Story: The salesman negotiated a business of 3 million yuan, but the vice president deducted 40,000 yuan on the grounds of "over-commitment". After the boss understood, he said: No deduction, I will promote him to be the manager. However, the salesman refused the promotion, saying: "Still deduct money."
Xiao Chen is a salesman of an electronic equipment company, his salary is 3,000 yuan / month, commission 3 points, on average every month, there is an income of about 20,000 yuan.
One day, a large customer took the initiative to find Xiao Chen and negotiate a business of 3 million yuan.
Xiao Chen was surprised, but also a little confused, because this kind of customer initiative to find a small salesman is not common, the customer said lightly: I do not like to deal with the leader.
Xiao Chen was somewhat grateful and said: Our salesman represents the company, what do you ask, although mention!
The customer said: There is no problem with the quality of your company's products, but well, now consumers have higher requirements, so my requirements are two points - "half a month" and "half a year".
"Half a month" means: within 15 days from the date of sale of the product, if there is a performance failure, your company to ensure that the consumer can unconditionally choose to return.
"Half a year" means that within 6 months, the consumer can choose to exchange and repair.
In addition, the product is warranted for 5 years.
After Xiao Chen listened, he thought: The boss said that the whole company should do a good job of protection around the business, and the customer did not hint that he invited guests to dinner to get kickbacks, which was already very good.
Besides, even if the product has any failures, you can find the consumer's own reasons - is it the failure caused by improper use? Sorry, this one is not warranted.
When the customer saw Xiao Chen hesitating, he was a little unhappy and said: My time is very tight, if you are embarrassed, I will go to another company.
Xiao Chen said hurriedly: "You wait for me for ten minutes."
Xiao Chen sent the draft contract to the company's temporarily hired legal staff, he replied: the content is not illegal, you remind the boss, this year's consultant fee has not been given ah!
Therefore, in order to win the business as soon as possible, Xiao Chen signed this 3 million yuan contract with the customer on behalf of the company, and the customer made an advance payment of 600,000 yuan on the same day.
Unexpectedly, when Xiao Chen took the contract to the company for the record, he was scolded by the vice president for a dog bloody head, reprimanding him for making decisions without authorization, giving customers unrealistic promises, and bringing unnecessary risks to the company's operation.
Xiao Chen was very angry, and said on the spot: This is a big contract, even if there is a little risk, can't it be afforded? Pick up cheap things without taking risks, who has ever seen?
The vice president stopped talking for a while, thought for a moment, and said to Xiao Chen: Well, the cost of this business is 90,000 yuan, in view of your excessive commitment to customers and violation of the company's regulations, so deduct it as appropriate, take 50,000 yuan.
Xiao Chen was even more upset and said: The last time I accompanied you to meet customers, didn't you also promise them many conditions? Which one does not exceed the company's regulations?
The vice president was angry, slapped the table, pointed at Xiao Chen and said: Wait until you sit in my seat, and then compare with me!
The quarrel between the two alarmed the boss, and after he understood the situation, he smiled slightly and said: The contract is signed by Xiao Chen, and the commission that should be given must be given in place. No buckles allowed! I'm going to promote him to manager."
Listening to the boss's words, Xiao Chen was a little confused for a while, and then secretly rejoiced in his heart. But then, what the boss said made Xiao Chen feel bad.
The boss said to Xiao Chen: Just in the past year, through comprehensive inventory, your performance is very good. Starting next month, you go to the after-sales service department to report, where there is a lack of a deputy manager of the department.
Xiao Chen was a little crying: if the deputy manager of the department did not have a salary increase, his income would be much lower than that of the salesman, and the responsibility of the after-sales service department was to receive complaints and deal with maintenance... It's all things he doesn't want to do.
The boss smiled and said: "What is your opinion on the company's arrangement?"
Xiao Chen thought about it again and again and said to the boss: I like sales, I don't want to go to other departments, or deduct my money.
The boss nodded, turned to the vice president and said: Don't move and deduct a lot of money from employees, it's almost enough.
After the boss left, the vice president patted Xiao Chen's shoulder and said: We are all part-time workers, this time deduct you 5,000 yuan meaning, after getting the commission, leave some money to balance those overtime colleagues!
@ Job Talk New Language
Why did the vice president accuse Xiao Chen of over-committing? Let's first look at what the relevant provisions on the "three guarantees" of electronic products say:
1. "7 days" stipulates: within 7 days from the date of sale of the product, if a performance failure occurs, consumers can choose to return, exchange or repair.
2. "15 days" stipulates: within 15 days from the date of sale of the product, performance failure occurs, and consumers can choose to replace or repair.
It can be seen that Xiao Chen's commitment to customers greatly exceeds the normal "three guarantees" period, you know, electronic products are relatively prone to failure, according to the increasingly high requirements of today's consumers, may bring more than expected expenses to the company, and will bring a lot of workload to the employees responsible for after-sales.
Here are a few other thoughts:
1, in reality, many sales or other positions of people, in order to take over the business or make their own department's achievements, have "over-commitment" problems, this kind of problem, have to be changed.
2, "excessive commitment" is also a commitment, should be fulfilled, so the company's legal counsel said that the content is not illegal, in fact, he still has four words not said, that is, "risk at your own risk".
3, the reason why the boss wants to maintain Xiao Chen, is because Xiao Chen's daily performance is worthy of recognition, he does not want to hit Xiao Chen's enthusiasm, and in his opinion, as long as the contract is signed, the whole company is busy with what?
4, in the workplace, there are many things that "rise and fall", to find their own strengths and positioning, part-time work, or the high salary in hand. Of course, the boss only gently criticized Xiao Chen, fortunately, Xiao Chen still has self-knowledge and is not confused.
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