Experience
1. "Working hard may not necessarily lead to success, but giving up will definitely lead to failure" is a sentence once said by the basketball player Yao Ming. Use this sentence to remind and spur you at all times. Hold yourself. This period of time in the company made me realize that a qualified foreign trade salesperson must start from the basics, build a solid foundation, not be too conceited, be impetuous, ask for advice humbly, and learn patiently.
2. Professional learning must be combined with practice. You must be familiar with professional foreign trade terminology, especially in the xx industry. You must grasp the needs of customers and provide customers with corresponding services. Communication with customers should be targeted.
3. Do your job conscientiously and responsibly. You must do the job at hand, concentrate on your work, communicate and contact with customers well, and patiently ask for advice if you don’t understand something.
4. Mentality determines everything. Doubt, complaint, indifference, and intellectual laziness are fatal attitudes to work. If you realize that work is your own business, you will not have lazy thoughts. You must persist for a long time and never give up. Failure is the mother of success.
8. Looking forward to 2020
Say goodbye to the old and welcome the new, and look forward to 2020. The new year has begun, and the intense and busy work has begun. Clarify the company's goals and plans, and plan your own work and personal goals. I will work more seriously, study business knowledge assiduously, and improve my abilities to strive to complete the company's sales tasks and goals. At the same time, I hope that the company and the individual will reach a new level, persevere, and work hard!
Foreign Trade Salesperson Work Summary Report 2
2019 has passed quickly. Looking back on 2019, there is a lot I want to summarize. As the saying goes: "Live until you are old and learn until you are old." I have been strictly demanding myself in all aspects and working hard to improve myself so that I can adapt to the situation of social development more quickly. By reading a large number of moral cultivation books, I have the courage to dissect myself, analyze myself, face myself squarely, and improve my own quality.
1. Be familiar with the company’s new rules and regulations and business development work
The company is constantly reforming and formulating new regulations, especially in the litigation business, arranging professional legal affairs personnel to assist. As a senior salesperson of the company, you must take personal responsibility and carry out business work with all your strength while complying with company regulations.
1. In the first quarter, litigation business development was the main focus. Conduct litigation business development based on existing old customer resources, develop all customers who may have litigation needs, and arrange legal affairs specialists to meet and negotiate with customers who are interested in cooperation. During this period, at least x pieces of litigation business were facilitated, with agency fees reaching more than x million yuan (x million yuan per case). While developing litigation business, you should not abandon various types of business assigned by these customers, maintain regular contact with these customers, and report the progress of the business assigned by these customers in a timely manner.
2. In the second quarter, we will focus on trademark and patent business. Develop customers through a variety of business development methods such as going to professional markets, participating in professional trade fairs, surfing the Internet, making phone calls, and visiting strangers, and strengthen emotional contact with old customers to form a recurring customer group. So that the agency fee reaches more than xx million yuan (the monthly agency fee is not less than xx million yuan). While vigorously exploring the market, we must not abandon various types of business assigned by such customers, maintain regular contact with such customers, and promptly report the progress of the business assigned by such customers.
3. The "National Day" and "Mid-Autumn Festival" double festivals in the third quarter bring a good start to the second half of the year. Moreover, with the relative improvement of my professional knowledge and comprehensive capabilities in high-end business, I will conduct targeted development for customers with larger scale enterprises that meet the conditions of "China Well-known Trademark" or "xx Provincial Trademark". Cooperating customers can arrange for business managers to meet and negotiate, and strive to sign a "xx Provincial Trademark", with an undertaking fee of more than xx million yuan. While developing well-known trademarks and trademark business, you should not lose sight of the various businesses assigned by these customers, maintain regular contact with these customers, and report the progress of the assigned business in a timely manner.
4. The fourth quarter is the end of the year. At this time, we must do our best to maintain the business status assigned by old customers. First of all, we must gradually understand the customer resources with potential development among old customers, find out the loopholes, make targeted feasible suggestions, and strive to fully protect the intellectual property rights of the customer company. The agency fee will be at least x per month. More than 10,000 yuan.
2. Develop a learning plan
Learning is crucial for business personnel, because it is directly related to a business person’s pace of advancing with the times and the vitality of the business. I will adjust my learning direction as needed to replenish new energy. Professional knowledge and comprehensive abilities are all what I want to master. Only by knowing yourself and the enemy can you be victorious in every battle. I also hope that the business manager will give me support in this regard.
3. Enhance the sense of responsibility, enhance service awareness, and enhance team awareness
Actively and proactively get the work done and implemented. I will do my best to reduce the pressure on leadership.
