Pei Qian remained silent for a moment.
Indeed, there was still a huge gap between this so-called sales job and the sales job that he really wanted.
Pei Qian sorted out his thoughts and said, "Yes, you can forget everything from before."
"These things might be useful in other companies, but I can tell you very clearly that in Tengda, not only would these things be useless, but they would also backfire and have the opposite effect."
"Therefore, forget them completely."
"Next, I'll talk about a few rules in Tengda's sales department. You have to remember them firmly. A few of them are prohibitions, which means that you cannot violate them. You have to strictly enforce them. No one in the department can be an exception."
Upon hearing this, Tian Mo quickly took out a small notebook and prepared to record it.
Previously, when he was working at the intermediary store, he had been criticized twice for sitting still during meetings. After that, he had maintained the habit of carrying a pen and paper with him.
Pei Qian continued, "First, all sales are strictly prohibited from taking the initiative to contact customers to promote business. Making phone calls, handing out flyers, and so on are all prohibited. Visiting is absolutely prohibited."
"You can only answer customers' questions when they take the initiative to ask. What's more, you can only answer truthfully what customers ask. You can't change the topic and deliberately guide them to the sales content."
"Second, you don't have to deliberately practice your ability to communicate with others. Don't learn or train any speaking skills. Just talk to customers how you usually talk."
"Of course, you have to have the most basic courtesy."
"Third, don't maintain your relationship with customers. Don't send group messages to greet them during the holidays. Don't share some strange content on your WeChat Moments. Don't try to get close to them. They don't know you well."
"Fourth, employees in the sales department cannot have any competitive relationship. They cannot compare with each other. They cannot use factors such as' sales champion 'and' performance 'to affect the employees' mentality. They will not be evaluated daily or in the department's work summary."
"Fifth, customer relationships are not personal relationships. It is strictly prohibited to have a distinction between 'your customer' and 'my customer'. Everyone shares customers and serves customers."
"Sixth, the department only has a fixed salary. There is no commission. Everyone's performance is not directly linked to their salary. I'll give you the specific salary standards later."
"Seventh, when introducing to customers, you have to focus on the shortcomings and problems of the product. You have to do everything in detail and not miss anything …"
Tian Mo had been recording seriously, but the more he listened, the more he felt that something was amiss. He subconsciously looked up, afraid that he had heard wrongly.
Something wasn't right.
All of these were completely contrary to his shallow sales knowledge.
To sum it up, the guiding ideology had completely changed.
The traditional concept of the sales department was to mobilize the enthusiasm of the employees through various means, so that they would contact the customers more frequently. Through making phone calls, building relationships, and other methods, they would establish a relatively tight sales network, so that all the sales people would run crazily for sales results.
Whether it was the so-called "expanding customer relations" or "maintaining customer relations", including the internal meetings of the sales department, team-building, public commendations and high bonuses for the top selling employees, they were all to mobilize the enthusiasm of the sales staff as much as possible, so that they could strengthen the competition and obtain more business.
The more the salespeople sold, the more the company would earn.
The points that Boss Pei had raised were obviously the complete opposite of that line of thought. To sum it up in one sentence, it was' eating from the same big pot '.
The salary was fixed and there was no commission. The employees would not even be evaluated or commended in their daily work, let alone additional bonuses.
What's more, not only did they not need to expand customers or take the initiative to contact customers, they could not even talk about business content and promote it when customers took the initiative to look for them!
Tian Mo was confused after memorizing these points.
On one hand, he felt that his existing understanding had been subverted. On the other hand, it was also because these understandings had been subverted that he felt deeply confused: I can't do this, I can't do that. What else can I do as a salesperson?
After Pei Qian finished speaking, Tian Mo asked, "Er … Boss Pei, I've remembered everything you said, but I have a question."
"From what I understand, the daily job of sales is to find customers by making phone calls, distributing flyers, and the like. Then, they would maintain their relationship with customers and promote products."
"Now that you're saying that I can't take the initiative to make phone calls and there's no need to maintain my relationship with customers, then … how are the customers going to come? I can't expect customers to take the initiative to call me, right? "
"If that's the case, I think this department shouldn't be called the sales department. It should be called the customer service department …"
Pei Qian fell silent for a moment. Tian Mo's words had really stumped him.
Indeed, he would only reply when customers came knocking on his door. That seemed to be what customer service should do …
Pei Qian planned to set up a sales department, hoping to lose money through reverse sales. However, it did not seem right if he raised it to become a customer service department.
He had to think of a way to separate the sales department from the customer service department.
The main thing was to give the sales department a way to contact customers. He could not completely block it. Otherwise, it would really become a customer service department.
