In the field of commercial housing sales, because the information is completely unequal, buyers are often in a disadvantaged position, several negotiators of Bada Tire Company are very familiar with the general industrial trade, and they also want to treat real estate transactions with the supply and marketing relationship in the industrial trade, thinking that they are consumers, and regard themselves as God, but they don't know that there is no God here!

Lao Wang is even more of a big buyer, "Mr. Shen, not only the price should be greatly discounted, you look at the detailed list of purchase information, we also have a variety of specific requirements for floors and housing structures, and I hope that Changda Real Estate will give careful consideration." ”

"Can Mr. Wang be more explicit?" said Shen Yuehong.

Lao Wang didn't explain directly, but instead asked: "These 700 houses, do you plan to let us buy at will, or how many buildings are sold as a whole?"

"Of course, it is sold as a whole, according to the number of units purchased, how many buildings are given to you, and you can distribute them internally. Shen Yuehong said.

"Why can't you just pick and choose?" asked the chief financial officer of Bada Company.

"You have selected a good location and a good apartment type, who will I sell the rest to?" Shen Yuehong was also polite.

"Don't forget, Bada Company buys 700 houses at one time, where do you find such a big buyer? For such a big customer, you can't provide maximum convenience, what else can you do in this business?" Lao Wang's tone of voice was condescending, a bit of a lesson.

Shen Yuehong didn't eat this set, she once worked as a district manager in a central enterprise, saw the world, and now is the sales director of Changda Group, the annual sales of three or four billion yuan of the group company, most of which come from her planning, only seven hundred houses, three or four billion funds, is not enough for her to shock.

Shen Yuehong didn't think much of Lao Wang's aggressiveness, she smiled contemptuously, Guan Yuntian saw that the negotiation atmosphere was tense, and immediately took over the conversation, "Mr. Wang, doing small business is still about not bullying, whether it is a big buyer or a single buyer, we will treat it equally, and it will never be different from person to person, let alone violate the rules formulated by the company." ”

"Mr. Guan, we are an old relationship, and we are a group buy, you can't use the same set of rules for treating other customers to deal with us, right?" Hearing Guan Yuntian's statement, Lao Wang was even more anxious.

"What Mr. Shen just said, I don't know if you heard it clearly? Anyway, I heard it very clearly, our principle is that in the face of big customers like you, there must be preferential policies, but it depends on the specific situation, and now we can't give a clear answer in general. "Guan Yuntian said.

"In our case, can you be specific about the principles of Changda Real Estate Company?"

"Then I'll repeat what Mr. Shen said, for the 700 houses purchased by Bada Company, we are going to sell a number of buildings as a whole, and then discuss the price discount in detail, which is our general principle. ”

"What do you say, don't let us buy arbitrarily?" Lao Wang stared at Guan Yuntian.

"Mr. Wang, Changda Group and Bada Company have been in an old relationship for many years, and you are a big customer, which is a fact, but please consider it from our point of view, in these real estate projects, if you are allowed to choose at will, who will I sell to those houses with bad floors and locations? You must know that selling houses is bought from farmers' markets

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Vegetables are different, pick the leftover vegetables, I can eat them myself, even if I throw them away, it's not worth a few dollars, if there are dozens of houses left, this thing can't be eaten or drunk, how can I digest it?"

What Guan Yuntian didn't expect was that the routines he learned during the observation and study in the provincial capital some time ago were really of practical significance.

"If it is sold as a whole, how to calculate the price?" said the chief of the financial department of Bada Company has always kept an eye on the property price.

"Formally, several buildings are sold to you as a whole, but the price of each house should be treated on a case-by-case basis, that is, the price of a house of the same size, with different floors and locations, is also different. Shen Yuehong said.

"Isn't that too much trouble?"

"It's not troublesome at all, this is the kind of work we do, think about it, if it weren't for your group buying, wouldn't we still want to sell these houses?" Shen Yuehong said, a pun.

In the face of Guan Yuntian and Shen Yuehong's statement, Lao Wang and the others could no longer make additional requests, "Okay, just follow the method you said, and trade in the way that each building is sold as a whole, and then it's time to talk about price discounts, right?"

"Mr. Wang, I hope you don't understand this as Guan Yuntian doesn't give you face, think about it in turn, if Bada Company builds its own residences, isn't it still facing different combinations of various floors and locations? In addition, in order to facilitate management, I also suggest that you put a number of buildings purchased in the same area, so wouldn't it naturally form a residential area of Bada Company?" Guan Yuntian said.

"Well, that's not bad, and we could even consider setting aside a few of the buildings we bought as separate communities. Wang agreed with this suggestion.

