That afternoon, Zhang Wei took the initiative to find Xu Keng.

"Boss, I want to talk to you." Zhang Wei opened the door and saw Xu Keng sitting in a daze.

Xu Keng came to his senses: "Pangpang, what are you talking to me about?"

Zhang Wei was not in a hurry to speak and sat down on the chair in front of Xu Keng: "Boss, I want to talk to you about the bonus mentioned in the email."

Xu Keng frowned slightly: "Is there any problem?"

"No problem. I just want to confirm with you whether I can get the bonus normally if I do it." Zhang Wei replied with a smile. He believed that Xu Keng could understand what he meant.

"Pangpang, have you made a decision?" Xu Keng frowned and asked the question without answering.

"Hehe..." Zhang Wei smiled: "If the company can really fulfill the promise in the email, I think I should stay and try again."

"Even you are tempted. It seems that this incentive plan is somewhat effective. The big boss's methods are really powerful." Xu Keng said with emotion.

"What, boss, you are not very optimistic about this incentive plan?" Zhang Wei immediately became suspicious when he saw Xu Keng was in a bad mood.

Xu Keng forced a smile: "I am very optimistic about this plan. I hope someone can really get this 30,000 yuan bonus."

Zhang Wei didn't understand the meaning of Xu Keng's words and asked doubtfully: "Boss, what do you mean by this? Isn't it possible that the company won't pay the money when the time comes? The company won't..."

"Pangpang, you misunderstood." Xu Keng shook his head, with a bitter smile. "I really hope someone can get this money, otherwise I won't get a penny bonus at the end of the year."

"It shouldn't be. At the end of the third quarter, hasn't the company's sales already passed the threshold?"

Zhang Wei has calculated that so far, the company's overall sales have completed about 85% of the full-year task. Even if there is no sales in the fourth quarter, according to the terms of the performance document, Xu Keng can still get at least about 70%.

The bonus will not be lost at all.

"The big boss and I have talked about it. If we can't clear out the slow-moving inventory, all of it will be accrued from the company's sales profits. There are more than 8 million in slow-moving inventory..." After saying that, Xu Keng let out a long sigh.

Only then did Zhang Wei realize that Xu Keng’s performance was assessed not only on sales, but also on gross profit margin.

For some reason, Zhang Wei felt a little happy when he saw Xu Keng looking so depressed, but he pretended to be sympathetic and comforted: "Boss, don't be discouraged, Q4 hasn't been over yet, isn't it?

There is a chance.”

"There are only more than two months left, and there is little hope..." Xu Keng shook his head and sighed again. "I have been carefully checking every sales pipeline all morning, and I can't even place an order for Q4."

There are no big projects..."

"No way, forget about the sales in the North and West districts. It's impossible for Huang Bo to be without it. Even now that I don't have the East District of Zhejiang, I'm still following a big project worth more than 1 million, and this project was completed in Q4

The possibility of a single loss is quite high." Zhang Wei said in disbelief. He didn't know the situation of the project in the southern district, but he, Zhang Wei, had been in charge of Zhejiang for so many years and was very familiar with it. However, he didn't believe that Zhejiang would not have a millionaire.

The above large projects.

"Pangpang, I actually regret dividing Zhejiang from you, but I had no choice at the time."

Hearing what Xu Keng said, Zhang Wei understood a little. There really were no big projects in Zhejiang District. However, Zhang Wei didn't bother to consider how credible Xu Keng's words were. They were just hindsight.

Pretending to be sympathetic, Zhang Wei chatted with Xu Keng for a few more useless words, and then turned to the topic: "Boss, do you know the contents of the "Performance Improvement Commitment Letter" I signed?"

"Clearly, if you make up for the 6.6 million outstanding performance in Q3 in Q4, you will have completed the full-year sales task." Xu Keng nodded and replied with some confusion. He didn't understand why Zhang Wei asked knowingly.

