World Financial Center, Manhattan, New York, Merrill Lynch Securities Center Sales Department 3rd Branch Office

"Hi, Django, I'm Mannes, assistant manager, this is Marbury, this is Phoenix, this is our head Mr. wood, our third branch is a newly opened department, from now on, the future of Merrill Lynch Securities is pinned on the third branch of our central sales department, and now I invite Mr. wood to speak to you......" Manness, the assistant manager with a freckled face, has a white shirt on her upper body and a black tube skirt on her bottom, and her towering chest and plump figure have obviously become the only bright spot in this open office.

Named Marbury is a capable black guy, looks very shy, this guy is a graduate of Columbia Business School, on the weekend of the stockbroker license exam in the examination room, and Jiang Yelin has a relationship, the so-called Series7 exam, also known as the national securities broker license exam, a total of 250 multiple-choice questions, 70% correct answers are considered to be pass, after two weeks of intensive review, Jiang Yelin's pass guò exam score is 80% correct, And this Marbury classmate's grades are astonishing 90% correct, and the two of them didn't expect to be assigned to a sales department.

Phoenix is the only senior employee of the third division, a high-talent student who graduated from the Wharton School of Business, has been in Merrill Lynch for a year and a half, and has originally become an A-level salesperson in the central sales department, but not long ago, because of a serious mistake, a VIP customer who opened an account with Merrill Lynch denied that he bought 20,000 shares of an industrial company through Guò Phoenix's telephone entrustment, and the price of the stock on the New York Stock Exchange has recently fallen by 12%. The unjust lawsuit became a headless case without a recording of the phone call, and it was Phoenix who suffered, of course, who was demoted and assigned to work in the newly created Third Division.

Mr. Wood is a short middle-aged fat man with a gloomy face, the airport above his head shows that the master has entered middle age, as the manager of GroupIIi, Mr. Wood's recent love is very low, Merrill Lynch does not raise idlers, has worked hard in the company for 20 years, from the elite of the business school in his 20s, to now after several ups and downs, not only lost the opportunity to be a senior manager of the sales department of the competition center, but was also assigned to the 16th floor to form this GroupIII, the performance indicators are equivalent to a huge stone, along with the 300-square-foot office, left Wood breathless.

"Well, Christmas and New Year's Day were fun, weren't they? Sue you! We GroupIII is now a blank slate from scratch, today is the first working day of 93 years, as soon as I open my eyes in the morning, guess what I see? "Wood is clearly not enlivening the meeting,

"Listen to me! The first division has more than 100 employees and junior intermediate senior managers, and the second division also has a team of more than 60 people...... Ugly words ahead, who is dragging his feet, I will not show mercy, Merrill Lynch Securities' job position, there are countless candidates waiting to join the company to grab it! ”

Wood's thinking is obviously a bit divergent, the former sentence is still asking others to guess what he woke up in the morning and saw, the latter sentence has crackled to the embarrassing status quo of the third division, in fact, it is also said that the huge 16 floors, looking glamorous from the outside, Merrill Lynch's central business department and research branch each occupy half of the floor, but specific to the newly established Group III, there is only a mere 300 square feet of office space, a fax machine, a photocopier, A telephone extension on each person's desk, a straight-line telephone in the manager's office, a row of old cabinets, an IBM computer terminal per person, plus a calculator and a dozen sticky notes, are almost all the belongings of the third division.

That one...... Manager Wood, what did you say you woke up in the morning and saw? It can't be the heads of the swaggering salesmen of the first and second parts, right? "The black guy Marbury is obviously a serious fellow, and what Wood said about the first and second parts did not give him any impetus, but the young man pondered, and when Manager Wood opened his eyes, he saw what he saw, and when he entered the door, his face was stretched and the atmosphere was so solemn.

"What's going on in your kid's head? GroupIII has me and I can't fall down, you two will follow me in the future, watch more and talk less about studying hard, Mr. wood wakes up every morning and of course sees Mrs. Wood, otherwise things will be messed up, right? With a pencil in his mouth, Phoenix sat in a chair no different from lying down, and because of the cramped office space, there was no need for things like conference rooms and conference tables, and now everyone was sitting in Wood's office.

"Well, how many managers does our Group III have? Phoenix, it's not too late to say that when you're the manager, now, Django and Marbury, including yourself, you really have to listen to Mr. Wood first, Django and Marbury are newcomers, don't accidentally ask you to take the ditch, but I've heard that some people have been assigned here because of some mistakes? Maneth, assistant manager, interrupted Phoenix in displeasure.

