Chinese Export Sales Teams Battle Challenges as U.S. Demand Declines

In 2025, Chinese exporters achieved a record high in global shipments yet faced fresh challenges as demand from the United States plunged sharply. This shift has forced many salespeople to pursue new customers in emerging markets — a transition that has proven difficult, less profitable and emotionally draining for workers on the ground.

Trade Shift Driven by Rising U.S. Tariffs

Under new tariff policies initiated in 2025 by the U.S. government, duties on a wide range of Chinese imports were raised, significantly reducing orders from American buyers. As a result, shipments from China to the United States declined by roughly 20%, though the U.S. remained a major export destination.

To compensate, Chinese manufacturers and exporters realigned their sales strategies — targeting regions such as Southeast Asia, Africa, Latin America and the European Union. These regions did show increases in imports of Chinese goods in 2025, but the growth came with tradeoffs.

The Reality for Salespeople on the Frontlines

Interviews with roughly 14 Chinese sales professionals reveal that moving into new markets was no simple task. Many described the work as more labor-intensive and emotionally taxing than selling to U.S. clients, who historically offered steady orders and smoother business relationships.

Aimee Chen, who sells pet products, said that while exports hit record levels overall, her personal workload ballooned as she traveled extensively and negotiated with clients who were often unfamiliar with her product categories. The results were unpredictable, and profits from many deals were smaller than before.

Lower Pay and Longer Hours for New Markets

Many sales representatives reported that expansion into new markets had come with financial and professional sacrifices. Some workers earn salaries comparable to factory wages, despite spending much more time on client outreach and service. For example, one Shenzhen-based saleswoman, Cici Lv, said her monthly salary was only about 5,000 yuan (around $717), and that she was expected to be constantly available to clients.

Another salesperson, Rowan Wang, said expectations were so high that “if we’re alive, we have to reply,” highlighting the around-the-clock pressure of engaging buyers in regions where business practices and purchasing behavior differ substantially from established markets.

Negotiation and Cultural Barriers

Sales teams noted that buyers in emerging markets were more likely to haggle over prices and often required prolonged engagement before placing orders. One worker described months of communication with a client that ultimately resulted in a purchase of a single item — yielding only a nominal commission.

These interactions, while sometimes rewarding culturally, contributed to job stress and fatigue. Several salespeople discussed how the uncertainty, long hours and need to adapt to unfamiliar business norms took a psychological toll.

Economic Pressures and Corporate Strategy

The broader economic data reflect the impact of these shifts. Government statistics indicate that profits at industrial firms in China fell by over 13% year-on-year by November 2025. Analysts suggest this trend partly reflects the cost of chasing smaller, lower-margin orders in distant markets as competition intensifies among exporters.

China’s official trade strategy has been to diversify export markets and reduce reliance on any single economy — particularly the United States. In 2025, this strategy helped China’s trade surplus reach a record $1.2 trillion. Yet, the human cost among sales professionals reveals that the headline figures may mask deeper challenges related to profitability and workforce wellbeing.

Experts Weigh In

Economists studying global trade trends say that relying too heavily on foreign markets could be risky long-term. Many experts argue that China must strengthen domestic demand to create a more sustainable economic model, rather than continuously pushing goods into increasingly competitive and lower-income regions.

Mingwei Liu, director of the Center for Global Work and Employment, explained that the export redirection strategy demands more intensive labor and steady emotional effort from workers in sales roles. While diversification brings volume, it often comes at the cost of lower earnings per order and higher workplace stress.

Looking Ahead: Beyond Export Growth

China’s export diversification strategy has delivered record totals for global shipments, yet the shift illustrates the complex reality of international commerce in an era of geopolitical tension and economic policy shifts. Sales teams — once accustomed to predictable relationships with U.S. buyers — are now forging paths in markets where rules and expectations vary widely.

As global trade continues to evolve, companies and policymakers alike will need to consider how to support workers at the forefront of these shifts. Sales professionals’ experiences may offer early signals of broader trends in global supply chains and international demand patterns.

Conclusion

While Chinese export figures reached new heights in 2025, the journey for salespeople reflects deep challenges within that success story. Weaker U.S. orders and greater reliance on emerging markets have increased workloads, reduced profitability and demanded new skills from sales teams. These developments highlight how shifts in global policy and demand can ripple down to reshape the daily lives of workers in the global economy.

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