Although the agents are pure businessmen, the business must also follow the principle of not having both fish and bear's paws, otherwise, business cannot be discussed.

Hearing that Guan Yuntian was going to reduce the increase in the agency fee, the older agent couldn't sit still, "Mr. Guan, you have agreed to increase the agency fee by ten percent on the existing basis, do you want to break your word?"

"I didn't give you any promises at all, how can I talk about breaking my word?" Guan Yuntian spread his hands.

"What you have promised before, now you have to change, isn't this called breaking your word?"

"Then don't blame me, I blame you for being obedient and only focusing on information that is beneficial to you, and you don't listen to a word of those words that are not good for you. As you can testify, what I said was that we could increase the agency fee by 10 percent on the existing basis, but at the same time reduce the settlement period to one month, which means that I agree to your request on the condition that I agree. Now, if you don't agree to my conditions, of course I have to retract what I said, how can this be called breaking my word?"

The other party was asked speechless, the scene was silent again, and after more than a minute, the female agent said: "Mr. Guan, colleagues, let me make a suggestion, or let's each take half a step back, what do you think?"

Without waiting for Guan Yuntian to speak, an agent asked, "Each of them took half a step back, what do you mean?"

"Mr. Guan has agreed to adjust the settlement cycle to two months, can we increase the agency fee from the existing basis by 10% to an increase of 5%?"

"......?" the rest of the agents all cast suspicious glances at the colleague, not understanding how the colleague could be biased towards the other.

The lady, of course, sensed the doubts of her peers, explained: " The purpose of our trip, one is to congratulate the new project of Changda Pharmaceutical Company, in addition, I also want to discuss with Mr. Guan about increasing the agency fee, in principle, Mr. Guan has agreed, but now the problem is in the settlement cycle, Mr. Guan asked to compress the settlement cycle to one month, the requirements are indeed too high, at our request, he also agreed to adjust the settlement cycle to two months, since the other party has taken half a step back, I think we should also respond, otherwise, how to talk about it?"

No one wants to lose the benefits in hand, to reduce the agency fee promised by Guan Yuntian, several agents are very distressed, but if they can't reach an agreement, the business can't be negotiated, there is nothing, it seems that the female agent knows this truth best, several of her peers only see the benefits, but they turn a blind eye to the obligations they should bear.

After listening to the lady's explanation, although the other agents did not refute, no one agreed, seeing this situation, Guan Yuntian Cui asked: "Everyone, do you think this lady is reasonable? Anyway, I think it is reasonable." In business negotiations, you can't just think about your own interests, if you ignore the demands of your partners, you can't negotiate business!"

Guan Yuntian was reminding the other party that if they didn't make concessions, they would not be qualified to be agents of Changda Pharmaceutical Company!

"Mr. Guan, I want to know, if we can't reach an agreement between us, who else will act as an agent for Changda Pharmaceutical Company's drugs?" said a young agent, somewhat provocative.

Guan Yuntian is not there

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Meaning the other party's words, he smiled contemptuously, "Maybe you don't know the development history of Changda Group, we have always cherished the cooperative relationship with any business partner, and always take into account the interests and concerns of the other party, but we also need to be respected." After all, China's market is so big, as long as the cooperation conditions we give are attractive enough, to find suitable agents throughout the country, is not an impossible task, and I am familiar with the sales ability of Mr. Shen, that is, the sales director of Changda Group, I have full confidence. ”

Guan Yuntian's words may have been a little heavy, and the oldest agent hurriedly explained: "Mr. Guan, you are serious, we have absolutely no intention of coercing." ”

"There is no best, Changda Pharmaceutical Company has been cooperating with the agents for three or four years, we can be regarded as old friends, why can't we continue to cooperate happily?"

"In fact, we are here this time to better continue to cooperate with Changda Pharmaceutical Company, maybe some words are a bit too much, and please ask Mr. Guan Haihan. ”

"It's nothing, since we are friends, let it pass if we say it, and it won't have any impact on the cooperation between us. The question is, what is the attitude of the few of you towards this lady's suggestion?" Guan Yuntian said.

Faced with this problem again, it was really unavoidable, and the oldest agent looked at the others, "What do you think?

"I also agree with this suggestion, but our liquidity will indeed face greater pressure, and the work will be much more difficult in the future!"

"Yes, that's what I thought too, but the sudden increase in liquidity pressure caught us off guard. ”

Guan Yuntian knew their purpose, but he didn't think so, "Isn't it just to increase a little liquidity?

