外贸业务员怎么样写出美丽的年终总结？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/nPOiabPsMkjnc3ZDWA7PaiaB1CiaT7ZM0yFhRIxBvdMsJ84J7jWibrDfpaUvaiaGVdeYVUP2BE2ceUXxhYjUGibZJdPw/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;"><span style="color: black;">小贴士</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"> <span style="color: black;">点击上方标题下“<span style="color: black;"><strong style="color: blue;">华南外贸</strong></span>”进入公众号后，关注回复“<span style="color: black;"><strong style="color: blue;">关键词整理表格</strong></span>”，<span style="color: black;">就可</span>免费获取精做Excel表——《关键词表》。管理表内容<span style="color: black;">触及</span>非常全，<span style="color: black;">制品</span><span style="color: black;">归类</span>，修饰词等等，实为运营人员的<span style="color: black;">必须</span>工具！</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz/QKDxrVYehicfLJxg7bpPgMPUape9ldo0YxicOLAvskfTmfeXVj0dcyFxiaibiadZMl6AmtQdtDwbvsWGXiaicsytEZeicw/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;">老规矩，年终总结报告写好了吗？这恐怕是迎接2021年时最苦恼的一件事了。写得太简单，凸显不出自己一年的辛苦和成绩；但有时候花了好多心思熬了几个通宵写出来的，似乎没抓住领导的心思，<span style="color: black;">最后</span>结果还是<span style="color: black;">不睬</span>想。</span><span style="color: black;"><span style="color: black;">因此</span>，年终总结的<span style="color: black;">道理</span>到底是什么？是给<span style="color: black;">机构</span>领导看的没错，但<span style="color: black;">更加多</span>的是给自己看的，<span style="color: black;"><span style="color: black;">能够</span>复盘下今年客户<span style="color: black;">状况</span>，不为向<span style="color: black;">机构</span>交差，只为<span style="color: black;">瞧瞧</span><span style="color: black;">自己</span>长短板，不浑浑噩噩的混日子，</span>让自己在新的一年真正有所增长。</span><span style="color: black;"><strong style="color: blue;">总结一句，年终总结<span style="color: black;">便是</span>这一年的“复盘”以及对<span style="color: black;">将来</span>的“规划”。</strong></span><span style="color: black;"><span style="color: black;">倘若</span>你是管理层，<span style="color: black;">做为</span>上级<span style="color: black;">分部</span>，写清楚你的<span style="color: black;">需要</span>大纲，<span style="color: black;">这般</span>最好了，为啥呢？</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">第1</span>，<span style="color: black;">非常多</span>员工并不<span style="color: black;">晓得</span><span style="color: black;">怎样</span>写，<span style="color: black;">做为</span>有经验的基层管理，那是不是应该<span style="color: black;">通知</span>你的团队们，<span style="color: black;">咱们</span>的重点关注是啥？</span></strong></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">第二，避免<span style="color: black;">显现</span>过于形式主义的<span style="color: black;">报告</span>，相信这绝对不是<span style="color: black;">咱们</span>需要的</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/Ljib4So7yuWiaAqicErqDBDicLHgCcfSSQujP0K7bxWOI11khTjgCIlR7p83sibw6xEgB22ibCvLw93GkU13s1H6Nahw/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;">说到底到底<span style="color: black;">怎样</span>写呢？不如来<span style="color: black;">瞧瞧</span>在年终总结中的几个关键点：</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">01</span></strong></span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">过去一年在工作中的成长</span></strong></span><span style="color: black;"><span style="color: black;">2020年，你都做了<span style="color: black;">那些</span>工作呢？<span style="color: black;">陈列</span><span style="color: black;">有些</span>重要的工作内容，清晰自己到底付出了什么。</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/fuvhfDwwHB0CfDIUyZLePHMcfwdrHKnVSShu5gfcVy5DdzGlurueotOXug0ibI0SJn75BLSVKB3G8OvdsIoiam3g/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/fuvhfDwwHB0CfDIUyZLePHMcfwdrHKnVrbtHjquXqphzuyGqHQTLLdwGDzQ5Eb7ibxShkW5mNLjRKVPeHJzZjFw/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;"><strong style="color: blue;">①工作成果</strong></span><span style="color: black;">。结合数据、订单、询盘、反馈、<span style="color: black;">揭发</span>、来反思自己的成就，总结<span style="color: black;">为么</span>达<span style="color: black;">成为了</span>自己的<span style="color: black;">目的</span>？重点分析 2020年给自己贡献最大的客户，找到成单的<span style="color: black;">原由</span>，推测<span style="color: black;">将来</span><span style="color: black;">是不是</span><span style="color: black;">能够</span>给自己继续贡献订单，何时贡献？</span><span style="color: black;">最好是配上数据图表，</span><span style="color: black;"><span style="color: black;">做为</span>外贸业务员，</span><span style="color: black;"><strong style="color: blue;">当然会<span style="color: black;">重点</span>展示<span style="color: black;">营销</span>业绩</strong></span><span style="color: black;">，<span style="color: black;">经过</span>这些数据分析，会看到你今年<span style="color: black;">是不是</span>达到<span style="color: black;">目的</span>，你的业绩表现<span style="color: black;">怎样</span>。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/fuvhfDwwHB0CfDIUyZLePHMcfwdrHKnVEBHeFgt3ibcicuCDdMdNYUL6r9vV5oibtA5XFPF5VzeV7dBZVQmxCMCPw/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">同期</span>还需要对市场进行分析</span></strong></span><strong style="color: blue;"><span style="color: black;">，</span></strong><span style="color: black;">以便你<span style="color: black;">认识</span>自己的业务长处<span style="color: black;">行业</span>。