Confessions of a Salesman

Chapter 1226

Lu Ping was hired back with a high salary. If she resigned, she would have to pay a large sum of liquidated damages. If she didn't resign, it would not only be an eyesore, but also be afraid of messing up the visit and study.Lu Ping knew that I had a lot of bad ideas, so she found me the day before she was going to study.

Without raising my eyelids, I said, "What's so difficult about this? You don't know how many people you have to fire all year round. Now it's so difficult to fire just one, so how will you carry out your work in the future? You have trouble managing tens of thousands of people." No, why can’t you even deal with one person? You even came to me for help on this matter, you’re so ridiculous!”

Lu Ping said in embarrassment: "You don't know how difficult this person is! During the interview, there were 4 people on the list recommended by the Human Resources Department. In fact, they were better than him in terms of education and resume. I was afraid of him. It’s a vase, with high scores and low energy, so I asked them a question specifically, what suggestions and ideas do you have for the current sales of electrical appliances?”

I hummed and said, "Isn't this very good? Just to test their ability to observe the market and handle affairs."

Lu Ping sighed and said: "The starting point was good, but in the end, there were 4 people, and 2 of them told me directly. What I heard was cloudy, with no logical thinking and unconstrained style! Another good point, I wrote a few points on the paper, but it was just a count, and it was almost the same as those two people! Only the last one was left, and I made a PPT directly on my computer, watched it on the air, and compared the three Yes! After that, I talked to him alone. Although he is not familiar with the market, he is really familiar with the agents and distributors in our electrical appliance industry. He knows every name! Especially, among our competing products Some of the provincial and municipal agents in the company are really well-known! You also know that if you can find one or two, the sales volume will increase by tens of millions a year! Tell me, can I not be tempted?"

I shouted: "Isn't that good? It's not the vase you mentioned! This person can use it!"

Lu Ping hummed and said, "That's what I thought at first too! But after signing the contract and using it, I realized that he doesn't do anything, but just sends messages in the sales group every day! Today is from Yunnan. Mr. Li, he has already called and asked the regional director below to contact him directly. Tomorrow will be Mr. Zheng in Shanghai. He will take the initiative to call him. Knowing that he is now in the crowd, he is ready to abandon the dark and turn to the bright, and ask the director of the North China region to contact him!"

I asked puzzledly: "This is a good thing. You can contact him. If you can use his relationship to sign a few big agents back, this is a great achievement! You also know that since Mr. Luo quit, After that, we Wanzhong haven’t had an agent like Mr. Luo for many years, who can do half of the sales of the group by himself! Channels are still our foundation!”

Lu Ping nodded and said, "Of course I know this! But within a few days, the directors of several large districts came to me! You also know that the current directors of these large districts are all worth tens of millions The size is also a big boss! Originally looking for them directly in the group, let them go directly to the agent, it is not in compliance with the regulations, and the attitude is wrong! I am polite to them now, but he is fine , and assign missions directly in the group!"

I criticized displeasedly: "It's all floating? If you make some money, you can take care of it! What kind of regional director, what kind of net worth is tens of millions! Isn't it all the platform we gave you? What kind of politeness is needed! I will wait a while Just call and ask one by one, I can’t assign tasks to them yet! I’ll ask them all to come back and report to me tomorrow! What’s wrong!”

Lu Ping hurriedly said: "No! You can't blame them either! Don't cause trouble for me. I have a good relationship with them now! That's not the point. The point is that they did everything according to the arrangement! But The feedback when I came back was that I didn’t know, I didn’t know, and I didn’t give our general manager any face at all! I don’t know how to communicate in his mouth, and those agents didn’t buy it at all! And some, he The agents mentioned above have already been found by the people below. If they can do it, they have done it a long time ago. Either they have no money, or they have different ideas! I even heard that the general manager we hired, his peers Laughing at us, you have no eyes, hired a liar, not even a vase! I have been to many companies before, and I have become famous for bluffing and deceiving, and we still treat him as a treasure!"

