The results of the first day were disappointing.

The six people and three groups were divided into five final negotiations, one of which was only one at the bottom of the negotiation, and the other two groups each negotiated two.

Faced with this result, Sun Yaoliang did not criticize them, after all, they are all novices, and it is good to be able to negotiate in such a short time, even if it is just one.

However, he did not deliberately praise anyone, but listened carefully to their detailed accounts of the negotiation process, each group of people said how they talked to each other, what kind of reaction the other party had, and so on.

In response to this result, Sun Yaoliang waited for them to finish speaking, and analyzed some of their problems during the negotiation one by one, pointing out where the mistakes were made in the conversation, what was wrong with the way they spoke, and what their expressions and demeanor should be like at that time.

Although he gave a demonstration today, as a qualified salesman, he must be flexible in his work, know how to read words and colors, and absolutely not follow the step-by-step process.

Everyone's personality, temperament, and thoughts are different, and there are never two people in this world who are exactly the same. In the face of this reality, sales must also be individualized.

Someone has said that an excellent salesman is actually an excellent psychologist, who has a good judgment on people's mentality, and it is precisely because of this that he can use different sales methods to achieve the desired goals in the face of different customer groups.

These young people have just stepped into this industry, and there are still many things to learn, but under the teaching of Sun Yaoliang, an excellent "teacher", the day of success will not be too far away.

The summary meeting didn't end until 7 o'clock in the evening, and after it was over, Sun Yaoliang paid for everyone to go down to the restaurant to have a good meal, thinking that they would "open" today to congratulate them.

When toasting at the restaurant, Sun Yaoliang told them that today is just the beginning, and the first step of the Long March has just begun, and then everyone should make persistent efforts, reflect on the mistakes made today, carefully ponder every word he said, and strive to do a good job in sales.

Sun Yaoliang promised that as long as the sales task is completed, not only their salaries and bonuses are guaranteed, but he will also give everyone an unexpected surprise.

Sun Yaoliang's ability is extremely strong in this era, and he is also a very good professional in supply and marketing. In addition, Sun Yaoliang is good at agitation, and understands the psychology of these people, his needle of chicken blood and painting cakes for everyone immediately made everyone excited, high-pitched and energetic, and shouted that tomorrow will be better than today, please see their actual performance.

The means of sales have been used, and the next thing is to look at these young people, Sun Yaoliang is confident enough to open up the situation from this aspect.

But after the situation is opened, there are many things to do in addition to sales, the first of which is the logistics problem.

At present, there is no urban distribution service in China, the real urban distribution in the country to form a model or after 2000, at present, the logistics is basically their own solution, large enterprises have their own fleet, small enterprises can only use some professional freight company services.

Zhang Jianguo is doing this line, and it is also because of this reason that the market's demand for logistics has gradually increased, which has made the current transportation market in short supply.

In the early 80s, transportation was a very good business, ordinary people were bold enough to take out a loan to buy a car and run transportation, and they could earn back the capital in a year, and it was not a problem to become a 10,000 yuan household in the second year, and it was also possible to do a good job of tens of thousands of yuan.

The scale of Nandu's enterprise is not small, and the main factory also has a fleet of its own, and there are several large and small cars, which are mainly used to serve the Nandu General Factory on weekdays. In the past, the business of pulling goods on the side of the first branch was usually cooperated, after all, the business volume of the first branch was not large, and it would not have any impact on the main factory.

But now it's different, Song Yuanchao didn't plan to use Nandu's fleet to serve a branch factory from the beginning, first, the team does not belong to a branch factory but to the main factory, even if he is the deputy director of the main factory, he can't manage the team because of the reason in charge.

If the use of the fleet of cars is cumbersome, it is often necessary to schedule at least two to three days in advance, and if it happens to meet the temporary urgent needs of the head office, it is necessary to meet the needs of the head office and then consider a branch plant, so that the daylily is cold.

Second, because of the change of the current sales model, the follow-up transportation will be very frequent, logistics is for sales services, the supply chain is a whole, if the logistics can not keep up with or restricted people, then there is no follow-up sales demand.

For this reason, Song Yuanchao and Sun Yaoliang discussed and adopted two models, the first model was to recruit transportation personnel from the society in the name of the sales company, and these transportation personnel were responsible for distribution with board trucks (tricycles).

Although the loading rate of this vehicle is not large, a board car (tricycle) is at most loaded with about 25-30 pieces of goods, but the problem is that such transportation is still more convenient for the current targeted customer groups, after all, there are not many cigarette paper shops that can enter 100 pieces of goods at one time, and not everyone is willing to jointly purchase goods, some people have this idea, naturally there will be other ideas, this is a normal thing, in the face of such a group of about ten pieces of goods per store at most, A board truck (tricycle) is loaded with these, and it is just right to deliver three or four at a time.

