To become the richest man from the beginning of the game

Chapter 998 Guidelines for Tenda Sales Department

Pei Qian was silent for a moment.

Sure enough, there is still a big gap between this so-called sales job and the sales job I really want.

Pei Qian sorted out his thoughts and said, "Well, you can forget all the previous things."

"These things may be useful in other companies, but I can tell you very clearly that in Tenda, these things are not only useless, but counterproductive, and will only have the opposite effect."

"So, completely forget about it."

"Next, let me talk about a few regulations in the Tenda sales department. You must firmly remember that some of them are prohibitions, that is, they must be strictly enforced, and no one in the department can make an exception. "

Hearing this, Tian Mo hurriedly took out a small notebook from his pocket, ready to record it.

When he was working in an intermediary store, he was criticized twice for sitting dry in meetings. Since then, he has kept the habit of carrying a pen and paper with him.

Pei Qian continued: "First, all salesmen are strictly prohibited from actively contacting customers to promote business, making phone calls, handing out leaflets, etc. are all prohibited, and door visits are absolutely prohibited."

"Only when customers come to ask questions on their own initiative can they answer their questions, and they can only answer truthfully whatever they ask. You must never talk about others and deliberately guide sales content."

"The second rule is that you don't need to deliberately practice the ability to communicate with people. You don't need to learn or train any speaking skills. How you speak normally is how you speak to customers."

"Of course, the most basic courtesy must be there."

"Third, don't maintain the relationship with customers, don't send group messages to greet you during the New Year and holidays, don't share some inexplicable content in your circle of friends, and don't try to get close, because they don't know you well."

"Article [-], there must be no competition among employees in the sales department, no comparisons, and no use of factors such as 'sales crown' and 'performance' to affect the mentality of employees. No comparisons are made in daily or departmental work summaries. "

"Article [-], customer relationship is not a personal relationship. It is strictly forbidden to distinguish between 'your customer' and 'my customer'. Everyone shares customers and serves customers."

"Article [-], the department only has a fixed salary and no commission. The performance of each person is not directly linked to the salary. The specific salary standard will be given to you later."

"Article [-], when introducing to customers, we must focus on the shortcomings and problems of the product, and we must pay attention to the details, and there must be no omissions..."

Tian Mo was seriously recording, but the more he listened, the more he felt that something was wrong, subconsciously raised his head frequently, for fear that he had heard it wrong.

Is this wrong?

All of them run counter to my shallow sales knowledge?

In fact, in a nutshell, the guiding ideology has completely changed.

The traditional concept of the sales department is to mobilize the enthusiasm of employees through various means, let them contact customers more frequently, and establish a relatively close sales network through phone calls, relationship building, etc., so that all sales are crazy ground running performance.

Whether it is the so-called "expanding customer relationship" or "maintaining customer relationship", including meetings within the sales department, team building, public recognition of top sales staff and high bonuses, it is all to mobilize the enthusiasm of the sales staff as much as possible , allowing them to increase competition and capture more business.

The more the salesperson sells, the more the company naturally makes.

The points raised by Mr. Pei are obviously completely contrary to this kind of thinking. To sum it up in one sentence, it is "eating from the big pot".

The salary is a fixed salary without a commission, and the employees won the top sales, let alone an extra bonus, and there is no appraisal or commendation in their daily work.

Moreover, not only do you not need to expand customers, you don’t need to take the initiative to contact customers, and even when customers come to you, you can’t talk about business content or sell them!

After remembering these points, Tian Mo was confused.

On the one hand, he feels that his existing cognition has been subverted, and on the other hand, because after these cognitions have been subverted, he feels a deep confusion: this can’t be done, and that can’t be done, so my sales should be Yes, what else can I do?

After Pei Qian finished speaking, Tian Mo asked, "Uh... Mr. Pei, I have written down everything you said, but I have a question."

"In my understanding, the daily work of sales is to find customers everywhere by making phone calls and handing out leaflets, and then maintain the relationship with customers to sell products."

"Now you say that you can't take the initiative to call, and there is no need to maintain the relationship with the customer. Then... how did the customer come? You can't expect the customer to take the initiative to call me, right?"

"If that's the case, I don't think this department should be called the sales department, but the customer service department..."

Pei Qian was silent for a while, Tian Mo's words really caught him.

Indeed, only replying a few words when customers come to your door, this seems to be what customer service should do...

Pei Qian intends to set up a sales department, hoping to lose money for himself through reverse selling, but it seems a bit wrong if he develops a customer service department after raising it.

You have to find a way to separate the sales department from the customer service department.

The main thing is to give the sales department a way to actively contact customers, and it can't be completely blocked. In that case, it will really become a customer service department.

