外贸之年度总结与规划
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">大众</span>都<span style="color: black;">晓得</span>一句话，一年之季在于春，其实<span style="color: black;">针对</span>外贸是一年之季 在于冬。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">为什呢？ 冬天是<span style="color: black;">咱们</span>外贸做好做总结的时候。哈哈，当然是年度总结计划好，春节后就开足马力去奔跑了。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/f51e0bd7a4c54a4e9945892b6a142dac~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1726084497&x-signature=5hp%2FfrVKjxpYMSptDTMo%2B7zqo%2BQ%3D" style="width: 50%; margin-bottom: 20px;"> </div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">本年度总结要做的6个总结</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">A. 全年各<span style="color: black;">营销</span>数据总结（<span style="color: black;">营销</span>额，客户数，VIP 增长，利润额等总结）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 1. 排名 客户 <span style="color: black;">营销</span>额（USD) 占比</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 排名 客户 毛利润（RMB）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 3.排名 客户 利润率</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 4.排名 供应商 采购额（RMB）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 5. 排名 新<span style="color: black;">制品</span>品名 采购额</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 6. 排名 供应商 <span style="color: black;">营销</span>额</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">B. 主动<span style="color: black;">研发</span>客户数据（ SNS,Google， 海关数据等主动<span style="color: black;">研发</span>）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">C. 各途径询盘与成交转换总结（B2B, FAIR,website）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">D. 流失订单总结</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">清楚的<span style="color: black;">晓得</span>因什么<span style="color: black;">原由</span>而流失订单，需要其他<span style="color: black;">分部</span>的<span style="color: black;">协同</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;">发掘</span>问题，总结问题，<span style="color: black;">处理</span>问题。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">E.<span style="color: black;">制品</span>推广及反馈总结</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 时间 推广时间 反馈时间，<span style="color: black;">制品</span>， 推广数量 A类，B 类，C 类， 回复<span style="color: black;">状况</span>VIP 客户回复<span style="color: black;">状况</span>，推广内容，</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">F.各市场特点总结（<span style="color: black;">爱好</span><span style="color: black;">制品</span>，关键词，做货特点）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">年度总结的<span style="color: black;">心理</span>： 阳光，自信，成长</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">基调：积极主动，扬长避短</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"> <span style="color: black;">办法</span>：先总后分， 先概括在细节</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"> 原则：不流于形式</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">年底你<span style="color: black;">能够</span>做什么（客户这块）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1.对<span style="color: black;">重点</span>客户的圣诞&新年祝福（sales+<span style="color: black;">机构</span>管理层）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2.年度给<span style="color: black;">重点</span>客户的感谢信</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3.客户年度总结&新年<span style="color: black;">方法</span>（增长<span style="color: black;">状况</span>，<span style="color: black;">原由</span>分析，<span style="color: black;">意见</span><span style="color: black;">方法</span>等）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">4.对<span style="color: black;">重点</span>客户的年度调查（对<span style="color: black;">机构</span>的<span style="color: black;">意见</span>，<span style="color: black;">供给</span>的<span style="color: black;">地区</span>等）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">做客户调查收集的工具: www.mikecrm.com</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">年度规划</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">开源， 节流， 降<span style="color: black;">危害</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">重点</span>说说开源</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">SMART: SPECIFIC MEASURABLE ACHIEVABLE REALISTIC TIME</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">年度<span style="color: black;">目的</span>的制定： 1.周 执行 （脚踏实地）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"> 2.月 策划 （仰望星空）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"> 3. 日 <span style="color: black;">检测</span> （日清月结）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">途径 ： Website</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"> SNS</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"> B2B,FAIR</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"> BUYER VISIT</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">关注点：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">新客户的增长数</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">老客户<span style="color: black;">营销</span>增长额</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">VIP 客户数量</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">整体<span style="color: black;">营销</span>额利润额</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">营销</span><span style="color: black;">目的</span>制定与实现</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">客户分析：1.客户背景分析 2.<span style="color: black;">制品</span>分析 3.上下游分析 4.客户的信用</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">制定跟进计划</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">不懈跟进 （固定+灵魂）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">FOCUS ON </strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">出<span style="color: black;">此刻</span>对的<span style="color: black;">地区</span>（SNS, GOOGLE, FAIR, B2B）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">得到</span>客户（发<span style="color: black;">研发</span>信）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">得到</span>询盘（专业回复）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">加强</span>转换率</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">FOCUS ON</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">制品</span>知识</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">行业知识，市场信息</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">外贸技能</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">心理</span>方面</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">降<span style="color: black;">危害</span>的工具</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">中信保</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">银行</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">国际保险<span style="color: black;">机构</span>（PLI <span style="color: black;">制品</span>责任险等）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">其他免费<span style="color: black;">查找</span>工具</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">助力做规划的工具</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Trello</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Evernote</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Asana.com</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Excel</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">不管<span style="color: black;">怎么样</span>，保持永远的28岁青春，<span style="color: black;">心理</span>，活力，<span style="color: black;">奋斗</span>。</strong></p>
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我们有着相似的经历，你的感受我深有体会。 太棒了、厉害、为你打call、点赞、非常精彩等。 你的见解真是独到，让我受益良多。 我赞同你的看法，你的智慧让人佩服，谢谢分享。 你的言辞如同繁星闪烁，点亮了我心中的夜空。 祝福你、祝你幸福、早日实现等。
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