Summary of Personal Work of Foreign Trade Salesmen 1
As the New Year's bell approaches, we bid farewell to 20 years and warmly welcome 20 years full of expectations. By the end of this year, I will now report my work in the company for 9 months as follows:
1. Complete the export of 100P steel cylinder, 100P rainbow, 60P * * 9 1 container, 14 pallet 100P rainbow, 100 pallet 60P and/.
Mainly responsible for
1. After signing the contract, urge the customer to open a letter of credit and review it after receiving it. If there are any problems, inform them to make timely amendments.
2. Contact the freight forwarder to charter the ship and book the shipping space according to the established shipping schedule and related requirements.
3. After confirming the relevant shipping information with the customer, sort out the documents and go through wooden pallet fumigation. And prepare a fumigation certificate.
4. Coordinate the production department and arrange trailer delivery according to the different packaging requirements of customers.
5. Statistic relevant export data, make documents, and entrust 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 payment against documents negotiation, and sometimes handle the draft.
7. According to the customer's requirements, register the relevant export materials every week and carry the packing picture, box seal number, ship name and voyage data.
8. Archive the data and check the account status of each payment with the bank at any time. And bring the monthly export information to the finance department.
This work is tedious and repetitive (almost once a week since July), which takes up nearly 80% of the energy.
Due to short working hours and lack of experience, I also made many mistakes:
1. The trailer was booked late, causing colleagues and workers to work overtime to load containers.
2. Cooperation and coordination with workshops and other departments are not good enough. There is an error in the packaging method of the envelope when typing, and the inspection is not done well.
3, the workshop overtime is not timely, often named by my uncle.
Through the efforts at this moment, I have tempered my personal patience, carefulness and reasonable arrangement of my work, and I have learned to find order in my busyness and hope in the crisis.
Second, contact with customers' daily emails.
Mainly responsible for BESTSELECTION with South Korea.
Details of goods exported to the United States are usually confirmed by mail. Including packaging, settlement, delivery date, product quality, wooden pallet dry humidity, Frankfurt booth, new samples and changes in related products, etc., most of which were assisted by Mr. Wang.
During this period, because of my business experience, I seldom make mistakes: I contact American customers directly when I encounter something urgent and misunderstand the meaning of Korean. As a result, the customer was misunderstood and Mr. Wang was in trouble.
Through this job, my original deficiencies in English writing and speaking have been greatly improved, and I have learned a lot of communication skills and business knowledge with customers. However, it is far from the standard of a successful international trade salesman. In the future work, we will pay more attention to and improve it.
Third, develop new products and prepare samples for customers.
Communicate the negotiation results (sometimes listening and recording), product requirements, changes and other information between Mr. Wang and customers to the purchasing and production departments, and be responsible for supervising and reporting the work progress to the leaders at any time. According to the consultation between the two parties and customer requirements, prepare samples and send them to the United States or Korea. Bring pictures, quotations, etc. Send it to customers according to different requirements and confirm it repeatedly by email. Assist in sales B. Arrange inventory samples and quotations; Give it to B.S. to prepare the new samples brought back from Japan; Prepare American exhibition samples for Morris and quote.
Through the contact with this business, I have a further understanding of the company's products, but there is still a long way to go. This is a big drawback of salespeople. I hope the company can organize new employees to study and train regularly in the future, so as to work more smoothly.
Fourth, order the remote control from HANKOOKSHARP in Korea.
Urge Goodfella to produce and deliver as soon as possible; Book the boutique space of EMICRO, and contact the quality problem after receiving the goods. As the task of exporting American goods increased, it was later transferred to Xiao Bi.
5. Deal with daily work and obey the arrangement of company leaders.
Contact Frankfurt booth decoration and invitation letter processing; Prepare materials for the leaders to handle the relocation permit; Keep good contact with motorcade, fumigation, goods loan, customs broker and express delivery. And settle fees with them regularly; Obey the daily work arranged by the leader; Assist the administration department to formulate departmental responsibilities; Contact copier maintenance, computer maintenance and other daily work.