Of course, this method could not be through making phone calls, distributing flyers, or the like. This method was too dangerous because the cost was very low.
Now that personal information had been leaked so seriously online, one could buy a large number of target customers' phone numbers with just a little money. It was almost cost-free to call them one by one to harass, add their contact information, and promote them. As long as they gathered manpower and made enough phone calls, they would always be able to pull in a few customers.
The method of distributing flyers and other promotions was similar. As long as the number of sales staff was piled up, there would always be a certain effect.
Of course, if the entire sales department maintained a relatively small number of people, such as a total of more than ten people, the effect would be minimal no matter how many phone calls and flyers were distributed.
However, the problem was that Pei Qian's goal in setting up this sales department was to spend more money. If he only supported more than ten people, how much money could he spend even if he maximized the benefits?
Thus, he had to find a safer way to spend more money. That way, he could boldly recruit people in the future and spend more money.
After thinking for a while, Pei Qian quickly thought of a good way to spend a lot more money.
"Of course, I've thought about that."
"After you finish the preparatory work, I'll 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 have to deliberately make phone calls or distribute flyers to contact customers. You just have to wait for customers to come to the store. "
"As for the office area of Shenhua View, it will be your headquarters office. The core backbones will work here, and the other sales staff will work in the store."
This was the solution that Pei Qian had thought of. Open a physical store when he could not solve anything!
Without a doubt, opening a brick-and-mortar store was the most money-burning option out of all the options.
That was because having a physical store meant that there would be rent, utilities, and other expenses.
For general telemarketers, the cost required was very low. They just needed to find a remote office area, set up a dense number of workstations, and give everyone a phone and a computer. Then, they would be paid a basic salary to make phone calls.
However, if there was a physical store, it would mean that there would be rent, utilities, and other expenses. What's more, for the sake of the company's image, he would have to give the staff uniforms, decorations, and the like. That would cost a lot.
Of course, Pei Qian had a slightly bad experience in opening a physical store.
For example, Fish-Catching Internet Cafe, Fish-Catching Take-Out, Deposit Fitness, and so on.
However, on the whole, if the physical industry made money, they could continue to spend money by opening more stores. The risk was relatively controllable.
What's more, Sloth Apartments and Upwind Logistics had been incurring losses. What was there to be afraid of?
Thus, Pei Qian felt that he should be able to make a detailed plan and meticulous arrangements this time. With Tian Mo as the person-in-charge of the entire sales department, he should be confident.
Tian Mo nodded slightly when he heard that they were going to open a store. He thought that it was finally more normal.
If all the people in the sales department were squeezed here and they did not make any calls or distribute flyers, which customers would be able to find the office building?
If there was a store, customers would at least be able to find a place. That would be more reasonable.
What's more, a store was a symbol of strength.
For a large housing intermediary company like Home Corporation, its stores were spread across various cities. Each store covered an area around it. That would make it easier to understand the situation in the entire area and formulate different strategies for different cities and regions.
Boss Pei did not say what kind of store he wanted to open, so Tian Mo did not think too much about it. He thought that it might be the same as Home Corporation's.
Pei Qian calculated for a while. If he really wanted to set up a shop, it seemed like he would still need some time to prepare. The location of the shop, the renovation, the specific structure, the dressing and training of the sales staff, and so on would all have to be prepared.
It was definitely not possible for Tian Mo to be in charge of these preparations. He had to arrange for some professionals.
It was not that he had to do these preparations perfectly. The main reason was that he was afraid that Tian Mo did not know anything and prepared too slowly. It would be too much of a delay if the sales department had not been established by the time settlement was over.
At that thought, Pei Qian said to Tian Mo, "Alright, that's all for today."
"I've already told you some of the basic rules of the sales department. Once you go back, remember these rules firmly during this period of time. Memorize them word for word and remember them at all times. You can't violate them."
"I'll arrange for the others to carry out the preliminary preparations. I'll inform you when they're ready."
Tian Mo was stunned. "Er … Are there any other jobs?"
"Other jobs? No. " Pei Qian shook his head. "In the short term, all you have to do is to memorize these contents. I'll check them the next time we meet. It won't do if you can't memorize them."
Tian Mo quickly nodded. "Don't worry, Boss Pei. I'll memorize them word for word!"
After confirming that he had no other tasks, Tian Mo carefully put away his notebook and left Boss Pei's office.
He might not know what Boss Pei's plan was but it gave Tian Mo the feeling that it was awesome. It seemed like all problems would naturally be solved as long as he completed Boss Pei's requirements seriously!
Tian Mo walked out of Boss Pei's office and suddenly felt full of confidence. Life was filled with hope!
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