The central topic that these salesmen generally talk about is that the income is too low and the management is too strict. There is no "money" way to run a business now. Ten years ago, I read an article by Mr. Zhang Xiaohu in Sales & Market magazine, "China Marketers Should Cry", which revealed the sadness of China marketers. The hardest working people in the industry are not the richest. The industry survey report shows that the income of salespeople in China is declining and their career is getting shorter and shorter. Only a small number of salesmen really make money, and most of them are streaking to maintain their food and clothing. As the saying goes, a hundred secrets are not as good as one. Although the company has rules and regulations in marketing management, there are still marketing black holes. "People are not rich without windfall, and horses are not fat without night grass." Many salesmen use these management flaws to make a fortune, and some salesmen even collect millions. The author has been engaged in marketing for more than ten years and has worked in several companies, large and small. Unfortunately, he is Geng Jie, and he never speculates for profit, so that he is still a part-time worker at present. However, after private consideration, the author is still on the right track, taking hard money and having a rest assured meal. For more than ten years, the author has been insisting on writing a work log, the main purpose of which is to keep accounts, because countless money has been handled for so many years, including various drafts, cash, rebates, gifts and so on. Remember clearly. Because of this, the author has not been questioned by any company so far. At the same time, the author's work log also records some marketing black holes in which salesmen "cross" money. Out of sympathy for the current situation of salesmen, the author has to disclose these marketing black holes, providing salesmen with some experience of "getting rich" and also providing some companies with the awakening of marketing management. These marketing black holes are the author's marketing career of more than ten years, and what he has seen and heard with his own eyes is definitely not fabricated by hearsay. First, take it all, eat company policies and eat business kickbacks. "Crying children have milk to eat" is a common phenomenon in our management sales team. In order to achieve personal goals, salespeople often go to their superiors and cry that the market competition is fierce now, customers don't listen to the pendulum, and competitors' markets are too strong. If the market does not invest, it will be difficult to revive it. Salespeople will describe the market as dark, as if they were a lamb who had suffered a lot in the market, which is really pitiful. Sometimes, the tears and snot of the salesman can really win the sympathy of the boss. The boss has to spend a lot of money to deduct a few points from the dealer's purchase, increasing the market terminal cost by tens of thousands of yuan. In the face of approval, the salesman secretly rejoiced, but he did not show his heart on the surface, but he was secretly calculating how much benefit he could get from this preferential policy. With these preferential policies, the salesman faced the dealer with heroic arrogance and vividly described to the dealer how much he spent to get these policies, which were not available in other regions, only in our region. The central meaning is that the dealer can give the salesman a rebate. Some dealers will certainly get the message when they see that they can get so many benefits, and they will not hesitate to tip the salesmen hundreds or thousands of dollars. Of course, there are also "stingy" dealers in the market, and they will be stingy when they get benefits. In globrand.com, dealers may no longer get preferential policies from sales staff. Second, deceive the upper and lower, deceive the upper and lower, falsely report the military situation, and falsely report that the site is empty. Salesman management is like herding horses on the plain. Salespeople are obedient to their superiors in the company, but they are government officials in the market. As the saying goes, "when you are away, the order will not be affected." Do whatever you want. Travel around shopping malls during the day and enter the ballroom massage room at night. The performance is a mess, but women have done a lot. Inadvertently at the beginning of the month, frequently remind dealers at the end of the month. If dealers don't comply, they will take a two-pronged approach of intimidation and inducement. On the one hand, he will tell customers that if they don't pay, the distribution rights may be spent next month. On the other hand, I cheated the dealers how many models they played this month. At the end of the year, the company arranged for dealers to travel to Xinmatai. The phenomenon of the above big brands-global brand network-salesmen can be seen everywhere. But for the salesmen of small companies, it is difficult to mix with customers because of the poor market foundation of products. However, the salesmen of small companies also have a set of methods to deal with the company. Knowing that the market is difficult to develop, they simply don't go to the market, find a beautiful place to indulge in debauchery, and take a lot of tickets and accommodation tickets back to the company for reimbursement at the end of the month. Although there is no performance, there is no shortage of wages and expenses. Third, the salesman is in cahoots with the boss, secretly acting as a middleman and profiting from it. Every enterprise has its own marketing management system more or less, but the system is also formulated by people. Smart salespeople know "give what you want first" and do their best to flatter their bosses and make friends with customers, so that the relationship between them is smooth, which provides hotbeds and conditions for salespeople to be bold and steal the column. Once there is a management loophole, the salesman will never let it go. Even if the boss knows about it, he will be lenient, because the boss has got some benefits from the salesman, and those benefits are not for nothing. At this time, the boss has been sitting in the same boat with the salesman and has become a few grasshoppers in an interest chain. In the market, the salesman asked the dealer to pick up the goods according to the price on the price list, but the payment was credited to his private account, from which he acted as a setter and earned the difference. If there is no price difference, the salesman will embezzle the dealer's rebate and then put it on the account of an obedient puppet customer. The next time the customer picks up the goods, the salesman will stamp the cash. These are the tricks of salesmen in big companies, but salesmen in small companies are even more