Confessions of a Salesman

Chapter 275

My sister said angrily: "Are you so embarrassed to say it? I told you the day before we registered, don't drink today, and get up early tomorrow to register in line. What about you? You have to say that you will leave the single team tomorrow. Have a drink with your buddies. If you don’t drink, you will die. It feels like you are going to the execution ground tomorrow, so I let you go. The next day, I waited all morning, and it was already noon. Your old man was wearing work clothes, You came here smelling of alcohol, and you haven't brought your household registration book with you. When you go home and get it, they're almost off work. If you don't know, you think we're going to get a divorce? If you didn't almost kneel down and beg me, this marriage I'm sure I'm not done."

My brother-in-law blushed and said, "Don't keep digging up old accounts, let Xiaofei hear it, it will damage my tall and glorious image in his mind."

I smiled and said: "Brother-in-law, you are overthinking. You don't have a tall and glorious image in my mind. You are better than being real. Now that you drive every day, you really need to drink less."

My brother-in-law said with a silly smile: "I know, I know, now I only drink once or twice a week, and my health is not as good as before. I sit and drive every day, my waist and neck are not good, and my blood pressure is a little high. I am also afraid. You said that if one person is sick now, it will affect the whole family."

Wen Jing interjected: "You're okay, my little Wei's blood pressure is 160, and he doesn't take antihypertensive drugs, and he still drinks alcohol. Sooner or later he will get sick from drinking."

I said: "Okay, okay, today is not a meeting to complain about complaints, let's drink some wine happily, chat for a while, and talk about something happy."

Only then did everyone chat about some happy days in the past.

The day before leaving, Mr. Li from Yongye called: "Ah Fei, did you have a bad fight with Shen Yang? I heard that you guys had a fight that day?"

I hummed and said, "The philosophy is different. He asked me to join their chamber of commerce, but I didn't agree. There was a little conflict? What's wrong?"

Mr. Li said: "Hey, after the expo, we received foreign orders, but they canceled them for some reason. I only found out after I inquired. The quality of our products is not up to standard, and exporting will affect the image of their chamber of commerce and cause a bad reputation. I called Shen Yang to question him, and he said that I must go through the agent of Nanbatian when I export, and he will go abroad as an agent , Otherwise, we can’t export, I refused to accept it, so I wanted to contact the customer directly, who knew that he directly gave us the reserve price to the customer, which caused our two orders to be aborted, it’s too hateful.”

As soon as I heard this, I became angry and said: "Why do you make a difference for the middleman? It's not that you can't export it yourself. How is this different from buying and selling by force?"

Mr. Li sighed and said: "That's what you said, but now they are pinching our cost price, and they have been in touch with the customers over there. There is no way, the source of customers is theirs, and we can only swallow our anger."

I said: "Why do you have to swallow your anger? The method is very simple. I don't believe it. He is the only one who is an export agent. Find other agents to do it. If you are led away by him like this, not only will there be no profit, but you will not be able to gain popularity. You will lose money and even lose money." You can’t make money by yelling. You listen to me, first go to find out if there are other export agents, if it is really his monopoly, then it’s easy to handle, go to the industry association to complain. See what they do Say?"

Mr. Li hummed and hung up the phone.

The night before I left, a strange phone called me: "Mr. Chen, hello! I am Yuan Zhiyuan, the Northeast sales manager of Wanzhong Electric Appliances. I know you are in Changchun. I would like to meet you. Is it convenient?"

I politely replied, "Mr. Yuan, it's very convenient. However, I'll be leaving early tomorrow morning."

Yuan Zhiyuan said hastily: "It won't take a lot of your time, so, I'm coming here now, where do you live?"

I thought about it and told him the address.The Yuan Zhiyuan I met was a middle-aged man with a tall and straight figure. The beard on his face was carefully trimmed. He looked very manly. Nice to meet you."

I hastily stretched out my hand and said politely: "President Yuan, you are welcome, why don't you go up and have a seat?"

Yuan Zhiyuan waved his hand and said, "No, get in my car and talk to a teahouse, shall we?"

After getting into his car, we found a teahouse near our home. There are not many teahouses in the Northeast, and the scale is small. Most of them are used for playing mahjong and cards. It was a bit noisy inside, so we found a quiet box to sit down.

I asked Yuan Zhiyuan, "How do you know that I'm in Changchun?"

Yuan Zhiyuan smiled and said, "When I was reporting to President Dong, she pointed me the way."

I groaned and asked, "How?"

