一名成熟且优秀的外贸业务员，会怎么写好一份年终总结？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">年末提醒：在外贸充电站对话框内发送关键词『日历』领取2022年外贸专用营销日历</span></strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/fdbdd5f1891448358a03ae6b0a11c24c~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725883587&x-signature=tF9STQM%2FPaIL9OIcJ4hqzOgRhDw%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">上一期推送里，<span style="color: black;">咱们</span>复盘了</span>2021年<span style="color: black;">哪些</span>关乎外贸人的大事件，惊心动魄的一年<span style="color: black;">已然</span>过去...</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;">那样</span>老规矩，临近放假，你的年终总结报告写好了吗？</span></strong><span style="color: black;">这恐怕是告别过去的一年，迎接新的一年时最“苦恼”的一件事了。</span></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;">年终总结<span style="color: black;">倘若</span>写得太简单，既梳理不清楚一年工作的内容和成绩，<span style="color: black;">亦</span>凸显不明白一年付出的艰辛和<span style="color: black;">奋斗</span>，更别谈展望新的一年工作方向和<span style="color: black;">目的</span>。有时候埋头花了好多心思，熬了几个通宵写出来的，似乎又过于繁琐，丢掉了重点，<span style="color: black;">亦</span>没抓住老板的心思，<span style="color: black;">最后</span>结果还是<span style="color: black;">不睬</span>想。</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;"><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？</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;">是给<span style="color: black;">机构</span>老板看的没错，这可能直接关乎到自己的年终奖金数字，以及影响到后续升职加薪的机会。但<span style="color: black;">同期</span><span style="color: black;">更加是</span>给自己看的，<span style="color: black;">经过</span>一份年终总结，<span style="color: black;">能够</span>复盘自己一年下来工作的<span style="color: black;">状况</span>。这不只是为了向<span style="color: black;">机构</span>老板交差，<span style="color: black;">亦</span>是为了<span style="color: black;">瞧瞧</span><span style="color: black;">自己</span>的长短板。<span style="color: black;">即时</span>优化和<span style="color: black;">调节</span>自己的工作方式，让自己在新的一年会有<span style="color: black;">更加多</span>的成长和收获。</span></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;">总结一句，</span><strong style="color: blue;"><span style="color: black;">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”。</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;">回到正题，年终总结到底怎么写呢？完整阐述这几个关键内容很重要：</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;">1.</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;">过去一年在工作中的成果</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;">2021年，你都做了<span style="color: black;">那些</span>工作呢？</span><strong style="color: blue;"><span style="color: black;"><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></strong><span style="color: black;">挑出这一年中，你认为你处理的最好的问题。记住，老板要看的不是问题，而是你<span style="color: black;">处理</span>问题的能力。问题不要太简单<span style="color: black;">亦</span><span style="color: black;">不可</span>太<span style="color: black;">繁杂</span>，简单<span style="color: black;">表现</span>不出你的价值，<span style="color: black;">繁杂</span>的问题会把自己绕进去。</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;"><span style="color: black;">①工作成果。</span></strong><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2021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></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;">最好是配上数据图表，<span style="color: black;">做为</span>外贸业务员，当然会<span style="color: black;">重点</span>展示<span style="color: black;">营销</span>业绩，<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></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 style="color: black;">同期</span>还需要对市场进行分析，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></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;">②<span style="color: black;">把握</span>的新知识和新技能。</span></strong><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></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;">③在工作中的短板和不足。</span></strong><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>你非常不幸运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></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;">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></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;">提醒：</span></strong><span style="color: black;">你<span style="color: black;">必定</span>会想要表达过去一年你所做工作的辛苦和成果，这个方面的内容以什么样的展现形式<span style="color: black;">显现</span>才最好呢？它必须是老板愿意接受的方式。而数字，是最直观的表达方式。</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">仅有</span>量化的数字，<span style="color: black;">才可</span>满足老板好奇的<span style="color: black;">同期</span>，激发老板的认同感。</span></strong><span style="color: black;">就像打工人永远不<span style="color: black;">期盼</span>自己的付出<span style="color: black;">得到</span>的仅仅是形容词的<span style="color: black;">褒扬</span>，更<span style="color: black;">期盼</span><span style="color: black;">得到</span><span style="color: black;">详细</span>数字的奖金<span style="color: black;">同样</span>。</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;"><span style="color: black;">2.</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;">你的<span style="color: black;">目的</span></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;">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><strong style="color: blue;"><span style="color: black;">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。