I laughed loudly and said, "That's your mistake at work! After so many years, how can you still see the wrong person with your eyes? Then what else is there to say, just pay some money and let him go! This What's the problem?"

Lu Ping said embarrassingly: "The main reason is that I really can't find his major faults. He doesn't do practical things, but he is doing things! Although it has no effect, it's just a display, but he can speak well, and it doesn't violate any company regulations!"

I groaned and said, "It's what people from the Northeast call a big fool! This kind of person doesn't do practical things, but specializes in fooling people. He just talks one way and another. He's a social person! He knows what you say, what do you ask him to do, He can't even do it!"

Lu Ping hurriedly said, "Yes, yes, yes! That's the kind of person!"

I smiled and said, "Okay, I'll meet him! In this way, you call the directors of each district and have a meeting. I haven't seen them for a long time!"

Lu Ping frowned and said, "You won't put me on fire, will you?"

I cut it and said, "How could it be? Don't worry!"

After the notification in the morning, everyone will be there in the afternoon, and the work efficiency is really high.

I was sitting in the conference room, and the directors were all old acquaintances. They lit a cigarette and chatted with me. They agreed that the meeting would start at 3:3, and Lu Ping and the general manager came in at 10:[-].

Seeing that we were chatting vigorously, Lu Ping gave a dry cough, and I waved my hand to signal for everyone to be quiet, and then looked at the two sitting in the middle together.

I can understand Lu Ping sitting there, but the general manager actually sits next to Lu Ping and sits with her. He doesn't even know how to sit in the lower seat.

I sat down next to them and didn't express any dissatisfaction. I just looked at my watch and said, "The meeting is 10 minutes late, let's start right away! I have something to do in a while!"

Lu Ping hurriedly explained: "Mr. Gao answered the phone just now, and I'll wait for him for a while!"

I shifted my gaze to Mr. Gao again. Mr. Gao didn't have the slightest intention to explain, and said carelessly: "I just called Jenny from Hong Kong, and she has agreed to consider becoming our agent again!"

Then everyone looked at me. They all knew that Jenny was my first Hong Kong customer in Wanzhong Electric. Later, when I joined Wanzhong Electric, Sister May became my agent. That was them. The first agent signed in the mainland!

I turned around and asked Manager Gao, "Which Jenny? Chen Jieni?"

Manager Gao hesitated and replied: "I guess so? I never asked her Chinese name!"

I asked again: "Is her company a foreign affairs firm?"

This time Manager Gao nodded directly and said, "Yes, yes! It's the Western Wu Commercial Bank!"

I yelled: "That's it! You don't need to look for her! She is no longer in the electrical business! Before, their company opened an office in Shenzhen to handle import and export duties. Now they have cleared customs. The company was ruined! Later, the Westernization Firm was established for the purpose of paying bills, and had no actual business!

Manager Gao hurriedly explained: "But I called her, and she promised well, and she said that she would come over in a few days, let's talk about it in person!"

Lu Ping took the conversation and said, "Jenny approached me a few times, but I turned her down. She wanted to see Mr. Chen, but I turned her back! Let's leave it at that, don't bring it up again!"

Manager Gao was still struggling and said, "But she was also our big client before! I think it would be a great gain if we can pick up these former clients!"

Lu Ping explained impatiently: "Most of these are customers we eliminated. The main problem is that they don't agree with each other! Mr. Chen has set a rule before, you can come in, you can go out, but once you go out, don't even think about coming in again! "

All the regional directors nodded in unison, expressing that they all know the rules, and I believe they also think there is nothing wrong with the rules!
Manager Gao disagreed and said: "Mr. Chen, forgive me for taking the liberty, I think, business is always coming and going, and it may not be so dead!"

