Personal working experience of foreign trade personnel in the company (1) Looking back on the work and achievements of the past year, several comrades who do foreign trade work deeply realize that we grew up under the personal care and guidance of the leaders of xx 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 20xx years, I spent most of my spare time 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 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 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 20xx, I handled 16 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 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 xx, the head office can only seek development in markets other than xx for business division, and can only organize export resources by outsourcing. This way is very difficult for our xx company, because foreign businessmen know that you are xx, 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 xx Company is to turn disadvantages into advantages and forge a road of self-development by its own efforts.
With everyone's help and cooperation, I bought 965 tons of European standard round steel from xx factory, American standard flat steel from xx factory and European standard round steel from Baotou Steel. Exported to Mexico and Europe respectively. In addition, Shougang exported medium plate tons in the first half of the year, and I handled steel exports totaling tons in 2008. These achievements are inseparable from my unremitting efforts and meticulous work.
At that time, our company signed a round steel purchase contract with Baotou Steel Friendship Rolling Mill xx. Because the shipment should be adjusted before the national tax rebate, we require him to send all round steel to xx port before the month, 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 it was clearly stipulated in the purchase contract with Baotou Steel that Baotou Steel was slow in expediting, we finally delivered the required goods to Tianjin Port on February 4, 65438. However, when the freight forwarder handled the goods, we found many minor problems that were inconsistent with 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 Tianjin Port on Saturday morning to sort the goods one by one with the freight forwarder. I repeatedly communicated with the factory to confirm the problem, and finally got the understanding and support of the factory. The problem was solved quickly, ensuring that the goods had the customs declaration conditions before 12 14.
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.
20xx 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.
Personal working experience of foreign trade personnel in the company (II) Through the work summary of xx years, I do have many feelings and experiences, but what impressed me most was that I was lucky. Although I have suffered a lot in foreign trade, I have a thriving collective, the care of leaders and the support of colleagues, and I have also learned a lot from it.
First contact xx Member Edition.
In xx month, I began to contact the business sub-account of xx member edition, and released product information to improve product exposure, thus increasing the opportunity of inquiry. Publishing product information is a complicated task.
First of all, the title of each product cannot be the same, and the pictures must be clear. Secondly, the most important thing is to choose the right keywords, and choose the top keywords, so as to improve the search degree of products. Keyword settings can be the same for three, and more than five products can compete for one keyword, so as to find ways to improve the exposure. Finally, the matching of product information. It is essential to have a beginning and an end, and you can't be arrogant or arrogant.
Different products should match the corresponding information. More than 1000 pieces of product information have been released, and the number of inquiries has increased accordingly, and the number of customers who consult online has also increased. Buyers always shop around and send inquiries to many suppliers, so buyers are far from professional. As a foreign trade factory, its main advantage is that it can provide factory direct selling price and product quality supervision. Therefore, reasonable pricing can win more customers.
However, in the company's work of providing customer demand information resources, I have repeatedly failed to achieve good results, and missed many exhibition customer resources, mainly because I couldn't keep up with customers and didn't know how to follow up. I will study hard and ask patiently in this regard. Intensive cultivation in the usual work, keep up with all customer resources, grasp customer needs in time, and make corresponding plans and work.
In the future work, we will try our best to grasp, analyze and handle all the work well, and strengthen exchanges and communication with customers. Know yourself and know yourself, and you will win every battle. Understand their needs and be able to deal with them accurately to win customers.
Second, work mistakes.
Some time ago, the company lost a customer because of the wrong quotation, which is different from the customer's understanding. What the customer wants is a module, so I will quote him a module according to our regular quotation. When customers send samples, they want me to quote. His example is a set of two modules. I didn't understand it, so I quoted the price of a module.
In the meantime, I didn't communicate well for a few days and didn't get to know each other well. It was not until the customer came to sign the contract that I realized that the quotation was seriously wrong. I think I was too careless. You need to be careful when you work, think as much as you can, and be sure to ask if you don't understand. It is a truth that three heads are better than one Zhuge Liang. Bring it up, and you will always find a solution.
Third, experience
1, "Efforts may not succeed, but giving up will definitely fail" is a sentence once said by basketball player Yao Ming, reminding and urging himself at all times. During my time in the company, I realized that a qualified foreign trade salesman should start from the foundation, take a firm root, be neither arrogant nor impetuous, consult modestly and study patiently.
