It was also the first day of work after New Year's Day.

JIAN WEN RECEIVED BRAKE HOSE SAMPLES AND INTENT ORDERS FROM PAKISTANI CUSTOMERS FROM YIWU EARLY IN THE MORNING.

In the process of international trade contact, customers often inquire from several suppliers at the same time, but his samples are generally only sent to the one with the most cooperation intentions.

Receiving the customer's sample means that it is half the success, as long as the price, quality, delivery time and other aspects can be negotiated, the order can be truly determined.

This is the biggest progress made so far by the six foreign trade salesmen of Lingyun Industry!

It is worth mentioning that although this Pakistani customer was contacted by Jian Wen, it was Lin Yao who really won him.

At the morning meeting, Lin Yun proposed that Lin Yao assign some of her customers to different salesmen to deal with.

Unlike the previous time when Jian Wen was asked to help make the contract, these customers were directly assigned to the salesmen, which was equivalent to practicing for them, but the performance of these customers was not theirs, and of course Lin Yao's.

Everyone looked at each other.

This not only means that the foreign trade salesmen will start to do day jobs in the future, but also means that a small half of Lin Yao's upcoming commission has flown away.

Lin Yun's gaze turned around on everyone, and with a cold expression, he reached out to take the cigarette case and lighter on the conference table.

She took a cigarette, lowered her head and smoked it, and said, "I have seen your work performance during this time. You must know that you are a salesman and not a quotation clerk, waiting for customers to inquire all day long, and then quote a price and everything will be fine, so it is not okay! ”

None of the six foreign trade salesmen squeaked.

They do send so-called development letters everywhere every day, and after receiving inquiries from customers, they are done with the price.

As Lin Yun said, there has been no progress.

Except for Jian Wen, the other salesmen are no longer novices, but the company/factory they worked in was completely different from Lingyun Industrial, and it would not work according to the original set.

Lin Yun dusted off his cigarette ash and continued: "Don't think that it's easier to do documentary than business, if you can't even do the work of documentary trading, why take orders from customers?" ”

How many development letters does a buyer receive per day? How many RFQs are sent? How many quotations do you receive in the end? Not to mention thousands, hundreds, but at least dozens of copies.

The price of Lingyun Industrial is not necessarily the highest, but it is certainly not the lowest, how can it stand out from many suppliers?

It's really not an easy task.

But Lin Yao was able to win the order, in just a few months, there were so many large and small orders in her hands that the number of people on the side could not come, why?

Some of these orders were won by virtue of Chairman Qin's friendship with customers, but it was impossible to win so many orders with the word "friendship" alone.

Overseas buyers are not philanthropists, they come to China to purchase, the ultimate purpose is for profit!

Otherwise, why didn't Chairman Qin take orders in the company based on friendship, but went to work in a large enterprise?

It can be seen that Lin Yao won orders one after another, relying on strength.

Where does her strength come from?

Lin Yao was just the most ordinary internal staff at the beginning, and the internal staff was a handyman and errand.

Later, Lin Yun asked her to do copying, that is, to help Lin Yun process orders.

At that time, she couldn't speak or hear English, and when she received a call from a foreigner, her face was flushed and she stammered.

Of course, with Jian Wen here, Lin Yao was not the only one who felt nervous and couldn't speak, and the other five foreign trade salesmen also had similar feelings.

At first, everyone thought that the delay in business development was due to their poor email writing or lack of English proficiency, which was a communication problem.

After the incident of the Pakistani customer, they finally realized that they could not win the order with their fluent English alone.

English is only a foundation, they also need to have a certain level of understanding of the product, the process, and the supplier, so that they will not be ignorant when facing customers, and it is possible to get orders from customers.

Therefore, regardless of whether these "old customer" orders are counted as performance or not, they will first send out a few batches of goods to practice their hands, and then they will have experience when they really face customers.

Lin Yun and the salesmen quickly reached a consensus.

Lin Yun twisted out the cigarette butt, glanced sideways at Lin Yao, who had been silent, and said; "Xiaolin, you assign the customers in hand before you get off work today."

Lin Yao nodded, "No problem." ”

Lin Yun breathed a sigh of relief, "The meeting is over!" ”

******

After the morning meeting, Lin Yun called Lin Yao into her office.

Lin Yun smoked a cigarette and squinted his eyes, as if thinking about how to speak.

"If I arrange it like this, will you be unwilling?"

