Confessions of a Salesman

Chapter 342 The Stranger's Call
Yun Manni hesitated and said: "Well, if we transfer it to them, it will be very unfair to us. After all, this is our own customer, and the company has no regulations. We can't sell models other than central air conditioners? We all Customers are the standard, we are actually caught in the middle, and it is very uncomfortable. The key account department also competes with us for customers. We do engineering, and their key account department also does engineering. Once a strategic cooperation is reached, we can’t touch it. Retail investors If we are not allowed to do it, big customers are still robbing us, so it is very difficult for us to do it.”

I thought for a while and said, "Is it because I made a mistake, or you didn't figure it out? Doesn't our company have directly-operated stores? Aren't you responsible for these? Why do you have to focus on the project instead of doing it properly?" What about running a direct store?"

Yun Manni explained: "Our company has never supported directly-operated stores. All directly-operated stores are required to be responsible for their own profits and losses. There is no preference in policy. There is no way to compete with being a channel agent. We can only work hard on engineering."

I asked, "Before you came to Wanzhong, did you do direct marketing?"

Yun Manni shook her head, and I continued: "I have never done direct sales, but we can explore together. The company didn't pay much attention to it before, but now that I am here, I will pay attention to it. Direct sales stores are better than agents. It’s reliable, after all, it’s your company’s store, you must arrest it, I’ll give you policies, whatever policies you want, I’ll give you whatever policies you want, but there is a premise that you may release the project.”

Yun Manni's complexion changed: "Mr. Chen, in this case, my previous customers are like giving away for free. The customers I have carefully managed over the years are not giving away. Direct sales can't be done right away. If they can't do well, My siblings and I will have to drink Mistral."

I thought for a while and said, "Since you want to do engineering so much, I'll set up a separate department for you to specialize in engineering, and I will divide the direct sales for you."

Yun Manni refused and said, "Then I will reduce a lot of sales."

I was a little annoyed and said: "I give you direct sales, but you don't want to concentrate on the business. Now I take it out and let you concentrate on the project, but you don't want to cut the meat. This is not okay. You can't have both, you have to give up the same." .”

Yun Manni said aggrievedly: "Mr. Chen, my sales volume in the company is small, and now you give me a part, how can I complete the task given by the company?"

I replied: "Naturally, I will reduce the tasks for you. I will discuss it with Mr. Mai and listen to his opinion, but it is generally going in this direction. You have to be mentally prepared."

Yun Manni reluctantly left.

Then I called Wang Chengwei from the key customer department. Wang Chengwei was not as nervous as Yun Manni, with his legs crossed and a relaxed expression, more like I was reporting work with him.

I couldn't understand his expression very much, and said, "Mr. Wang, you have signed two strategies this year, and the results are outstanding."

Wang Chengwei said proudly: "Fortunately, before the end of this year, there are two more signings. This is the brand effect of the company."

He was modest, but unexpectedly I said: "Yeah, this is all about the company's brand effect, what about you? How much work have you done?"

Wang Chengwei was a little angry, but it was not easy to explode immediately, and said loudly: "We have also done a lot of work, from the early contact, to the mid-term follow-up, and to the signing of the agreement in the later stage, this is all through our continuous efforts. , can be achieved.”

I snorted and asked, "Are the two clients both talked about by Mr. Dong?"

Wang Chengwei immediately explained: "Mr. Dong talked about it, but we still do the later work."

I nodded, threw one of the strategic agreements on the table, and said sharply: "Is this the post-work you do?"

Wang Chengwei looked at me suspiciously and said, "Is there any question?"

I smiled and said, "What's the problem? Can't you see it yourself?"

Wang Chengwei said with certainty: "I have all been reviewed by the contract department of the company, and Dong Zong has also given instructions. What's the problem?"

I snorted and said, "I drew out the problematic parts with a pen, take it back and have a look yourself, and then explain to me after reading."

Wang Chengwei picked up the strategic agreement, flipped through a page, and saw the place I had drawn with a red pen. After looking at it for a long time, he probably didn't see the problem. He opened his mouth to ask me, and I said, "I said, go back by yourself." Look, come and explain to me when you understand.”

Wang Chengwei took the file suspiciously and left.

In fact, after my recent investigations, the biggest problem is not the sales department, but the key account department. There are only 4 existing strategies, and the key account department is relying on these 4 strategies every year. Sales, and then occasionally engineering.The most important thing is that this agreement is almost a traitorous treaty, which does not benefit us at all. Except for the shipment volume, there is no profit at all, and it is basically sold at a par price.