2. Professional study should be combined with practice. Be familiar with professional foreign trade terms, especially the LED industry, grasp the needs of customers and give corresponding services. Communication with customers should be targeted.
3. Do your work carefully. Do a good job at hand, concentrate on your work, communicate with customers, and I don't know where to ask patiently.
4. Mentality determines all doubts, complaints, indifference and laziness in thought. These attitudes are fatal to work. Knowing that work is your own business will not lead to lazy thoughts. Stick to it for a long time and never give up. Failure is the mother of success.
Fourth, look forward to 20xx
Say goodbye to the old and welcome the new, looking forward to 20xx. The new year has begun, the intense and busy work has started the process, and the company's goals and plans are also clear. Plan your work and personal goals. I will work harder, study business knowledge assiduously and improve my ability to complete the company's sales tasks and goals. At the same time, I hope that companies and individuals in by going up one flight of stairs will stick to it and work hard!
Personal working experience of foreign trade personnel in the company (3) 20xx year is coming to a successful end, which is a turning point in my life. From a student to a social person, I started my dream-chasing career in a competitive era full of opportunities and challenges. Looking back on these three months from a new starting point, I am quite touched. Now let me sum up my feelings and work experience since I started working.
First, new jobs
I graduated in June this year and came directly to Shenzhen as soon as I left school. Before I left school, I was still confused. I don't know what to do, and I haven't found a clear position for myself. I know that I am not the kind of person who lives in poverty and enjoys happiness. I want to set goals for myself and work hard.
Because before graduation, I also had two jobs, one was shopping guide and the other was business reception, but I couldn't continue to do it for various reasons. Until September 24th, I was lucky enough to enter the big family of a new starting point. With the help of company leaders and colleagues, my knowledge of products, familiarity with products and promotion of products has been greatly improved. Here I want to thank my leaders and colleagues for their help.
As a newcomer in the foreign trade sales industry, I lack practical experience and know nothing about the operation of xx international promotion platform except the knowledge of foreign trade English and international trade I learned at school.
First of all, the first thing, I want to be familiar with the company's products. Because there are not many people in the company, I'm new here, and I'm devoted to my study with my dream passion. The company's product catalogue, the characteristics, uses and market situation of each product. All aspects of learning should start from scratch. A week later, I started to contact xx backstage management and registered a producer's sub-account to be responsible for product release. International communication tools such as MSN, Skype, Trademanager, and Email subsequently became my daily necessities.
In addition, I also created my own xx free website, where I practice product release, product promotion, product ranking, keyword search and application, AliExpress trading and so on. With the guidance and help of Miss Yi from the Ministry of Foreign Trade, I gradually mastered the skills of publishing product information and striving for ranking, and slowly started the product promotion work.
Second, be familiar with business processes.
In the process of getting in touch with international trade, I received many orders from customers through the platform of xx, but unfortunately they were all sample orders, and finally they were dropped because the actual payment method could not pass Alipay.
At 5438+00 in early June, after half a month of product familiarity and inquiry reply, a Swedish customer finally accepted our payment method and the transfer was successful. I made the first foreign trade order, although it was only a small order, but I learned a lot from it. After receiving the payment, according to the order, let the production arrange the production and contact the international freight express.
It's the first time for international express to contact DHL/UPS/FEDEX, but there is still a little episode. After contacting the freight, the goods arrived in Hong Kong, and the courier company said it was a remote area, adding a remote fee. Due to the small order, DHL freight calculation is too accurate, resulting in the goods being returned. We found a new freight company and switched to FedEx. This delayed delivery for several days. However, after this lesson, I understand that when calculating the freight, it should be calculated by value, and I would rather charge more. When contacting the courier, I should ask the freight forwarder to check whether the address is remote.
Third, attend the exhibition.
10 year 10 mid-October, the company participated in the 7th Guangzhou International Procurement Expo, and the customers of the Expo were basically foreign. In the meantime, because there are fewer peers at the exhibition, there are not many people participating in the competition, which is our time to play. Several colleagues are promoting the company's products, distributing business cards and materials, and trying to attract more customers to see our exhibition hall.
Communicating with foreign customers has become a skill again. In order to attract interested customers and let unintentional customers contact and understand our products, in the final analysis, it is to let the people who come never let go. In the communication with foreign customers, we also learned how to introduce our products to customers and how to explain and analyze the advantages of our products.