Before I could speak, the director of the South China District said: "Mr. Gao, that's not what you said. I think this rule is very good! This is not only a kind of restraint for the existing agents, but also a restriction for those who want to cooperate with us. Signed agents are a kind of management! Without this threshold, they will take advantage of the opportunity. If the policy is good, they will find ways to get in. If the policy is not good, we will pat our ass and leave! Such agents and It's like a couple falling in love, sharing wealth and wealth, but not sharing adversity, it's better not to!"

Manager Gao retorted: "That's not what you said! You can't have too high demands on agents! Their purpose is to make money, not to live with you! If they make money, of course they will come. If there is no money to make, they will leave naturally! Businessmen, you have to have a business attitude!"

I stopped others from continuing to speak: "Mr. Gao is right! Have you ever thought about why most of them left Wanzhong? Not making money? The policy is not good? No matter how bad the policy is, it will not delay They make money! If there is, then it is your problem! Why do you let the agent not make money and leave Wanzhong? Of course, you can come back after leaving, not impossible! But the conditions must be higher than the current agent conditions, otherwise It's not unfair to our existing agents, they have been following the crowd and have gone through ups and downs!"

The director of the Southwest District interrupted: "Mr. Chen, let me add a few words! I think there are some problems with the company's recent policy! The old agents not only need to maintain, but should be the first to enjoy the company's policies, but now the company wants to attract The new agent has issued a series of policies, none of which have the benefits of the old agent! Many old agents have told me that they want to re-sign the agency contract with me, and they think the new policy is better than the old one. I don't even know how to explain it to them!"

I looked at Lu Ping, and Lu Ping said helplessly, "This is what Mr. Gao meant, let Mr. Gao explain it to you!"

Manager Gao said calmly: "Since they have already signed the agency contract and the time limit has not yet expired, if they want to terminate the contract and sign a new one, they have to take the risk of breaching the contract. They are just talking. Now, it’s not that they don’t want to stop signing, but they want to sign again. My policy is for new agents. Those who have never cooperated with Wanzhong are not eligible to sign! This is not a contradiction!”

The director of the Southwest District said displeasedly: "But you are not hurting the heart of the old agent! Everyone knows how much sales a new agent can bring to the company, but it takes us a lot of money to train an old agent. After so many years of painstaking efforts and cooperation for so many years, everything has matured, and everyone cooperates closely. Why do we have to find new agents and give them so many preferential conditions, so that they can make achievements? I Doubt!"

The director of the Northeast Region immediately went on to say: "Also, Mr. Gao, we also feel that there is a problem with the assessment plan you formulated. Why do sales managers with more than one year have to have two agents, and those with more than two years to three years will have two agents. If you need four, you must get five agents for more than three years. What's the use? What we want is their sales volume. As for how many agents they have, that's their own business! You need one less agent The merchant will be fined 1 yuan, isn’t it too heavy! We are also fined together!”

It's okay not to talk about it, but when it comes to talking about it, everyone starts to criticize the current sales policy, it seems that there is a long-standing grievance!

The quarrel was really loud, I patted the table and shouted: "Is it noisy enough? I can hear what you say! Every year the company has a new policy, and you are all dissatisfied! You still have to follow your wishes? Fine some money, what’s the matter? If you can’t do this, you should be fined, how difficult is it to sign a new agent?”

The regional manager of BJ complained: "No, Mr. Chen, it is easy to sign an agent, but there is still a task. You must complete the performance of 50 yuan, and you have to pay back the money before it counts! The performance of 50 yuan! How easy is it, You come from a sales background, so in all fairness, is the 50 yuan difficult for a new agent?"

Lu Ping snorted coldly and said, "You are asking the wrong person. You asked Mr. Chen how many agents he signed in the first year, and how much each agent did?"

Someone immediately answered, "I know, 50% of the company's sales are done by himself!"

Someone rushed to talk: "It is 70%, and we won Yingke in the first year!"

I waved my hand and said, "What are you talking about me for? Can it be the same then as it is now? Stop flattering me!"

(End of this chapter)