Yu Chang University's major is not marketing, but fine arts, with Chinese painting and calligraphy among the fine arts majors.
There are several reasons why I gave up my major and chose to do sales.
First, the sales entry threshold is the lowest, it is the best way to train yourself, and it is endlessly challenging;
Second, sales work allows you to travel to many places, contact and get to know many people, and grow the fastest;
Third, sales is the fastest and most profitable of all professions. Yu Chang is full of hunger for money;
Fourth, sales work will not affect Yu Chang’s love for art as always.
The Yuxi branch's working time is 8 a.m., a full hour earlier than the Kunming head office. It is said that this is a rule revised after Zhang Tianlai became the general manager.
As for the reason, Yu Chang doesn't care.
July 2, 2012.
Today is the first official day of work. Regarding today’s work tasks, Wen Xiaojuan, the manager of the administrative department, posted them in the group last night. Naturally, the first thing a new employee does when he joins the company is to listen to the general manager’s instructions. This will be the case for new employees in the next few years.
At 8:20, the sales meeting officially started.
Today's meeting was hosted by General Manager Zhang Tian. As Yu Chang thought, he first welcomed his colleagues and then admonished the newcomers. Instead, he named Zhao Yong, the sales director of the Public Security Bureau, and said: "What's going on with the Public Security Bureau business recently? Zhao Yong, as the sales director, please tell me."
The company's business covers four main sectors: education, medical and health, government and enterprise, public security and law. According to the business sectors, the company is divided into four sales departments, namely Group A, Group B, Group C and Group D.
The Public Security Bureau belongs to Group B, Zhao Yong is the sales director of this section, and together with him, there are four sales staff below.
Zhao Yong did not expect that General Manager Zhang Tian would not give any face at all. He named him by name at the beginning. Instantly, his face turned dark. But after all, he is the director of the department. He has stepped from the front line to his current position. How can he do it without two skills and extraordinary abilities?
Zhao Yongdao: "Mr. Zhang, other colleagues in the team were following up on several projects of the Public Prosecution and Legal Affairs Office. I kept track of the progress through work reports every day. There was no problem in the early stage. But when I found a problem, I wanted to When we intervened, it was too late. Party A had already been taken care of by our competitor Shengxin Technology. The bidding control parameters we wrote in the early stage had also been changed beyond recognition by our competitors. The project had been handed over to the bidding agency and we wanted to change the parameters back. It’s no longer possible.”
Not being able to change the parameters back means that the bid cannot be controlled, and being unable to control the bid means that the bid cannot be won. The implication of not being able to win the bid is that the order is lost.
It is not Zhang Tian's personality to lick his face to kill the bid at a low price to gain the opportunity to win the bid at a low price. It can also easily disrupt the market's price system. It is impossible for Zhang Tian to do such an approach of killing one thousand enemies and losing eight hundred to himself.
"As the sales director of the Public Security Bureau, I failed to discover competitors' methods and tricks in time and handle them properly during the team's follow-up of the project. This was my dereliction of duty. At the same time, I was too optimistic and looked down upon these projects in the early stage. Competitor, I am ultimately responsible for being overturned by my competitor..."
Zhao Yong first explained the overview of the project, and then self-examined, self-criticized, and made a lot of recommendations here and there. Yu Chang listened in confusion, and his only feeling was that Zhao Yong was very capable of speaking, and he spoke well. It was one thing after another.
Sure enough, by the time Zhao Yong finished speaking, Zhang Tianqiang's anger had subsided by half.
Zhang Tian knows best what kind of person Zhao Yong is. He has already done self-examination, so it is not easy to criticize him anymore, not to mention that in front of so many people and so many newcomers, he has to step down for Zhao Yong.
After taking a sip of tea, Zhang Tian continued: "A project worth more than six million yuan has considerable profits. It is a pity to lose it, but one learns from each step. I hope other departments will learn from it and not do the same in the future. We will always do this." To the point of despising the opponent strategically and paying attention to the opponent tactically. If you win, you will toast to celebrate, and if you lose, you will fight to save your opponent."
"Let's talk about what other projects the Public Security Bureau and the Procuratorate have this year." Zhang Tian continued.
Zhao Yong saw that General Manager Zhang Tianwei did not scold him again, his face gradually softened, and he said: "Public Procuratorate, this year is the second year of the launch of the 'Smart Court' project, and the provincial quota was just lowered last year, and the construction has been completed. Local authorities With reference to provincial standards, we also completed the overall fund budget at the beginning of the year and are preparing to complete procurement and construction within this year. The smart court project in the second half of the year will be one of the key projects of Group B."
"The areas under my jurisdiction now include Echeng, Jiangcheng, Chengshi, Haishi, and Ta District. Construction will be completed this year, with a total budget of about 15 million. In addition, the judicial systems of several counties and cities have network Projects such as the construction of a monitoring and supervision management platform and the construction of a civilized law enforcement system for the public security system are expected to total around 22 million, but we will discuss this project later because this year’s budget is not in place, so procurement is unlikely.”