"Ouch, Mr. Guan, don't you know that how dare we compare with a large group company like you! Liquidity is like a Mount Everest in front of us!"

"As for saying that it is so serious? After all, you are also a well-known local drug wholesaler, how can financial institutions give you some face? ”

"You mean a bank loan, right? Of course, there is face, but the loan needs to pay interest!"

Guan Yuntian laughed out loud and teased: "This friend is really good at telling jokes, bank loans do not pay interest, and other financial institutions serve you for nothing! If there is such a good thing, you can also introduce a few to us." Changda Group's normal working capital loans are several billion yuan, and the interest we pay for this is as high as hundreds of millions of yuan every year, but isn't the profit we can earn for the enterprise by using these working capitals? What is so terrible about this!

The agents exchanged glances with each other, it seems, they really have nothing to say, the oldest agent Zou frowned, "Mr. Guan, we made a special trip to Changda Group, just to cooperate with you more extensively, so there is no doubt about the sincerity of our cooperation, but after the settlement cycle is compressed, it does increase the pressure on our working capital." You said

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Yes, the income and pay are related, in the future the agent variety has increased, the income of the agent will definitely increase accordingly, everyone, the increase in liquidity pressure, let's find a way to deal with it. ”

Failed to form a united front, several of the agents were a little discouraged, but they were helpless. Guan Yuntian remained silent, he wanted to see how these people ended.

After a minute or two, the agents expressed their positions one after another, and finally accepted Guan Yuntian's conditions one by one. Guan Yuntian has a characteristic, for any business negotiation, he must be-for-tat, based on reason, once an agreement is reached, he is very considerate of the other party's difficulties, in some details do not care with the other party, his principle is to suffer in the clear, do not care with you, does not mean that he does not know what is going on. It is with this way of doing things that it has won the goodwill of many partners over the years.

After listening to the statements of the agents, Guan Yuntian picked up the wine glass again and suggested to the sales director opposite: "Mr. Shen, let's respect the guests alone, you start from that side, and I start from this side." ”

After a lap, Guan Yuntian drank his cup of wine, and after the waiter poured his cup full, he asked to fill the guests' cups, and then raised his glass and said: "Changda Group has developed to the present, it is inseparable from the support of friends, and today's new pharmaceutical project has been put into production, and we feel very honored to have your visit, and I respect everyone with Mr. Shen!"

After putting down the wine glass, Guan Yuntian continued: "Changda Pharmaceutical Company can cooperate with you, and we have reached a further consensus just now, which shows that we have a good fate, although the business negotiations just now are more serious, but things should be one yard to one yard, since the two sides are partners, as long as they cooperate sincerely, in the future in the actual operation process, if you encounter specific difficulties, such as not being able to settle on time and other problems, you will explain the situation clearly to Mr. Shen in advance, and we will not embarrass you." ”

"That's great! To keep the details out to the two CEOs, we haven't dealt with financial institutions before, and working capital loans are probably not so easy to handle. Regarding Guan Yuntian's statement, an agent seemed a little overjoyed.

Shen Yuehong hurriedly explained: "What Mr. Guan showed is just an attitude of Changda Group towards partners, and you had better find a way to solve the matter of liquidity, otherwise, it will be meaningless to talk about it for a long time just now." Besides, although Mr. Guan gave me power, this right is limited. ”

Guan Yuntian also further clarified his meaning, "Where do you want to go? The specific difficulties I mentioned refer to the temporary shortage of funds and turnover difficulties in you, explain the situation to Mr. Shen in advance, and the settlement time can be postponed for three to five days, and it is by no means not in accordance with the conditions we just discussed." In addition, based on our long-term experience in dealing with financial institutions, banks support the working capital required for the normal operation of enterprises, and as long as the procedures are complete, working capital loans are not as difficult as imagined. ”

"Mr. Guan has done his best to be benevolent and righteous, let's go back and find a way to solve the problem of liquidity. The rest of the agents don't seem to want to dwell on these details.

Guan Yuntian immediately took it, "Everyone cleans the snow in front of the door, this is the best." We have been in contact with the pharmaceutical industry earlier than us, and have worked hard in the field of pharmaceutical circulation for many years, so we must know a lot of information about the pharmaceutical market, if we can provide one or two to Changda Group, even if it is paid, we will be grateful!"

......

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