For two or three days in a row, an hour before getting off work, Zhou Jianping appeared on time in the doorman's office of the meat factory, in order to eliminate people's disgust, although Zhou Jianping himself did not smoke, he brought a pack of cigarettes every time, and gave one to each person after entering the house, and the rest of the cigarettes were thrown on the table for people to smoke casually, and he himself sat down to read the newspaper.

At about ten o'clock in the morning of the fourth day, Zhou Jianping came to the doorman's office again, and when he was saluting with the people present, the person called the squad leader asked him, "Haven't you seen your friend yet?" ”

"It is said that he is on a business trip, and I don't know when he will come back, so I will wait for him here."

"What department is your friend? What is your name? ”

Zhou Jianping reported the name of the salesman in the supply department, and the other party was very enthusiastic, "I know this person, why don't I use the internal phone to help you ask their colleagues in the department?" ”

"Thank you, don't bother, they're on a business trip, and their colleagues in the department don't necessarily know when he's back, I'm not in a hurry, I'll wait for him here." If I'm here to disturb your work, I'll wait outside the door. Zhou Jianping looked very conscious.

"No, you're not bothering us here, please." As he spoke, the squad leader handed Zhou Jianping a stack of newspapers of the day.

Zhou Jianping obviously felt that the box of cigarettes he brought every day played a great role.

At half past eleven o'clock in the afternoon, the crowd of people who got off work poured out of the factory gate, and after about ten minutes, the squad leader patted Zhou Jianping on the shoulder, "Look, isn't that the friend you are looking for?" It seems that he has returned from a business trip, and he is on his way home from work. ”

Zhou Jianping looked from the window in the direction of the squad leader's finger, it was a young man in his thirties wearing a gray people's uniform, he stood up with a swish, "Yes, it's him!" Actually, he didn't know the salesman at all.

Walking quickly out of the doorman's office, Zhou Jianping strode after the man in the gray people's suit, but he did not catch up, but deliberately kept a distance of more than ten meters from the person.

When he arrived at the staff residential area, the gray people's clothes turned into the second unit of Building 10, and Zhou Jianping remembered this address.

At half past six in the evening, the sky was completely dark, Zhou Jianping came out of the small hotel, bought some cigarettes, alcohol, fruits and other gifts in the nearby store, and arrived in front of Building 10, it was already more than seven o'clock in the evening, he asked a few people who were playing chess under the street lamp about the floor where the salesman of Kesong lived, "Xiao Song, his family lives in Unit 2 501." ”

After Zhou Jianping thanked him, he went up to the fifth floor with the gift and knocked a few times on the door of 501, "Who?" The one who opened the door was the young man in the gray people's uniform that Zhou Jianping saw at noon.

"May I ask if this is the home of the salesman who supplies Kesong?" Zhou Jianping pretended not to know each other.

"I ----, you----? Looking for me? ”

"Oh, it looks like you're the one I'm looking for, I wonder if you can let me into the house and talk?"

"Oh, of course, please come in!"

This is also an old-style building, but both the area and the furnishings in the house are far worse than the house of Ma Xingwei's house, the area of this house is about 40 square meters, except for the entrance hall and living room, there is only one living room in it.

The hostess accompanied the children to do their homework in the back room, and the guest and the host sat down on two wooden chairs, "Which unit are you from?" What are you looking for me for? The host asked.

"Salesman Song, I am a new salesman from the sales department of a subsidiary of Huaxing Light Industry Machinery Factory, my name is Zhou Jianping, the first time I met, a little courtesy, not a respect." As he spoke, Zhou Jianping put the bag he was carrying in front of his master.

As soon as he heard the subsidiary of Huaxing Light Industry Machinery Factory, the owner immediately understood the other party's intention, although he did not have a good impression of the sales staff of that unit, he wanted not to give Zhou Jianping a good face, as the saying goes, the official does not give gifts, seeing the gift handed over by Zhou Jianping's hands, the master's tone of voice was calmer, "You are a new salesman, how did you find me here?" None of your previous colleagues have met me a few times, and they can't possibly know that I live here. ”

"I'll tell you the truth, I've been here for a few days, and after many inquiries, I learned that you are in charge of purchasing additives produced by our company, and I was afraid of causing you inconvenience, so I didn't go to the supply department of the factory to visit. In order to get to know you, I went to the doorman's office of the meat factory to wait for you for four or five days, and they asked me why I didn't go directly to the supply department to find you, and I lied that you were on a business trip and didn't know when you would come back, so I had to wait at the gate of the factory. ”

"Really? You go to the doorman's office for a few days on end, aren't you afraid that those people will bother you? ”

"Salesman Song, I never smoke myself, but I bring a pack of cigarettes every day and put it on the desk in the doorman's office to smoke casually. The squad leader said that he knew you, and he wanted to help me call you in the supply department, but I said that you didn't come back from a business trip, so he didn't call you. When I got off work at noon today, I was reading the newspaper, and the squad leader pointed to a man in a gray people's uniform and told me that you had returned from a business trip and were on your way home from work. It was through his guidance that I got to know you, and when I came out of the janitor's office, I followed you until you turned into Unit 2 of Building 10, and I knew where your family lived. Zhou Jianping told his story.