"According to the incentive plan in today's email, if I clear out 3.3 million yuan of unsaleable inventory, does it mean that I have fulfilled my promise, and the company will count me as completing the annual sales task?" Zhang Wei asked directly what was in his heart.

doubt.

He must figure this out, otherwise he won't have the motivation to give it a try. This isn't because Zhang Wei doesn't let go of the rabbit when he sees the rabbit. It's because if the commitment letter doesn't calculate double's performance, then it will be difficult for him, Zhang Wei, to succeed.

In less than two and a half months to complete the promised performance, he might as well find a new home as soon as possible, so that he can get familiar with it earlier.

Xu Keng also understood what Zhang Wei meant and nodded: "You are right. I have specifically asked my boss for instructions on this issue, and it is the same as your understanding."

"Then I'll have no problem. Boss, I'll treat you to a drink when I get the bonus." Zhang Wei was very happy, and now he felt reassured.

"Pangpang, you are very confident."

Zhang Wei smiled and said: "I just want to give it a try. We can't fight with anyone but we can't fight with money, right?"

Since Zhang Wei was determined to give it a try, he had nothing to hesitate and took action immediately.

First, he spent a whole day calling all the customers in his area, and then went on a business trip for two consecutive weeks.

During the business trip, he would visit clients during the day and return to the hotel at night to sort out and analyze the information he learned, and put all the project information he learned into the pipeline.

And Zhang Wei divided the channel agents with project information into three categories: A, B, and C based on the order placement time, project scale, and required equipment.

Category A requires Zhang Wei to focus on following up. These agents have projects with a scale of more than 300,000 yuan. They are very likely to sell old versions of unsalable products, and they are also very likely to place orders in Q4.

.

Category B are agents with short-term and fast projects. The projects in their hands are generally not too large in scale. The company's financial strength is relatively average and they are relatively price-sensitive.

Category C is mostly agents whose projects are not yet complete or whose cycle is too long. Zhang Wei only needs to make daily phone calls to maintain good relationships. He currently has no energy or time to delve into such projects.

After two weeks, he screened out more than 30 very reliable projects, large and small. Finally, Zhang Wei compiled and compiled statistics for those projects that may use unsalable products in the near future.

There are actually 4 large-scale projects for Class A agents, which can generate a total sales of more than 3.8 million yuan, of which the total amount of unsalable products may be nearly 2 million.

The Sulu Transportation Project is one of the big ones. This project has the potential to sell nearly 1.2 million of unsaleable products in stock, with a total amount of more than 2 million, so Zhang Wei lists it as a top priority.

, there is no room for error.

The rest are all small projects in the hands of Class B agents. The expected transaction amount of each project is not large. Most of them are small projects worth tens of thousands or hundreds of thousands. But the advantage is that they are large in number. In total, there are

More than two million.

After a rough calculation, if all these projects can be completed, Zhang Wei can achieve the agreement in the commitment letter with these projects alone, and even exceed it by many, which makes Zhang Wei overjoyed.

However, these are currently estimated data under the most optimistic circumstances, and there are certain variables.

For example, although large projects are large in scale, they have a relatively long cycle, require a lot of resources, and have many competitors; small projects, although short and fast, are sensitive to price and cost and require support from a longer accounting period, etc.

After Zhang Wei did the initial planning work, he called Xu Keng overnight to discuss countermeasures. Especially for the Sulu Transportation project, he had to apply to the company for a more favorable price and a longer bill period.

support.

Early the next morning, Xu Keng probably went to the big boss to discuss the result as soon as he got to work. The company authorized Zhang Wei to sell the unsalable products involved in the Sulu Transportation project according to the company's reserve price, which was further reduced by five points.

The goods are available, but the payment period is only one month.

Zhang Wei knows that this price is already lower than the company's cost, which he is quite satisfied with, but the one-month account period is a bit too short.

When he previously communicated with Mr. Zhou, the system-level manufacturer responsible for the Sulu Transportation project, Mr. Zhou clearly stated that the accounting period should not be less than three months, which was a bit difficult to handle.