"Don't do it under my nose, of course I, the manager of the third division, have the final say, Phoenix, you are an old employee to be a good role model, I still appreciate your business ability, but you don't keep the door in your mouth and often cause trouble, Django and Marbury don't understand the business, they all learn from Phoenix, Mannie, you keep an eye on other departments for me, we are the third division, the organizational structure is parallel to the level of the first and second divisions, we don't take ourselves seriously, Others won't take us seriously! ”

Wood has been immersed in the securities industry for 20 years, although Phoenix's previous cousin in the first division is good, his personality is too rough, and he is not cautious enough, so he will be assigned to his own hands, but he is still very much looking forward to Phoenix's salesman talent, not only to run the horse, but also not to threaten the authority of his manager, there are many doorways in the workplace, the only advantage of the third division, I am afraid that the soldiers are outnumbered, and there is no situation where the star salesman is high and threatens the leadership.

"The profit of the central sales department in the fourth quarter of last year was 12 million US dollars, and the annual performance exceeded 50 million US dollars, of which the first business completed 30 million, and the second department completed 20 million, this year is the new year, the research department believes that the major indexes of the US stock market will rise by 15%-40%, so the profit index of the central sales department is 75 million US dollars, one of which bears 40 million, the second department bears 30 million, and the profit target of our third department is 5 million US dollars! With the current establishment of 5 people in our department, we should create a value of 1 million US dollars per person for the company! That's the number I can see when I wake up in the morning! ”

Wood's heavy words almost didn't make a room of subordinates fall from the chair to the ground, the output value of 1 million per capita is unknown, and it is actually necessary to complete a net profit of one million per capita, how can Nima's anti-heaven indicator be calculated, Phoenix was the first to shout, "I said, isn't this nonsense?" I want to make a net profit of 1 million a year, and the major securities companies are crying and shouting that they want to hire me to do it for them, do I need to suffer this crime in this business branch of only 5 people? ”

When Phoenix joined the sales department, the annual salary was 50,000 US dollars, and half a year later, he was promoted from a D-level salesman to a C-level salesman, and the annual salary rose to 70,000 US dollars, and then a year later, he was promoted to a B-level salesman, and the annual salary rose to 90,000 US dollars. So this guy was the first to jump.

"A net profit target of $5 million? This is simply outrageous, even if every penny we make is a profit, according to the current amount of Merrill Lynch trading commissions, $7 per transaction for online transactions, $17 for each telephone entrustment, $27 per transaction for broker assistance, $20 per transaction for a compromise, then we have to complete 250,000 transactions a year, 50,000 transactions per capita, even if it is 300 working days a year, on average we GroupIII have to complete 800 transactions per working day...... This is on top of a commission of $20 per trade...... How is this possible? ”

Marbury, a top student in the business school, obviously did a good job, and quickly quantitatively decomposed the indicator of 5 million into how many transactions to be completed on average every working day, but as soon as Marbury's voice fell, Phoenix had already snorted in his nose, "The account is not so simple to calculate, in addition to each transaction commission, there is also a transaction commission per share, more than 1,000 shares, each share will be charged 3 cents of the transaction commission, if the cumulative number of shares traded in a year reaches 160 million shares, Then the commission of 3 cents per share alone adds up, which is enough for 5 million commission income! ”

"160 million shares? Phoenix, do you think we can make a turnover of 160 million shares in a year on the basis that we don't have a single customer empty-handed? On average, 550,000 shares are traded every working day, and when you step into the office in the morning, you owe 100,000 shares for the day's trading volume! "Marbury's ability to break down numbers is a must, and when he said this, Miss Mannie, assistant to the manager, felt that her whole head was buzzing and her head was swollen!

"There are a total of five people in the third sales department, and I, the manager, also have to take the lead, I claim the target of 1.5 million, Phoenix you have the target of 1.3 million, Marbury and Django are the new trainee salesmen, each with the target of 1.1 million...... Mannie, the assistant manager, is also everyone's assistant and secretary...... Be content with you, change to other managers, and all the indicators will be broken down to the salesman's head! "What about Wood, although his appearance is rubbed a little, his heart is not bad, and the third sales department wants to make a name for himself, as the head, he can't get anything out of his performance, and he can't convince the public at all!