Confessions of a Salesman

Chapter 291 The Art of Management

I smiled and said: "His family's cars are no less than those of the group, you just go and get them. We have to receive every agent who comes, and we can't neglect any of them. The rooms are all arranged. And in terms of catering, you It’s all arranged, and you’ve worked hard during this time.”

A Liao shook his head and said: "Should be, should be, by the way, Mr. Chen, An'an came to me a few days ago and wanted to come to my place, but I didn't dare to tell you. Look, there is a shortage of manpower right now. I think she still..."

I smiled and said, "You can arrange this matter yourself. If you don't have enough manpower, you can recruit again."

The agent conference will be held three days later, but agents from all over the country rushed over one after another.Most of them were received by Bao'er and the sales manager, but there was also a case where Yuan Zhiyuan called me: "Mr. Chen, I arrived at the group yesterday. Do you have time today? I want to bring someone to meet you."

I smiled and said, "President Yuan, why are you so polite? Come here, I'm at the company, can you find it here? It's a bit far from the city, how about I ask someone to pick you up?"

Yuan Zhiyuan hurriedly said: "I can find it, I can find it, just wait for me."

After an hour, Xiaohua called and said, "There is a Mr. Yuan who wants to see you." I hurriedly said, "Tell them to come up."

Yuan Zhiyuan came up with someone, and I recognized him at first glance, isn't this Xing Chuan?Among his agents, the least talkative one.

I hastily stepped forward to shake hands and said, "Boss Xing, why are you here?"

Xing Chuan still looked very restrained, shook hands with me and said: "Mr. Chen, you have deceived us so hard. It wasn't Lao Yuan who told us that we didn't know that you were the leader of the Wanzhong Group. It was too rude before. "

I waved my hands and said, "At that time, the situation forced me to tell a lie. President Xing won't blame me, will he?"

Then invite two people to sit down and hand two cigarettes to each other.

I asked: "The two of you came to see me, didn't you want to catch up with me? If you have anything to say, I will do it if I can!"

Yuan Zhiyuan said a little embarrassedly: "Mr. Chen, it's like this. Lao Xing is my agent now, and this time I want to be your agent for small household appliances."

I asked suspiciously: "Isn't Mr. Xing from the assembly company? The agent is our air conditioner? Why do you still want to make small appliances? Do you have a store? What is your sales channel?"

Xing Chuan replied: "The assembly company is just one of our companies. My family's main project is still home appliances. In fact, I don't do much engineering. Have you ever heard of the Ober store?"

I nodded and said, "When I was in Changchun, I went to it. I heard that it was the largest store in Asia, with a daily sales volume of over [-] million."

Xing Chuan nodded and said: "Yes, it's not a title. We are indeed the largest store in Asia, no matter in terms of floor area, daily customer flow, or total annual sales. My father established in 2000 Founded in 60, the single store area is the largest in the world, with a maximum daily customer flow of [-] person-times. Household appliances are our relatively weak link. Therefore, in order to strengthen the sales of household appliances, I would like to cooperate with your company as a provincial representative .”

I thought about it, called Bao'er and asked, "Bao'er, has the general representative of Jilin Province signed it yet?"

Bao'er replied: "I signed it, what's the matter? Are you not satisfied? The sales volume is not bad, and it ranked in the top 10 last month."

I hummed and hung up the phone, and said to Xing Chuan: "I'm afraid I can't help you with this. The provincial representative should have signed it, and he has done a good job. I can't withdraw him for no reason, right? You are late .”

Xing Chuan was a little disappointed, Yuan Zhiyuan helped and said: "Mr. Chen, do you think this is okay? First give it to the city representative, and when the sales come up, how about giving it to the provincial representative?"

Before I replied, Xing Chuan said: "My father will not ask for it. According to his motto, if you always want to do it, you must be the biggest."

I had no choice but to shake my head and said, "There's no other way. We can't change one as soon as one comes. No matter how strong you are, you have to have one first come first."

Yuan Zhiyuan saw that I was a little unhappy, so he changed the subject and said: "Mr. Chen, I haven't thanked you yet. If it weren't for your help last time, I still can't get started in the Northeast. As I said, next time we will Meet, I invite you to dinner."

Just as I was about to agree, the phone rang, and Xiaohua said, "Mr. Lin from Yingke, and your old leader, Mr. Feng, are here."

I hurriedly stood up and said, "You two, I'm really sorry, I have an important guest here."

Yuan Zhiyuan said with great interest: "Well, don't bother Mr. Chen, let's get together again when we have time."

Xing Chuan wanted to persuade me again, but was dragged away by Yuan Zhiyuan.

I went downstairs to see them off, and picked up Lin Jiasheng and Lao Feng casually.

