Foreign trade salesman summary of the second quarter
Summary is in a period, a project or some of the work is completed or all the end of the review, analysis and evaluation, so as to derive the lessons and some regular understanding of a written material, which helps us to look for work and the development of things, so that we can master and use these laws, it is time to write a summary of it. How to write a summary is correct? The following is a summary of the second quarter of the foreign trade salesman that I have organized for you, welcome to read, I hope you can enjoy.
Foreign trade salesman summary of the second quarter of Part 1
A summary of sales performance data:
Strategy
Second, the second quarter sales target: ￥ 9.5 million
In view of the first quarter did not complete the delivery of orders on schedule accounted for the quarterly Orders of 4.3%; thus seriously affecting the company's performance as well as credibility; the relevant responsible departments should make a written report on this, in order to ensure the accuracy of future deliveries, the relevant responsible departments should come up with rectification programs as soon as possible.
Third, the market development strategy:
Our company is specializing in the production of automotive, motorcycle and other industries with rubber and plastic parts of the enterprise, with the continuous growth of the company's scale, the deepening of the market pattern of stabilization and the technological content of the products of the section of the increase, we should be timely and effective expansion of the national market as well as the global market.
1, the motorcycle industry is divided into three plates: Chongqing, Guangdong, Jiangsu and Zhejiang; our products in the Chongqing market has accounted for a large market share, although some of the products through other companies have entered the other two areas of the brand; but "XX company" brand specializing in the manufacture of automotive parts of the image has not been completely in-depth in these two areas, so the next sales strategy is to further expand the market. The next step in the sales strategy to further consolidate market share in Chongqing on the basis of the development of the Guangdong market, we consider the long-term strategic objectives; the continuous publicity of the enterprise can improve the brand awareness and the long-term interests of the brand.
2, the Guangdong market to the Yangtze River Group, Guangzhou Dayang, Guangzhou Prancing Horse Industry, Haojin Group, Jiangmen Light Riding, Wuyang Honda, Hong Kong and China Baotian, Jiangmen Qipai (Lifan), Jiangmen Daye Group, Guangzhou Tianma Group, Jiangmen Dihao, Jiangmen Changling, Foshan Biaqiao, Guangzhou Jialing, Panyu Haojian, Guangzhou Dafu for the representative enterprises; the first six enterprises in annual production and sales of more than 650,000 units; Among them, the production and sales of Dazhongjiang Group in 20xx exceeded 3 million vehicles, the latter ten enterprises annual production and sales of more than 300,000 vehicles.
3, automobile engine (diesel) domestic main customers are: Weichai, Guangxi Yuchai, Hubei Dongfeng, Hubei Cummins, China Yitou, Yunnei, Nanchong Dongfeng, Shaanqi Group and other enterprises. Sales Department will focus on key enterprises to do a good job in all aspects of further resource integration, at the same time our internal functional departments should also give strong support and cooperation
① Technical departments should come up with diesel engine supporting product programs (comprehensive product information can be developed).
② Departments should be strictly in accordance with the "TS16949" system in place; to ensure that the external audit through the standard.
③ Further optimization of lean production management to improve product quality and reduce product raw material procurement, production costs; to ensure the competitiveness of the company's products in the market. For "XX Company" to enter the automotive industry to do a good job of pre-sales service.
