Rebirth of the Official Business Route

It is true that an agent needs a certain amount of financial strength to distribute goods and a certain distribution channel to control the terminal market, but the most important quality of an agent is the marketing ability.

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

Haizhou Office of Haiyu Company 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 and Liu Minghui and others used their three-inch tongues to describe the broad prospects of digital communications to the communication equipment businessmen who came after hearing the news, and encouraged them to provide funds. Haiyu Company came forward to contract Ericsson's agency in Haizhou area. In just half a day, the intentional funds willing to cooperate with the office reached 600,000 yuan. There are still quite a few people who are hesitant. These people are not suspicious of digital mobile phones. market prospects, but doubts about the Office's proposed approach to cooperation.

The establishment of the agency system is carried out from top to bottom. Haiyu Company, uncharacteristically, has not yet obtained the agency right, but it first develops the terminal market and bundles the terminal sellers who have been deceived by the news. Then go for the agency.

This is an extraordinary measure that Zhang Ke was forced to take when the office had neither funds nor distribution channels. description of.

Even Xu Si was dumbfounded by such a result, she couldn't have expected this ad to achieve such a good effect.

Before the dinner specially prepared by the office, Ye Xiaotong reported to her boss, the marketing director of Shengxin Trading, what she had seen and heard the day after she arrived in Haizhou, including the heated discussions among Haizhou citizens on the topic of digital mobile phones.

The ability to solve solutions and market planning demonstrated by the Haizhou Office of Haiyu Company is exactly what domestic agents currently lack. Ye Xiaotong expressed her attitude on the phone, believing that Haizhou Office of Haiyu Company will be a very A good collaborator happened to be her cousin, Ye Jianbin, the president of Shengxin Trading, who was also present.

What interests Ye Jianbin the most is Zhang Ke's strong confidence in digital communication technology. At the beginning of the year, it was precisely because of his insight into the communication market that he believed that digital communication systems would soon replace analog communication systems. Ericsson's general agency in East China.

In the middle of the year, the digital communication network has been put into trial operation in major and medium-sized cities along the southeast coast. It has only been two or three months, and the technological excellence with the analog signal system has not yet been fully reflected. Not everyone in the company has enough for him. In addition, Ericsson launched the digital mobile phone GH388 in 1994 with an English interface (the GH398 launched by Ericsson in 1995 is the Chinese version of GH388), and the marketing was greatly restricted. Hearing his cousin Ye Xiaotong talk about Haizhou, he felt like meeting a close friend, so he immediately decided to include Haiyu Company as a special agent.

Shengxin Company is Ericsson's general agent in East China. It has established a provincial agent in Donghai Province, and the provincial agent should determine the next-level regional agent. This is a relatively strict total-point agency system. In actual operation, the regional general agent usually controls the market in the first-tier cities in the region directly, and forms a mixed general and sub-agent system with the provincial level through the development of special agents in order to better grasp the market.

To become a special agent, the provincial agent is missing, 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 the provincial marketing promotion of Donghai Province was progressing very slowly, which made him very dissatisfied.

When Zhang Ke saw Ye Xiaotong for the first time, he 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 didn't 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 discussing detailed cooperation tomorrow morning. Plan, you know, I can't stay in Haizhou for too long...

Xu Si felt a little unbelievable. Xie Wanqing handed over the office to her and Zhang Ke less than half a month ago, and she achieved such a result. She was still worried about this month's water, electricity, property fees and staff salaries. .

As long as Ericsson's agency in Haizhou is obtained, the cooperation intention reached today can be realized very quickly. The hundreds of thousands of intentional funds will flow to Shengxin Company through them, and tens of thousands can be peeled off by hand.

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

Jiang Wei, Yang Yun and the others were a little silly. Only then did they realize that this was only the first formal contact between the office and Shengxin Company. Xin company reached a preliminary cooperation intention.

Faced with such a result, they looked at each other in blank dismay, and when they looked at Zhang Ke, they no longer had any doubts about his age. This kind of psychological quality that dares to deceive internal employees and make internal employees believe that it is true is really not possessed by ordinary people.

Jiang Wei entered the agency at the age of 22. In the past seven or eight years, she has not been too proud of herself. She is confident and her eyesight is no worse than others. She glanced at Zhang Ke. His thin and handsome face looked very young, and her sharp eyes were confident and calm. The demeanor of his gestures makes people feel that he is quite mature. She couldn't help thinking: If she had known that the office had not contacted Shengxin Company, she probably wouldn't have had much confidence in many of the previous jobs.

It has only been less than a week since he participated in the interview, and during the week, Zhang Ke did not appear much, but Jiang Wei had to admit that he is 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 under the provincial name. He was surprised to be Ericsson's contract-holding agent. Haizhou's economic scale at that time ranked fourth in the province, and the 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 with the total of 6.5 million in Haizhou. The population is a very small number, and most of them are analog signal mobile phone markets. In provincial capitals, however, the proportion of mobile phone users to the total population is much higher, and Haizhou City should be classified outside the first-tier cities in the total-point agency system.

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

The marketing work in the second and third tier cities is the responsibility of the provincial agency. Strictly follow the total-point agency system. Even if the agents of the large area directly develop agents in Haizhou, they must be included in the market share of the provincial agency. The boundaries between regions There is also a clear distinction.

However, the provincial representative of Donghai Province is very dissatisfied with the marketing work. Until now, there are still large gaps in the market that have not been filled. Regarding Zhang Ke's question, Ye Xiaotong was noncommittal.

Zhang Ke smiled, just knowing it.