Summary of salesman work in 2019

In a twinkling of an eye, we will wave our farewell to us in 2019. In this cold winter, I think about the road I have traveled in the past year. I have not experienced much, and I have not had many surprises. Calm, calm mindset, and coping skills.

During this period of time, there were failures and successes. Unfortunately, there are not many stable customers and there are not many stable customers. The good news is that customer resources have begun to accumulate, the efficiency of processing orders has been improved, and their business knowledge has been improved. And the ability has improved. First of all, I would like to thank the company for providing us with such good working conditions and living environment. The experienced superiors give us guidance and take us forward; their practical experience has benefited us all the time. What we have learned from them is not only the way of doing things. More importantly, the truth of being a human being is the premise and foundation of doing things. At work, colleagues communicate with each other, bringing together the wisdom of everyone, doing things to the extreme, and putting customer orders in place.

Entering the company at the end of last year, from familiar product knowledge, to developing new customers, to negotiating orders with customers, the manager spent two to three months. After the company allocated the alibaba account, the accumulation of customer resources began. Unconsciously, more than half a year passed. During this time, I changed from a newcomer who knows nothing about product knowledge to an independent person. The professional salesman who operated the business completed the role transition of the profession and adapted to the job. The performance is not outstanding. The following is the experience of the past year:

One. Operational capacity

1. Be familiar with the company and products.

Entering an industry, everyone should be familiar with the knowledge of the industry's products, familiar with the company's operating model and establish customer relationship groups. In the market development and practical work, I learned how to position the market direction and product direction, grasp key customers and track customers, and understand the different needs of different markets, so as to know which countries are the main products, colleagues encounter different regions and countries. Customers, also know how to recommend them, better sell themselves and products. Of course, this is not enough. It should be short-term learning, accumulation, advancing with the times, understanding the industry dynamics, and price fluctuations. The key point is that if you are familiar with the company and the product, you will naturally know that the target market is there, and you can also answer the customer's questions professionally.

2. Understanding of the market.

Not only the understanding of the target market, but also the understanding of competitors. You must not sit in the sky and watch the world. Because the only constant in the world is “change”, it is necessary to make corresponding strategies according to changes in the market so that we can win in the fierce competition. Know the products of competitors and price information to know the advantages of their products. In addition to observing and understanding the accident, we also need to establish a good relationship with the customer. Because the same customer, may receive a lot of company quotes, if the relationship is good, the guests will take the initiative to tell the competitor's quotation information, as well as product features. In this process, we should make full use of our product advantages, material characteristics, analyze the other party's quotation, and emphasize the advantages of our products, more favorable to customers.

3. Business skills

When it comes to business skills, the first thing that comes to mind is how to get an order. Many customers like to talk business with professional business people. Because the business personnel are professional, many problems can be solved in the negotiation. The customer is also willing to hand over the order to the professional salesman. Of course, business skills are also cultivated through long-term practice. In my own foreign trade experience of the year, what I have learned is to be a client consultant, from the customer's point of view, to put myself in the shoes of the customer, everything from From the customer's needs, on the phone, in the email, or in the guest's 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 You can pick a good quality product for him. It doesn't matter if the price is expensive. On the contrary, if the customer only wants to buy a cheap product, don't be too high when quoting, otherwise it will scare away the customer. To do business, we must learn to "understand or stimulate demand, and then to meet the requirements."

Secondly, the process of processing orders and processing orders is simple and simple, and it is difficult and difficult to say. The simple is that, according to the product requested by the customer, it is written on the production order and completed in the production department. The hard part is that as a consultant to our customers, we need to be concerned about the progress of our products, whether the products are in progress or not. If the goods are produced well, it is necessary to check the various parts, whether there are obvious defects in appearance, or some product problems that affect the function. If there is a problem, correct it in time. Remember: When the product is in the factory, we can save everything; once the product goes out, it is too late. At that time, you can only wait for customers to fall. Before the delivery date, we must constantly remind you to continue to urge the production department to ensure timely delivery.

Finally, to maintain customers for a long time, we have to do good after-sales service. After a few single treatments, I understand that it is normal to have problems, and you must put a good attitude in this regard. Due to the characteristics of the product itself, it is very likely that there will be damage after the arrival of the goods, installation or actual operation, there may be some problems, we need to solve. I often feel headaches, often do not know what to do, and even complain. However, the problem has arisen. There are always solutions and solutions. The leaders will help and the departments will cooperate. The problem will always be solved.

two. Personal quality

1. honest

Doing business, most afraid of "profiters", so customers like to be friends with honest people, doing business. In the process of communicating with others, we must reflect our sincerity. In the process of customer communication, only honesty can gain trust.

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. From my own experience, I received the first order, just a sample of a few hundred dollars, indeed 60 days and nights, of course, does not rule out the luck component. I am still chatting with this guest: you are important to me. your sample order gave me self-confidence, and perseverance in my international trade career.

4. Self confidence

This is the most important point. In the work, whether it is the customer who searches for the development on the Internet or the inquiry customer received from the company platform, it is estimated that there are several hundred, but the actual order may be so few. One. 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. As long as there is an audio customer, it is necessary to hold him on the cheek, and one day there will be unexpected gains. For the customers who have passed the order, it goes without saying that it is definitely the most important thing. If you need to ask for help from time to time, you should ask for the time of the next order when you have a certain time.

At work, I can say that I have not lost my time, wasted my working hours, and I am serious and responsible for my work. After the baptism of time, I believe that we will be better, as the saying goes: Only experience can grow. There is no perfect thing in the world. Everyone has their own advantages and disadvantages. Once they have more work, they are prone to noise, or they will not take time to check, and they will be careless. When you have a lot of work, you think about it. You can get it done by yourself. Every link runs on your own, but you ignore the role of the team. So you should correct this mentality, trust others, trust the strength of the team, and then play your own advantages. : Trade knowledge, learning and acceptance ability is better. Constantly summarizing and improving to improve quality.

Self-analysis: From the current behavioral situation, I am still not a salesman, or just a salesman who is just getting started. I am talking about myself, my eloquence is still not good, and my ability to express is not outstanding enough. Roots: There is no breakthrough in its own shortcomings, the skin is not thick enough, and the psychological quality is not enough. This is not like myself. It is far from discovering its own potential and the leap of personality. In my heart, I have always believed that I can become a good salesman, this motivation; this belief has been stored in the chest, ready to break out, and my heart has been eager to succeed.

Say goodbye to old age and meet the new year, we are confident and full of hope!