Confessions of a Salesman

Chapter 26
I won't say polite words, and I have never seen such a big leader, so I went straight to the point and stated the purpose of my visit today: "Mayor Zheng, the main purpose of my visit today is to negotiate the agreement between our company and Xiaguang Machinery. Bookmark it, sign a contract, and then we can go down and work."

Mayor Zheng did not directly address the issue of the contract agreement, but said: "You, Mr. Wang, I met at the friendship exchange meeting between the two cities. When Mr. Wang introduced your company, I said that our city also has An enterprise like yours produces very similar products. I hope Mr. Wang can give us more valuable advice. Mr. Wang said at the time that to be a good enterprise, we must first determine the market positioning of the products, and then look at the supply and demand of the market. Produce products at reasonable prices, and then do a certain amount of marketing. I benefited a lot at the time, but I still failed. Such a good company made me die.”

I sincerely said: "Mayor Zheng, you don't have to blame yourself. The rise and fall of an enterprise cannot be determined by one person. A good market atmosphere is the foundation of good product quality. In recent years, the market environment has not been good, too many Vicious competition leads to a decline in product quality, so most of the customers choose imported products or well-known manufacturers. Our mainland manufacturers are difficult to make products, and they do not have good sales channels, resulting in good products but no good sales methods. , In the end, there is a backlog of products, the inventory continues to increase, and the products are unsalable."

When Mayor Zheng heard what I said, he seemed very happy to have found a bosom friend: "Over the years, I have been summarizing experience and lessons, and I have come to the conclusion that I just want to make good products blindly, and I have never thought about good products. The sales model does not cost money, but spends energy on marketing, sales and production should be handled with both hands!"

I nodded and said: "Companies in coastal cities are indeed ahead in this regard. Before they make products, they have done market research to see if the market demand is big and where are the market's consumer groups? Then do a good job in the market positioning of the product, whether it is high-end, mid-end, or low-end. Then before making a product, do a good job in the market, promote the market, put in a lot of advertisements, and when the product comes out, there has already been a great deal of At the same time, they also pay attention to the extension of products, continuous research and development and innovation of new products, these advanced management and sales models are worth learning from inland enterprises.”

After hearing this, Mayor Zheng looked at me again and said, "You know business management very well. Did you study business management?"

I shook my head and said, "I studied industrial automation in college and have been doing sales since then."

Zheng Shichi asked strangely, "Then how do you know this?"

I really don’t really understand it, but I heard that my father was at home, and he would give me lessons from time to time. Lao Feng and the others talked about how to run a business from time to time. You can talk eloquently.

But he still said humbly: "It's also because the elders usually educate them a lot, just picking up people's teeth and wisdom. How can I know so much!"

Then I wanted to put the topic on the topic as soon as possible, so I said, "Mayor Zheng, do you see our agreement?"

Mayor Zheng said: "The agreement has been discussed with you, Mr. Huang, and there are no problems to sign it."

I hurriedly said, "Mayor Zheng, I still have a few small questions that I would like to include in the agreement, what do you think?"

Mayor Zheng gave an "oh" and then asked, "What's the problem?"

I answered patiently: "Look, that's right, we are here to make money naturally, but I think we can revitalize Xiaguang Machinery, bring our technology and management model, and create reemployment opportunities at the same time, which is good for Xiaguang. There is nothing wrong with machinery. Just in order for Xiaguang to survive in a long-term and stable manner, and not to follow the old path, you must negotiate all the pre-conditions before the operation, otherwise, when the operation starts, there will be Trouble keeps coming up. You say that right?"

Mayor Zheng nodded and let me continue.

I took out the agreement and said: "It is definitely unrealistic for us to take over all the employees. You know the production situation of this factory. At present, we use up to 40 people. We cannot accept others. You can’t raise idle people, right? You have to make a radish and a pit, and people do their best. Also, let us pay off all the wages owed to the factory before, this is a lot of money, we have to calculate it, right? It's worth our investment here.

In addition, our production needs to ensure 24-hour power supply and uninterrupted power supply. Once the power goes out, it will cause great losses. Therefore, the city must protect our electricity consumption and use dedicated lines. "

Mayor Zheng seemed to be very embarrassed: "If you don't take over the original factory workers, it will have a great negative impact. The original factory workers are also unwilling to accept only 40 people, so what will happen to the others? Besides, the city also takes You can't just take advantage of it if you don't pay them to pay them!"

I argued with reason: "We can take over Xiaguang, and we have already solved part of the employment problem for the city. In addition to our rent, tax payment, etc., it will bring a lot of economic benefits to your city, and I know that Our production here has also brought a certain publicity effect to the city. Of course, our unconditional and unilateral efforts are not in line with our expected returns, so we cannot continue to cooperate for a long time."

Mayor Zheng also seemed to think that what I said was reasonable, so he nodded: "Of course cooperation requires a win-win situation, we have no confidence now, so let's do it, the number of receiving personnel must reach 80, the power problem, I will solve it to ensure that the power supply is not guaranteed. Intermittent. As for the wage arrears of the workers, one person gives one step, half of the family, what do you think?"

I calculated in my mind, 120 people, half a year's salary, an average of 1500 yuan a month for one person, that is 1080000 yuan, half of the family will be 50 yuan, plus a year's rent of 14 yuan, this account is not worth it. I don't know how much the production line can produce per year. With such a large investment, I definitely don't dare to make up my mind.

He said: "Mayor Zheng, the number is too large, I definitely can't decide, I can convey your opinion to the head office, it seems that the cooperation between us will take some time to carry out, such recruitment matters, I went back and told them to stop first, we transferred the staff back, and when everything is settled, we will come again."

After speaking, he picked up the agreement on the table and prepared to leave.

Mayor Zheng hesitated for a while, and then said angrily: "Since you can't settle anything, why are you still coming to me? You have to withdraw, then don't make such a big move before, and we've all sent out the propaganda. Ten thousand people are stationed in our city, and now you can leave, what should we do? I will call you, Mr. Huang, and ask him to come over. You wait here, we must settle this matter today. "

(End of this chapter)