Like Huayang Mall, the largest electrical shopping mall in the country, all the national first-tier and second-tier brands are sold in it, and they all have their own counters. The agreement we signed requires us to uniformly decorate. The size of the counters is not that we can choose by ourselves, but we must obey We must unconditionally obey all their unified activities, such as store celebrations and consumer days. Even the end-of-year promotions, we have to reduce prices uniformly to match their promotion policies.

Moreover, the one-year rent is frighteningly high, and it must rise every year. Looking at the overall profit point, it is frighteningly low, and it does not make money at all. What is the use of such a strategy? ?

Sister May came to me with the contract. All the details have been finalized. I read the contract and I am very satisfied. Sister May basically agreed to all our conditions. All the terms are in accordance with the company's policies, just added a supplement According to the agreement, a renovation cost of 100 million was proposed for the store.

Because, she hasn't made any profit for us yet, yet she asks us to pay 100 million yuan for decoration first, which seems a bit excessive.

Since the decoration cost of 100 million was relatively large, I needed to ask Mr. Dong for instructions, so I went directly to Mr. Dong.

Dong Zong also expressed his objection to this agreement: "This has not made money for us, so we ask for money first, and we have to distribute the goods to them first. If other agents know about this, what will happen to this agency agreement in the future?" sign?"

I also know this truth, but I still believe in Miss May. My intuition tells me that the money must not be in vain, so I have to bite the bullet and say: "I also know this, but our national policy is that Hong Kong is one country, two systems. Naturally, our company also has to treat them differently. Hong Kong has its own peculiarities, and we cannot generalize them.

They took out the shop in the most prosperous area of ​​Hong Kong and decorated it for us, which is also a promotion for our brand. I don’t believe that they took out a shop and didn’t work hard. I don’t believe that a shop that is so prosperous can lose money there. .

The contract is also a formal contract. I have investigated their company, and it is indeed a formal trading company with annual sales of over [-] million. This agent is also a classmate of my business school. I think it is still possible to give it a try. "

Dong Zong still hesitated: "If they don't sell, our 100 million yuan will be in vain."

I said confidently: "No, definitely not. We don't know how many 100 million we lost in our one-year strategy for major customers. I only have 100 million. What is it?"

Dong Zong smiled and said: "I know that sooner or later this will be involved. I also know about the problem of big customers, but there is no good solution for the time being. If you don't do it, you will lose a large number of retail investors. If you do it, you will continue to worry about it." I am also conflicted about losing money.”

I smiled and said, "If anyone does a business that doesn't make money, he will resolutely cut the meat if he loses money. If he drags on, he won't make money. If I would rather not do it."

Mr. Dong hummed and said: "I've thought about this a long time ago, and I don't want to do it, but there are still group matters involved. This strategy is not signed with the electrical appliances, but with the group. Ours is a small contract. , Once we don't do it, it will affect other companies in the group, so we can't move it yet."

I sighed and said, "Obviously it's a business unit, and it's really troublesome to make it look like a public institution. Then I can only let it go, and that's fine. Let's do it after I set up the directly-operated store. Then no one will care!"

When I walked out of Mr. Dong’s office, Mr. Chen was waiting outside. When he saw me coming out, he said to me with a half-smile: “I’ve already said that you can come in and out of Mr. Dong’s office as you like. Wait."

I still smiled and said, "First come, first served, right? You have more places to enter and exit than I do. I went to the quality inspection room, but you must approve it?"

Both of them smiled at the same time, the smiles were true and false!

I was about to go to bed that night when I was woken up by a phone call.

It was a woman who said to me nonchalantly, "Is it Fade Chen? I want money!"

I rubbed my sleepy eyes and cursed: "I've heard of people robbing people with knives and guns in person, but I haven't heard of people robbing people over the phone!"

After he finished speaking, he hung up the phone.

Called again, this time it was much better, and asked again: "Are you Fade Chen? I need you urgently."

I woke up and asked, "I am, tell me first, who are you?"

The other end of the phone said: "My name is Juliet, and I'm Liu Ziran's fiancée. I need money now, and he asked me to find you!"

I was stunned for a moment, and asked: "Liu Ziran's fiancée, I haven't heard of it, does he have a fiancée?"

"Didn't he tell you about me? I just came back from the United States. I was a classmate in college. When I came back, my house was seized. They wouldn't let me in. My credit card was also frozen. I didn't have any money on me. I couldn't contact him, so I came to you, I want money!" Juliet said without stopping.

"You can't contact him? He said he told you to look for me? Isn't that contradictory? Miss, you have to be logical when cheating money, right? Think it over next time, and call again. It's in the middle of the night, you!" I hung up the phone again and was about to shut down.

(End of this chapter)