When negotiating the price of the property, because it is a price for one room, it involves 700 houses, and if you talk about it step by step, I am afraid that it will not be able to finish the negotiation in three or five days. Shen Yuehong thinks that it is too wasteful to negotiate on such an occasion, and she suggests that after Changda Real Estate Company marks the price of each house, inform Bada Company of the house price and specific discounts, and then make individual exchanges if there are any objections or conditions at that time.

Lao Wang and others agreed with this suggestion, after all, everyone has their own work, so it is really not worth wasting time senselessly.

Before marking the price of each house, Shen Yuehong asked Guan Yuntian to decide on the discount principle, "Do you think you should give Bada Company a few discounts on group purchases?"

"You ask the finance department to see how much the gross profit of these houses is, the cost can't change, I think it's okay to give them a 6% discount on the gross profit. "Guan Yuntian said.

"My understanding is that this should be the average discount rate, I think that the discount rate of gross profit should be higher than six fold for houses with bad floors and locations, and the discount should be lower for those houses with good floors and good locations. ”

"Yes, according to this principle, you ask the marketing center to get out the price details and report it to Bada Company as soon as possible. ”

"What about ordinary home buyers? It's about to open, so take this opportunity to settle down together. Shen Yuehong said.

"I don't care about the discount rate for ordinary home buyers, you can determine for yourself. ”

Guan Yuntian is very careful to give the sales director a certain amount of autonomy.

Shen Yuehong will not disappoint Guan Yuntian's expectations, although she has a lot of decentralization, she always does her best to fight for the company's maximum interests

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Change. This is the purpose of Guan Yuntian to give a certain proportion of dry shares to the executives, because the dry shares participate in dividends, and the executives will do their best to think about the interests of the whole company.

Several business managers in the marketing center were busy for three days, and finally reported the details of the group purchase price of Bada Company, Shen Yuehong wanted Guan Yuntian to review it, he looked at it casually, and asked the staff to send it directly to Bada Company.

Two days later, Lao Wang brought the two people who participated in the negotiation last time to Guan Yuntian's office, "Let's go to the conference room, it's more spacious." At the same time, Guan Yuntian informed Shen Yuehong to participate in the negotiations.

After sitting down, Guan Yuntian got straight to the point and said, "Mr. Wang, how is it?

Lao Wang was also blunt, "Mr. Guan, your discount is not big!"

"I don't know what your expectations are, but I can tell you clearly, Changda Real Estate has given you 60% of the gross profit, and the company has only left 40% of the gross profit.

"Mr. Guan, it's not like that, are you? Are you willing to give us 60% of the gross profit? Your sentiments are too noble, right?" said Lao Wang teasingly.

This made Guan Yuntian not like to hear it, "You big brother, I want to say that your dog bites Lu Dongbin, it doesn't seem appropriate, but you do get cheap and sell well, and you have been dating for many years, you ask yourself, tire cord cloth, Changda Group supplies you at a price lower than 10% of the market price, saving millions of yuan for Bada Company every year, and now buying a house, and giving you 60% of the gross profit, you are so yin and yang with me." I don't know anything, and I'm not noble, but I'm worthy of you!"

Lao Wang felt that what he had just said was a little inappropriate, so he took it back, "Just kidding you, are you serious?"

"You're kidding, I'm talking about facts, jokes are jokes, facts are facts, yards are yards, that's good. With Lao Wang's words just now, Guan Yuntian said the words that he was holding in his heart.

"So, can't house prices go down any longer?" said Lao Wang.

"If it goes down again, I'll lose money and make money. Guan Yuntian didn't want to explain more.

Shen Yuehong took over the topic, "Mr. Wang, we will give you 60% of the gross profit, which is equivalent to giving you an eight-percent discount on the house price, and this discount is also difficult to find in the country." ”

Lao Wang exchanged glances with his two entourage, and then said, "It is said that real estate is a high-profit industry, so your discount range is not negotiable?"

"Let's not discuss hearsay here, take a step back, even if the profit is high, I have given you 60 percent of the gross profit, what do you want me to do? Do you have to let me do a loss-making business? Don't worry, I will not do such a thing anyway!" Guan Yuntian's attitude was very clear.

"Since Mr. Guan is resolute, then there is nothing to say, you two are representatives of the house purchase, if you have any opinions and requirements, don't just tell me, it's best to put it forward in front of Mr. Guan and Mr. Shen. ”

"Mr. Wang is right, if there is a request, you can mention it casually, except for things that violate the company's principles, other issues can be discussed. ”

(End of chapter)