Generally speaking, all the tasks assigned by the leaders have been successfully completed.
Looking forward to 20 years, I will treat every business more actively and seriously, strive to win opportunities, win more customers, win more orders and improve the work of the import and export department. I firmly believe that I will complete new tasks and meet new challenges.
Selected personal work summary of foreign trade salesman II
After working for two months, I gradually shifted from novelty to trivial details. When I first entered the company, I was a little uneasy. On the one hand, I was described by other foreign trade salesmen: endurance, pressure and reaction. On the other hand, it comes from the strangeness of this industry. Although I have studied it in the school system, it can only be used as a reference for actual combat. I know the challenge has begun.
Fortunately, my career got off to a good start. The company arranged for the sales manager to guide me. With the help of Xia, I began to get familiar with the classification, model and performance of products. Then step by step to understand the whole order, production to delivery process. I have to say, I took a shortcut The company arranged for me to secretly enjoy old customers first, and at the same time strongly hoped to have my own independent customers.
What I have heard most in these two months is communication, trust and cooperation. I think only by really operating can we really understand their significance and importance. As the connection point between inside and outside, communication is particularly important. Exterior: Understand the guest's thoughts and try to meet the guest's needs. Internally: To keep close contact with various departments, mistakes in any link may lose the trust of customers and ultimately affect the operation of the company.
I still have a lot of problems when I communicate with my clients. Let me give you some examples:
Eke: This is the first order I took over, and it is also the first order to make a letter of credit. Letter of credit is the safest but also the most difficult payment method in foreign trade. Compared with other payment methods, there are more steps to examine documents in a letter of credit, and a little carelessness will increase redundant expenses. Taking the receipt of invoices as an example, I think that the receipt of invoices has not been carefully examined and there is no time to communicate with customers, and the receipt of invoices has reduced the profit of this bill.
Eke shipped the goods on June 19, 2009, and the original delivery date of the letter of credit was June 9. After consultation with the guest, the guest agreed to extend the letter of credit to July 9. Documents will be prepared for a period of time after the goods are shipped, and the most complicated ones are the certificate of origin and the bill of lading. Because I didn't send the expiration date of the letter of credit to the shipping company, the process was slow, and the certificate of origin and bill of lading were not completed a few days before the expiration. In terms of finance, it usually takes only one working day to remit US dollars to the shipping company, but it wastes 4. It won't arrive for five days. 18 got the validity period and delivery date of the letter of credit, but the delivery date has not been changed. After issuing the bill and the certificate of origin, I immediately rushed to the bank to submit the documents. In the afternoon, the bank staff called and said that when the customer changed the order, only the delivery date and validity period were changed, and the delivery date remained unchanged. Because of careless communication with the guests, there was another discrepancy. I have gained a lot from making this list, and I understand the importance of communication and time. No matter how troublesome things are, with good communication methods, any problems can be discussed and solved. There is also care, every word and letter should be carefully studied, and a little carelessness will increase the extra cost. Two months later, I had a lot of phone calls with my guests. At first, I didn't adapt to the accents of some guests. On the other hand, I don't have enough negotiation skills with guests. Take nok for example, the goods have been produced. Call the guest to pay. The guest promised to remit money tomorrow. Later, I found that my patience was not enough. This happened three times in a row, and I haven't paid for it yet. In two months' work, due to my lack of working ability and experience, I always seem to be a little timid and afraid to make a breakthrough in my work. In the future work, we should gradually improve our ability and professional level through study. Your thinking should be flexible, you can't keep up with the status quo, you should conform to the development direction of the company and cultivate your innovative ability. Better handling and guests. The relationship between colleagues is the basis of business development and the stability of old customers.
Finally, I sum up my two-month work, one is to clear my mind, the other is to look forward to the future and improve myself better.