unscrupulous. Because the business volume is small, customers are scattered, and the area under the jurisdiction of salesmen is larger, customers may not see the company leaders for several years. Coupled with poor information communication channels, the salesman is completely overlord and the means are too dark. They leave the boss behind and take care of all marketing affairs themselves. The price difference, rebate, makeup and gifts may be completely taken for themselves. Four, shoddy, fraud, the salesman pocketed, the terminal fee is higher than the legitimate income. Anyone who knows marketing knows that in the ordinary sales process, in addition to the price difference and rebate of products, there is a more important terminal promotion fee, which is mainly used for terminal promotion activities, terminal image production and so on. Once the terminal promotion plan formulated by the salesman is approved by the boss, a batch of expenses will generally be allocated to the salesman for the production of various promotional materials, the purchase of gifts and the employment of temporary promoters during the terminal activities. Because the salesman has the exclusive right outside, he can falsely report the high price or shoddy when buying gifts; Temporary promoters can falsely report the number of places, fill in the names and telephone certificates of relatives and friends, and let the salesmen pay for their own airspace. All kinds of posters, leaflets, billboards and other publicity materials can be faked for profit. Promotional activities are not common, but terminal image making is commonplace, especially for big brands. In order to maintain the brand image, they will invest a lot of money to make and package the terminal image, which is undoubtedly one of the main sources of salesman kickbacks. They can not only shoddy, but also cheat. For the counter that has not been made, you can find an advertising company to synthesize it by computer, and a beautiful counter photo and invoice (fake invoice, of course) will be presented to the superior for reimbursement. Terminal fees, if the boss is lax in management, will undoubtedly bring rolling financial resources to the salesman. Some salesmen publicly stated that it is enough to spend their own salary and commission. If they don't profit from the terminal fees, there is no chance of making a fortune at all. 5. Gan Kun moved, engraved the seal privately, and pocketed the rebate of customer A in the cash of customer B.. Some salesmen will not only exploit the loopholes in sales, but also be good at exploiting the loopholes in finance. After the salesman knows the unit name, telephone number and person in charge of the dealer in the area under his jurisdiction, he often engraves the official seal of the dealer to imitate the dealer's signature. When he meets a task assigned by the company that needs to be confirmed, he will sit in the hotel and cover the confirmation letter with a private seal, which not only completes the task, but also gets some bills everywhere for the boss to reimburse. In fact, the salesman's private seal is not only to save trouble and get a little travel expenses, but more importantly, to make up the difference with various rebates given by the company to dealers. Generally, when adjusting the product price, the company will replenish the dealer's inventory. Of course, the salesperson will not say that it is makeup in front of the dealer, but lied that it is a routine inventory. Then the salesman will put the makeup amount of customer A on the head of customer B, and then go to the company to pick up the goods in the name of customer B. After customer B mentions the goods, he will secretly give the salesman a discount on the usual price of the goods. Make-up is not common, and it may be difficult to meet this opportunity all year round. The salesman mainly wants to get the rebate, which can be returned monthly, quarterly or yearly. The salesman collects the customer's rebate, seals it with his own private seal, finds an easy-to-control customer, puts all the rebates together, and the customer can also benefit, and the salesman is even more eager to try. If other customers ask about the rebate, the salesman will prevaricate for various reasons. This practice of transferring kickbacks is a common way for many salesmen to get rich quickly by tacit understanding. Six, bold, according to the company's bribery of big customers, so that the company can not investigate and deal with the dumb eating Huanglian. At present, the news of various power and money transactions in China is seen in newspapers almost every day. As long as there is power, there is almost the right to trade money, and the business circle in this atmosphere is no exception. Power and money transactions mainly occur in state-owned businesses and large chain commercial units, which does not exist in self-employed and small private enterprises. As long as they have the right to make money for enterprises and promote the products of manufacturers, they are the targets of bribery by salesmen. Of course, the salesman's bribe comes from the enterprise, and this kind of power and money transaction belongs to the black-box operation, and both parties will tacitly understand it. This is the hidden rule of trading power and money for large commercial enterprises in China. In the face of a large number of bribes, not only the power holders of large commercial enterprises will be tempted, but also the salesmen will be jealous. The income earned by the salesman after working hard for several months may not be as good as that of the leaders of key departments of commercial units. However, the financial affairs of these bribing manufacturers are often not recorded, and the briber does not need to sign. It is entirely up to the manufacturer to assign salesmen to trade with the leaders of commercial units. As for whether these bribes are given to the leaders of commercial units, only the salesmen themselves know. As a result, some salesmen simply stopped sending them and put them in their pockets. It is not good for factory leaders to call and ask the leaders of commercial units if they have ever taken it. Because of telephone communication, business unit leaders are afraid of being recorded, and I don't know if the caller is really a factory leader. If you admit that the caller must be the local commission for discipline inspection, isn't that a crime of corruption and bribery? When dealing with bribes, salesmen often come to consider whether to send them or not. A salesman who specializes in dealing with large commercial units often gives hundreds of thousands of bribes a year. If all these bribes are put into the pockets of the salesman, it is strange that the salesman is not rich. Even if the factory leaders know, they dare not take legal sanctions against the salesman. They want to eat coptis chinensis, and