Analysis-As U.S. orders fade, Chinese salespeople face tough grind in new markets

Key Points

  • Record Trade Surplus: China achieved a record $1.2 trillion trade surplus in 2025, despite new trade barriers, by diversifying export markets to regions like South America, Africa, and Southeast Asia.**
  • Challenges in New Markets: Salespeople report smaller, less lucrative orders from new markets compared to U.S. sales, leading to lower commissions and increased financial uncertainty.**
  • Increased Work Pressure: Export sales staff face longer hours, higher labor intensity, and emotional stress, with some experiencing health issues like insomnia and hair loss.**
  • Profit Decline: Government data indicates a 13.1% year-on-year drop in profits for China's industrial firms in November 2025, reflecting the economic strain of market reorientation.**
  • Risks of Diversification: Firms chasing high volumes of cheap orders in alternative markets often face higher default risks and longer payment cycles, adding to operational challenges.**

Summary

In 2025, China recorded a historic $1.2 trillion trade surplus despite U.S. tariff hikes under President Trump, which reduced U.S. orders by a third. This prompted a strategic shift to diversify exports to lower-income markets like South America, Africa, and Southeast Asia. However, Reuters interviews with 14 export salespeople reveal significant challenges behind the impressive figures. New markets often yield smaller, less profitable orders, reducing commissions and increasing financial uncertainty for workers. Sales staff also face heightened stress, longer hours, and health issues like insomnia, as they navigate unfamiliar markets and intense competition. Industrial profits dropped 13.1% year-on-year in November, reflecting economic strain. Experts warn that relying on foreign markets for growth is unsustainable, as weak domestic consumption forces Chinese firms to compete overseas, eroding profits. The pressure on sales agents, coupled with risks like longer payment cycles and client defaults, suggests that replicating 2025’s trade success may be difficult in the future.

yahoo
January 20, 2026
Stocks
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