1. Study hard and keep up with the development of the company. In my future work, I will grasp the key points, learn from my colleagues with an open mind, and learn from the strengths of others to make up for my own shortcomings and enrich myself. It is also necessary to cultivate the habit of thinking, think twice when something happens, and think before the guests, so as to give the best service to the guests.
2, rigorous and meticulous, with a strong sense of overall situation. At work, there will inevitably be some conflicts between the interests of the guests and the company. You should have a good overall situation at this time. If your ability is limited, you should discuss with your boss and handle your differences.
3. Cultivate a good sense of time. The company leaders have taught me many times that time is the lifeline, and customers can't wait, nor can orders. All things related to the company should be dealt with in time, never get stuck in the last stage, ask for instructions early and return early,
Make a good impression on the guests. There are still many incomplete places in this short summary, and I will go back to summarize it from time to time in my future work. It's not terrible that a person has shortcomings, what's terrible is that he hasn't put forward and solved them. I also believe that with the help of leaders and colleagues, I can improve myself more and develop with the company through my own efforts and hard work. Here, I would like to thank the company leaders and colleagues for their support and concern for my work and life. This is the greatest affirmation and encouragement to my work, and I sincerely thank them!
Summary of Personal Work of Foreign Trade Salesman 3
How time flies! I've been in the company for half a year before I know it, and it's almost the Spring Festival. I remember when I first came here, I was both excited and worried because of my inexperience. I first came here with the mentality of learning and exercising. After half a year, I feel that I have learned a lot, made a lot of progress, and had a brand-new experience in life and work. Although there is no great contribution, it has experienced an extraordinary test. Here, of course, first of all, I am very grateful to the company for giving me this opportunity to keep learning, making progress and gradually improving my quality at work. At the same time, thank you very much for your help during this period.
After leaving school and stepping into social work, I found that everything was much more standardized than when I was at school. Go to work on time every day and sit in front of the computer all day. Now salesmen can't live without computers. At first, he was a little uncomfortable, but gradually his state was adjusted. First of all, let's sum up my work in the past six months. In the past six months, I have mainly done the following things. The most important thing is of course to be responsible for online publishing. I remember I didn't know how to publish it when I first came here. After this period of publication, I gradually gained new experience and knew how to improve the exposure of the company's products. Of course, we will update our company's product information in time every day and publish some new products to the website from time to time to enrich our product information. After half a year, although there are no substantial customers, we will also receive some inquiries on some free websites, which shows that our efforts have not been in vain. So we will continue to work hard to maintain these B2B websites in the future. The second is the understanding of the product. I remember that when I first came, I often went down to the production workshop to learn about the equipment. To this end, the supervisor also wants us to have a general understanding of the products as soon as possible, so that we can learn about one piece of equipment every week and communicate with each other. Now I have a comprehensive understanding of the company's main products. Of course, we know that this is not enough. I will try my best to know more products in the future, especially those from other manufacturers. Besides, I usually handle some inquiries. The supervisor will assign some inquiries received on Alibaba's website to me for handling. Of course, I will deal with it in time and reply to the letters in time, but most of them have never been heard from, and most of them may have experienced the same thing. Many letters sent have not been answered, and even if some of them are quoted, the possibility of final transaction is slim. Even so, we should reply to every inquiry in time to leave a good impression on our customers. It is said that being a salesman requires patience and perseverance, which is probably reflected here. Half a year has passed, although I haven't received the list yet, I have a certain understanding of the foreign trade (domestic trade) process in general. Customer inquiry-quotation-obtaining orders and signing contracts-placing orders and materials within the company-production equipment of the production department-delivery-debugging-after-sales service, each link is very important.