</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;">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></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;">详细</span>时间分配：</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;"><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 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;">研发</span>客户，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></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;">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></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;">提醒：</span></strong><span style="color: black;">关于<span style="color: black;">目的</span>的<span style="color: black;">背面</span>，你要让老板看到你愿意和<span style="color: black;">机构</span><span style="color: black;">一起</span>成长的规划。简而言之<span style="color: black;">便是</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">加强</span>自己的能力，为<span style="color: black;">机构</span>创造更大的价值，<span style="color: black;">处理</span><span style="color: black;">更加多</span>的问题。</span></strong><span style="color: black;"><span style="color: black;">同期</span><span style="color: black;">亦</span><span style="color: black;">能够</span>主动表达出在新的一年，<span style="color: black;">期盼</span>承担更大的责任，即想升职加薪的意思。</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;"><span style="color: black;">3.</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;">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></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 style="color: black;">倘若</span>你的老板是一个善于聆听<span style="color: black;">意见</span>的人，<span style="color: black;">能够</span>趁此机会，说说</span><strong style="color: blue;"><span style="color: black;">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></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;"><span style="color: black;">例如</span>：</span></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;">①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>。期望得到<span style="color: black;">机构</span><span style="color: black;">关联</span>培训。</span></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;">②完善资料库。<span style="color: black;">包含</span><span style="color: black;">制品</span>资料，产品证书，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></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;">③<span style="color: black;">期盼</span><span style="color: black;">机构</span><span style="color: black;">增多</span>推广力度，<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></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;">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，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。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></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;">⑤<span style="color: black;">意见</span>进一步完善客户投诉流程标准，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></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;">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>，更快<span style="color: black;">处理</span>客户问题。</span></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;">⑦完善工作流程。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>
<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;">提醒：</span></strong><span style="color: black;">问题的提出要从<span style="color: black;">机构</span><span style="color: black;">方向</span>出发，以<span style="color: black;">提高</span><span style="color: black;">机构</span>利润为大局观。<span style="color: black;">同期</span>要有<span style="color: black;">意见</span><span style="color: black;">方法</span>，</span><strong style="color: blue;"><span style="color: black;">提出问题而不<span style="color: black;">处理</span>问题是职场大忌。</span></strong><span style="color: black;">关于你提出的问题，你要附上你认为可行的操作<span style="color: black;">方法</span>。</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;"><span style="color: black;">4.</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;">想要学习的技能、想要尝试的事情</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;">老板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学习，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。</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;"><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></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;"><span style="color: black;">倘若</span>有一个新的工具、新的流程，或是一个内部的项目、学习机会，你认为<span style="color: black;">能够</span>改善工作方式，提<span style="color: black;">有效</span>率，<span style="color: black;">那样</span>这<span style="color: black;">便是</span>和老板争取的最好契机。</span></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;">最后，<span style="color: black;">期盼</span>你能</span><strong style="color: blue;"><span style="color: black;">交出一份让老板满意的年终总结，得到自己应有的<span style="color: black;">报答</span>。交出一份让自己满意的年终总结，<span style="color: black;">知道</span>自己<span style="color: black;">奋斗</span>的方向。</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;">更加祝愿在新的一年，<span style="color: black;">咱们</span><span style="color: black;">每一个</span>人，都能让自己<span style="color: black;">作为</span>自己心里那个更好的人：<span style="color: black;">怎样</span>真正成长为一名出色的外贸业务员？</span></span></p>
你的言辞如同繁星闪烁，点亮了我心中的夜空。 你说得对，我们一起加油，未来可期。 一看到楼主的气势，我就觉得楼主同在社区里灌水。
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