Chapter 46: A NEW DOMINANT

PETER DRUCKER, THE FATHER OF MARKETING, ONCE SAID, IF WE WANT TO KNOW WHAT A BUSINESS IS WE HAVE TO START WITH ITS PURPOSE, THERE IS ONLY ONE VALID DEFINITION OF BUSINESS PURPOSE : TO CREATE A CUSTOMER. it is the customer who determine what a business is . For it is the customer , and he alone, who though being willing to pay for a good or service , converts economic resource into wealth ,things into goods. What the business thinks it produces not of first importance --especially not to the future of the business and its success . what the customer thinks he is buying , what he consider “value” is decisive , because it is the purpose of business to create a customer, the business enterprise has two --ad -only two -business functions: marketings and innovation. ( If we know that business originates from its motives, then the purpose of defining motivation is to create customers, it is the customer himself who determines the business, in his own situation, he would rather pay for the corresponding services or products, and then convert the corresponding economic resources into his own wealth and material, the importance of the business comes from the purchase process, the value he recognizes is unique, and then in the process the customer itself is created, the enterprise has only two functions: market and innovation.

Thinking about the above, we know that business is based on customers, and the resulting resource allocation and quota maximize the value ratio, based on this argument, Drucker does not say that the marketing department, more precisely based on the marketing more margins, so we can infer the definition of marketing: marketing is the act of creating, delivering, disseminating and exchanging the supply chain, and this interaction is based on the corresponding processes and models generated by consumers, customers, and partners.

This concept is very broad, because we are involved in strategy, and the marketing positioning of this strategy runs through all aspects of the enterprise as the core resource of allocation; Marketing is a consumer actor, and a set of processes and processes, so marketing is a dynamic balance, not just an organizational department; The breadth of change is concentrated in the formation, communication, transmission and exchange of value among shareholders;

Wang Sen explained slightly, Sun Jian, Bing'er and Ah Shui they gathered together and listened intently, their brows tightened, obviously the abstract theory confused them.

Wang Sen said: "I give an example, when you want to fight the landlord one day, the cards in the dealer's hand are the rules, in case there are no rules, when the new dealer appears, it is this rule." In this process, some people lose their temper and lose their eyes, and even draw their knives until they lose cleanly. I remember that there was a time when Sun Jian went to fight the landlord, and when he lost, he said that the other party's rules were not in order, it seemed to be your junior brother, when you were angry, your junior brother was so frightened that his face turned white, and said don't hurt his anger because of this little thing, the money they won was to buy snacks for everyone to eat, and then he posted 300 yuan to invite everyone to eat. ”

Everyone laughed, Sun Jian's face blushed with shame, and Bing asked, "Isn't that a fortune if you gamble like this?" That's marketing. ”

Wang Sen said to Bing'er, "Show me Li Yan's information,"

Bing'er handedly handed Wang Sen the latest information about Li Yan, titled "Bitter ----", with the following excerpts:

"I've been depressed these days, because I can't hold it back, yes, this is my mood now, I have nowhere to vent, so I can only complain in a strange space: it's been six years since I graduated, and I suddenly found that I chose the wrong major, and it's incredible that I am a returnee again, and I haven't found a boyfriend at the right time. And all of this, of course, has my own factors, and there is unhappiness with my colleagues, but it is more inseparable from my returnee background.

Speaking of which, some friends are going to laugh, returnees, New York, Wharton School of English Literature, Isn't this the threshold for being famous on the high salary list? Yes, at that time, various media focused on Wharton, such as the economist*, Michael Milken, the king of junk bonds, and Steven Cohen, the founder of SAC Capital. If you look at the average salary, graduates have an annual salary of $150,000, with the same media spotlight, but who would know that I was unknown in the company. 。。。。。

Twelve years ago, China was far less international than it is today, and people who have studied in the United States are not so common. So, a group of us started our study abroad journey with a vision. Because of Hollywood, I fell in love with English language and literature, and I had a lot of fun studying it. In addition, because my parents had small savings, my parents were worried about the poor educational environment in China, so they arranged for me to study in graduate school.

This is where the nightmare begins. Four years of undergraduate study and three years of graduate school entrance examinations, on the one hand, I am happy in English and American language and literature, and on the other hand, I am devoted to the longing for graduate work, but I ignore the ultimate purpose of life, which directly leads to the current tragedy, bowing my head and starting from an obscure small company.

