Summary of Foreign Trade Salesman's Work (1) I worked as a salesman in a foreign trade company for some time. The following is a brief summary of my work:
I. Business ability
1. Familiar with the company and products. Many salesmen are eager to find customers every day, but the effect is not great, because they don't know the company and products, don't know where the target market is, or they don't know when customers ask some professional questions about the company and products. In fact, as long as you are familiar with the company and products, you will naturally know where the target market is, and you can also answer customers' questions professionally.
2. Understanding of the market. This includes two aspects, one is the understanding of the target market, and the other is the understanding of competitors. You must never sit still and look at the sky, not knowing what is happening in the world. Because the constant in the world is "change", we must formulate corresponding strategies according to the changes in the market in order to win in the fierce competition.
3, business skills Many customers like to talk about business with professional business people, because business people are very professional, so many problems can be solved in negotiations, and customers are willing to hand over orders to professional salesmen. Of course, business skills are also cultivated through long-term practice, and in my own three years of foreign trade experience, what I learned is "consultative selling skills". Everything starts from the needs of customers. On the phone, in the mail, or during the visit, you should keep asking questions and get to know the needs of customers from their answers, which will get twice the result with half the effort. For example, if customers want to buy high-quality products, you can choose good ones. Doing business can actually be simplified as "understanding or stimulating needs and then meeting them".
Second, personal qualities and abilities.
1, honest people are most afraid of "profiteers" when doing business, so customers like to make friends and do business with honest people.
2. Enthusiasm As long as you have enthusiasm for your career, you can concentrate on your energy, especially foreign trade, because foreign trade is a long process.
3. Patience In the foreign trade industry, the cycle of developing a new customer is generally between six months and one year, or even longer. Therefore, in this long process, when you have no orders and your colleagues have orders, you must be patient. After the storm, it will be a rainbow.
4. Self-confidence is the most important. In foreign trade, the average company has hundreds of customers, but only a few may actually place an order. So salesmen may spend a lot of time doing "useless work" But you must have confidence. There are many potential customers, and it will take a long time to become real customers. Therefore, we must have firm self-confidence to do business better.
Summary of the work of foreign trade salesmen (2) Looking back on the work and achievements of this year, several comrades who do foreign trade work deeply realized that we grew up under the personal care and guidance of the leaders of Xingang United Company and made progress with the active help and cooperation of colleagues in various departments. Entrusted by other comrades in the foreign trade group, I thank all the leaders and colleagues on their behalf.
Next, I will report to you my harvest and experience in this brand-new foreign trade work from two aspects.
First, overcome difficulties, learn and explore at work, and make a successful leap from domestic trade to foreign trade.
I'm not a foreign trade major. When I first transferred to foreign trade, I thought I had the foundation to engage in domestic trade business, and foreign trade business would not be difficult. I didn't expect to feel completely different once I joined the work. Besides foreign languages, professional knowledge is more important. In fact, international trade consists of several parts, such as trade negotiation, signing and examining certificates, preparing goods and booking warehouses, making documents and settling foreign exchange, and each part has strong professionalism. So I felt a lot of pressure as soon as I took office. You know, if you want to be competent for this job, the first task is to study. However, due to our lack of manpower and tasks, it is impossible to study before going to work. We can only work with a book in one hand. So in _ _ years, I spent most of my spare time on strengthening foreign languages and learning foreign trade professional knowledge. From the beginning, I made a firm study plan for myself. No matter how busy I am at work and how many chores I have, I must spare some time to study. At home, children often fall asleep, which is my most practical learning opportunity. After a long time, the children asked me: Is mom going to college again? In order to understand a concept at work, I have to ask a few more questions. When I encounter problems in my work, experienced comrades will help me solve them. I will carefully write them down in my notebook and find time to digest them after work and gradually improve them. Apply what you have learned, increase your knowledge, develop your skills, improve your skills, and increase your self-confidence in your work.
For example, the certificate examination in foreign trade business is a very important content. If there is a problem that we can't find in time, it will directly lead to the risk of our company's settlement of foreign exchange. Therefore, in order to protect their own interests, users often try to avoid the ball. Every letter of credit we receive will have some special requirements put forward by the issuing bank or the applicant, and these requirements hide unfavorable terms for us. This kind of situation is quite common, and several people in our foreign trade group are used to putting forward terms in the letter of credit that they are not sure about.
To learn from each other, we are inexperienced, and it is common to look up relevant books and consult banks. In, I handled the letter of credit of 65,438+06, and found that some clauses were not conducive to our safe settlement of foreign exchange during my own examination. Every time, I insist that foreign businessmen amend the letter of credit. Although it is a particularly troublesome job to ask foreign businessmen to amend the letter of credit, sometimes foreign businessmen will insist on their own interests and even get angry with us rudely, but for the benefit of the company, I will adhere to the principle of never giving up in patient negotiations. During the review, it was found that more than 40 letters of credit in 16 were not conducive to our company's settlement of foreign exchange. I insisted on arguing until the amendment of the letter of credit met our requirements, thus ensuring the normal recovery of funds.