例如有些人是欧美国家做的好，有些人是东南亚国家做的好。这些<span style="color: black;">亦</span>是<span style="color: black;">机构</span><span style="color: black;">详细</span>分业务区域的重要参考。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">②<span style="color: black;">把握</span>的新知识和新技能</span></strong></span><span style="color: black;"><span style="color: black;">。</span><span style="color: black;">询盘、RFQ、谈判、逼单、催单、迂回战略、报价战略、<span style="color: black;">研发</span>信技巧、社交系<span style="color: black;">把握</span><span style="color: black;">熟练</span><span style="color: black;">状况</span>等</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">③在工作中的短板，不足。</span></strong></span><span style="color: black;"><span style="color: black;">针对</span>外贸业务员<span style="color: black;">来讲</span>，你在过去一年业绩完成的怎么样，其实一目了然，<span style="color: black;">倘若</span>你非常不幸在过去的一年里，业绩平平，<span style="color: black;">无</span>完成你的<span style="color: black;">营销</span><span style="color: black;">目的</span>，<span style="color: black;">这般</span><span style="color: black;">长时间</span>下去很可能会给你淘汰的压力。</span><span style="color: black;">你<span style="color: black;">经过</span>写年终业绩总结报告<span style="color: black;">能够</span>真实的向<span style="color: black;">机构</span>反馈自己<span style="color: black;">营销</span>业绩<span style="color: black;">不良</span>的真实想法和真实<span style="color: black;">意见</span>，你<span style="color: black;">乃至</span><span style="color: black;">能够</span>把<span style="color: black;">非常多</span>典型的失败流单案例做认真的剖析，你在接单的过程<span style="color: black;">为何</span>会失去这个订单，是你自己的业务能力，<span style="color: black;">机构</span>的利润分配制度有问题，供应商的价格没<span style="color: black;">优良</span>等等，找出自己<span style="color: black;">无</span>完成<span style="color: black;">机构</span><span style="color: black;">营销</span>业绩的真正<span style="color: black;">原由</span>，<span style="color: black;">这般</span><span style="color: black;">针对</span><span style="color: black;">机构</span>和个人的成长都是会有很大的<span style="color: black;">帮忙</span>的。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">02</span></strong></span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">你的<span style="color: black;">目的</span></span></strong></span><span style="color: black;">关于<span style="color: black;">目的</span>，<span style="color: black;">咱们</span>呈现给<span style="color: black;">机构</span>的<span style="color: black;">重点</span>是业绩<span style="color: black;">目的</span>。</span><span style="color: black;"><strong style="color: blue;">业绩<span style="color: black;">目的</span>要可执行，<span style="color: black;">然则</span><span style="color: black;">不可</span>定的太低。</strong></span><span style="color: black;">业务员每年的<span style="color: black;">营销</span><span style="color: black;">目的</span><span style="color: black;">能够</span>参考如下<span style="color: black;">过程</span>，假定上一年完成 600 万 RMB 的<span style="color: black;">营销</span>额，<span style="color: black;">经过</span>分析，沉淀为老客户的业绩贡献为 450 万，为了<span style="color: black;">协同</span><span style="color: black;">机构</span><span style="color: black;">营销</span><span style="color: black;">目的</span><span style="color: black;">最少</span>增长 30% 的大局，今年的<span style="color: black;">营销</span><span style="color: black;">目的</span><span style="color: black;">一般</span>可定在 750-800 万，一方面是<span style="color: black;">目的</span>有挑战，一方面是<span style="color: black;">机构</span>要实现 30% 的增长必然会有相应的投入。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/fuvhfDwwHB0CfDIUyZLePHMcfwdrHKnVZeyceBaUYZcNh9z5Kr0PxVRyKbqaqSq66QD4WjkV6j9uYqe8UBMZ2g/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">详细</span>时间分配</span></strong></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">：</span></strong></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">能够</span>把年度<span style="color: black;">目的</span>的实现和执行分解到<span style="color: black;">每一个</span>季度<span style="color: black;">每一个</span>月每周，甚或把每周的<span style="color: black;">目的</span>再分解到每一天。</span></strong></span><span style="color: black;"><span style="color: black;">例如</span>外贸业务员，工作模块相对是固定的，<span style="color: black;"><span style="color: black;">研发</span>客户<span style="color: black;">，</span></span>回复询盘，跟进客户，出货安排，参加展会这几个<span style="color: black;">重点</span>模块。</span><span style="color: black;">有老客户资源的业务员，跟进<span style="color: black;">营销</span><span style="color: black;">目的</span>，把 50% <span style="color: black;">上下</span>的时间分给老客户跟进，出货安排。剩下的 50% 的时间应该分配用于新客户<span style="color: black;">研发</span>，<span style="color: black;">包含</span>询盘回复和自主<span style="color: black;">研发</span>，这个过程<span style="color: black;">不仅</span>能让自己手上的客户保持活水状态，对业务前景保持有<span style="color: black;">期盼</span>，<span style="color: black;">亦</span>能进一步<span style="color: black;">认识</span>行业动态。