When I graduated in 11 years, it was the time period of economic recovery after the international financial crisis, and I saw that many of the students who returned to China were mixed well, and I was deeply affected in New York. After working for 4 years, I have accumulated some customers, but because of the company's personnel transfer, I haven't slept well these days, and my eyes are red and swollen。。。。。。。

Every day's work is to send emails and make phone calls, but there are many things that sink into the sea. TYPING THE KEYWORD "ELECTRIC SCOOTERS" INTO GOOGLE, IT ALWAYS COMES UP WITH THE BIG COMPANIES THAT APPEAL TO ME, INCLUDING PRIDE. But I hate that my boss is very stubborn, and I'm also a woman, and I like the dynamic music flavor because of their influence, and anyway, there are very few big orders, and none of the companies that seem to be strong have made it。。。。。。。 Unfortunately, there are only one or two companies that can hold it in hand. Some people are going to laugh, the returnee's English cow B, the authentic American language plus the foreign cultural background, such as RAZOR scooter, occupy 80% of the North American market. , here I want to popularize that when RAROR purchased goods in my rival company, it was usually 50 high cabinets per order, and each order would not be less than 500,000 US dollars, and indeed a group of foreign trade salesmen made a fortune and benefited a lot, and some of them bought cars and houses to take root, and have made great progress. But later, the exchange rate of the renminbi against the US dollar fell, and the foreign businessmen handed over the OEM orders to countries such as India and Vietnam, so I was lonely, and I couldn't find a good company for my returnees, which is also a strange phenomenon and a kind of helplessness in my heart. When I was 14 years old, I tried to go to BOOM's Shanghai purchasing office, but unfortunately my salary was only 8,500, and I had little left except for rent and food, so I went back to Hangzhou again.

At that time, I was already 28 years old, and saw that the work of English translation was hopeless, which coincided with our company's recruitment of foreign trade managers, so I applied here to do the North American market, although I have been clearly told that the salary of the sales manager has a lot to do with the commission, and it will depend on the accuracy of the team size to pay the salary in the future, but I prefer to deal with English I am almost in a hurry to do this job with a strong English background, and now it has been four years since I joined the company. Now, four years later, we are still looking for a sales manager...

Hangzhou's business environment is very good, as a sales manager, I have been doing foreign trade for four years, I am anxious, because there is the pressure of performance above, and there is uncertainty of employees below, so I rose up from keywords to rankings, from exhibitions to customer visits, when I face customers myself, that bent smile is always tears, when there is no one, I silently wipe away, I don't think there is a difference between high and low careers, just want to explain how much pressure there is on performance. In all fairness, our boss is pretty nice and formal, and always has an inspirational and encouraging style, but after four years of doing it, I still feel like I've wasted my youth and lost myself.

Returnees, New York, the United States, Uncle Sam, such a background, Let everyone have a high heart, otherwise they will not give up the domestic environment and go away, Another main reason for the depression is that I want to buy a luxury car to play, That's right, salesmen who are slightly sensitive to sales will find good sales to realize their dreams, Find a lever to practice their own platform, in this way, A sense of achievement, decency, stability, etc. are all there. However, I seem to have overlooked the difficulty. First of all, the boss was under pressure from shareholders, etc., and in addition, the cost of running the company itself was there, which meant that I had to find a way to achieve what I wanted.

My English is really authentic, but doing sales is not as simple as being able to speak a few words of English, analysis, speculation, interaction, etc., so I have been working for 4 years, and I am still struggling to type the keyboard here.

Some people will ask, after three years of work, haven't you accumulated your own customers? Yes, I have accumulated 6 customers, but they are all small customers, the order amount of each order is about 40,000 US dollars, and the commission for a year is 80,000 to 100,000 yuan.

What's even more terrifying is that when you do sales in the foreign trade industry, I found an extremely terrible phenomenon, when you have been tracking customers for four years, because there is no deal, in the blink of an eye, you will be replaced by new colleagues to track, I guess he (referring to Wang Sen) has never been abroad at all, it is difficult to adapt to the American culture, although we are implementing a elimination system, he will be eliminated if he can't get out of the order for 1 year, and he shoulders more difficulty than me. From contact to in-depth, with the intensification of competition, more and more people have been recruited into new companies in recent years, many of them have worked in large companies for 20 years, but here, the same competition and hard work。。。。。

My lord is a little confused, I have worked hard for so long, I feel that I can't stand in the foreign trade industry, for example, the opponent Liang's Holdings has decided, for new customers, the business manager has 1% of each commission until this customer does not, such a temptation makes me happy and worried. Of course, I can't blame others for making mistakes in my own judgment, but just because I didn't issue an order, I was so passive, I still made people feel wronged, after all, I really did it with my heart。。。。。。.

Now I'm really in a dilemma, happiness and my older young woman have no chance, retreat to the new business department, everything starts again, I am fragile in my heart, I really feel that there is little hope, now the days are dark, I just hate myself for not getting a few dollars, plus more and more returnees are leftover, I feel a miserable feeling, what am I going to do?

Is it in? Is it retreat? Is it to stay? Is it to leave?

After reading this, everyone looked at Wang Sen in confusion, and Sun Jian interjected: "What are you doing in Li Yan's space?"

Wang Sen shook his head and smiled: "Mountain people have their own tricks。。。。。。 ”

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