The above is my summary of my work in 2019. It may be very immature. I hope the leaders will correct me. The train runs fast because of the headband. I hope to get correct guidance and help from company leaders and department leaders. Looking forward to 2019, I will work harder, treat every business seriously and responsibly, and strive to win opportunities to seek more customers, win more orders, and improve business development. I believe that I will complete new tasks and meet new challenges.
Foreign Trade Salesperson Work Summary Report 3
In the blink of an eye, 2019 is about to be waved goodbye. On the occasion of the New Year, I look back on the road I have traveled in more than half a year, so What I have experienced, there are not too many emotions, not too many surprises, not too many achievements, but a calm and calm mentality.
In these more than 10 months, there have been failures and successes. Unfortunately, but gratifyingly, my business knowledge and abilities have improved. First of all, I have to thank the company for providing me with such good working conditions and living environment. There are such good and experienced bosses who guide me and lead me forward; their practical experience will benefit us throughout our lives, and we will learn from them. It is not only the method of doing things, but more importantly, the principles of being a human being. Being a human being is the precursor to doing things
I started to join the company in February. Before I knew it, a year passed in a flash. During this period, Over time, I transformed from a newcomer who knew nothing about product knowledge to a salesperson who could operate the business independently. I completed the professional role change and adapted to the job. The performance is nothing outstanding. The following is a breakdown of one year's work:
When entering a new industry, everyone must be familiar with the knowledge of the industry's products, the company's operating model and the establishment of a customer relationship group.
In market development and actual work, how to position the market direction and product direction, capture key customers and track customers, how to arrange time during off-peak seasons and what products are available, of course, this is far from enough, and we should continue to learn. Accumulate and keep pace with the times.
Although I have wasted time at work and wasted working time, I am serious and responsible for my work. After the baptism of time, I believe I will be better. As the saying goes: only experience can grow. Nothing is perfect in the world. Everyone has their own advantages and disadvantages. Once there is a lot of work, it is easy to be impatient, or not to take the time to check, or to be careless. When I have a lot of work, I think more about getting it done by myself and running every link by myself. I want to correct this mentality and give full play to my own advantages: trade knowledge, learning and acceptance. Continuously summarize and improve to improve quality.
Self-analysis: Judging from my current behavior, I am not yet a qualified salesperson, or just a salesperson who has just started. My conversation and eloquence are not good enough, and my expressive ability is not outstanding enough. The root cause: I have not broken through my own shortcomings, I am not thick-skinned enough, and my psychological quality is not up to par. This is not like myself at all, and I am far from exploring my own potential and making a leap in personality. In my heart, I have always believed that I can become an excellent salesperson, this motivation; this belief has always been stored in my chest, ready to explode at any time, and my heart has always been eager to succeed. "I want to fight like a real man and surpass myself." I said to myself.
Foreign Trade Salesman Work Summary Report 4
In 20xx, there are also many good memories and many emotions. 20xx is an eventful year for the liquor industry. Although the impact of the 10-year global financial crisis is gradually weakening, it will take some time for the overall economy to recover. The state's adjustment of the liquor consumption tax also caused a period of commotion in the industry. This was followed by a nationwide crackdown on drunk driving and a local ban on alcohol, which made the liquor industry even worse. In such a bumpy year, we stumbled along the way, and the joy and sorrow, passion and helplessness, confusion and emotion were really infinite emotions:
1. Review of sales performance in the responsible region and analysis
(1) Performance review
1. The total annual cash return was 1.1 million, exceeding the company’s tasks;
2. Successful development Four new customers were acquired;
3. Laying the foundation for the company’s operation in key regional markets in southwestern Shandong, with Jining as the center;
(2) Performance analysis
1. Although I have completed the cash collection task stipulated by the company, it is still far from the goal of 2 million that I set. The main reasons are:
The market foundation is still very good, but the dealers’ investment awareness and company management are so poor that after we withdrew, the market fell seriously. I made several mistakes in this market:
(1) I failed to guide dealers to operate the market according to our ideas, and I relied too much on manufacturers;
(2) I did not Look for other suitable potential high-quality customers to supplement at the appropriate time;
4. Among the new customers I visited throughout 20xx, more than 10 had strong intentions, and most of them came to the company for inspection. . However, there was very little implementation in the end. The reason was that the later tracking was not in place, and I was not confident enough, which wasted a lot of resources!
a. The key market positioning in the first half of the year was not clear and firm. First, Pingyi was positioned. , but due to the particularity of the Pingyi market (local protection) and the subsequent shift of the dealer's focus to beer, my original intention finally changed. Secondly, I was optimistic about the Surabaya market. Although the market environment was very good, the dealers' cooperation was too poor, so I gave up again.