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">03</span></strong></span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">问题和<span style="color: black;">处理</span><span style="color: black;">意见</span>、想要的支持</span></strong></span><span style="color: black;"><span style="color: black;">倘若</span>您的领导是一个善于聆听<span style="color: black;">意见</span>的人，<span style="color: black;">能够</span>趁此机会，和领导聊聊项目、<span style="color: black;">分部</span>和<span style="color: black;">机构</span><span style="color: black;">日前</span>的问题以及你的想法。</span><span style="color: black;"><span style="color: black;">例如</span>，</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">①</span></strong><span style="color: black;"><strong style="color: blue;">加深对<span style="color: black;">制品</span>，外贸流程，区域市场（含风俗，时差，节日，港口<span style="color: black;">花费</span>，单证<span style="color: black;">需求</span>，电源电压等），客户的分析和<span style="color: black;">认识</span></strong>。</span></span><span style="color: black;">期望得到<span style="color: black;">机构</span><span style="color: black;">关联</span>培训。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">②</span></strong><span style="color: black;"><strong style="color: blue;">完善资料库。</strong></span></span><span style="color: black;"><span style="color: black;">包含</span><span style="color: black;">制品</span>资料，<span style="color: black;">制品</span>证书，报价资料，<span style="color: black;">照片</span>，统一格式等。期望<span style="color: black;">机构</span>统一收集信息。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">③<span style="color: black;">期盼</span><span style="color: black;">机构</span>增加推广力度</span></strong></span><span style="color: black;">,<span style="color: black;">包含</span>建站,SEO优化LinkedIn, Facebook推广及SNS优化,pinterest 营销,视频营销,ins推广,Google Ads 网站数据分析等.</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">④<span style="color: black;">意见</span><span style="color: black;">机构</span><span style="color: black;">增多</span>竞争对手优劣势分析培训</span></strong></span><span style="color: black;">，如有可能，<span style="color: black;">供给</span><span style="color: black;">关联</span>的动态海关数据，让<span style="color: black;">机构</span>和员工<span style="color: black;">晓得</span><span style="color: black;">自己</span>所处的位置，市场的方向在哪里，有了数据支撑<span style="color: black;">才可</span>更清楚地明白对手的优劣势。让该数据应该<span style="color: black;">作为</span><span style="color: black;">大众</span><span style="color: black;">平常</span><span style="color: black;">运用</span>的工具。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">⑤<span style="color: black;">意见</span>进一步完善客户投诉流程标准</span></strong></span><span style="color: black;">，加强售后问题的<span style="color: black;">处理</span>，让每一次的售后<span style="color: black;">危险</span>变成以后合作的更好机会而不是给<span style="color: black;">机构</span>带来威胁。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">⑥<span style="color: black;">期盼</span><span style="color: black;">增多</span>技术支持，开放业务和技术的沟通<span style="color: black;">途径</span>，</span></strong></span><span style="color: black;">更快<span style="color: black;">处理</span>客户问题。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">⑦完善工作流程</span></strong></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">。</span></strong><span style="color: black;">如CRM系统的<span style="color: black;">运用</span>，聊天工具与CRM管理系统的结合，询盘的分配，客户的跟进，客户统计与分析等等。期望<span style="color: black;">机构</span>给出统一<span style="color: black;">需求</span>及<span style="color: black;">关联</span>培训。</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">04</span></strong></span></p><strong style="color: blue;"><span style="color: black;">想要学习的技能、<strong style="color: blue;"><span style="color: black;">想要尝试的事情</span></strong></span></strong><span style="color: black;">领导者明白专业成长的重要性，<span style="color: black;">因此</span><span style="color: black;">机构</span>大多非常愿意<span style="color: black;">帮忙</span>你学习，尤其是对你本职工作有益的，让你<span style="color: black;">经过</span>特定的课程或是在工作中尝试这些事情。但前提你得要告诉领导。</span><span style="color: black;">年终总结是一个很好的机会，让你去反思工作的某些流程并优化它们。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">简单的事情重复做</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">重复的事情<span style="color: black;">保持</span>做</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">保持</span>的事情创新做</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">将来</span>成功<span style="color: black;">必定</span>属于你！！！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">加油，外贸人。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">- </span><strong style="color: blue;">致可爱的阿里运营同胞们</strong><span style="color: black;"> -</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><strong style="color: blue;"><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;">赞</strong></span><span style="color: black;">是一种情怀 | </span><span style="color: black;"><strong style="color: blue;">分享</strong></span><span style="color: black;">传递智慧</span></span></strong></strong></strong></strong></span></p>
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我赞同你的看法，你的智慧让人佩服，谢谢分享。 期待楼主的下一次分享！”
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