And these cars are also very convenient to run, in many old areas of Jinling small alleys there are no big cars can not get in, but such cars are more suitable.

In this way, in addition to continuing to recruit suitable salesmen, the sales company also recruited a group of transportation and distribution personnel for scooters (tricycles), thus forming a relatively alternative fleet.

In addition to this arrangement, automobile transportation is also necessary, Song Yuanchao has such resources in Shanghai, so he directly called Zhang Jianguo's side, and signed a transportation contract with Zhang Jianguo's fleet in the name of the sales company, so that he transferred two trucks from Shanghai to serve the transportation of a branch factory.

In this way, the overall cost is not high, because according to Sun Yaoliang's suggestion, the sales price was reformulated, and the intermediate profits of the original supply and marketing cooperatives were eliminated, which not only gave part of the profit to the terminal sales, but also increased the original sales profit.

The increased profit is enough to cover the transportation cost, if the follow-up business volume continues to rise, the overall transportation cost will also decline accordingly, and the overall profit will exceed after reaching a certain amount, which is a very simple reason.

Thursday, July 8.

Today is the day when a branch factory officially takes over the order, Song Yuanchao did not stay in his office, and when he arrived at the factory early in the morning, he and Sun Yaoliang came directly to an office not far from the factory director's office.

This was originally a utility room, the area is not large, it is less than eight square meters, Guo Baosheng mentioned this room when Song Yuanchao wanted to arrange an office for Tao Tao before, but in the end, Tao Tao still set the office in the laboratory behind the warehouse, and did not fancy here.

After Sun Yaoliang came, the supply and marketing were separated, coupled with the establishment of the sales company, Sun Yaoliang and these people were not suitable for working in a big office with others, so Song Yuanchao asked Guo Baosheng to clean up this room, find a few tables and chairs to put on them, and then pull a few telephones (a straight line and a few extensions), so that it became the temporary office location of the sales company.

The area of the room is not large, and there are already three tables and chairs, which makes it a little tight.

Sun Yaoliang and Song Yuanchao stood on the side, and there were three female comrades sitting at the table and chair, these three female comrades were carefully selected from within the first branch, they were all about thirty to forty years old, had a certain amount of cultural knowledge, were sensitive in thinking, spoke clearly, had neat hands and feet, and worked carefully and carefully.

The three of them used to work in the packaging room of the workshop, and after the recommendation of the workshop and the passing of Sun Yaoliang's interview, they were temporarily transferred from the workshop to the sales company.

Compared to working in the workshop, it is much better to work here. The workshop is a worker, but here they sit in the office, although their identity is still a worker, but no matter what, they can barely be regarded as office personnel, and they are all happy to learn that they have been selected.

The three of them work mainly as customer service, of course, there is no customer service yet, and they use the name of "clerk".

Since it is customer service, the job is to be responsible for answering the phone, recording the customer and order needs on the other end of the phone, and then confirming the recorded content, and then summarizing it according to Sun Yaoliang's requirements after it is correct, and making tabulations according to the regional classification of the salesman before getting off work, the form is in triplicate, one is retained by the office, one is handed over to the responsible salesman for safekeeping, and one is transferred to the distribution side for scheduling arrangements, so that the next day's distribution arrangements can be made.

At present, the six salesmen are no longer grouped, and after two days of group training, Sun Yaoliang dismantled all of them and arranged specific areas for each.

Sun Yaoliang previously divided the entire Jinling into 11 sales areas, and at present, in addition to the five sales areas in the suburbs, the six sales areas in the urban area are exactly one person in charge of one piece.

Sun Yaoliang adopted the mode of first easy and then difficult, and first completed all the five areas of the urban area, after all, in terms of the entire Jinling market, most of the overall market is within the urban area, and the business volume in the suburbs is not much.

Of course, this does not mean that the suburbs can give up, but for the time being, there must always be a priority in doing things, and now the urban area can't take care of it, and it is not too late to deal with the problems in the suburbs after the business in the urban area is stable.

It's 8:25 in the morning, and it's time to go to work after 8:30, and the three female comrades are all in place, each of them has a telephone in front of them, and the thick slips on the table are ready, as well as paper, pens, and abacus.

The room was quiet, only the sound of their breathing could be faintly heard, and everyone was waiting quietly, and at the same time there was a little expectation and anxiety.

As the minutes passed, the quartz clock hanging on the wall walked silently, and when the hands passed half past eight, there was still no movement. Song Yuanchao glanced at Sun Yaoliang, who was a little nervous beside him, and gently patted him on the shoulder and gave him a patient look, Sun Yaoliang nodded, and was about to say something, when suddenly a phone rang.