Chapter 17 Layout Planning

Opportunity is reserved for those who are prepared, and this age-old saying never goes out of style!

The career of a salesperson is a long journey, slow or sick, where is the next stop?

Wang Sen took Bing'er's hand and walked out of the house, the dark night shrouded space, the street lamps of the trail brightly illuminated every passerby, and the rush of coming and going made people feel adrift.

Where is tomorrow?

The breeze was blowing, and the moon was still spinning, and suddenly it broke through the clouds, and in an instant, I couldn't see my fingers.

At the end, the cries of vendors came and went, "Changsha stinky tofu", "Zhanjiang oysters", "squid silk", 。。。。。 The sound came from afar, closely, the cries of tenants moving, "Be careful, there's a corner here," 。。。。。。。。

Everyone is concerned about their own interests, if you are a salesman, do you run over to ask for a bowl of "Changsha stinky tofu" when you hear it, when you see the delicate carton and plastic bag packaging for you to take a copy with you, are you satisfied。。。。。

Each vendor satisfies the customer's appetite with their own products in exquisite design, and this sincere way of doing in advance is the law of the ages.

But from a marketing perspective, it's just limited buying implications, but when you're a leader, you're going to make a decision, and that's a high-level buying implication?

Do you have an active and committable market research? Do you know the differentiation of your product's design concept, what is the customer's experience, how to lay out the plan, who are your customers, who are your partners? Where is your paranoia? Where is your adaptability and strategy? Do you plan to take advantage of the situation? Your customer's industry background and annual sales?。。。。。。。。。。。。。。。。。。。。。。。。

The most important thing is your attitude!!

Does your profession live up to the role of an expert? What kind of background does your work experience bring to a job? If you were to enter the French market, would you have a deep fear of your unfamiliarity with French that would make you regress?

Is the role of sales inherently a deep-seated challenge? Winning and losing is a daily routine, Do you have any frustration? Are you planning to change careers? Are you at a loss? If you insist on doing sales, can you charge the front line like Zhang Fei vs. Lu Bu?

Players like yours are also competing for this piece of cake, hope? Disappointed? Despair? Helpless? Have you ever had any of these。。。。。。。。

Wang Sen looked at himself objectively like this, and didn't speak for a long time, Bing'er gently pulled Wang Sen's sleeve and said, "What do you want?"

"Now that the arrow is ready to be sent, I have to send it, I am out of the way," Wang Sen replied softly.

"What are you talking about, what are you talking about?" asked Bing'er.

"Actually, attitude is everything, but it's so important to be with different people and understand each other's needs," Wang Sen replied.

"Why are you off work, are you still thinking about this? Shall we go grocery shopping and cook food? What would you like to eat tonight?" Bing'er asked.

"Bing'er, after I think about it for another 10 minutes, I suddenly think of something very important. Wang Sen said.

"The two of us have a French ALAIN customer who has $2 million in orders a year, and I'm thinking about how you and I can stand out and get customers... Wang Sen said.

Bing'er said softly, "Hehehe, I've been thinking about it for a while, we are self-motivated, but our opponents are also very strong, and I am also thinking about where this opportunity is." Bing'er replied.

"What do you think of Tong Ping, I think his old way just makes up for our impulsiveness, and he has a deep foundation in this industry, if he comes out, I think we have a 90% chance of winning. ”

"Why?" Bing'er asked.

"I don't ask why, Tong Ping has too many fierce generals around him, his personal social experience spans finance, sales and technology, and after-sales experience, if he can come out, I am sure of victory," Wang Sen replied, He continued,

"For such a successful person, he has too many contacts, whether you are cynical, or high-minded, and trembling and silent, he can recognize this sincerity, but the salesman only accepts the expertise of the scooter's selling point, and then gives a standard standard in combination with the financial budget, which means that everyone has the same starting point, the difference is, when a newcomer fully embraces these, he applies these skills in the field and an industry expert to match, how far can he/she go?"

Wang Sen continued, "Tong Ping is familiar with the strict assessment system, he knows under what circumstances, which salesmen do not meet the standards, which salesmen have potential, this skill is very powerful, when he faces the customer, he can get the customer's hole cards." ”

"I haven't thought about this, but all foreign trade salesmen are talking about catties, sales tasks, commission ratios, basic salaries, company systems, do you think these are helpful to you?" asked Bing'er.

"You've got a lot of brains, and this kind of motivation, when we imagine a situation where we're talking to a customer, the motivation of the customer, and the endless flow of new ideas, that's the basis for the elimination and the stay. And most importantly, we were short of money, and I gave it up for an ideal tomorrow. Wang Sen returned.

