Summary is a written material that reviews, analyzes and evaluates a certain period, a certain project or a certain work after it has come to an end or been completely completed, so as to draw lessons and some regular knowledge from it. It helps us to find the laws of the development of work and things, so as to master and apply these laws. It's time to write a summary. How to write a summary is correct? The following is the summary of the foreign trade salesman in the second quarter that I sorted out for you. Welcome to reading. I hope you will like it.
Section 2 Summary of Foreign Trade Salespersons 1 1. Summary of sales performance data:
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Second, the second quarter sales target: 9.5 million yuan.
In view of the fact that the delivery orders that failed to be completed on schedule in the first quarter accounted for 4.3% of the quarterly orders; This has seriously affected the company's performance and reputation; All relevant responsible departments should make a written report on this, and in order to ensure the accuracy of future delivery, all relevant responsible departments should come up with a rectification plan as soon as possible.
Third, the market development strategy:
Our company specializes in producing rubber and plastic parts for automobiles, motorcycles and other industries. With the continuous growth of the company, the deepening and stability of the market structure and the continuous improvement of the technical content of products, we should expand the national market and the global market in a timely and effective manner.
1, motorcycle industry is divided into Chongqing, Guangdong, Jiangsu and Zhejiang; Our products have occupied a large market share in Chongqing market, although some products have entered the other two regions through other company brands; However, the brand image of "XX Company", which specializes in manufacturing auto parts, has not completely penetrated into these two regions, so the next sales strategy is to develop the Guangdong market on the basis of further consolidating Chongqing's market share, and we are considering the long-term strategic goal; The continuous promotion of enterprises can improve the brand's popularity and long-term interests.
2. Guangdong market is represented by Dachangjiang Group, Guangzhou Dayang, Guangzhou Maben Industry, Jin Hao Group, Jiangmen Qingqi, Wuyang Honda, China-Hong Kong Baotian, Jiangmen Style (Lifan), Jiangmen Daye Group, Guangzhou Tianma Group, Jiangmen Hao Di, Jiangmen Changling, Foshan piaggio, Guangzhou Jialing, Panyu Hao Jian and Guangzhou Dafu; The annual production and sales of the top six enterprises are all over 650,000 vehicles; Among them, the annual production and sales volume of Dachangjiang Group in 20xx exceeded 3 million vehicles, and the production and sales volume of the last ten enterprises exceeded 300,000 vehicles.
3. The main domestic customers of automobile engines (diesel) are Wei Chai, Guangxi Yuchai, Hubei Dongfeng, Hubei Cummins, China Yi Tuo, Yunnei, Nanchong Dongfeng, Shaanxi Automobile Group and other enterprises. The sales department will further integrate various resources for key enterprises, and all functional departments within the company should also give strong support and cooperation.
(1) The technical department should put forward the diesel engine supporting product scheme (comprehensive product information can be developed).
(2) All departments should strictly implement the "TS 16949" system; Ensure that the standards of external audit are passed.
③ Further optimize lean production management, improve product quality and reduce product raw material procurement and production cost; Ensure the market competitiveness of the company's products. Do a good job of pre-sales service for "XX Company" to enter the automobile industry in an all-round way.
Summary of the second quarter of foreign trade salesman 2 Three key words can be extracted from the work in the first quarter: exploration, busyness and regret. Since the establishment of the marketing department, we have been studying and exploring. Looking for a marketing model that meets the hotel's own conditions. But we are all very busy, because besides marketing and debt settlement, we have to do in-store reception. Due to the shortage of manpower and limited energy, we didn't do real marketing while taking care of the reception of the meeting. This is something we regret. It's July again, and it's time to stop and sum up. The work in the second quarter is summarized as follows:
First, the marketing department mainly completes the work.
1, reception
In April, May and June, we mainly received the following units, individuals and groups: the second session of the Ninth People's Congress in Yaodu District, the second session of the Ninth CPPCC, the work promotion meeting of Shanxi Rural Credit Cooperatives, the product exhibition of Sany Heavy Machinery Company, the preparatory meeting of Linfen Liquor Industry Association, the system informatization work meeting of the provincial party committee, the VIP reception of Linfen Minmetals Hanxing Mining Company and the national "65433".