When Lin Jiasheng and Xing Chuan walked past each other, he suddenly said, "Young Master Xing? Why are you here?"

I asked strangely: "Do you know each other?"

Lin Jiasheng said: "I know, I know, our company's products are promoted by Mr. Xing."

I groaned and said, "We are all acquaintances, so let's go up and sit down together."

Yuan Zhiyuan said hastily: "No, let's do it another day. You guys go ahead first."

Xing Chuan said expressionlessly: "If Mr. Lin can speak so well in Mr. Chen, he can help me persuade Mr. Chen and give our company a provincial agent to do it."

It made everyone look ugly, Yuan Zhiyuan and Xing Chuan left.

When Lao Feng came into my office, he said, "Your office is too out of the way, and this office is no good. It's too simple, and it's not well decorated. You are now the boss of a company."

I rolled my eyes and said, "When did you get so particular about it? What's the use of being so luxurious in the office? Who can show it to me? I don't need to show off here. It's all about doing practical things, which is different from yours." .”

Lin Jiasheng didn't discuss this topic, but asked me: "Why did you offend that young master? He is a rich and powerful owner. Do you know that their store is the largest in the world? I spend a year with him. But there is no shortage of shipments."

I replied: "It's not offending, but I'm not happy about not letting him be the provincial representative. It’s quite big, but there has to be a first-come-first-served one, right? I can’t let other agents hurt their hearts, can I?”

After I finished speaking, I observed Lin Jiasheng and Lao Feng's faces were a bit ugly, and I probably guessed their reason for coming.

Before they could speak, I opened my mouth and said, "You are also here to get an agent with me, right? You produce small home appliances yourself, can't you?"

Lin Jiasheng's face turned red all of a sudden, he was thin-skinned, and I gagged him all of a sudden, so he couldn't say anything more, but Lao Feng didn't care so much, he just fired: "If you open a restaurant at your own house, you can't eat at other people's house. ?Your agent in Guangdong, Lao Luo, worked too hard. He spent money on advertising all over the world, and hired dozens of salesmen to help you run sales, forcing us to almost have nothing to eat. I can’t come and talk to you. Did you take down the sutra? What kind of spell did you cast to make your agent so determined to help you make money without hesitation?"

I laughed and said: "This is the magic of profit. I actually did nothing, but the product is good, the market price is well protected, and making money. Who doesn't want to do it? Your products are not good, but the price is too transparent. The first-level agent is okay, but when it comes to the second-level and third-level, there is basically no profit point. The second-level and third-level do not ship, and all rely on the first-level agent to ship. The second- and third-level do not want to do it, and the first-level agent Businessmen don’t have a sense of superiority, and if they earn hard money, they have no motivation.”

Lin Jiasheng said: "I have also seen this point. The second- and third-level agents are not under the management of the first-level agents at all. They can get the goods everywhere, and they don't care about the first-level agents. They don’t have the right to do so, they just rely on themselves to ship the goods, and they are really unwilling to do it, if they can’t get the price of a first-level agent, they probably won’t do it long ago.”

I nodded and said, "That's right, our second- and third-level agents can only get goods from the first-level agents in their area. The first-level agents are determined by themselves, we only have a little control, so in terms of management, we obviously have an advantage over you. Most of our salesmen are for the first-level agents. Can the first-level agents not be grateful to us? ?At the same time, it also serves as an incentive for second- and third-level agents. Who doesn’t want to be a chicken head?

This is the art of channel control. You old-fashioned manufacturers have no incentives for agents anymore. It’s the same when you do more or less. You can produce a certain amount of goods a year, and you don’t want to think about anything else. The main thing is that you can hang your brand. , As long as the market does not fall, it is fine, and growth is not considered at all. "

Old Feng slapped his forehead and said, "Yeah, how did you think of it? We'll change it when we get back."

Lin Jiasheng sighed and said, "It's easy to say, but you have forgotten one of the biggest prerequisites. They have good products, but we don't. What kind of incentives do you get? Literally? A lot of money has been spent on research and development over the years, but all of them come out." What kind of products did you buy, tasteless products, it’s not necessary. When you go back, you’ll quit the R&D department first. What’s the use of supporting them? You also go abroad for inspection several times a year. What did you get back from the exam? What? I didn’t learn it, and I brought back a lot of foreign garbage!”

Old Feng smiled and said, "Why are you so impulsive? If you quit them, you won't develop anymore? Take your time."

I persuaded: "Don't get excited, both of you. R&D managers don't need too much professional technical knowledge, but they must have vision and be able to manage. Don't sing oboe here. If you need me to do anything, just tell me Come on, let's see how I can help you."

Old Feng looked at Lin Jiasheng, and said embarrassedly, "Go ahead."

Lin Jiasheng blushed, and said evasively: "The idea is yours, you say it!"

(End of this chapter)