Of course, after half a year, there is also something worrying, that is, the overall system of the company is rather chaotic. Having a basic understanding of the company's workflow and the company's development direction, let me understand that work is not a person's business, and the power of unity is great. The main departments of the company are the sales department and the production department. The cooperation between these two departments is very important. If the two departments are out of touch, nothing can be done. We know that only when the sales department receives the list can the production department have a job to do. At the same time, only the production department can hand over the equipment on time, which will bring the next cooperation. In fact, as a company, the first business is talent, the second is integrity, and then the product. I haven't been to Haute for a long time. However, many things have happened in the past six months. The locksmiths downstairs have changed batch after batch, including warehouse management and technicians. The frequent turnover of personnel may be due to the lack of sense of belonging of employees. Also, take the new product shoe cover machine as an example. Since the product was launched, it has been full of twists and turns. If it can't be delivered on time, customers come many times but can't see the equipment that can work normally. It is said that closing is not the end of sales work, but the beginning of the next sales activity. But our current situation is that we have lost one customer after another. In the final analysis, the reason lies in honesty. We know that honesty is the concept of company management. It is not so much business products as business integrity. Every company relies on honesty to maintain its existing customer base and expand its influence. In addition, the quality of products is also very important. Only when the exported equipment is of high quality will customers trust us, so we must ensure the product quality in the future.
During my stay in the company, I also thank you for your concern and help. Of course, I especially want to thank the supervisor. I remember when I first came here, I really didn't understand a lot of things. It is said that newcomers need someone to take care of them. I may be considered as one of the lucky ones because an experienced supervisor takes care of them. I remember I didn't know anything at first, I didn't know how to send and receive faxes, I didn't know how to publish information on B2B, and I didn't know how to reply some inquiry letters correctly. During this time, I really learned a lot under the careful guidance of my tutor. And everyone will teach me some principles of being a man and doing things, which I can't learn at school. Of course, there is still a long way to go and a lot to learn. I will continue to learn from you.
Summary of Personal Work of Foreign Trade Salesman 4
Some friends may think that Alibaba only has big shopping platforms such as Taobao, Tmall and Juhua. In fact, Alibaba also has a large foreign trade business. I often use this foreign trade platform when I practice in a foreign trade company.
As a staff member in charge of foreign trade business, I need to release products in Alibaba, and then be ready to contact my users to discuss the price at any time, and finally negotiate the relevant transaction process. Because our school didn't teach us this knowledge in advance, and because I am an English major, I was still very dissatisfied when the company leaders asked me to do so some time ago.
But with the passage of time, I found that doing such customer service also requires a certain degree of professionalism, such as using strong logical ability to talk to customers at different levels and patiently answering most of the questions raised by customers. So one day, after careful consideration, I think the purpose of leadership is to make me have a basic professional quality, to reflect the quality of employees when communicating with foreign customers, and to better promote foreign trade transactions between the two sides with strong patience. So from then on, I worked harder to do my own job, hoping to get the affirmation of the leader as soon as possible and talk with the foreign customers in the department I want to go to.
I thought that as long as I worked hard, in a few weeks, the leaders would affirm my personal qualities. Unexpectedly, it was not until the end of the first internship month that the leader told me that in order to make my salary better, I would start working in the department responsible for telephone contact with foreign customers next month. Because of the time difference, it is basically in the form of two shifts, and you need to work at night every other day. Although I have never experienced such a life in ordinary life before, I still gritted my teeth and agreed. After all, a month of online customer service work has been going on, isn't it working at night? What's the big deal?
Maybe I overestimated my English. Usually, no matter the exam or textual research, I have made full preparations in advance, and almost no one will talk to you directly in English, so my textual research results and exam results are not bad. But unexpectedly, in the actual process of talking with foreign friends, I suddenly became nervous, and my brain translation speed was half a beat slower than usual. It's like spending 12 years on a phone call. So when I got home that night, I had a good self-reflection and felt that I couldn't take it for granted.
Now because my vocabulary and oral English are at a relatively professional level, as long as I overcome my nervousness and exercise more, communication with foreign friends will no longer be an obstacle to my work. Now, every night when people are sleeping, we talk business with foreign friends on the phone at the company desk. If you think about it carefully, the scene is quite good, and it seems to have appeared on many TVs. In the following internship days, I will also work harder to improve my foreign trade conversation ability again.
