Rebirth of the Official Business Route

　　 It is true that agents need certain financial strength to distribute goods and certain distribution channels to control the terminal market, but the most important quality of agents is their marketing ability.

　　The form of expression and the effect achieved by this ad alone made Ye Xiaotong look at Zhang Ke's planning ability. If Ye Xiaotong really suspected Haiyu Company's intention to defraud, how could he enter the office?

　　Haiyu Company's Haizhou office has neither funds nor distribution channels, but its excellent marketing planning ability has solved this problem very well, which naturally makes people believe that its marketing level will not be bad.

Ye Xiaotong spent half a day in the office in the afternoon, watching how Zhang Ke, led by Liu Minghui and others, used their three-inch tongue to describe the broad prospects of digital communications to the communications equipment merchants who came after hearing the news, and encouraged them to provide funds. Haiyu Company came forward to contract Ericsson’s agency rights in Haizhou. In just half a day, the amount of funds intended to cooperate with the office reached 600,000. There are still quite a few people who are hesitant. These people are not suspicious of digital mobile phones. The prospects of the market, but doubts about the office’s proposal of this way of cooperation.

The establishment of the agency system is carried out from the top to the next level. Haiyu Company is uncharacteristically and has not obtained the agency rights, but sturdily develops the terminal market first, and binds the terminal sellers who have been deceived by the news. Go to fight for agency rights.

This is the extraordinary measure that Zhang Ke was forced to take when the office had no funds and no distribution channels. All he could rely on was Haiyu’s shell resources and its three-inch tongue for the digital mobile phone market prospects. description of.

　　 Even if Xu Si was dumbfounded by such results, she had no idea that this advertisement would achieve such a good effect.

　　Before the banquet specially prepared by the office, Ye Xiaotong reported to her boss, the marketing director of Shengxin Trading, what she had experienced the day after she arrived in Haizhou, including Haizhou citizens’ hot discussions on the topic of digital mobile phones.

The solution ability and market planning ability demonstrated by Haiyu Company’s Haizhou Office is precisely what domestic agents generally lack. Ye Xiaotong expressed her attitude on the phone and believes that Haiyu Company’s Haizhou Office will be a very A good collaborator coincided with her cousin, Ye Jianbin, the president of Shengxin Trading, was also present.

What interests Ye Jianbin most is Zhang Ke’s strong confidence in digital communication technology. At the beginning of the year, it was because of his insight into the communication market that he believed that the digital communication system would soon replace the analog communication system, and he persuaded the family members to get it almost desperately. Ericsson’s general agent in East China.

The digital communication network has been put into trial operation in the large and medium-sized cities along the southeast coast in the middle of the year. In the past two or three months, the technical excellence of the analog signal system has not yet been fully demonstrated. Not everyone in the company has enough for him. With the confidence of Ericsson in 1994, the digital phone GH388 launched by Ericsson has an English interface (the GH398 launched by Ericsson in 1995 is the Chinese version of GH388), and marketing is greatly restricted. Hearing his cousin Ye Xiaotong talked about what Haizhou had seen and heard, she had the feeling of meeting a friend, so she immediately decided to include Haiyu Company in the ranks of special agents.

　　 Shengxin Company is Ericsson’s general agent in Eastern China. It has established provincial-level agents in Donghai Province, and it is reasonable that the provincial agents should determine the next-level regional agents. This is a relatively strict total and fractional agency system. In practice, the regional general agent usually directly controls the market in the first-tier cities in the region, and forms a hybrid general and sub-agent system with the provincial level through the development of special agents in order to better control the market.

　　Become a special agent, without a link at the provincial level, and the profits shared by regional agents and regional agents will be much more. The reason why Ye Jianbin made this decision was also because of the slow progress in the promotion of the provincial generation market in Donghai Province, which made him very dissatisfied.

　　 Zhang Ke first met Ye Xiaotong and thought she was a very powerful character. When Ye Xiaotong told him Ye Jianbin's decision before the banquet, he thought she was a very cute woman.

Ye Xiaotong did not forget to add: "You are the first business partner who can decide to cooperate with you as soon as you meet. We are even willing to relax the restrictions on distribution funds. If possible, we will start to discuss detailed cooperation tomorrow morning. The plan, you know, I can’t stay in Haizhou for too long..."

Xu Si felt a little strange. Xie Wanqing handed over the office to her and Zhang Ke did not have half a month to achieve such a result. She was still worried about this month’s utility fees and staff salaries. .

　　 As long as Ericsson’s agency rights in Haizhou are obtained, the cooperation intention reached today can be quickly realized. Hundreds of thousands of intentional funds can flow to Shengxin Company through them, and tens of thousands can be stripped off.

　　The key is to form a good demonstration role, coupled with the smooth acquisition of the agency rights, today those who are optimistic about the prospects of the digital mobile phone market but have doubts about Haiyu's cooperation methods will also plan to have doubts.

Jiang Wei and Yang Yun were both a little stupid. They only then realized that this was only the first official contact between the office and Shengxin Company. Before that, they had always thought that Haiyu Company had already dealt with Shengxin on the issue of agency rights. Xin company reached a preliminary cooperation intention.

　　 Facing this result, they looked at each other, and when they looked at Zhang Ke, they didn't doubt his age at all. This kind of psychological quality that dares to deceive internal employees and convinces internal employees is really not what ordinary people have.

Jiang Wei entered the agency at the age of twenty-two. In the past seven or eight years, she has not been too self-satisfied. Her self-confidence and eyesight is no worse than others. She glanced at Zhang Ke's thin and thin face, and looked very young. Her sharp eyes were confident and calm. The manner of gestures made people feel that he was quite mature. She couldn't help but think: If she had known that the office hadn't contacted Shengxin Company, she probably wouldn't have much confidence in many previous jobs. UU reading www. uukanshu.com

　　 It has only been less than a week since I participated in the interview, and in a week, Zhang Ke did not appear much time, but Jiang Wei had to admit that he was a very contagious and influential person.

　　 Zhang Ke didn't think about what Yang Yun and Jiang Wei thought. He thought that even if he became Ericsson's agent in Haizhou, he would be listed under the name of the provincial representative. He was surprised that he could become Ericsson's contract agent. Haizhou’s economic scale at that time ranked fourth in the province and its market capacity was limited. Zhang Ke estimated that the increase in mobile phone users in the entire Haizhou area in 1994 should be about 5,000, compared to the total of 6.5 million in Haizhou. Population is a very small number, and most of it is the analog signal mobile phone market. In provincial cities, the proportion of mobile phone users in the total number of people is much higher. Haizhou City should be classified outside the first-tier cities in the total fractional agency system.

　　 Zhang Ke guessed that Shengxin Company might be dissatisfied with the Donghai Provincial Generation, but Ye Xiaotong's tone was very tight, and he did not show any dissatisfaction with the Provincial Generation. Zhang Ke tentatively asked: "There is no agent in Xintai City in the north, and the provincial agent does not have a branch there. We supply the goods to the distributors in Xintai City. Isn't it a violation of the boundary?"

The marketing of second- and third-tier cities is the responsibility of the provincial agent. In strict accordance with the total and fractional agency system, even if the regional agent directly develops agents in Haizhou, it must be counted as the provincial agency’s market share and the boundaries between regions. It is also very clear.

　　 But the provincial generation of Donghai Province, the marketing work is very unsatisfactory. Until now, there are still large market gaps that have not been filled. Ye Xiaotong is not commenting on Zhang Ke's question.

　　 Zhang Ke smiled, tacitly.