2019 annual foreign trade work summary essay

In the foreign trade work and study of xx company for nearly two months, I gradually became familiar with the company's operating system and business concept. First of all, the personal business work is summarized as follows:

I. Business capability

1. Have a certain understanding of the company and products. Through the work in the workshop and warehouse, we gradually become familiar with the materials and various specifications of the company's products, and have a certain understanding of the production process of various products. We can grasp the products appearing in all aspects. The problem is that when the cutting is easy, the folding is easy to occur, and the thickness is not uniform when stretching. For the performance and characteristics of the product, the target market of the product is known.

2, have a preliminary understanding of the market. Products are widely used in stationery, food, beverages, handicrafts, audio and video products, electronic appliances, home improvement materials and other products of the outer packaging. Therefore, the sales prospects are very optimistic, and the possibility of developing new markets is also great.

3, the initial mastery of business skills. Through the development of customers on the free platform, slowly master the skills of negotiating with customers, learning is "consultant sales skills", everything from the customer's needs, on the phone, in the email, or During the visit, we have to keep asking questions and knowing the customer's needs from the customer's answer. This will do more with less. For example, if the customer wants to buy a high-quality product, you can pick a good quality product for him. It doesn't matter at all. On the contrary, if the customer only wants to buy cheap products, don't be too high when quoting, otherwise they will scare away customers. Doing business can be simplified to "understand or stimulate demand, and then meet the requirements."

2. Personal quality ability

1. honest

Honest and trustworthy, win the trust of customers

2. enthusiasm

As long as you have a passion for your career, you can concentrate on your energy, and foreign trade is even more so, because foreign trade is a long process.

3. patient

In the foreign trade industry, the cycle of developing a new customer is generally between six months and one year, or longer. Therefore, in this long process, when there is no order and colleagues have orders, there must be patience, after the storm. It is a rainbow.

4. Self confidence

In foreign trade, the average company has hundreds of customers, but the actual order may be just a few. Therefore, the salesman may be doing "useless work" for a lot of time. But there must be self-confidence. There are many potential customers who want to turn into real customers for a long time, so they must have firm self-confidence to make their business better.

At present, the production scale of our company is expanding, and sales must follow growth. Domestic sales must take the initiative to change the traditional sales model. Due to the opening of foreign trade, there are many places to grow. The following are the directions and related directions for future foreign trade work. Requirements.

First, the current situation of our company's foreign trade development

1. In terms of foreign trade personnel, the company is expanding and foreign trade is still being formed. At present, the development and maintenance of customers are mainly carried out by foreign trade managers and salesmen. Many links need to be strengthened.

2, the company's import and export rights. At the current stage of the company's exports of goods are represented by freight forwarding companies, this link increases the cost of exports, resulting in a decline in the competitiveness of the price. And the newcomers learn less links, and The avoidance of risk is difficult to grasp.

3, the company's website and platform. The company's website is already in use, and it is constantly being revised and updated, which enables customers to fully understand the situation of our company and the product. The establishment of the platform requires a process, so the first stage is still stuck in Free on the basis.

4, the development of foreign trade related work, after the order is decentralized, production arrangements, quality control, documentary and documents and other work needs to be standardized. At present, foreign trade orders, documents, and documents are handled by one person.

Second, the status quo analysis and countermeasures of foreign trade work

1. The company's sales in foreign trade is not mature enough. The establishment and maintenance of the customer base requires a process. On the basis of the existing conditions, it is necessary to develop more customers. First, there must be professional and experienced foreign trade personnel. Under the leadership and training of the salesman, the new personnel are gradually trained to continuously improve the capabilities of all aspects. Therefore, the employment of foreign trade personnel is very important, as long as the leaders of all aspects of the company meet the current needs of the company, the entire team can continue to grow. First of all, the old salesman can bring some stable customers, and the company can only gradually expand on the basis of orders. Secondly, the old salesman has strong ability to develop customers. He can clearly grasp the target market and be familiar with the industry, so that he can access more customer information. In addition, experienced business personnel have strong ability to deal with problems, and there are relatively many countermeasures to avoid risks. And can lead and train the new salesman below, bringing more human resources to the company. Therefore, the formation of foreign trade personnel is particularly important and must be led by professional and experienced people.

