Confessions of a Salesman

Chapter 137 Key Account Department
When I entered the sales department, I saw a group of people yawning. I clapped my hands and said, "Be more energetic. The holiday is over. If any of you still have an order, hurry up and urge them to deliver. The payment reminder, and then prepare the list of gifts, before the Spring Festival, give me another trip to ask about next year's order."

Everyone nodded in agreement.

Back in my office, I also started to think about my sales volume for next year. I made an annual sales plan, called Xiaohua, and asked her to count the overall performance of this year and the plan to be reported next year.

Xiaohua's work efficiency is high, and after a while, he brought what I wanted, and just wanted to see it, Xiaohua notified me to hold an office meeting.

When I arrived at the meeting room, the leaders of all departments were present, but a few directors did not come. I thought to myself, this is leaving me behind.

Several people came in together, and I saw the annoying person again, he was really haunted, and Lu Ping was following behind, staring at me sullenly.

Mr. Wang first said: "Our company is defined by the new calendar year, that is, our year has passed, and the new year must have a new atmosphere. Everyone will go back to each department to summarize the work achievements of the past year. And mistakes, rewards that should be awarded, punishments that should be punished, and then make a plan for the new year. The sales department will hand in the existing orders for the new year as soon as possible. , Lunar New Year is also a holiday.

There is also the issue of arrears, please remind me as soon as possible, don't ask for it after the Lunar New Year, and go through legal procedures if it is time to go through legal procedures. In addition, reorganize all contracts to see if there are any imperfections.

The production department has to work harder and work a few more shifts, so that you can also have a good year.

The equipment department will do equipment maintenance and overhaul a few days before the new year, and must ensure the normal operation of the equipment after the new year.

The technical department must give me the sample line with the latest wire diameter years ago.

The Finance Department will make statistics of all expenditures, repayments and profit statements for this year, requiring accuracy and timeliness, and install a new financial system to get familiar with it as soon as possible.

In addition, just now Director Liu proposed to set up a major customer department. For some large domestic enterprises, Mr. Liu will personally lead the team. Everyone may wish to express their opinions, A Fei, you speak first. "

Mr. Wang looked at me. I didn't expect Liu Ziran to do this. After thinking for a while, he said: "My sales department is now dealing with big customers. I don't know how big the big customers Liu Dong refers to. If we set up a big customer department, When encountering conflicts, what should we do? How to define which are big customers and which are not? Does it mean that the sales department will not be a big customer in the future?”

Liu Ziran obviously answered the question with confidence: "My major customer department is mainly for some foreign companies, which is also our company's current weak link. I think the company is rarely involved in other large state-owned enterprises and state-owned enterprises. I hope that in this There will be breakthroughs in this aspect. Of course, I will not affect the normal operation of the sales department. The customers developed by major accounts are all customers that the sales department does not have, and there will be no conflicts."

Lao Feng said: "Since Director Liu has mentioned this, I also have a suggestion, should we set up an overseas business department and a marketing department. We should also participate in overseas markets, and participate. In addition, the marketing department can investigate and analyze market conditions in a timely manner. , the sales department can usually run more information and give it back to the marketing department.”

Mo Ke also rarely spoke: "I also have a suggestion, should we set up a collection department again to recover the company's outstanding payment for these years, because these arrears have been for many years, the people in the sales department After taking over, it is not within their scope of responsibility."

Mr. Wang frowned, and said: "The establishment of so many departments at once, where are the people? Where can I recruit them? Can I get started right away? Isn't it necessary to raise a group of idlers, train them over and over again, and don't know who to train them in the end? ? So let’s set up a key account department first and see how it works? Or use the sales department as the leader and the key account department to assist.”

Mr. Wang asked me again, and I replied: "I have no opinion, but how to calculate the sales performance? Should I add the key account department to my annual sales plan? Or should they give you a sales plan separately, and the sales department If the annual sales task is not completed, you will be fined, I wonder if the same is true for major customers?"

Liu Ziran said calmly: "Our key account department will also have an annual sales plan and task. If you fail to complete the task, you will be fined, and if you complete the task, you will be rewarded. This should be no problem, right? Manager Chen?"

I nodded and said, "Okay, I'm fine."

After the meeting, Mr. Wang asked me to go to his office.Old Feng wanted to follow, but was called away by Mr. Li.

Mr. Wang told me to sit down first, smiled and said to me: "Do you have any emotions?"

I said frankly: "No, no, really no, the company is constantly expanding, and the functions must be subdivided. It's a good thing to make progress."

Mr. Wang said with a smile: "Well, there is progress, and everything will have two sides, so how many transcripts are you going to hand over to me this year? Can you double it?"