"You're thinking so far ahead, to be honest, I don't understand marketing, but as soon as I think of you, I feel like the world is in my hands, and I don't want to touch these things, I just want to lean on your shoulder, and I'm done. Bing'er said softly.

"Bing'er, I am so happy to meet you, but it is precisely your affection, I must plant our seeds well, lay out this market, and wait until the golden autumn and October, we will receive a lot of fruits, I will definitely break through the predicament, I am a man, I must be responsible for a man!, no matter how early or late this wealth comes, no matter how many customers I contact, I must strengthen the conversion rate. This philosophical relationship between ice and fire is composed of subjective and objective conditions, and I can only do what Zhuge Liang said, planning things in people, and achieving things in heaven. ”

Bing'er's eyes moistened.

Wang Sen continued: "I have selected more than 100 inquiries in our hands, why do I target Alian, because I found that he communicates with you with a lot of French, I just know a little French, the point of the problem is, I have checked his website, he sells products to Carrefour, so this customer volume is very large, from now on, you send me a copy of your communication with his email, I want to see the news and entertainment he pays attention to, let me find some ideas." ”

On May 8th, today received a message from the French customer from ALIAN: Je vais être chez vous le Mai 16 pour le discussion étant le distributeur français . (On May 16th, I will come to your company to discuss the cooperation of the agent.) ）

Huangtian really lived up to his wishes, and after receiving this message, Bing'er asked, "Sen, what do you think we have to prepare to welcome this customer?" ”

WANG SEN SAID, "THIS CUSTOMER'S SUPPLY CHAIN IS CARREFOUR SUPERMARKET, THE CORE OF THE MANAGEMENT OF THIS VALUE CHAIN IS WHOLESALE, WE WANT TO FOCUS ON RESTRUCTURING THE ADVANTAGES OF 4P, (PRODUCTS, PROMOTION, LOCATION AND PRICE, PROMOTION, PLACE PRICE), WHICH IS VERY CONDUCIVE TO US TO DEFEAT OUR OPPONENTS, TO PUT IT SIMPLY, WE WANT TO MAKE OUR PRODUCTS AND COMMUNICATION CAN BECOME AN INTEGRAL PART OF THE WHOLE OF CUSTOMERS ENTERING CARREFOUR, SO WE'RE GOING TO PLAN THIS KIND OF VALUE CHAIN INTEGRATION, SUCH AS CREATING A NEW VALUE NETWORK, AND I WANT YOU TO TAKE THE LEAD IN FINDING A TECHNICIAN TO FORM A NEW VIRTUAL ORGANIZATION, WHICH IS RESPONSIBLE FOR ALAIN'S AFTER-SALES AND FOLLOW-UP, REMOVING SOME UNNECESSARY VERBOSITY, AND THEN FOCUSING ON DEALING WITH ALAIN."

"Okay, but when will he come?"

"Okay, I'm going to ask Wei Yi to translate ALAIN's product manuals and related documents together, and if you need something in French, I'll come to you. WANG SEN THEN ADDED, "OUR COMPETITOR IS MAINLY LIANG'S HOLDINGS, PLEASE ASK SUN JIAN TO CALL QIANQIAN, AND ASK HER TO PAY ATTENTION TO WHICH SALESMEN AND LEADERS OF LIANG'S HOLDINGS ARE COMING TO RECEIVE ALAIN,。。。。。。。。。。。。。。 Eh, no, you are busy with the matter at hand, I'll talk to Sun Jian, it's better for me to talk about this matter, you concentrate on the translation of your documents, don't forget to ask Wei Yi to go to the house for dinner tonight. ”

Wang Sen understands that this kind of favoritism can't be too obvious, and if Qianqian pays attention to this matter wholeheartedly, it will have a very bad impact on her career. BESIDES, QIANQIAN HAS NO OBLIGATION TO HELP LIKE THIS, BUT PEOPLE IN THIS SOCIETY, THERE ARE INTERPERSONAL RELATIONSHIPS EVERYWHERE, AND FRIENDS EVERYWHERE, THINKING OF THIS, WANG SEN CALLED SUN JIAN, "THERE IS A FRENCH CUSTOMER NAMED ALAIN WHO IS COMING TO HANGZHOU IN THE NEAR FUTURE, AND THE GUEST TOLD ME THAT HIS FORM INCLUDES LIANG'S HOLDINGS, CAN YOU LET QIANQIAN PAY ATTENTION TO WHICH SALESMAN IS FOLLOWING UP, WHETHER IT INCLUDES ZHOU HUA." ”

Soon received a message from Qianqian to Sun Jian, saying that the company has 2 customers who are coming to the company for inspection in the near future, which country is the customer, the company has strict management, I don't know, I only know that Zhou Hua took the lead to meet these 2 customers.