Summary of Personal Work of Foreign Trade Salesman 5
The following is a summary of my work as a foreign trade salesman this month.
First, investigate the market.
As I just transferred in January, I am not familiar with the market situation, so I spent a few days making some preliminary investigations on the market situation. We investigated retail stores, restaurants, supermarket chains, shops, agents, second-hand vendors and wholesale markets. _ Performance: Three retail stores have _ Dutt wine, and the production date of the other one is _ _ _ _ _ _; _ Retail store, a restaurant, a chain store has _ four stars, _ Retail stores have plastic bags and excellent songs, and three of them have two products at the same time.
The enthusiasm of the second batch of merchants is generally not high. There are several samples in the wholesale market, and both agents are very enthusiastic. Through communication, their confidence has also been enhanced. The problem reflected is that there is no unified and clear price system, and Jiangyan sells goods at a serious price, which reduces their credibility to the terminal. Competing products include: Tuopai liquor with a price of _ yuan, local ancient grain liquor with a price of _ yuan, Yanghe Puqu with a price of _ yuan, and Yanghe Youqu retail store with a price of _ yuan, which accounts for the mainstream of liquor sales; Class C catering takes Daohuaxiang series, Jin Shiyuan series and Fuxing series as the mainstream; The stores are mainly Erguotou, Yanghe, Yingjia and Luzhou Liquor. Car body advertisements include Yanghe, Daohuaxiang and Centennial Welcome. There are Gu Shunhe who advertise on TV; The wall advertisements are Mei Lanchun and Zhijiang Daqu; There are _ store advertisements; There are _ advertising signs.
Second, analyze the current market situation.
By visiting and absorbing the opinions of dealers, I analyzed that there are several things that have not been done in the market:
1, lack of emotional protection for consumers, ask a few people who love to drink, they used to drink _, but now they don't drink, and then ask why, they can't tell, or they all drink Yanghe now. It is not difficult to see that Yanghe attracts consumers with "spirit", "culture" and overwhelming advertisements, _ survives with the concept of "Sichuan wine" and is supported by "local wine" and "aged wine". We used to give back to consumers by reducing prices and returning empty bottles, but then there was a price increase and a price reduction of empty bottles, which made the affinity for buyers discounted.
2. The positioning of product upgrading has not kept up. We _ market and _ market have done a lot of marketing propaganda work in the early stage, "those who get the channel get the world." Through the word-of-mouth and actions of dealers and retail stores, the coverage and promotion of products have been realized. Although Taizhou market has done some work, it is not strong and has no continuity.
3. Over-reliance on dealers, lack of supervision, guidance and necessary help for dealers, and it is definitely wrong to think that everything will be fine after signing a contract with dealers, unless dealers really put their ideas first and their strength first. Taizhou's agents lack initiative and marketing means, and due to the uncooperative of the second batch of merchants, they can't achieve comprehensive coverage of products.
Third, come up with a plan to start the market.
Take "make, build and sell" as the idea of starting _ market. Take "concentrating limited resources to do effective things" as the principle of starting _ market. Use marginal effect, take _ district and _ district (port town) as points, take _ town, _ town and _ town as lines, and then drive _ town, _ town, _ town and _ town. It can also be divided into three stages. The first stage is the marketing stage, which is to attract consumers to improve coverage. At this stage, dealers should give profits to business personnel; The second stage is the incremental stage, which is manifested in increasing sales promotion and new products. At this stage, dealers should give profits to the second batch and retail stores to design boxes, boxes and other different groups. The third stage is the price adjustment stage. Appropriate price adjustment can increase market vitality, improve reputation, reduce vicious competition, and at the same time make dealers get rich returns.
Seek the opinions of leaders and dealers, come up with market plans and make personal work summary reports. With the consent of the leaders and an agreement with the dealers, the first stage of Taizhou market distribution activities was carried out. Thereby improving the confidence of dealers.
I did it this month. I hope to make persistent efforts and do a better job next month.
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