2. Customer development and maintenance
A. Customer development: In the second quarter, the marketing department newly developed 20 individual and commercial company agreement customers, and renewed the agreements with 8 customers whose agreements expired. Two new online booking agreements were signed (online booking, the main customers are still from the three giants, namely Ctrip, E Long and 12580). From April to June of 20xx, the hotel booked all kinds of rooms through the reservation network.
B. Customer maintenance: First, classify and file the original customer data, and visit the dormant agreement customers one by one. According to the interview, there are probably the following reasons why customers don't come to spend money: First, the company moved its office and chose a nearby cooperative hotel; Second, the company changed the person in charge of outreach; Third, some customers temporarily give up because of the taste and quality of hotel meals; Fourth, they only temporarily signed an agreement with a preferential price for cooperation, and there was no chance to continue cooperation afterwards.
3. Overall development of tourism market.
For a long time, hotels and travel agencies have hardly cooperated. This year, the marketing department has made a major breakthrough in this regard. In April, the hotel began to cooperate with Shanxi Business International Travel Service, Hukou Travel Service and Linfen International Travel Service. As of June 30th, the hotel * * * has received 383.5 guest rooms of travel agencies (travel agencies have been implementing 1 free 16, so travel agencies actually use about 400 hotel rooms), and earned 57,929 yuan from * * (the average house price is about 145 yuan).
In addition to travel agencies, the cooperation between the marketing department of 20xx and general commercial companies has also achieved certain results. Since April, we have received 19 batches of sunshine life insurance, coal mining technology seminar, Shore clan association, Shede wine industry and other teams, and used hotel rooms 1034 rooms. Room rate income is 206,655 yuan (average room rate is 65,438 yuan +099 yuan/room).
During the period from 20xx 1 to 1 1, the amount of all kinds of banquets booked by the marketing department included in the group dining consumption was more than 286,000 yuan (including the catering income brought by the conference 13 1484 yuan). It will definitely exceed 300 thousand in the whole year. This achievement has made a corresponding contribution to the completion of the overall business objectives of the hotel.
Second, the shortcomings of the marketing department in the work
1, lack of ability to grasp market trends and respond to market changes. The marketing department is the functional department responsible for handling public relations and sales business, and it is an important window for the hotel to enhance its reputation and establish a good image. Play the role of consultant and assistant in business decision-making and sales planning. However, it is rather rough to deal with the changes of the whole tourism market because it is not good at capturing market trends, and the channels for obtaining information are single or the market information is not paid enough attention. The most prominent example is the loss of the qualification of the designated unit in Changsha municipal government procurement meeting in 20xx. Mainly because I didn't pay attention to the release of relevant information, I directly missed the opportunity to bid. Here, we should conduct a profound review. Another deficiency is that it is impossible to formulate corresponding marketing strategies according to the changes of target markets and seasons.
2. Lack of interaction with guests.
In the daily work of the marketing department, except in the process of meeting reception, there is little time for face-to-face communication with customers, and there is almost no opportunity to communicate with customers. Or there is such an opportunity that we inadvertently let it go. We can't know what the guests need, and we can't get the intuitive feeling of the guests' consumption in the hotel. Even if there are complaints or suggestions, the guests may not find the object to express. It is difficult to create a home-away and warm consumer experience for guests. This aspect is exactly what we ignore in our daily work.
The third chapter of the second quarter summary of foreign trade salesman just arrived at the company, and he was at a loss for the first two months, but he was bent on doing his job and entering the working state. As a newcomer, learning is very important. Of course, excellent colleagues in the Ministry of Foreign Trade gave me a lot of help. From being familiar with products to developing new customers, I came step by step. Although the process is difficult, the result is always encouraging. Through a series of training, product knowledge and telephone sales, I know how to start as a foreign trade salesman, get into the state and get orders. There was no platform in the first two months, which was a test for me and myself. Just like the "grasping the bar in the air" in the field expansion, only by defeating yourself can we really succeed. In the second month, from looking for a needle in a haystack on the Internet to cultivating key customers, we finally got a sample list. Although the amount is not much, it gives me confidence. To sum up this list, the most important thing is to accumulate customers and cultivate key points. This is due to the fact that Mr. Dai usually asks us to make customer files, analyze customers and keep in touch with customers. Only in this way can we know the contact status of our current customers, and then grasp the status of the order.
