The results on the first day were not satisfactory.

The six people who were divided into three groups finally negotiated with five companies. One group was at the bottom and only negotiated with one company, and the other two groups negotiated with two companies each.

Faced with this result, Sun Yaoliang did not criticize them. After all, they were all novices. It was good to be able to negotiate in such a short time, even if it was just one family.

However, he did not deliberately praise anyone, but listened carefully to each person's detailed description of the negotiation process. Each group of people talked about how they negotiated with the other party, what the other party's reaction was, etc.

In response to this result, Sun Yaoliang waited for them to finish speaking and analyzed some of the problems they had during the negotiation one by one, pointing out the mistakes they made during the conversation, what was wrong with the way they spoke, and what their expressions and demeanor should be like at that time.

Wait.

Although he gave a demonstration today, as a qualified salesperson, you must be flexible and flexible in your work, you must know how to observe words and emotions, and you must not follow a step-by-step approach.

Everyone's personality, temper, and ideas are different. There are never two identical people in this world. Faced with this practical situation, sales must also vary from person to person.

Someone has said that an excellent salesperson is actually an excellent psychologist and has a good grasp of people's mentality. It is precisely because of this that he can use different sales methods to face different customer groups to achieve the required goals.

Young people like them have just stepped into this industry, and they still have a lot to learn, but under the guidance of Sun Yaoliang, an excellent "teacher", success is not too far away.

The summary meeting didn't end until 7 p.m. After it was over, Sun Yaoliang paid for everyone to have a good meal in a restaurant, thinking that they would congratulate them on their "opening" today.

While toasting in the restaurant, Sun Yaoliang told them that today was just the beginning, the first step in a long journey of thousands of miles. Next, everyone must make persistent efforts, reflect on the mistakes made today, carefully consider every word he said, and work hard to improve the sales work.

Do it well.

Sun Yaoliang promised that as long as they complete the sales task, not only their wages and bonuses are guaranteed, but he will also personally give everyone an unexpected surprise. As for what this surprise is, I will not say it for now. I hope everyone can reveal it soon.

Find out the answer to this riddle.

Sun Yaoliang's ability is extremely strong in this era, and he is also a very good professional in supply and marketing. In addition, Sun Yaoliang is good at instigating and understands the psychology of people like them.

This immediately made everyone excited, high-spirited and energetic, gearing up and shouting that tomorrow will be better than today, and asked the leaders to see their actual performance.

Sales methods have been used, and now it depends on these young people. Sun Yaoliang is confident enough to open up the situation from this aspect.

But after the situation opens up, there are many things that need to be done besides sales. The first is logistics.

At present, there is no urban distribution service in China. The real urban distribution model was formed in China only after 2000. At present, logistics and transportation are basically solved by themselves. Large enterprises have their own fleets, and small enterprises can only use

Some professional freight companies serve.

Zhang Jianguo is in this business, and it is also because of this reason that the market demand for logistics has gradually increased, resulting in a current situation in which supply exceeds demand in the transportation market.

In the early 1980s, transportation was a very good business. Ordinary people who were bold enough to take out a loan to buy a car and run the transportation industry could earn back their capital in one year. It would be easy to make a household worth ten thousand yuan in the second year. If

It is possible to do a good job and earn a household worth tens of thousands of dollars.

The scale of Nandu's company is not small. The main factory also has a fleet of vehicles, with several large and small vehicles in total. On weekdays, it mainly provides services for Nandu main factory. In the past, the first branch factory usually cooperated with the business of pulling goods.

, after all, the business volume of the first branch factory is not large, and it will not have any impact on the main factory.

But things are different now. Song Yuanchao had no intention of using Nandu's fleet to serve the first branch factory from the beginning. Since the fleet does not belong to the first branch factory but to the main factory, even if he is the deputy director of the main factory, he will not be in charge due to his separate management.

Not in the convoy.

If you want to use a car from a fleet, the procedures are cumbersome, and scheduling arrangements often need to be made at least two to three days in advance. If the main factory happens to be in urgent need of a car, the needs of the main factory will be met first and then the branch factory will be considered.

, in this way the day lily becomes cold.

Secondly, due to the changes in the current sales model, subsequent transportation will be used very frequently. Logistics serves sales, and the supply chain is a whole. If the logistics cannot keep up or is restricted, then there will be no follow-up at all.

Sales needs.

For this reason, Song Yuanchao and Sun Yaoliang adopted two models after discussion. The first model is to recruit transportation personnel from the society in the name of the sales company, and these transportation personnel use pallets (tricycles) to be responsible for distribution.

Although the loading rate of this kind of vehicle is not large, a pallet truck (tricycle) can only hold about 25-30 pieces of goods at most. The problem is that this kind of transportation is still relatively convenient for the current targeted customer groups. After all, it can be used in one go

There are not many cigarette paper shops that carry 100 items.

And not everyone is willing to jointly purchase goods. Some people have this idea, and naturally some people will have other ideas. This is normal. Faced with such a group, each store can only have a maximum volume of about ten pieces, one board.