Foreign trade salesman summary of the second quarter Part 2The work of the first quarter can be distilled into three key words, namely, exploration, busy and regret. Since the establishment of the marketing department, we have been learning, groping. In search of the hotel's own conditions in line with the marketing model. However, because of our work in addition to marketing, clearing the debt in addition to do the store reception, making us all very busy. Due to the lack of manpower, limited energy, we take into account the reception of the meeting at the same time, did not do the real marketing. This is what we regret. Turning to July, it is time to stop and summarize. Now the second quarter of the work is summarized as follows:
First, the marketing department to complete the work
1, reception
In April, May, June, the department mainly completed the reception of the following units and individuals, groups: the municipal party committee, district party committee, Yaodu District, the ninth session of the People's Congress of the second meeting of the ninth session of the second session of the CPPCC, the work of Shanxi Province Rural Credit Union, the work of the second session of the second meeting of the second session of the CPPCC. Meeting, Shanxi Rural Credit Union Work Promotion Meeting, Sany Heavy Equipment Company Product Showcase, Linfen City Liquor Industry Association Preparatory Meeting, the province's party committee system information work conference, Minmetals Hand Xing Mining to visit Linfen VIP reception, the national "1215" activities, China Telecom blind date, the International Organization of the Prohibition of Chemical Weapons (OPCW) Verification Program, the province's prison system meeting,
2, customer development and maintenance
A, customer development: in the second quarter of the marketing department of the new development of personal and business company agreement customers 20, and 8 agreement expiration of the customer renewed the agreement. Newly signed 2 network booking agreement (network booking this piece, the main source of customers or from the three giants, namely, Ctrip, Yilong, 12580 network. 20xx April to June, the hotel through the booking network booking to stay in the total number of rooms of all types for a room).
B, customer maintenance: first of all, the original customer data is categorized and archived, in a dormant state of the agreement customers one by one to pay a phone call. Through the visit to understand that customers do not come to consume the reasons are probably the following aspects of the reasons a company office relocation so close to the choice of cooperation in the hotel, the second is the company replaced the person in charge of outreach, three is part of the customer because of the hotel food taste quality two temporarily give up, the fourth is only for the cooperation of a preferential price of a temporary signing of the agreement, and after that there is no opportunity to continue to work together.
3, the overall development of the tourism market
has been, the hotel and travel agencies almost no cooperation, this year, the marketing department in this regard can be said to have made a major breakthrough. April began to start the hotel one after another with the Shanxi Business China Travel Service, Hukou trip, Linfen China Travel Service. As of June 30, the hotel *** reception travel agency room 383.5 (travel agencies have been implemented 16 free 1, accompanied by half-price, so the travel agency actually use the hotel room 400 or so), *** counted for the hotel room to bring income of 57,929 yuan (the average room price of about 145 yuan / room)
In addition to the travel agency, the marketing department of the 20xx year with the ordinary business company between the cooperation has also achieved some success. Since April, we have received 19 batches of teams such as Sun Life, Coal Mining Technology Seminar, Xiao's Clan Association, Scheider Wine, etc., *** counting the use of 1034 hotel rooms. Realize room income of 206,655 yuan (average room price of 199 yuan / room)
20xx January to November period, through the marketing department booked all kinds of banquets, team dining *** counted in the amount of food and beverage consumption of more than 286,000 yuan (of which 131,484 yuan of food and beverage income brought by the meeting). The year will certainly exceed 300,000 dollars. This achievement has made a corresponding contribution to the completion of the hotel's overall business objectives.
Second, the marketing department in the work of the deficiencies
1, in grasping the market trends, to deal with market changes in the ability to lack of marketing department is responsible for the external handling of public **** relations and sales business functions, is the hotel to improve the reputation and establish a good image of an important window. It is the business decision-making, the development of sales program to play the role of staff and assistants. However, due to the ineptitude to catch market trends, coupled with a single channel to obtain information or insufficient attention to market information, so in response to changes in the overall tourism market appears to be relatively raw. The most prominent example is the loss of the qualification of the fixed-point unit for the Changsha Municipal Government Purchasing Conference in 20xx. The main reason is that we directly missed the bidding opportunity because we didn't pay attention to the release of relevant information. Here, we have to make a deep review. Another aspect of the shortcomings in the inability to according to the target market, seasonal changes in the development of a corresponding marketing strategy.
2, and the interaction between the guests is insufficient
Marketing Department in the daily 'work, in addition to the reception of the meeting in the process of a small number of face-to-face communication with the customer's time, the other almost no opportunity to communicate with the guests. Or that there is such an opportunity we inadvertently let go. We can not know what customers need, can not get guests to consume in the hotel intuitive feelings, and even complaints or suggestions guests may not find the object of expression. This makes it difficult for guests to create a home away from home, warm like home experience. This aspect has been precisely ignored by us in our daily work.