After communicating with Mr. Zhou again to no avail, Zhang Wei had no choice but to follow up on other projects first while thinking of other solutions. Giving up? That was impossible. As long as he could win this project, Zhang Wei would have succeeded half the time.

As time passed, Zhang Wei became more and more worried.

It soon came to the end of November, and he had not thought of a way to solve the Sulu Transportation project.

In addition, some short-term and fast small projects have also encountered problems, and many of them will have to be postponed until Q1 next year.

Zhang Weiman has fully calculated, and the current sales performance has only reached less than 3 million. This is after counting the double sales of unsalable products. It is still half short of meeting the performance requirements in the commitment letter.

Zhang Wei misses the days when Zhejiang was in his hands, otherwise Broadcom alone would probably be able to help him fill this hole.

On the first Monday of December, Xu Keng severely criticized every sales person in the regular sales meeting, which was nothing more than forcing the sales person to collect the figures as soon as possible.

After the meeting, Xu Keng called Zhang Wei into his office alone, closed the door and began to talk about the Sulu Transportation project.

Xu Keng sat in his seat and said earnestly: "Pangpang, this is already the last month, why haven't you won the order for the Sulu Transportation Project yet? You have to know that this project is

Your last life-saving straw, if the project is gone, you will be finished."

"Boss, this project is stuck there now. I don't have a clue." How could Zhang Wei not understand the importance of this project to him? He has talked to Mr. Zhou countless times during this time, and now

There is really no solution at all.

"Hasn't the company already authorized you to ship goods 5 points below the base price? How difficult is it for them to not be satisfied? If not, I will go to the big boss to apply. Anyway, you are losing money on shipments. It doesn't matter if you lose 5 points more.

It's such a big difference, I think the boss will definitely agree, but the prerequisite is that you must get this order as soon as possible." Xu Keng gave Zhang Wei an idea and also put forward conditions.

"Boss, I have communicated with Mr. Zhou several times. The other party made it clear that price is not the main factor. Their company is under great financial pressure at the end of the year and needs at least three months of account support from us. Otherwise, they will have to wait until the project is delivered before placing an order.

." Zhang Wei was very helpless. No matter how low the price was, it was useless. It was not because of the price at all.

"This is a bit troublesome..." Xu Keng frowned and thought for a moment, and then suggested: "Can you find other companies to help you press the goods and operate them? You should be able to leave ten points in the middle to subsidize the occupying agent.

The business’s cost of capital.”

Zhang Wei answered directly without thinking: "This is a bit difficult to handle, and the possibility is unlikely."

Xu Keng was puzzled and asked Zhang Wei: "Why, is Mr. Zhou unwilling to pick up the goods from other stores?"

Zhang Wei shook his head: "That's not true. Mr. Zhou said that as long as it can meet his billing needs, he doesn't care where he picks up the goods."

"What's the reason?" Xu Keng continued to ask with some dissatisfaction. He didn't understand that Mr. Zhou was willing to take goods from other stores. Why did Zhang Wei think that this plan wouldn't work?

Zhang Wei said with a grimace: "I have communicated with several major agents in my hands, and the answers they gave are basically similar. They all said that this project takes up a lot of funds, and almost all of the products sold are older versions.

Equipment, and I am not familiar with Mr. Zhou and his company who are responsible for the Sulu Transportation project. I am worried that the pressed goods will be lost in my hands, and I feel that I don’t want to take this risk for a little profit.”

"Sigh... This is human nature. I guess I was scared of being fooled in the early years." Xu Keng sighed. He was also a salesman, and he had seen a lot of agents being tricked into buying goods.

There are many agents who have been crushed to death by suppressing goods, so Xu Keng can also understand the concerns of these agents.

Suddenly, Xu Keng thought of something and said to Zhang Wei: "By the way, Mr. Hu, who helped you purchase more than 2 million yuan in goods at the end of Q2, have you asked over there if he has a good relationship with you? Can you contact them?

Discuss and discuss?”
To be continued...