The performance of foreign trade contracts is based on the exchange of documents, which professionals usually call the sale of documents. If the documents and delivery time we make are different from the credit requirements, we can't guarantee the full payment in time. The role and importance of documents can be imagined. Therefore, the production of documents is also the content that I focus on learning and grasping in my work. At first, because of the unfamiliar business, the more anxious I am, the more I can't grasp the key points, and I often make mistakes. I really feel bad when a lot of documents that I worked so hard to work overtime were picked out by the bank and returned for redo. I remember a time when a medium-sized board of directors submitted documents in a contract. Because foreign businessmen require multiple contracts to be cross-delivered, and multiple sets of documents are negotiated under one letter of credit, after repeated adjustments, there is only one day left before the documents are delivered. At this time, I could only take all the documents and hand them over to the auditors at the bank. It was not until the bank was about to close that the documents were finally sent out. In order to seize the time, the bank staff stayed with me all day hungry.
After nearly half a year's practice accumulation and continuous exploration, in the second half of the year, it is not a big problem for me to do the document work. In 2008, I made a set of documents, each with dozens of pages of documents and countless data, and recovered hundreds of thousands of payment in full and on time. In the process of making documents, I realized that I need not only skilled professional knowledge and clear mind, but also a high sense of responsibility for my work.
Second, try your best to do things seriously and strive to create more benefits for the company.
After that, due to the division of business, the head office can only seek development in markets other than Shougang, and can only organize export resources through external mining. This way is very difficult for a company with the title of Shougang, because foreign businessmen know that you belong to Shougang and they want to get Shougang products from you. Large iron and steel enterprises have the power and ability to operate foreign trade, but we can't get stable export resources, which is not good for us.
The summary of foreign trade salesman's work is brief. (3) Looking back on the road traveled by foreign trade salesmen in 20xx years, they have experienced many things, including joy, excitement, distress, melancholy, doubt, bitterness and sweetness, ups and downs, without much emotion, surprise and a calm mind. When the foreign trade business in 20xx is coming to an end and the new stage of work is about to begin, there are many things to sit down and seriously think about, which need to be summarized and reviewed. Summarize the experience and lessons of foreign trade salesmen in the past 20xx years, and make full psychological preparation for the next stage of work.
Since 20xx, as a foreign trade salesman, responsible for foreign trade documents and payment recovery. The specific foreign trade work is as follows:
First, contact the freight forwarder to book the shipping space.
1. Make a consignment note, indicating the port of shipment, the port of destination, the product name, the number of pieces and the gross weight.
2. Ask for the storage address (delivery notice).
Second, make the documents required by bank presentation (L/C) and the documents required by guests (T/T).
1. Make commercial invoice and packing list according to the contract.
2. Confirm the bill of lading with the forwarder.
3. Go to the Commodity Inspection Bureau to make a certificate of origin.
4. Make the required documents according to the requirements of the letter of credit.
Third, bank documents.
If negotiation is possible, prepare the negotiation contract, application and export contract, and go through the corresponding negotiation procedures after the bank verifies that the letter of credit is correct.
Four. cancel
Write-off forms must be registered when used and recycled to prevent loss. All documents should be collected in time to check whether there are expired verification forms and missing export commercial invoices.
Documentary is a seemingly simple job. In fact, we must maintain a serious, careful and careful attitude towards every link in our work, because if we make every mistake in our work, it will bring a lot of trouble and losses, such as our mistakes in confirming the certificate of origin and the bill of lading, it will bring some unnecessary losses to the company. If we make mistakes in figures when making a documentary, the loss will be immeasurable. Therefore, we must be careful in our future work.
In order to do a good job in documentary work, I think we should start from the following aspects:
1). We must understand the importance of documents to customers. In our opinion, an inconspicuous mistake will bring great trouble to customers and even directly affect the normal delivery of customers, so it must be accurate.
For example, when confirming the bill of lading, we should pay attention to: port of shipment, port of destination, guest's name and address, notifier, consignor, number of pieces, gross weight (not shown as net weight) and volume, and check them word by word.
After the bill of lading is confirmed, the goods are released after customs declaration, loading and sailing. Let the freight forwarder send the bill of lading. If you need to pay the bill, let them invoice, fax it, fax it and send the bill.
2) create unilateral cases. When we get the certificate of origin, we can make a packing list, put it away first, check it several times a day, and then send the documents to customers, which can effectively reduce the error rate.
3) Tracking payment, documents and goods. Every time we send a batch of goods and a set of documents, we must track them in time until we receive the payment from the customer, so as to complete the tracking of this ticket.
Documentary is a meticulous work and can't be sloppy. A small mistake may bring huge losses to the company. In the specific work process, as a new sales documentary, I have also made low-level mistakes, some of which can be completely avoided.
Documentary work needs to be careful and steady. To do this, first, we must work hard on basic skills and master business skillfully; Second, we should actively cultivate our rigorous and meticulous habits. No matter what kind of things you face, you must first be calm and calm. Third, we should actively communicate with sales managers and colleagues in various departments, so as not to be ashamed to ask questions, ask questions if you don't understand, and ask questions if you have any questions; Fourth, we must have the spirit of perseverance. Documentary may be a novel job at first, but it may cause boredom after a long time and need to be avoided. No matter what job you are engaged in, you are playing your role. Only by perseverance can you make continuous progress. I think only in this way can we make a good documentary and constantly improve our ability, thus laying a good foundation for further development.
The summary of the work of foreign trade salesman is brief (4) Time flies, and I have been in the company for half a year before I know it. 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.
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.
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 a deal 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.