Foreign trade salesman second quarter summary Part 3Just arrived at the company, the first two months are more confused, but I am bent on doing a good job and enter the work state. First arrived, learning is very important, of course, the excellent colleagues in the Ministry of Foreign Trade gave me a lot of help, from familiar with the product to develop new customers, step by step, the process is tough, but the results are always encouraging. Through a series of training, product knowledge, to telemarketing, I know as a foreign trade salesman how to start working, into the state, to obtain orders. The first two months, without any platform, this is the company's test for me, but also my own test for myself. Like the field expansion in the "air grab bar", only to overcome the self, in order to be truly successful. To the second month, from the online needle in a haystack, to the final focus on customer training, and finally out of the sample single, although the amount is not much, but it gave me confidence. Summarize this single, the most important thing is the accumulation of customers, training focus. This is thanks to the usual Dai always let us do customer files, analyze customers, and keep in touch with customers. Only in this way is clear about their current customer contact status, and then grasp the status of the order.
From February to get the Ali account, I work on a new level. Here I would like to thank the company to give me such a high-quality platform can be utilized, so that my customer resources quickly rise, and learn how to deal with inquiries, tracking customers, and reach the order. In March, the solar water heater customers began to accumulate, and obtained the sample order from the South African customers, the other party is still in the testing stage, the order will be finalized in August. Summarize this single, there is no trick to say, the most important thing is to follow the customer. Although just a few hundred dollars of sample orders, but in this customer to spend a lot of effort, remember the end of February to March every night will chat with the customer until very late, usually the customer reminded me to rest, I get off the line. Because of this, the customer visited the factory as scheduled, and successfully placed a sample order. In short, with the customer's feelings is the need for long-term cultivation, the relationship is good, the opportunity is naturally more.
In April and May, my personal business is in the trough period, the solar panel sample order out of four, water heater out of a sample order. During this time, it can be said that is still in the fumbling state, out of a single anxious, so every customer, I will spend a lot of time and energy to deal with, maybe it is a waste of effort, but I think it is worth it, because after this process, I can better judge the customer's state of mind, to determine the likelihood of the customer single a few percent, which customers are quality customers. June order of the United States affordable solar is also the result of this period of development. solar is also cultivated during this time, although the time is very long, but finally I see this customer, and recognized as a quality customer, finally after more than 2 months, the deposit successfully to the account. Summarize this period of time I pay, of course, a lot is not worth it, for example, some customers are investigating the market, wait and see the market, such customers can not spend too much energy, such customers are not only difficult, but also very troublesome, a whole lot of questions, you have to keep for him to collect information, answer the question, in the end, he will not order, and then disappeared. Like this customer to wait for his order, it is estimated to be a year or two years. And the United States customers, he also has a lot of questions, according to my judgment, he has a single, so I will be very patient, very detailed for him to answer; because he has a single, I will call almost every week to ask about the situation, and record each other's progress to the final degree is that the other party received my phone, hear my voice, know that I am the Zhejiang Huajin tracy, at this point in time, I am sure that this customer order, and will definitely be placed to me. Will definitely be under to me. Of course, the result is this.
In June, there were very few inquiries, and the development of new customers was relatively small, with two or three customers who might be able to place a sample order. At the same time, with the old customers to maintain close contact, especially out of the sample order customers. It can be said that after six months, I work into the state, the old customers almost accumulated, just need to maintain good, so that the sample order customers as soon as possible to turn single. At the same time, after the customer order, with other departments, the customer requirements feedback to the procurement department, the production department, to ensure that the order on time and error-free, to win customers!
The first half of the summary of the work is roughly as described above, although the first half of the total sales are not ideal, mainly because of my limited customer resources, many customers are still in the training stage, and the order of the customer is a sample of the single sample single amount is generally lower, which leads to lower sales. For the second half of the work I am very confident, I also hope that the company has confidence in me.
At the meeting, I also gave myself a goal, the goal is to use action to achieve, rather than talk. The total goal for the second half of the year is 120,000 dollars. It is difficult to refine, how much can be done each month, but I believe that if the sample single customer maintenance is good, continue to turn single, this task is not difficult, and can even do better.