Yuan Zhiyuan said: "It's like this. I have been in the Northeast for more than a year. I have been doing well in the Northwest area before. The Northeast market has always been our company's weakness. I have changed several regional sales managers in a row, and the performance has not improved. , just sent me here. I originally wanted me to raise the performance of the Northeast, but I have been here for a year, and I have done everything I need to do, but I can’t get the performance. Yesterday, when I was reporting work with Dong Zong, I was given After scolding for a while, President Dong finally gave me a brilliant idea, let me find you, I know you are a sales expert, I would like to ask you to give me some advice!"

I wasn't humble either, so I asked, "Tell me about your situation, and see if I can help you?"

Yuan Zhiyuan said gratefully: "Our Northeast area has the lowest sales volume in the country for three consecutive years. We have also done marketing, recruited personnel, and have agents. But we don't ship, we can't get the project, and our Northeast area has also won the national The lowest price, the company has also given a lot of policies, but even if the sales can't increase, I really have no choice, if this continues, I have to take the burden and go home."

I asked, "Is your sales company mainly engaged in large-scale engineering projects, central air-conditioning, and infrastructure projects?"

Yuan Zhiyuan replied: "Yes, the single-unit air conditioners are in the direct sales department, and I am also in charge, but I don't worry too much. Now it is a headache for large-scale engineering projects."

I asked, "How many salespeople are there in total? How are the regions divided?"

Yuan Zhiyuan replied: "In the three northeastern provinces, each province has a provincial head office, three sales offices in the capital city of the province, two in the first and second tiers, and one in the third tier."

I asked again: "Where is the agency? How did you set it up?"

Yuan Zhiyuan replied: "In principle, there is one agent in the province, two agents in the city, and there is no limit to the agents under the jurisdiction of the city."

I continued to ask: "How many tasks are set by the provincial general agent in a year? How many tasks are the city agents?"

Yuan Zhiyuan replied: "Now I don't dare to set a task at all, let alone set a task, it will be good if I can sell the goods!"

I asked strangely: "How can you designate him as the provincial agent?"

Yuan Zhiyuan replied: "We are all looking for agents with the best sales in the area, but they say that our base price is high, it is not easy to ship, and we can't sell much throughout the year, let alone a city agent."

I asked, "They also represent other brands?"

Yuan Zhiyuan nodded and said, "Yeah, I can't stop it. If they only represented our family, they would definitely not want to do it."

I sighed and said: "He doesn't sell goods, you want him to be an agent, if he refuses to do it, forget it. In this way, will the company have a new product soon? You hold a new product launch conference and invite all the agents. Come on, tell them to cancel all the provincial general agents now, whoever does well will be the provincial general agent, don't let them occupy the latrine and not shit, just occupy the provincial representative, and don't help us push, it is better to have no."

Yuan Zhiyuan said embarrassingly: "If they don't make our brand, we will have no market at all."

I said: "Then did they do it? They occupy the position of the provincial agent, and they don't ship the same thing. They must find an agent who will work with us wholeheartedly, even if we train them in the early stage. Otherwise, how can you manage well? Your In the sales market, let him take the lead and lead us to go, I suggest you replace such an agent directly."

Yuan Zhiyuan asked hesitantly: "If it is replaced, no one will do it."

I explained: "Doesn't the company have a clear agency system? This system is not a decoration, it was formulated after many times of practical certification. Can the reserve price for the provincial agent be the same as that for the city agent? I don't believe that whoever has the ability will buy it. No one will be tempted by the price difference? To make our products, we must focus on our brand. One store represents several brands, and whoever is cheaper Whoever sells it, and whoever makes a big profit, he will push whoever’s, how can it work? Our company’s brand wins by technology and technological innovation, not by price.

They only sell cheap ones, instead of promoting the differentiation of our products to customers, the characteristics of our products, how do customers know that our products are good?How do you know where the advantages of our products lie?

You should regularly instill in these agents, our company's business philosophy, tell them how to introduce our products, what are the advantages of our products?According to the current market price, we have no advantage at all in terms of price alone, and it is not necessarily the cheapest that will sell the best.

Do you dare to eat beef worth one yuan? Do you dare to live in a house that costs 100 yuan per square meter?Cheap goods are not good, and good products are not cheap. You have to tell our agents this truth, and then let them tell customers. Agents don’t have this awareness. How can they find customers and let customers have this awareness.

A good agent and an agent who can make money know that the cheapest product is not the most profitable at any time. If you want to make money, you have to sell new products and sell products with opaque market prices. Only in this way can it be profitable. "

Yuan Zhiyuan nodded and said: "I have been educated, and there is another problem. The management of the agents is chaotic, and they are selling goods everywhere. Now there is no public construction project, they all swarm like flies, and the price is not high at all. Our base price is now clear."

(End of this chapter)