2. The most important thing at this stage is the foundation of foreign trade work--the platform. A good platform can bring a steady stream of customers, although it can be published on some free b2b, this is only passive, can not contact the customer's message, you can not contact the effective customer. And to contact customers on free b2b, basically rely on luck, which is extremely unstable for the development of corporate customers, time and capital waste may have an impact on the company. Only by identifying the target market, through the platform to reach more interested buyers, in order to turn the consultation into an order. In addition, the number of customers who purchase for free is generally relatively small, usually for retail or middlemen. The order of the customer is unstable, which will affect the sales volume of the company.

A good platform, when you make good use of it, you can see many foreign purchases of this product every day, and the effective purchase information is much more than free. After screening, potential customers can be identified, and the customer base can be determined through contact and communication. With the platform, the daily work can be fixed, rather than aimlessly looking for, and the daily work efficiency is also improved. The company can also distribute the obtained customer information to each salesperson through the management of the platform, which greatly utilizes the information of each customer, thereby increasing the possibility of transaction. The company's image and scale can leave a profound impact on customers. Foreign customers can understand us through the company's website, and also have a platform to judge the scale of a company's foreign trade development. So we can reach more customers in all aspects of what our customers want.

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For new business people, the platform will undoubtedly reduce the difficulty of work and more opportunities for display. Foreign trade salesmen are unlikely to grow up on the basis of no orders, and the opportunities for learning are less, and the ability to develop customers is difficult to improve. As long as there is a certain fixed group, the company's orders will be fixed, which is also very beneficial to the stable development of the company.

3. Every industry has international and domestic exhibitions every year. At the exhibition, we can fully understand the competitiveness of our products, and we can also understand competitors in the same industry. The most important thing is that the buyers from various countries in the industry exhibition are real customers, they can become your customers at any time, reducing the process of online communication. Most of the customer information obtained at the exhibition is authentic, and the benefits of the exhibition are described below.

Regardless of the size of a company, the show provides a good business opportunity.

, low-cost contact with cooperative customers

Companies need to reach qualified customers and participate in the exhibition is the most effective way. According to a study by the exhibition survey company, every visitor at the trade fair was exposed to an average cost that was much lower than the cost of telephone marketing.

, low workload and high quality

After reaching qualified customers at the trade fair, the amount of follow-up work is small. According to the survey conducted by the exhibition survey company, after contacting a qualified customer at the exhibition, on average, only 0. 8 calls can be made to the other party. In contrast, the usual typical business sales method requires 3.7 calls to complete. According to another study by the McGraw-Hill Research Fund, 54% of all orders placed by exhibitors to exhibitors for visiting trade fairs do not require individuals to follow up.
, Potential customers

According to research by the exhibition survey company, based on the average number of visitors on an exhibitor's booth, only 12% of the people received calls from the company's sales staff within 12 months before the show; 88% were new potential customers, and the sales were It will also bring high-level visitors to the exhibition. For exhibiting companies' products and services, 49% of visitors at the show are planning to purchase those products and services.

Competitive advantage

The exhibition provided opportunities for competitors in the same industry. Through the training of well-trained booth staff, active pre-show and exhibition promotions, fascinating booth design and rigorous booth follow-up, the competitiveness of exhibiting companies can be radiant. Moreover, visitors to the show will also use this opportunity to compare exhibitors. Therefore, this is an open opportunity for exhibitors to demonstrate the superior functionality of their products.

, save time

During the three days, the prospective customers were exposed to more potential customers than the sales staff in three months. Meeting face-to-face with potential customers is a quick way to build customer relationships.

, rapport with customer relationships

Customer relations is a hot topic for many companies, and exhibitions are a great place to take advantage of the hard-working relationships of existing customers. Exhibitors can express their gratitude to customers in the following ways: hospitality, one-on-one dinner, special service, etc.

, teach customers to try products

There are not many opportunities for sales people to carry products on the road for demonstrations. Exhibitions are a great place for exhibitors to test products for potential customers.

,competition analysis

The exhibition site provides an opportunity to study the competitive situation, and the role of this opportunity is incalculable. Here, exhibitors can learn a lot about the products, prices and marketing strategies offered by competitors.

, product and service market research

The exhibition provides an excellent opportunity to conduct market research. If the exhibitor is considering launching a new product or a new service, they can be interviewed at the show to understand their price, function and compensation and basic quality requirements.

In short, the development of foreign trade work needs to be improved in all aspects. Personnel, platform, and exhibition are the problems that need to be solved at present. It is necessary to do a good job in the development of the work and the investment. You can tentatively participate in some domestic exhibitions on the basis of personnel stability. , step by step to achieve.

2019 annual foreign trade work summary essay

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