Of course, this way must not be phone calls, handing out leaflets, etc. This way is too dangerous because the cost is very low.

Now that personal information leaks are so serious on the Internet, you can buy a lot of phone numbers of target customers for just a little money, and call them one by one to harass, add contact information, and sell. With enough calls, you can always get a few customers.

The method of distributing leaflets and other promotions is similar, as long as the number of sales staff is piled up, it will always have a certain effect.

Of course, if the entire sales department has been maintained at a relatively small number of people, for example, there are only a dozen people in total, no matter how much you call and hand out leaflets, the effect will be minimal.

But the problem is that Pei Qian's purpose of setting up this sales department is to spend more money. If there are only a dozen people to support, even if all the benefits are fully paid, how much money can he spend?

Therefore, it is necessary to find a way with a relatively high safety factor, which costs a lot of money and has poor results, so that in the future, we can confidently and boldly recruit people and spend more money.

After Pei Qian thought for a while, he quickly thought of a good way to spend a lot of extra money.

"Of course I've thought about that."

"After you finish the preparatory work, I will allocate money for you to open a store. At that time, all your sales work will be carried out in the store. You don't need to make phone calls or send flyers to contact customers, as long as you are in the store , just wait for customers to come to your door.”

"As for the office area of ​​Shenhua Haojing, it will serve as your headquarters office. The core backbone will work here, and other sales staff will work in the store."

This is what Pei Qian came up with, to open a physical store in case of indecision!

There is no doubt that opening a physical store is one of the most expensive ways to burn money.

Because having a physical store means that there will be various expenses such as rent, water and electricity bills.

Like ordinary telemarketing, the cost required is very low, just find a remote office area, set up dense workstations, each person has a telephone and a computer, and then pay them a basic salary to make them make crazy calls.

But if there is a physical store, it means that there will be various expenses such as rent, water and electricity bills, and for the company's image, the staff must be uniformed and decorated, which will cost a lot.

Of course, Pei Qian had a little bad experience in opening a physical store.

For example, Moyu Internet Cafe, Moyu Takeaway, Managed Gym, etc.

But on the whole, if the physical industry makes money, it can continue to spend the money by opening more stores, and the risks are relatively controllable.

What's more, Sloth Apartment and Headwind Logistics are still losing money, so what are you afraid of?

Therefore, Pei Qian felt that his detailed planning and careful arrangement this time, plus Tian Mo as the person in charge of the entire sales department, should be sure.

When Tian Mo heard that a store was going to open, he nodded slightly, thinking that it was finally normal.

If all the people from the sales department are crowded here, and they don't make phone calls or hand out leaflets, who can find other customers to come to the office building?

If there is a store, customers can at least find a place, which is relatively reasonable.

Moreover, stores can also be regarded as a symbol of strength.

Large housing agency companies like Zhujia Group have stores all over the city, and each store covers a surrounding area, which makes it easier to understand the situation of the entire area, and to target different situations in different cities and regions. Develop different strategies.

Boss Pei didn't say what kind of store he wanted to build, so Tian Mo didn't think too much about it, thinking that it might be the same as the Jujia Group's store.

Pei Qian thought about it for a while. It seems that it will take a while to prepare for a store. The location and decoration of the store, the specific structure inside, and the dress and training of the sales staff are all important. Have to prepare a little bit.

And it is definitely not feasible for Tian Mo to be responsible for these preparations, and some professionals must be arranged.

It's not that these preparations must be done perfectly. The main reason is that Tian Mo doesn't understand anything and prepares too slowly. By then, the sales department has not yet been established, which will delay things too much.

Thinking of this, Pei Qian said to Tian Mo: "Okay, I'll be here first today."

"I've already told you some of the basic rules of the sales department. After you go back, you have to memorize these rules firmly, memorize them verbatim, and keep them in mind at all times. You can't violate them."

"I will arrange other people to carry out preliminary preparations, and I will notify you when I am ready."

Tian Mo was stunned for a moment: "Uh...do you have any other jobs?"

"Other jobs? No." Pei Qian shook his head. "In the short term, all your work is to memorize these contents. I'll do random checks when we meet again next time. If you can't memorize it, it won't work."

Tian Mo nodded quickly: "President Pei, don't worry, I will definitely recite it verbatim!"

After confirming that he had no other tasks, Tian Mo carefully put away the small notebook, and then left Mr. Pei's office.

Although I don't know exactly what kind of plan Mr. Pei has, Tian Mo feels that he doesn't know what's going on. It seems that as long as Mr. Pei's request is fulfilled seriously, all problems will naturally be solved!

Tian Mo walked out of Mr. Pei's office, suddenly feeling full of confidence, and his life was full of hope!

(End of this chapter)