Foreign trade salesman summary of the second quarter Part 4I am the beginning of xx on the new steel union of foreign trade work. In the past year, I learned while working, and personally experienced the hard work, pioneering, and progress of the foreign trade work of the New Steel Union.
Compared with the other business of NSSL, our foreign trade business is still very weak, **** there are xxx individuals. In the year of xx, we completed the export trade of xxx tons. More than xxx% of them were exported after purchasing from manufacturers other than Shougang. This number is not big, but the effort we put in is great, this number is xxx times that of xx year, we realized foreign trade profit of more than xxx million yuan for the whole year, not only exceeded the annual plan task, but also shows that the foreign trade business of New Steel Union has really made great progress in the past year.
Looking back on the past year's work and results, several of our comrades doing foreign trade work are y appreciated, we are in the personal care of the leadership of the new Steel Union company under the guidance of the growth, is in the various departments of the active help of colleagues to cooperate with the progress. Entrusted by other comrades in the foreign trade group, I would like to thank the leadership and colleagues on their behalf.
The following two aspects of my report to you over the past year in the foreign trade of this brand new job on the harvest and experience.
First, to overcome the difficulties in the work of learning while groping, to do from the domestic trade to the success of foreign trade across.
I am not a foreign trade professional background, initially transferred to foreign trade positions, thought I have engaged in domestic trade business basis, foreign trade business will not be difficult to where, did not expect the work of a hand, which feels completely different, in addition to the foreign language to pass, professional knowledge is essential. International trade is actually by the trade negotiation, signing and auditing, preparation and booking of warehouses, making a single foreign exchange settlement of several parts, and each part has a very strong professionalism. So I felt a lot of pressure once I was on the job. Knowing that to be competent in this work, the first task is to learn. But because we have a small staff, the task is in the body, it is impossible to be the first to learn and then on the job, can only be one hand on the books, one hand to do the work. Therefore, in the year of xx, I spent most of my spare time on strengthening foreign language and learning foreign trade professional knowledge. From the very beginning, I have made an unchanging study plan for myself, no matter how busy I am at work or how much housework I have to do, I have to find some time to study. At home, often the child went to bed, is my most solid learning opportunities, long time, the child asked me: Mom and the university? In order to understand a concept at work, I must ask a few more xxx, work encountered problems, experienced comrades to help answer the question, I will carefully note in the book, after the class and then find the time to carefully digest, and gradually improve. xxx, so that I grew knowledge, practiced, improved skills, self-confidence at work is also growing.
For example, the foreign trade business in the validation work, is a very important content, if there is a problem we can not find in time, it will directly lead to the risk of our company's settlement. So the user will often try to protect their own interests in order to play ball, we received each letter of credit there will be a number of issuing bank or the applicant to put forward special requirements, which will be hidden on our unfavorable terms, this situation encountered more than a few people in our foreign trade group is accustomed to a letter of credit in the terms of their own inability to put forward to each other for consultation, the experience of the inadequate In xx year, I **** handled xxx letters of credit, in their own review process found that some of the terms are not conducive to our safe settlement of foreign exchange, each time I will insist on foreigners to modify, although the foreigners to correct the letter of credit is a particularly troublesome work, and sometimes foreigners for their own interests often insist on their own views, and even very rude with us to send a letter of credit, and even the foreigners to the foreigners to the foreigners to correct the letter of credit. The company's main goal is to ensure that the company is able to meet the needs of its customers, and that the company is able to meet the needs of its customers.
The fulfillment of foreign trade contracts is based on the exchange of documents, which is usually referred to as the sale of documents by professionals. If there are inconsistencies between the documents we produce and the time of delivery and the credit requirements, we will not be able to ensure that the payment of goods in a timely manner, the full amount of recovery, the role of the documents and their importance is conceivable. So the production of documents is also my work, focus on learning and grasping the content. At first, because of business rusty, always the more anxious the more can not catch the focus, repeated errors, when the hard work overtime to rush out of a large pile of documents, was picked out by the bank back to redo the problem, the heart is really not a taste. I remember a Chinese board contract delivery order, due to foreign requests will be several contracts cross shipments, and under a letter of credit, divided into multiple sets of documents negotiation, after repeated adjustments, the time left to deliver a single day, this time I can only hold all the documents in the bank and the examiner a single, until the bank is closed, the documents were finally sent out. In order to grab the time, the bank staff accompanied me hungry for a day.