Lin Yao asked with a puzzled expression, "What do you mean?" ”

If Lin Yun really asked for her opinion, he should have discussed it with her before the meeting, not after the meeting.

Now that it's all a foregone conclusion, what's the point of asking her if she's willing or not?

Of course, this can show that Lin Yun didn't care about her feelings at all.

The expression on Lin Yun's face was a little embarrassed, and she smiled self-deprecatingly, "I mean, are you willing to let you share the customers in your hands with others?" ”

That's a good question.

Lin Yao has many customers and orders, but after distributing them to six foreign trade salesmen, there are not many.

Not long ago, in order to let Lin Yao feel at ease to make a merchant, Lin Yun also offered to give her a commission.

Although it is only 0.2%, in the long run, her loss is not small.

For Lin Yao, it was impossible to be happy, but it was not to the point of being unwilling.

In her opinion, there are two sides to everything.

After she divided a part of her old customers, she undoubtedly suffered a loss from the moment.

Every order she won put in a lot of effort, even if it was just a trial order, it required countless phone calls, email communication, sending samples back and forth, and repeatedly negotiating the terms of the contract.

According to Lin Yun's previous commission plan, she can only get a commission after the shipment is successfully shipped and the payment is settled with the customer. Now most of her customers have not yet been shipped, so she will be busy in vain.

But Lin Yao knew very well that she was not completely at a loss.

After all, her time and energy are limited, and no matter how efficient she is, she can't handle an infinite workload.

Although now, the workload brought to her by these customers is not beyond her processing capacity, but in the future, not only will the orders of these customers increase, but also the number of new customers and new orders, and one day she will not be able to handle it.

Instead of being scrambling and getting dizzy in the future, it's better to plan ahead.

What's more, she has extra time and energy to fully tap the potential of customers and develop more new customers.

The key customer focus is much stronger than the beard and eyebrows!

Lin Yao had a plan in her heart, she straightened her waist and said, "Frankly, I'm a little unwilling. But since you're looking for me, you'll at least give me the initiative, right? ”

Lin Yun didn't seem to expect her to say so directly, and the expression on her face was a little unnatural, "That's for sure, and Mr. Wen and SAADH's orders will definitely continue to be handed over to you." I hope that each salesman has one or two customers on hand, and the others are not required. ”

It means that the largest customers are still Lin Yao's, and how the small customers are distributed is up to her.

Hearing Lin Yun say this, the big stone in Lin Yao's heart finally fell to the ground, and she could take this opportunity to justifiably divide some small customers who spent a lot of energy but gained little!

"Understood." Lin Yao smiled slightly, "Then let me tell you about my plan, do you think it's okay?" ”

After Lin Yao filtered it in his mind, he listed more than a dozen customers on the spot, made an allocation, and analyzed them to Lin Yun.

First of all, she assigned a customer from Mi who had been in contact for a while and had not yet formally negotiated with Jian Wen, on the grounds that Jian Wen had the highest level of English and had no barriers to communication with Mi customers. Coupled with Jian Wen's newly talked about customers in Pakistan, she has two intended customers.

Next, she assigned a neon country customer who was about to negotiate and a Wanwan customer who had placed an order but had not yet shipped to Zheng Yuning. The reason is that Zheng Yuning's spoken English is relatively weak, and the English level of this Neon Country customer is comparable to her, and Wanwan's customer communicates in Chinese.

Several other foreign trade salesmen have also been assigned to customers who are about to place orders or have already placed orders.

The customer's distribution plan is based on Lin Yao's previous proposal to hand over a country's market to a salesman.

Lin Yun felt that this distribution method was very good, so good that it exceeded her expectations.

She added: "However, if they don't understand it then, you have to take them with you." ”

Lin Yao knew that this was the real reason why Lin Yun was talking to her, "No problem." ”

Although she is just a small merchandiser, Lingyun Industry is a whole to the outside world, and it is impossible for her to watch her colleagues make a fool of themselves and stand idly by, nor can she watch the company's interests suffer.

Lin Yun was overjoyed in his heart, but his face didn't show it, "Then do it!" ”

In this way, she no longer has to worry about these foreign trade salesmen doing nothing all day long.

Over time, the salesmen's work ability will definitely be improved, just like Lin Yao, or even more than Lin Yao!

So the distribution plan was decided.

Lin Yun and Lin Yao didn't realize at this time that Lin Yun had already begun to hand over the work of business personnel to Lin Yao to assign and arrange.