After holding an exhibition, I sold a small batch of products temporarily, received many business cards from foreign customers and sent some of my own business cards. I hope to contact some interested customers in the future. After the exhibition, it's time to analyze business cards and send and receive emails. Experienced colleagues, after receiving the business card, judge the customer's intention in time and contact the customer to visit the factory.
Also made a measurement list. During this period, I learned to carefully judge the customer's intentions and understand the customer's needs, so as to meet the needs.
Fourth, send and receive emails.
Sort out, analyze and recall the business cards at the exhibition, and send greetings to interested people. Before sending an email, product pricing is another very important thing. Since it is a factory, the product price has certain advantages. With this advantage, the price is not a big problem.
Secondly, the price details, involving MOQ, FOB and so on. This is a test of product familiarity, and it is also important to know the quotation at a glance. We should make clear the price difference between the quotation of our products and the market situation, how to make the quotation correct, and let customers know the company's main products, their advantages and core competitiveness.
Therefore, a small quotation, seemingly simple, has to be carefully scrutinized. The quotation should be appropriate, neither too low nor too high; Don't sell good things cheaply, and don't quote high prices for ordinary products.
Because customers often judge your integrity from your quotation, and at the same time judge your familiarity with the product; If you quote a price far from the market for a very simple and ordinary product, even if you can't quote it for a few days, it means that your integrity is not enough, you don't know this line at all, and guests will naturally not pay attention to you. However, hundreds of emails were sent in a row, and few people replied, which made people feel disheartened.
However, if you can't give up, you have to find the reason yourself. Maybe the price is not fixed, the picture is not eye-catching, the product information is not detailed, and a lot of problems are analyzed and solved one by one.
I don't know how to go in the future, but I know that as long as I continue to work hard, I will have a good prospect, so I will continue to work hard because I want to live. There are many things to do in life and work, which need constant efforts.
Personal working experience of foreign trade personnel in the company (4) Time flies. It has been half a year since I came to the company unconsciously, and it is almost the New Year. 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.
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 xx 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.
Personal working experience of foreign trade personnel in the company (5) 20xx is about to leave quietly, and 20xx has entered our field of vision. Looking back on this year's work process, there are ups and downs in general. Looking back, I have been working for 1 year since I first joined the company. This year, the whole working state is on the right track, and I have a more comprehensive understanding of the anti-counterfeiting label industry. Successful customers are also accumulating over time. At the same time, every time I successfully cooperate with customers, it is an approval of my work and reflects my work value in this position. But on the whole, I still have a lot to improve myself. The following is my experience in this year's work:
First, strive to improve political literacy and ideological and moral level.
Actively participate in all kinds of political study, theme education, vocational education activities, organizational activities and recreational activities organized by superior companies, branches and departments, without being absent without reason; Can adhere to the correct political direction, seriously study Deng Xiaoping Theory and Theory of Three Represents, actively strive to improve their political literacy and ideological and moral level from all aspects, and make continuous progress ideologically and politically.
Second, strive to improve professional quality and service level.
Actively participate in all kinds of business study, training and examinations organized by superior companies, branches and departments, study diligently, be good at creation, constantly strengthen the training of their own business quality, constantly improve their business operation skills and basic skills of serving customers, master their due professional business skills and service skills, handle all kinds of business skillfully, understand all kinds of business products operated by the company and carry out targeted publicity and promotion.
Third, strictly enforce the rules and regulations
Over the past year, we have strictly implemented the rules and regulations, internal control system and service regulations of superior companies and branches, insisted on using civilized language, and never acted beyond our authority or abused power for personal gain. There are no customer complaints and other irregularities. Behave yourself in your spare time, and don't participate in gambling, buying Mark Six lottery tickets and other bad behaviors.
Four, complete the tasks assigned by the branch and department.
Over the past year, I have been able to work diligently, conscientiously, leave early and return late, stick to my post, contribute silently, and actively complete various tasks assigned by the branch and this department. Can take the initiative to take into account the marketing work and tasks of the department, and actively market e-banking business, various bank cards and other intermediary businesses. With the love of insurance, I worked hard to fulfill my job and post responsibilities, and made great efforts to do all kinds of work according to the requirements of superior leaders, and achieved certain results, which also won the praise of leaders and comrades. Looking back on the past year, I am pleased with my achievements, but I also find that there are still some gaps and deficiencies compared with the employees in Xiu Xiu. But I have the confidence and determination to find the gap in my future work, bravely overcome the shortcomings and deficiencies, further improve my overall quality, and do a good job that I should do.