Foreign trade salesman's work summary in the first half of the year and the second half of the work plan

The meeting on Tuesday was indeed unsatisfactory. From my personal point of view, my work summary for the past six months was not comprehensive, and the work plan for the second half of the year was not clear. Take this opportunity to re-examine yourself, recognize yourself, and establish your own clear goals.

From the end of December to the company to June, the work during this period is summarized as follows:

1. When I first arrived at the company, the first two months were quite awkward, but I was thinking about getting the job done and getting into work. When I first arrived, learning was very important. Of course, the excellent colleagues of the Foreign Trade Department gave me a lot of help. From familiarizing myself with developing new customers, step by step, the process is difficult, but the results are always encouraging. Through a series of training, product knowledge, and telemarketing, I know how to start working as a foreign trade clerk, enter the state, and get orders. In the first two months, there is no platform. This is the test of the company and my own test of myself. Just like the "air grab bar" in the field expansion, only by overcoming the self can you be truly successful. In the second month, from the online fishing needles to the final key customer training, the sample list was finally released. Although the amount was small, it gave 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 we always let us do customer files, analyze customers, and keep in touch with customers. Only in this way can you know the current contact status of your customers and then master the status of the order.

2. I got a new step in my work by getting an Ali account in February. I would like to thank the company for giving me such a quality platform that can be used, so that my client resources will rise quickly, and learn how to process enquiries, track customers, and reach orders. In March, solar water heater customers began to accumulate and obtained sample orders from South African customers. At present, the other party is still in the testing stage, and orders will be determined in August. There is nothing to be said about this list. The most important thing is to keep up with customers. Although it is only a few hundred dollars of sample list, but spent a lot of effort on this customer, remember to chat with customers every night from the end of February to March, usually the customer reminded me to rest, I was off the assembly line. ..... Because of this, the customer visited the factory as scheduled and smoothly went to the sample list. All in all, the feelings with customers need to be cultivated for a long time, and the relationship is good, and the opportunities are naturally more.

3. In April and May, my personal business was in a downturn, with 4 samples of solar panels and a sample list for the water heater. During this time, it can be said that I am still in a state of groping, and I am anxious, so every time I encounter a customer, I will spend a lot of time and energy to deal with it. It may be a waste of thought, but it is worth it, because after this process, I Can better judge the psychological state of the customer, determine the possibility of customers placing orders, and which customers are quality customers. The US affordable solar in June was also cultivated during this period. Although the time was very long, I finally saw this customer and decided that it was a quality customer. After more than two months, the deposit was successfully received. Summarizing my contribution during this time, of course, many are not worth it. For example, some customers are looking at the market and watching the market. Such customers can not only spend too much energy, but such customers are not only difficult but also very troublesome. Heap, you have to collect information for him and answer questions. In the end, he will not place an order and then disappear. A customer like this has to wait for his order, which is estimated to take one or two years. And the American customer, he has a lot of problems. According to my judgment, he has a single, so I will be very patient and very detailed for him to answer one by one; because he has a single, I will call the situation almost every week and record the other party. The progress, to the end, is that the other party received my call and heard my voice, I know that I am the tracec of Zhejiang Huajin. At this time, I am sure that this customer will place an order and will give it to me. Of course, the result is the same.

4. In June, there were very few enquiries, and the development of new customers was relatively small. Two or three customers might go to the sample list. At the same time, we maintain close contact with our old customers, especially those who have sampled samples. It can be said that after half a year, my work has entered the state, and the old customers have almost accumulated, just need to be well-maintained, so that the sample customers can turn over the orders as soon as possible. At the same time, after the customer's order is placed, cooperate with other departments to feedback the customer's request to the purchasing department and the production department to ensure that the order is correct and there is no mistake and win the customer!

The summary of the work in the first half of the year is roughly as summarized above. Although the total sales in the first half of the year were not satisfactory, mainly because my client resources are limited, many customers are still in the training stage, and the customers who place orders are also sample sheets and samples. The single amount is generally low, which leads to lower sales . I am very confident about the work in the second half of the year and I hope the company has confidence in me.

At the meeting, I also set myself a goal. This goal is to achieve it with action, not empty talk. The overall target for the second half of the year is $120,000. It's hard to refine, how much can be done every month, but I believe that if the sample order customer is well maintained and continues to turn over, this task is not difficult, and can even be done better.

As for the current customer tracking, the work goals and plans for July are as follows:

1. Successfully process US customer orders, 70% of the balance is recovered, so that at least 30,000 US dollars can be completed in July. Of course you can't just stare at a customer. The customer solar cell sample test in Mexico has been successful, and the customer is satisfied. Currently, an order for a small cabinet is being discussed. According to the contact with the customer and personal relationship, the target is taken in July. For such a customer, of course, it is like a cat staring at a mouse, grasping it, not relaxing, and expecting to receive a deposit in mid-July. So give yourself a goal of $50,000 in July.

2. The rest of the monthly tasks are difficult to subdivide because the progress with the customer is changing. I hope that the monthly task can be fixed one month in advance.

3. There is also a major task to help new salespeople adapt to the company and make business as early as possible. At present, only Zheng Rong is responsible for me. I will patiently answer her questions in the work and give appropriate guidance to help her make an early achievement for our company's foreign trade business.

I know that the plan for work may not be satisfactory. On my personal note paper, every day's plan is written down in a row. Every day I plan to serve my big goal. So I will do it well.

During the company's half-year period, I have insufficient places. I hope that my colleagues will give me a proposal. I will accept it with humility and correct it, and strive to do better. Every company has its own system and management methods. While working hard, I will also cooperate with the company's various systems. For the company, I also have the following suggestions:

1. Treat resource resources. In the above work summary, I mentioned that the network platform is a very good resource. With the platform, the business has made significant progress, and the customer accumulation has also advanced by leaps and bounds. Therefore, I hope that the company will try to be fair and just in terms of resource allocation, because this is important for every salesperson!

2. Treat the sample. Because most of the first half of the year, I have produced samples, so I have a deep understanding of this. If the sample list customer can be trained as a long-term customer who orders regularly, the goal is easy to achieve and contribute to the company's long-term customers. I did not say that this is a problem with my sample. On the contrary, the samples I have produced are quite satisfactory and the tests are very good, so I hope to continue. Because the sample is a preliminary review of our products by our customers, it is the key to our order.

3. Treat visiting customers. This is just the details, but I hope to draw attention. As far as I know, the order rate of our company's visiting customers is not ideal. Compared to a factory I know, their company's hardware equipment and all aspects are not as good as our company, and the order rate of the other customers is almost 100%. Exploring it, the factory pays great attention to customer details. Customer visits, regardless of whether the customer orders, are very respectful. I also hope that our company will show the enthusiasm of the host to the guests coming from afar and show the company's good corporate image.

These suggestions are just my personal views. If they can improve, I hope that the company will try its best to improve and make efforts for the company's business and image. What I need to do is: work hard for my goal! !