It was almost the end of the year until I finally chose Jinxiang "Tianyuan Non-staple Food"! b. The expansion of new customers was too slow, and the quality of customers was poor (most of them were small customers with little strength);
c. Company service Lag, especially in shipments, not only affects the market, but also affects the sales confidence of dealers;
2. New customer opening, although 4 new customers have been implemented, it is still far away from what I have formulated. There are still two short of the target of 6, and 3 of these 4 customers are small customers, and the sales volume is also very average. This is mainly caused by my own subjective opinion. I don’t pay much attention to customer quality in order to collect money. As the saying goes, "Choice is more important than effort." The dealer's "strength, network, distribution capabilities, cooperation, and awareness of investment" directly determine the quality of market operations.
3. Our company has been operating in Shandong for three full years. The mistake in the past three years is that we have not focused on the key points. Therefore, we have learned from the experiences and lessons of previous years. This year I personally I also incorporated the search for key markets into my regular work, and finally decided to operate the Jining market with Jinxiang as the core in November 20xx. Through two months of market operation, I also gained some experience and laid the foundation for next year's operation. .
2. Personal growth and shortcomings
With the care and support of the company leaders and colleagues, in 20xx I personally made great achievements in business development, organizational coordination, management and other aspects. There have been great improvements, but there are also many shortcomings.
1. The ability to self-adjust the mentality has been enhanced;
2. The learning ability, foresight and control of the market have been enhanced;
3. The ability to deal with emergency problems and grasp the psychological state of others has been enhanced;
4. The understanding of the overall market needs to be improved;
5. The management experience of the team and the overall regional market The operational capabilities need to be improved.
3. Mistakes and shortcomings in work
1. Pingyi Market
Although local protection is more serious, we have coordinated through relationships, coupled with Although the market operation is low-key, there is still a certain market. Moreover, it has been proven through a period of time that the special songs developed by dealers are very suitable for consumption in the rural market. Before the off-season, because I failed to communicate effectively with the dealers and the service was not in place, the dealers ended up focusing most of their energy on beer. What's even more wrong is that the agent picked up another liquor - Yimeng Folks. Moreover, the manufacturer's support was quite strong and they even downplayed it for us.
2. Surabaya market
Although the dealer’s character is problematic, the market environment is indeed very good (no local strong brand, no local protection----) and Shili Liquor Alley has been operating as a hotel for more than a year, and there are certain positive factors in the market. Later, it expanded the circulation market, and the market response was very good. The mistake was that the dealers were not suppressed in terms of fees in advance, which led to an imbalance in management and control later on, which ultimately led to the failure of the cooperation and the failure of the success. The key is that my personal skills are not strong enough, my foresight of things is not enough, and my reaction is not fast enough.
Work development and problem solving in some old markets
Due to our poor grasp of the market and poor cost control in the past, the market 10 years ago still had cost conflicts. After consultation with the company leaders, we adopted the principle of "harmonious development" and adopted the policy of "one location, one policy" to address different markets individually.
1. Tengzhou: Although the company has expenses, it must pay back the money, and the solution is to send an extra proportion of the goods, which is acceptable and understood by both parties;
2. Weishan : Make the packaging and bottles by yourself, use the company’s expenses as drinks and sell them yourself;
3. Surabaya: Tongtengzhou
4. Yicheng: Not yet resolved
Through the above methods, each market problem was solved one by one. Although there was some resistance in the early stage, it was later accepted and the operation was relatively smooth, which completely solved the previous mentality of being overly dependent on manufacturers.
4. "Office plus dealer" operating model to operate the regional market
Based on the actual situation of the company and the market conditions in recent years, we have been exploring a shortcut to operate the market. , truly reflects the effectiveness of the "office plus dealer" operation, but it must meet the following conditions:
1. The market environment must be good, even if it is not too good, it cannot be too bad. For example, local protection is too serious, local If it is too strong, etc.;
2. The quality of the dealer must be good, such as "strength, network, distribution, cooperation", etc.;
Specific matters regarding the operation of the office:
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1. Management offices and localized personnel;
2. Popular products, mainly positioned for mid-range consumer groups;
3. Operation channels and personalization , focusing on distribution channels, focusing on operating large customers;
4. Focus on supporting first-tier merchants, and the office truly reflects the role of co-sales;
5. Several aspects of the company Some suggestions
1. Strengthen hardware investment in products, and the first impression of the product should give people a feeling of "value for money and excellent value for money";
2 , Improve various rules and regulations and salary systems so that they can give full play to the subjective initiative of personnel;
3. Concentrate superior resources to focus on model markets;
4. Pay attention to brand image shape.
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