Confessions of a Salesman

Chapter 352 Diligent young man
Our first stop is Nanchang. Nanchang, an ancient city, is the birthplace of the new China's aviation industry, an important comprehensive transportation hub and a photovoltaic industry base in China, and a world-class photovoltaic industry base.Nanchang is also a famous city of higher education, with 56 higher education schools in the city.

The first thing I felt when I came to Nanchang was that the transportation was relatively convenient. This is one of the reasons why I chose Nanchang as my first stop. The railway line in Nanchang is very developed. It takes 5 hours to reach AH, Hunan, Hubei, and Zhejiang.

When we arrived in Nanchang and saw the first directly-operated store, I was extremely disappointed.The location is not in the city center, but on a pedestrian street in a back alley of a residential area. There is a lot of people. However, people who come to the pedestrian street know without thinking. How many people will come to buy home appliances?

Mai Liang wanted to go in and take a look, but I shook my head and refused, and said to him: "No need to go in, I don't even know how to choose the location of the store, how to do a new pilot, let's go, don't look at it. Mai Liang thinks I am too arbitrary , I hope to wait a moment to see how many people enter the store and what is the daily turnover?

I satisfied his curiosity and sat in the coffee shop opposite, watching the crowds coming in and out.

In 4 hours, Mai Liang handed me a piece of statistical data, 12 people entered the store, none of them bought.Then Mai Liang said: "I think it's okay, but their store is not well decorated now, and the reward mechanism is not enough, a little improvement can still be done.

I said, "So, do the clerks in this store know you?"

Mai Liang shook his head and said, "I probably don't know her. I know Manni. Let's visit her privately?"

I hummed.

After entering the store, no one paid any attention to us. I walked around, and the clerk looked at his mobile phone and glanced at us. He didn't even say hello, as if we didn't exist.I stood in front of a vertical machine and asked loudly, "How much is this machine?"

Only then did the clerk lift his ass, walked over slowly, looked at the model number, went back to the counter, flipped through the notes, and after a while, replied: "12800, including installation and delivery." I Then he asked the one next to him: "Where is this one?"

The clerk walked over impatiently, looked at the model number, searched for a long time and replied: "This one is out of stock now, we need to place an order."

I asked, "There must be a price, right?"

The clerk was already annoyed by me. When I said that, he rolled his eyes and said, "You don't know how much it costs, but you don't know how to buy it. Why do you ask?"

Mai Liang said angrily, "How do you know we won't buy it? Why do we come in if we don't buy it?"

The clerk said listlessly: "I'm not targeting you, usually people who come to our place are just to watch the excitement, and occasionally come to inquire about prices, to compare with other stores, the same model, other stores can get cheaper prices than ours The price, such a model of more than [-] yuan, has to be compared and compared."

Mai Liang nodded and said, "Is your house much more expensive than others?"

The clerk looked at Mai Liang curiously and said, "Haven't you investigated it? There is a store two streets away, you can ask."

I pointed to the vertical machine just now and said, "Give me the lowest price for this one, and I'll buy it."

Mai Liang didn't understand what I meant, and wanted to stop me, but didn't dare.

The clerk seemed to see hope, and said with a smile: "Okay, wait a minute, I'll ask the store manager for instructions." After speaking, he hurriedly called the store manager.

After a while, he answered me and said, "The lowest price is ￥12000, and I'll give you another 800 yuan cheaper. How about it?"

Mai Liang and I were thinking in our minds that the floating price for directly-operated stores is usually 5%, which is ￥12800, which is only 600 yuan cheaper. I don’t know how it came to 800 yuan, which is still a bit strange.

I paid the payment happily. When the clerk asked me for the address, I said that I would leave it in the store and I will inform you of the address at that time.

Mai Liang and I went to the shop two streets behind. This shop is an agent shop. The location of the shop is much better than that of our directly-operated shop. Although there is a plaque of our company, there is a own store name.

After entering, the clerk was very enthusiastic and asked about your health, which made you feel embarrassed not to buy it.We asked about a vertical machine of the same model, with the same price of ￥12800. We asked their manager for a discount of ￥1000 in the end, and finally gave us ￥11800, which is 200 yuan lower than that of the direct-sale store over there. What is the base price of this agent? , we don't know, because this depends on the sales volume of the previous year and the amount of tasks completed this year, but it can definitely be lower than this price.

I asked Mai Liang to write down the name of the agent of this store, and called back to the company to ask. Finally, I found out that the base price of this agent was 11000, and it could be 800 yuan cheaper.Now Mai Liang reacted and said: "This direct store can't do it, you see the price difference is too far, no wonder the shop assistants are not energetic."