This kind of information has some value, but it is not very valuable.

On May 10th, the sky was clear.

The time was approaching, Wang Sen heard Sun Jian say that Qianqian's best friend was working as a foreign trade salesman in Liang's Holdings, Wang Sen had a plan, and tried to ask Sun Jian to find an interface to invite Lulu to have dinner together, Sun Jian thought for a long time, and said that he could invite Lulu to come over for dinner under the pretext of Sun Jian's birthday.

A group of them sat around a round table in a hot pot restaurant, drinking and eating hot pot.

Sun Jian said: "Today is my birthday, it is not easy for everyone to get together, I hope everyone has a good meal, not drunk and not returned! ”

Qianqian said: "This is my best friend Lulu, these are Sun Jian's friends... ”

Wang Sen interjected: "Slow down, your introduction is too general, can you tell your girlfriend's occupation and hobbies, it seems that a few of you here are single, or create benefits for everyone." ”

Qianqian said: "Yo, okay, Lulu, a salesman of the international department of Liang's Holdings, speaks English fluently, and is now single." ”

Wang Sen noticed Lulu's shy look, and said, "It turns out that everyone is engaged in foreign trade, by the way, which market are you responsible for the company?"

Lulu replied, "My company's market is not specifically allocated, that is, everyone will divide a batch of customers in their own hands, and then do their own thing, what about you?"

Wang Sen said, "We allocate according to the region, so as to prevent duplication of guest resources, or the customers in hand will be handled by Zhang San today, and Li Si will be handled tomorrow, how to talk about commissions in the future." ”

"That's a great assignment of yours, I followed a French client a year ago, but somehow, another colleague of mine got in touch with that client, and now that client is assigned to her, and I've been following it for half a year. Lulu chimed in.

"Your French customer is very good, did you lose a lot of commission, tell me, if you do it, how much commission can you get?" Wang Sen interjected.

"When I was with this customer, his business volume was very large, and it was said that he had an annual order volume of 2 million US dollars, but unfortunately, this customer was not in my hands, and I was unwilling to hear that this customer was about to come to our company for inspection. Lulu chimed in.

Seeing the urgency of the situation, Wang Sen said, "I heard that our boss Zhou Hua went to your company to be the director, didn't you report this situation to him? At least you have to share the commission with her, this salesman should have been in your company longer than you, otherwise how could you assign customers to her." ”

Lulu said, "On the contrary, this salesman has only been in the company for 3 months, and it was Zhou Hua who forced me to give this customer to her, and I heard that Zhou Hua took her with all his might. ”

"Life is unsatisfactory, nine times out of ten, forget these unhappy things, come and toast," Wang Sen said with a smile.

What should come must come, what should go must go, Is it a passerby? Is it a hero? Is it a hero? Is it a hero?

There is always a knot in time, which makes people think of it in the twilight, and gently pass away last year.

This time, Wang Sen's opponent turned out to be Zhou Hua, and the former boss became today's opponent, maybe tomorrow's enemy.

Does Zhou Hua know Wang Sen? Does Wang Sen know Zhou Hua?

Do you have to wait until May 16 to see the winners and losers, is it crossing the river by feeling the stones? It is a frank walking avenue!

This kind of gentle message gently struck Wang Sen's heart, Do you hear the pulsating and pulsating sound, like a war drum, Is it advancing? Is it retreat?

This kind of pulse sound made Wang Sen look at this state of affairs cautiously?

Here and now? Here and now? Here and now?

Restless? Or is it calm as a mirror?

I have worked with Zhou Hua, and what impressed Wang Sen the most was his subtlety, his shrewdness, his tenacity, and the kind of strength that his softness exuded.

You don't know what he's saying, because he's going to veto what he's said.

He used to be Tong Ping's favorite general, but because of Wu Tong's joining, he left and went to Liang's Holdings.

Suddenly, Tong Ping is Zhou Hua's nemesis!

Thinking of this, Wang Sen came to Tong Ping's office!

Wang Sen said straight to the point: "Mr. Tong, the French ALAIN customer came to our company on May 16 for inspection, but my opponent is Zhou Hua, can you give me some suggestions?"

Tong Ping said with sophistication, "That king eight lambs。。。。。。。。。。。。。。。。。。 ”

Wang Sen's eyes lit up, and he suddenly felt like a rabbit!

What did Tong Ping say to Wang Sen? Does Tong Ping's suggestion capture the lifeline?

(Readers, the author is on a business trip to Europe, and the update is slow, I hope you understand)