I frowned and said, "Mr. Wang, I already doubled my sales last year. If I were to double this year, I would never be able to do it. My plan is to increase sales by 20%. Sales are not a problem. The problem is that there are many customers now. The capital turnover is not so ideal, many customers can do it, but I don’t want to take risks, it’s better to be steady.”

Mr. Wang nodded and said: "Your idea is correct, but you should take a bigger step, so that the increase is 40%, and I will give you another 100 million as the sales cost of your department. What do you think?"

I shook my head and said: "40% is too high, I just promise you now, if I can't do it, I will let you down, so I will complete 30% and work hard towards 40%.Sit 3 to 4, it's okay, right? "

Mr. Wang got the answer he wanted, and said with satisfaction: "Okay, it's a deal, but your payment return rate must reach at least 90%. It belongs to your department, not you personally. You personally have to give me 100%."

I nodded, indicating that there is no problem.Mr. Wang picked up the phone and said, come in.

Liu Ziran led Lu Ping in with a smile.I was about to get up and go out, but Mr. Wang told me to stay.

Mr. Wang said: "Then let me just introduce you. This is Lu Ping, who will be the manager of the key account department in the future. You should keep in touch and strengthen cooperation."

Lu Ping smiled and stretched out her hand and said, "Mr. Chen, we can work together again."

I shook hands politely and said, "Yes, gold always shines in ten years in Hexi and ten years in Hexi. I may have misread it. Mr. Liu knows heroes with his eyes. I hope you enjoy your work."

Liu Ziran asked ignorantly, "Oh? Do you know each other?"

I don't want to bring up the past again and make Lu Ping look bad, but Lu Ping said preemptively: "Yes, when I came to our company for an interview, I was interviewed by Mr. Chen. Unfortunately, I failed the exam twice. I still want to know What's the reason?"

I thought to myself that since I don’t even look ugly, why should I give you shame, but thinking about what Lao Feng said, why bother to fight for a moment, so I said: "I am not sure about people, I only recruit obedient people, I want Lu... ...I was afraid that I wouldn't be able to control such a shrewd and capable manager, so I didn't dare to choose him."

Lu Ping smiled and said, "Mr. Chen praised me. I'm so smart and capable. I can't catch Mr. Chen's eyes."

At this point, there is no need to continue. I stood up and said to Mr. Wang: "Mr. Wang, if there is nothing else, I will go down first."

Liu Ziran said: "Ah, by the way, Manager Chen, Manager Lu said that he wanted to transfer some people from you to her. Look..."

I said straightforwardly: "There are still three reserve salesmen in the workshop, you can transfer them to use. In addition, the two newcomers in my department are already available. You can transfer them if you want."

But Lu Ping said: "Mr. Chen, the people you gave me are basically people who will be eliminated. How can this be done? I want Annan and Bao'er."

I sneered and said, "The two of them are in charge of two large areas now. If they are transferred to you, who will be in charge of the two large areas?"

Lu Ping said, "They can continue to follow."

I snorted and said: "If they continue to follow, how will the performance be counted? It can't be counted as your big customer, right? Even if it's not yours, how can they have the energy to develop your big customer? At the same time, it will affect them. Existing customers."

Lu Ping said reluctantly: "Since you have come to my key account department, it is naturally the performance of my key account department. The new year is of course a new performance. As for whether they can maintain the original customers well and develop new customers , that's my business."

I said angrily: "Then you are not a bright robber? Shall I give you all the few elite soldiers I have now, and I will be a polished commander!"

Mr. Wang said a little displeased: "A Fei, what are you talking about? Now it's time to discuss work. In this way, their department has just been established, so they can't have no one who is familiar with it. You can give her one. You choose yourself."

I stared at Mr. Wang, staring at Mr. Wang very impolitely. For the first time, Mr. Wang avoided my eyes. I walked out and turned around and said, "If they want, I can leave none of them."

I went back to the sales department and asked Xiaohua to call Annan and Bao'er back because it was urgent.Bao'er came back soon and asked, "Master, what's the matter? You're in such a hurry!"

I said that when Annan comes back, I will talk to you two again.

When Annan came back, I noticed that his eyes were a little erratic, and I had a bad feeling, so I said directly to the two of them: "That's right, the company has established a major customer department, and now we have selected you two, You decide for yourself, if you want to go there, you can take your clients with you.”

Bao'er said loudly: "What does the company think? If I'm allowed to go there, I'll just resign and quit. Master, you won't want me, will you?"

I didn't answer. I looked at Annan, and Annan squeaked and said, "I won't go either, boss, don't worry."

I made up my mind, but still felt a little uneasy.

(End of this chapter)