Since I got the Ali account in February, my work has reached a new level. Here, I would like to thank the company for giving me such a high-quality platform that I can use, so that my customer resources can rise rapidly and I can learn how to handle inquiries, track customers and reach orders. In March, customers of solar water heaters began to accumulate and obtained a sample list of South African customers. At present, the other party is still in the testing stage, and the order will not be confirmed until August. To summarize this list, there is no trick. The most important thing is to be close to customers. Although it is only a sample list of several hundred dollars, I have spent a lot of effort on this customer. I remember chatting with customers late every night from the end of February to March. Usually, customers will remind me that it's time to rest before I log off. Because of this, the customer visited the factory as scheduled and successfully placed the sample list. In short, the feelings with customers need to be cultivated for a long time. With a good relationship, there will naturally be more opportunities.
In April and May, my personal business was at a low ebb, with four samples of solar panels and one sample of water heater. During this period, I can say that I am still groping and eager to place an order, so every time I meet a customer, I will spend a lot of time and energy to deal with it, perhaps in vain, but I think it is worthwhile, because after this period of time, I can better judge the psychological state of the customer and judge how likely it is for the customer to place an order and which customers are quality customers. The American affordable solar energy placed in June was also cultivated during this period. Although it took me a long time, I finally got a good look at this customer and decided it was a quality customer. Finally, after more than two months, I successfully received the deposit. Summarizing my efforts during this period, of course, many of them are not worth it. For example, some customers are investigating the market and waiting to see the market. Such customers don't have to spend too much energy. Such customers are not only difficult, but also troublesome and have many problems. If you have been collecting information and answering questions for them, in the end, he will not place an order and then disappear. A customer like this will have to wait for his order, which is estimated to take a year or two. And American customers, he also has many questions. According to my judgment, he has a list, so I will patiently answer them in detail. Because he has a bill, I call almost every week to ask about the situation and record each other's progress. In the end, as long as the other party receives my call and hears my voice, they will know that I am tracy from Zhejiang Huajin. At this time, I am sure that this customer will definitely give me an order. Of course, the result is the same.
There were few inquiries in June, so there were few new customers. Two or three customers may go to sample orders. At the same time, we keep close contact with our old customers, especially those who have made sample sheets. It can be said that after half a year, my work has entered a state, and my old customers have almost accumulated. I just need to maintain them and let the customer turn over the samples as soon as possible. At the same time, after the customer places an order, cooperate with other departments to feedback the customer's requirements to the purchasing department and the production department to ensure that the order is correct on time and win customers!
The summary of the work in the first half of the year is roughly as above. Although the total sales volume in the first half of the year is not ideal, it is mainly because my customer resources are limited, many customers are still in the training stage, and the customers who place orders are also sample orders, and the amount of sample orders is generally low, resulting in relatively low sales. I am confident in my work in the second half of the year, and I hope the company will have confidence in me.
At the meeting, I also set a goal for myself, which is to be achieved by actions, not empty words. The total target for the second half of the year is $65,438+$200,000. It's difficult to specify how much you can do every month, but I believe it's not difficult, or even better, if customers maintain good orders and continue to turn over orders.
Summary of foreign trade salesmen in the second quarter 4. I started working in foreign trade at the beginning of xx. In the past year, I studied and worked, and personally experienced the hardships, development and progress of the foreign trade work of Xingang Trade Union.
Compared with other businesses in Xingang, our foreign trade business is still very weak, with xxx people. In xx, we completed xxx tons of export trade. More than xxx% of them are exported after purchasing from manufacturers other than Shougang. Although this figure is not large, we have made great efforts. This figure is xXX times that of XX years. We achieved a foreign trade profit of more than RMB xxx for the whole year, which not only exceeded the planned tasks for the whole year, but also showed that the foreign trade business of Xinganglian did make great progress in the past year.