"How confident is the smart court project?" Zhang Tian asked.
Zhao Yongdao: "The public security and judicial system business has always been the company's strength. We have successful experience in delivery in many places, and we also have mature manufacturers and mature products to cooperate. There is no big problem in winning the smart court project. This time, the 6 million project was Xin Technology cut off Hu because of my carelessness. I, Zhao Yong, will never make such a mistake again."
"Okay, I'll take this as your military order. If you lose the smart court project, I'll take it from you." Zhang Tian finally set the tone.
"In addition, product selection and delivery plan discussions must be based on local realities and adjustments and modifications must be made to meet the actual needs of customers."
The company has qualified product managers and mature engineers, so there will naturally be no problems in project delivery. The reason why Zhang Tian said this is actually for newcomers. How much they can understand depends on their personal understanding.
During this process, Zhao Yong proposed the funding requirements for the project. After hearing the figures he mentioned, Zhang Tian frowned slightly, but still agreed.
Then Zhang Tian said again: "Regarding the construction of the network monitoring and supervision platform of the judicial system and the construction of the civilized law enforcement system of the public security system, please also talk about your plans and intentions in as much detail as possible. Although the bidding and procurement will not be completed this year, we can enter in advance. It’s not a bad thing to build a foundation. Let these rookies listen too.”
The rookies naturally refer to Yu Chang and others.
This was Zhao Yong's strong point. He could not speak quickly, but he spent nearly ten minutes talking about a lot of plans and plans. At this time, Yu Chang could not fully understand.
I just wrote down a few sets of keywords.
1. Customer relationship comes first, and getting customers starts with establishing relationships;
2. Discover needs, discover pain points, dig deep into the pain points, and propose solutions;
3. Plan demonstration, product demonstration, write plan, and write bid control parameters;
4. Ensure that the program parameters are not modified by competitors.
As for details such as how to win over customers and build customer relationships; how to dig deep into pain points and come up with solutions, Zhao Yong did not go into details at the meeting.
However, through Zhao Yong's introduction, Yu Chang understood a truth: Only if the customer uses our solution and ensures that the bid control parameters are not modified, the company can successfully win the bid.
At this time, Yu Chang and others did not know what bid control parameters were, what customer relationships were, nor what it meant to win over customers.
I don’t know that in addition to bidding control parameters, there is another important link in bidding and procurement: the bidding agency structure.
After Zhao Yong's introduction, the other sales directors in charge of medical and health, education, government and enterprises also introduced the project progress in their respective regions, but they only talked about it lightly in one or two words, and Yu Chang did not extract much valuable information.
At the end of the meeting, Zhang Tian once again hosted and welcomed the six newcomers. Yes, in addition to Yu Chang, Li Ming, Yang Qinghong, Song Yujia, and Fang Lin, there was also a newcomer, Xue Bin.
After the meeting, the company's product manager introduced himself and proposed a product knowledge training plan for the next three months.
"Hello everyone, I am Fan Hai, the product manager in charge of the government and enterprise departments of the company. In the next two weeks, I will lead you to learn this product knowledge." Fan Hai's voice is very magnetic and extremely comfortable to the ears, a bit like Voice actor.
"The company's product hardware for the government and enterprise industry includes a series of products such as copiers, printers, switches, firewalls, traditional PCs, cloud desktops, routing, monitoring, emergency broadcasts, etc. The software application supports customer-customized development software and script simulation trial development. To satisfy customers Providing good solutions to customers’ needs is the first lesson for our product learning.”
"Everyone should know that the company is divided into four business sectors, namely government and enterprise, medical and health, education, public security and law. The products of the four major business sectors have common features and independent characteristics. In the next three months , you will understand one by one.”
I have to say that Fan Hai’s voice is really nice. As a product manager, he is responsible for product explanations and speeches. His voice is likely to arouse the favor and resonance of customers. This is an innate talent that is difficult to imitate.
In the next two weeks, Fan Hai trained in the morning and afternoon, and took written tests from 7 to 9 pm. Of course, the results were not made public, and no one knew the results of each other among the six.
But from the subtle changes in Fan Hai's eyes when he looked at everyone, Yu Chang still caught some clues.
Products involve many fields and divisions. Yu Chang University majored in fine arts. It was difficult to learn these product knowledge for the first time. In the early stage, I could only memorize them by rote. It was impossible to master them. Therefore, compared with Li The gap between Ming and Song Yujia gradually became apparent.
The more obvious difference is that at the end of the fourth week of training, Li Ming orally described what he had learned from the four weeks and incorporated his own thoughts and understandings.
Listening to Li Ming's dictation, Yu Chang found that he had almost forgotten what he had learned in the previous two weeks, and even failed to fully understand almost 60% of the learning content.
While marveling at Fatty's extraordinary ability to remember, understand, and integrate things, Yu Chang felt a little beat up and confused in his heart.