It's just right to load these in a car (tricycle) and deliver them to three or four houses at once.

Moreover, these cars are very convenient to run. Large cars cannot enter the small alleys in many old districts of Jinling. On the contrary, such cars are more suitable.

In this way, in addition to continuing to recruit suitable salespeople, the sales company also recruited a group of transportation and delivery personnel who ride scooters (tricycles), thus forming a relatively alternative fleet.

In addition to this arrangement, car transportation is also necessary. Song Yuanchao had such resources in Shanghai and Haihai, so he called Zhang Jianguo directly and signed a transportation contract with Zhang Jianguo's fleet in the name of the sales company and asked him to transfer from Shanghai to Hainan.

Two trucks were brought here specifically to provide transportation services for the first branch.

In this way, the overall cost is not high, because the sales price has been re-formulated based on Sun Yaoliang's suggestion, and the intermediate profits from the original supply and marketing cooperative channels have been eliminated. This not only gives some profits to the terminal sales, but also increases the original sales profit.

The increased profits are completely sufficient to cover the transportation costs. If the subsequent business volume continues to increase, the overall transportation costs will decrease accordingly. After reaching a certain amount, the overall profits will be exceeded. This is a very simple truth.

Thursday, July 8th.

Today is the day when the first branch factory officially took over the order. Song Yuanchao did not stay in his office. When he arrived at the factory early in the morning, he and Sun Yaoliang went directly to an office not far from the factory director's office.

This was originally a utility room, with a small area of ​​less than eight square meters. Guo Baosheng mentioned this room before when Song Yuanchao wanted to arrange an office for Tao Tao, but in the end Tao Tao decided to place his office behind the warehouse.

I looked over at the other side of the room, but didn’t take a fancy to this place.

After Sun Yaoliang came, the supply and marketing aspects were separated, and with the establishment of the sales company, people like Sun Yaoliang were not suitable to work in a big office with other people, so Song Yuanchao asked Guo Baosheng to clean up the room and find some tables and chairs.

Put it up and add a few telephones (a direct line and several extensions), and it became the temporary office location of the sales company.

The room was not very large, and with three tables and chairs already placed, it seemed a little cramped.

Sun Yaoliang and Song Yuanchao stood aside, and three lesbians were sitting at the tables and chairs. These three lesbians were carefully selected from within the first branch. They were all around thirty to forty years old and had a certain level of education.

Knowledgeable, quick in thinking, clear in speech, nimble in hands and feet, and conscientious in doing things.

The three of them used to work in the packaging room of the workshop. After being recommended by the workshop and Sun Yaoliang passed the interview, they were temporarily transferred from the workshop to work in the sales company.

Compared to working in the workshop, working here is much better. Those who work in the workshop are workers, but here they work in offices. Although they are still workers, they can still be regarded as office workers anyway. When they learned that they were selected

Afterwards, they all jumped for joy.

The main job of the three of them is customer service. Of course, there is no such term as customer service yet, so they use the name "clerk".

Since it is customer service, my job is to answer the phone, record the customer and order requirements on the other end of the phone, and then confirm the recorded content. After it is correct, summarize it according to Sun Yaoliang's requirements. Before leaving get off work, follow the regional classification system that the salesperson is responsible for. The form is made in triplicate, one is kept by the office, one is given to the responsible salesperson for safekeeping, and the other is forwarded to the delivery side for scheduling arrangements for the next day's delivery.

At present, the six salesmen are no longer divided into groups. After two days of group training, Sun Yaoliang separated them all and assigned specific areas of responsibility to each.

Sun Yaoliang previously divided the entire Jinling into eleven sales areas. Currently, excluding the five areas in the suburbs, there are exactly six sales areas in the city that one person is responsible for.

Sun Yaoliang adopted the easy-first-then-hard model, completing all five areas of the urban area first. After all, as far as the entire Jinling market is concerned, most of the overall market is within the urban area, and the business volume in the suburbs is not

That's too much.

Of course, this does not mean that the suburbs can be given up. It just means that we should put it aside for now. There must be priorities in doing things. The urban area cannot take care of it now. It will not be too late to deal with the problems in the suburbs after the business in the urban area is stabilized.

It is now 8:25 in the morning. It will be the official working time after 8:30. The three female comrades are all already in place. Each of them has a phone in front of them, and the thick documents on the table are ready.

, as well as things like paper, pen and abacus.

The room was so quiet that you could only vaguely hear their own breathing. Everyone was waiting quietly, but also a little expectant and uneasy.

Time passed minute by minute, and the quartz clock hanging on the wall kept moving silently. When the pointer passed eight-thirty, there was still no movement. Song Yuanchao glanced at Sun Yaoliang, who was slightly nervous next to him, and patted him gently.

He gave him a patient look over his shoulder. Sun Yaoliang nodded and was about to say something when suddenly a phone rang.


Chapter completed!