After nearly half a year of practical accumulation and continuous exploration, to the second half of the year, the work of the single for me is not too big a problem. xx year I *** single xxx sets, each set is a few pages of documents and countless data, on time, such as the recovery of payment of more than xxx million dollars. In the system I realized that not only need to skillful professional knowledge and clear mind, but also need to be on the work of a high degree of responsibility.
Second, carefully do your best to work, and strive to create more benefits for the company
After the xx month of xx, the head office for the consideration of the division of labor, the export business of the new Steel Union can only be in the Shougang outside the market to seek the development of the only way to export resources through the way of external mining xxx export resources. This is a very difficult way for us to be crowned with the title of Shougang, because foreigners know that you are affiliated with Shougang, and he would like to get Shougang's products from you, and larger steel companies have the power and ability to engage in foreign trade operations, and we can't get the stable export resources, which is unfavorable to us.
But the characteristics of the new Steel Union company is to change the disadvantages into favorable conditions, with their own efforts, to create a road of self-development.
With the help and cooperation of everyone, I purchased xxx tons of European standard round steel from Jiangyin Xicheng Steel Factory, xxx tons of American standard flat steel from Liyang Flat Steel Factory, and xxx tons of European standard round steel from Baosteel. Exported to Mexico and Europe respectively. Together with the first half of the export of Shougang plate xxx tons, xx years, by my total export of steel handled xxx tons. These achievements, with their own unremitting efforts and careful work is inseparable.
xx in xx months, from the Baosteel friendship rolling mill procurement of xxx tons of round steel to me left a deep impression.
At that time, my company and Baosteel Friendship Rolling Mill signed a round steel procurement contract xxx tons. Because we have to rush to the national tax rebate adjustment before shipment, so we asked him to make sure that all round steel will arrive at the port of xxx before xx month xx, with loading conditions.
Because this batch of round steel is exported to Europe for the first time, so there are special requirements on packaging, labeling, material certification, etc. It is very important to ensure the quality of the product and the credibility of the performance. Although we made a clear agreement in the procurement contract with Baosteel, Baosteel also rushed, finally in xx month xx day will we need the goods shipped to the port of xxx, but when the freight forwarding agent shipment found a lot of with the contract provisions do not match the small problems, such as packaging, brush color is not standardized and so on. When I received the information from the freight forwarder, it was already Friday's closing time, but if I don't go to the site to inspect the goods, there may be problems, resulting in foreign claims, and if I don't deal with it in time and miss the shipment, it may cause loss of tax rebate. Thinking of these, I can only hand over the child to the sick mother-in-law to take care of, early Saturday morning rushed to the port of xxx, with the freight forwarder according to the factory's details one by one, for the emergence of the problem of repeated communication with the factory, confirm, and ultimately get the factory's understanding and support, the problem of the part of the soon to be dealt with, to ensure that this batch of goods in the xx months before xx with the conditions of the customs declaration.
Through the xx year's work summary, I do have a lot of feelings and experience, but let me feel the most profound is: I am very lucky, although in the foreign trade work has suffered a lot of pain, suffered a lot of fatigue, but I have a leadership concern, colleague support, flourishing xxx, there are old comrades to help me, I have learned a lot of things from. The most prominent experience is: the new steel union of foreign trade compared to the Shougang International Trade, compared to other professional foreign trade companies, indeed face many difficulties, but we believe that as long as we *** with efforts, the "difficult" word will also create a bitter, dare to fight a tough foreign trade team, dare to overcome the difficulties, we can create a new steel union with the characteristics of the foreign trade! The business of the new steel union.
xx year is the company's foreign trade business year of attack, we want to summarize the experience of the year, focusing on product development and market development efforts, on the basis of the results of the team's construction, with more enthusiasm for our company's foreign trade business bigger and stronger and work hard.
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