What Mai Liang didn't notice was that the name of the manager of the directly-operated store was actually the same as the name of the agent, and I believe it was the same person.

Mai Liang and I said: "You and Yun Manni have a different division of labor, I can understand, but you should at least find someone to check, is the agent also operating a direct-sale store at the same time? When signing the contract, always check Well, I know there are too many agents in the country, but this meticulous work must be done by someone, right?"

It was only then that Mai Liang realized that the direct-sale store was run by this agent, and that direct-sale store didn't even think about making money. The purpose of selling goods was to raise prices, and they could also get the company's salary. The store is his main business.

Mai Liang wanted to deal with it immediately. I shook my head and said, "Just write it down for now. I believe there are many similar situations in the country. Let's solve it once and for all when we go back to the company." Your sales task is enough, go to the market more to see the problem, think of ways to increase sales, use your brain more, do you really think that leaning on a big tree is a good way to enjoy the shade? Big trees also dry up sometimes, so think about it carefully."

Mai Liang accepted it humbly.

At the second stop, I fulfilled my promise and went to Ganzhou, a city with only half the population of Nanchang. The development of this city is obviously much slower than that of Nanchang. There are dilapidated buildings everywhere on both sides of the street. The commercial area is on the pedestrian street along Wenqing Road in Zhanggong District. , an underground shopping mall.

The location of our directly-operated store is in the underground shopping mall. Seeing this, I am really speechless. No matter how big the underground shopping mall is, it is limited. Most people pass through here instead of shopping. , Even if you come to buy things, most of them are to buy some fashionable small commodities, mobile phone cases, chargers, cosmetics and so on.

Mai Liang suggested that I leave directly.But since I agreed to Shuhua, I still decided to take a look.

The interior decoration of the store is pretty good. After entering the store, it is eye-catching and the overall feeling is very comfortable. When entering the store, a well-proportioned young man, wearing our company's official work clothes, asked politely: "Both Sir, what can I help you with?"

Very comfortable, it sounds very comfortable, I said with a smile: "I see that your store does not have a complete range of models, I want a WH50 vertical machine, do you have it here?"

I made it difficult for him on purpose. The average customer will not know about our professional model. Usually, it means how many horses, how much power consumption, and what does it look like?

But the young man replied fluently: "Ah, this machine is the latest model of this year. The company has not shipped it yet. If you need it, I can help you book it."

Mai Liang also asked curiously, "Is there any WH30?"

The young man took us to a corner, pointed to the machine hanging on the wall, and said, "Is this the machine you want? We have this machine in stock. The company is still doing activities, and there are discounts. I don't know your machine." How big is the usable area?"

Mai Liang casually mentioned an area, and the young man took a calculator and gave me an accurate introduction, how many horses can drive the air volume per square meter, if it is too large, it will be wasted, if it is too small, it will not be able to move it.Very professional and detailed.

Mai Liang kept nodding his head.

I nodded to Mai Liang, and Mai Liang asked, "Are you the clerk or the manager of this store?"

The young man said neither humble nor overbearing: "I can make the decision and give you the lowest price discount, don't worry."

Mai Liang knew that the young man had misunderstood him, so he said, "I am the sales general manager of Wanzhong, and my surname is Mai."

The young man suddenly understood and was a little at a loss. The frank and calm expression he had just faced with us just now became nervous like a primary school student.

It took me a long time before I said, "Shu Hua asked you to come here, right? I don't want to trouble her, but I feel confident that I can do a good job in this store, so I ask you to come and have a look." Liang, looked at me again, and then reacted and said: "You are Mr. Chen, thank you very much for coming."

I originally came over to take a look, and left to save Shuhua's face, but now I'm really interested and asked: "What is your best sales volume in a year?"

The young people talked about the sales situation in recent years.Even the sales volume of each month, which month is the best, is clearly stated.

I looked at Mai Liang, and Mai Liang looked bewildered, apparently he didn't know how much this young man sold?
I asked the young man, "Why did you choose this location? Personally, I don't think this location is suitable for a direct-sale store."

The young man nodded and said, "I know this too, but the rent in other places is too high, and I can't afford it, so I can only sell here."

I nodded and said, "If the company gives you a policy to find a place with a good location to set up a shop, do you have the confidence to do well?"

The young man said in disbelief: "Really? I'm sure I can do well, thank you Mr. Chen."

I waved my hand and said, "You don't have to thank me..."

Before I finished speaking, the young man said with a gloomy expression: "Yes, I would like to thank Shuhua. I would like to ask, is it because of Shuhua that you gave me this opportunity?"

(End of this chapter)