Looking back on our work and achievements in the past year, our comrades engaged in foreign trade 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.
Below I will report to you from two aspects my harvest and experience in this brand-new job of foreign trade in the past year.
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 xx years, I spent most of my spare time on strengthening foreign languages and learning foreign trade expertise. 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 xxx 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. Xxx, let me increase my knowledge, practice my skills, improve my skills, and my self-confidence in my work is constantly increasing.
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 discussing the clauses in the letter of credit that they are not sure about. When you are inexperienced, it is common to look up relevant books and consult banks. In xx, I handled xxx letters of credit. In my own audit process, I found that some clauses are not conducive to our safe settlement of foreign exchange. Every time, I insist that foreign businessmen amend the letter of credit. Although it is particularly troublesome to ask foreign businessmen to amend the letter of credit, sometimes foreign businessmen often insist on their own opinions 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. In the past, many places in the xxx letter of credit were found to be unfavorable for our company to settle 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 there was a time when a medium-sized contract was presented in a document. Because foreign businessmen require multiple contracts to be cross-shipped, 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 can only hand over all the documents to the auditors at the bank, and the documents are finally sent out until the bank is about to close. 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 xx years, I made xxx sets of documents, each with dozens of pages and countless data, and recovered the payment of more than xxx yuan 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 xx, considering the division of business, the head office can only seek development in markets other than Shougang, and can only 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 characteristic of Xingang United Company is to turn disadvantages into advantages and forge a road of self-development by its own efforts.
With your help, I purchased xxx tons of European standard round steel from Jiangyin Xicheng Steel Plant, xxx tons of American standard flat steel from Liyang Flat Steel Plant and xxx tons of European standard round steel from Baotou Steel. Exported to Mexico and Europe respectively. In addition, Shougang exported xxx tons of medium plate in the first half of the year, and I handled a total of xxX tons of steel exports in XX years. These achievements are inseparable from my unremitting efforts and meticulous work.
In xx, I was deeply impressed by purchasing xxx tons of round steel from Friendship Rolling Mill of Baotou Steel.
At that time, our company signed a xxx-ton round steel purchase contract with Friendship Rolling Mill of Baotou Steel. Because it is necessary to ship before the national tax rebate adjustment, we require him to send all round steel to xXX port before XX, which is qualified for shipment.
Because this batch of round steel is exported to Europe for the first time, there are special requirements in terms of outer packaging, listing and material certification, so it is very important to ensure product quality and performance reputation. Although we clearly agreed in the purchase contract with Baotou Steel that Baotou Steel would rush slowly and finally transport the goods we needed to xXX port on XX day, the freight forwarder found many minor problems that did not conform to the contract, such as irregular packaging and color painting. It was Friday when I received the forwarding information, but if I don't go to the site for inspection, there may be problems, leading to foreign claims, which can't be handled in time, and missing the delivery date may cause tax refund losses. Considering this, I had to leave my children with my sick mother-in-law and rush to xxx port on Saturday morning to sort the goods one by one with the freight forwarder according to the details of the factory. I repeatedly communicated with the factory to confirm the problem, and finally got the understanding and support of the factory. The problem was quickly solved, which ensured that the goods had the customs declaration conditions before xx.
Through the work summary of xx years, I do have a lot of feelings and experiences, but what impressed me the most is that I am very lucky. Although I have suffered a lot in my foreign trade work, I have a xxx that my leaders care about, a XXX that my colleagues support, and an old comrade's guidance. I learned a lot from it. The most outstanding experience is that compared with Shougang Guomao and other professional foreign trade companies, Xinganglian's foreign trade is indeed facing many difficulties, but we believe that as long as everyone works together with Qi Xin and the word "difficult" takes the lead, it will certainly create a foreign trade team that can bear hardships, dare to fight hard and dare to overcome difficulties, thus creating a foreign trade cause with Xinganglian characteristics.
Xx is a crucial year for our company's foreign trade business. We should sum up the experience in 2008, focus on product development and market expansion, and work hard for the company's foreign trade with greater enthusiasm on the basis of initial results in team building.
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