"Ouch! It's the first time I've seen a salesperson like you, and it's the first time I've heard of this kind of thing. I admire your work ethic. Lao Song was infected by Zhou Jianping's actions.

"When we met for the first time, I called my brother Gao Pan, but the society pays attention to this, we are all young people, my age should be younger than you, call you Brother Song, I don't know if it is offensive?" The experience of the past few years, and Zhou Jianping has also read a lot of books, he has long been familiar with how to connect with people.

"Where does the word offense begin? We are all running business, people in the society interact with each other, according to age, it is normal to call brothers and sisters, call positions, you and I are ordinary employees, there is no official and half a job, if you don't call Mr. like Hong Kong and Taiwan, others feel funny when they hear it, and they are not used to each other. "Old Song seems to be an open-minded person.

"Brother Song is well-informed, I have just set foot in the sales business, and I will ask for more advice in the future."

"Don't dare to advise. May I ask Brother Zhou, why did you come to me? Lao Song obviously asked knowingly.

Zhou Jianping was not in a hurry, "It's okay, I mainly want to get to know Brother Song when I look for you." ”

"Oh----, how are your company's sales now?"

"Averagely, it's okay, although we have lost some old customers, but we have developed a new batch of customers." Zhou Jianping can't just show his hole cards.

The next conversation is all about some unrelated topics, and Zhou Jianping doesn't say a word about business.

Zhou Jianping was stunned on the surface, but Lao Song couldn't hold his breath, "Your unit has always been our supplier before. ”

"Really? I haven't been in the sales department for long, and no one has told me about it. ”

"Do you know why we don't use your products now?"

"I don't know, maybe the quality of our products is not good, or the price is too high, and the products are not treated well by customers, but for these reasons, is there any other reason?" Zhou Jianping deliberately pretended not to know.

"On the contrary, the quality of your products is the most stable, and the price is not the highest." Old Song Dao.

"Oh----, in that case, why were our products still driven out by the Red Star Meat Factory?"

"As I said just now, I admire Brother Zhou's work attitude, otherwise I wouldn't have told you this."

"Thank you Brother Song for looking up to me, the younger brother is flattered, please make it clear to the eldest brother."

"In fact, your products have quality advantages and the price is not expensive, but you are poor in after-sales service, and you are never willing to communicate with customers."

"Can Big Brother be specific?"

"For example, in the production process of our workshop, in order to make it easier to use the ingredients, we proposed to change the small packaging, and change the packaging of 25 kilograms to 10 kilograms, and your sales staff did not agree with anything, I don't know if they are troublesome, or your company's production workshop is troublesome. In addition, your salespeople are not willing to listen to user feedback at all, they are self-righteous, they can't meet me twice a year, and they don't talk about business except for drinking. The more Lao Song spoke, the more angry he became.

"These people have almost no business philosophy, they think that doing sales is as simple as operating machines on the shop floor, and they don't know that this is dealing with people, let alone that sales is to serve users. In the company, these people sit in the sales department office, like a bunch of uncles, and feel good about themselves. Zhou Jianping said.

"You're right, their philosophy doesn't work, they don't have a sense of service at all. Now is not a few years ago that planned economy era, the policy is liberalized, the range of user choices is wide, people don't need to hang on your tree, you are not willing to make changes according to the user's requirements, the user will abandon you, who is willing to meet my requirements, I will use whose products, things are as simple as that! ”

"My brother's words made me deeply educated, and the key to doing sales is to have service concept and service awareness. However, I would like to tell my brother a news, our unit is also changing, some time ago, the company formulated a new sales policy, put forward new requirements for sales personnel. ”

"Oh, no wonder even Lao Fang came to me in person. But in my contact with them, I didn't see any changes! Old Song Dao.

"Didn't I say it, they are used to being a master, it is not easy to make them change their ideas and consciousness, now it seems that the company's new policies and new measures can only treat the symptoms but not the root cause, this is the concept and consciousness."

"Brother Zhou, you have put so much effort into finding me, through this conversation just now, I think you are different from other people in your sales department, what did you do before?"

"Don't hide it from Brother Song, I am a temporary worker in the unit, to put it bluntly, I am a wage earner, I just talked about concept and awareness, because I had two or three years of business experience a few years ago, so I have personal experience in this area."

"No wonder, it seems that Brother Zhou came prepared this time!"

"Why did Brother Song say this? I don't know what you're talking about. ”