they are too bitter to say. At best, they will fire the salespeople. Seven, Ming Xiu Road sneaked into Chencang. The salesman worked in Company A and sneaked into Chencang in Company B, and both sides earned income. Generally, small-scale enterprises have less output and single products. In order to save marketing costs, they often recruit some part-time salesmen when opening up market channels. There is no travel expenses, only the bottom price of the product is provided, so that part-time salesmen can increase their sales, and the extra difference is the commission of part-time salesmen. Some large companies or salesmen with many years of sales experience are familiar with the local sales market and have a large number of customer resources. In order to increase extra income, they often go to some small companies to do part-time jobs and use the travel expenses provided by the company to help other small companies sell their products. Strangely, such salespeople didn't get rich quickly. The author once had a private chat with some salesmen who have many years of sales experience. They all said that if some small companies with good quality and suitable prices need part-time salesmen, they will do it. Maybe part-time jobs in some small companies earn more than full-time jobs. Eight, the group forced the palace, forced the boss to make concessions, and the salesman group * * * sought personal gain. Now the sales team has a strange phenomenon. The sales staff of various companies are very United and often exchange needed goods in the market. If a single salesman wants to leave the team and do something unconventional, it will become the target of public criticism. Anything you say will say that the salesman is wrong. Can the salesman still stay in line? What is the purpose of collusion between salesmen? Of course, in order to unite as one, aim the gun at the boss and force the boss to make concessions on sales expenses and sales policies. Some company leaders who don't dispute the authenticity, or for the sake of expediency in sales performance, have to make concessions on sales policies. With these preferential policies, salespeople may be able to achieve ideal performance in the market with no effort, and sometimes they have selfish ideas of trying to profit from these policies. With these ideal achievements, the income of sales staff may be greatly improved. The author once worked for a large company with annual sales of nearly 10 billion. At a sales meeting held at the headquarters, Qi Xin, the manager of dozens of provincial branches, asked the company boss for policies, hoping to increase sales and increase the income of the sales team. Later, the company boss said to the branch manager, "Don't think that I don't understand the market. If the market is as you said, you can quit if you can't do it. There are so many famous college students sleeping under the overpass in Guangzhou. I can recruit thousands of branch managers in a few days as long as I publish recruitment notices in major media in Guangzhou. The dealer will not run with your manager, but will run with the product. " Since then, the company has never had a team. The team forced the palace, although it sometimes failed, but it was successful in most cases. Nine, the dual identity of salesman and boss lays the foundation for their own business. A salesman who has been selling for several years usually has some savings around him. In order to avoid the survival dilemma after the end of their sales career, some salesmen will take advantage of the current sales opportunities to find a way out in advance, take out their poor savings and represent a product acceptable to existing customers. Existing customers may make both the company's products and the salesman's own products, perhaps driven by interests or forced by the salesman's personal feelings. The salesman not only completed the sales task assigned by the company, but also laid a solid market foundation for future entrepreneurship. Some bold salespeople, especially those who hold big brand products, will simply act as agents for their own products. For the company, he is a salesman; He is the client's boss. It is possible to use your own savings as an agent, and it is more likely to make a difference with your customers' money as an agent. Some clever salespeople will find a customer as a shield. On the surface, customers are acting as agents, but in fact they are secretly manipulating the market. The annual sales of regional products managed by a salesman of a big brand are millions or tens of millions. According to the price difference of ten points, the salesman's income is about one million. It is no wonder that a former deputy director surnamed Wang of Kelon Group refrigerator once lamented to the author on the wine table: smart salesmen earn hundreds of thousands of dollars a year. At that time, the author was at a loss and didn't understand what Director Wang meant. Later, he gradually understood. 10. Fish in troubled waters salesmen deliberately disrupt the market and make profits. After several generations of salesmen's development, customers have stabilized and the channel model has taken shape. However, for the sake of self-interest, salespeople will deliberately disrupt the market and change dealers and sales models, knowing that the existing customer groups and models can't make profits themselves. After the market is disrupted, salespeople will re-establish a new customer network and channel model according to their own intentions, so as to control the market and profit from it. Without disturbing a world, there can be no new world. This is the usual means of historical revolution. In the existing market layout, capable salespeople will not be satisfied with the status quo, but will always try their best to make waves, break the original reform and establish their own new market structure and independent kingdom. To reach this level, it is difficult for ordinary salespeople to do it. If the original market base is broken, it is impossible to establish a new market. The salesman will not only get no benefits, but also be fired from the company. In this method, salespeople need to be careful. After writing this article, I feel that I am teaching prostitutes, but when I think about it carefully, it is not all. China has always had an irrefutable truth. Where there is exploitation, there is revolution, where there is oppression, there is resistance. For some unscrupulous bosses and salesmen in the enterprise, we can use the method provided by the author to collect money. I hope these marketing black hole methods will not be adopted by salesmen, and I hope this society is a harmonious organization. Welcome to discuss your views with the author of globrand (Global Brand Network). Hu Yuan is a soft writer of price war advertisement in Galanz market, editor-in-chief of Galanz newspaper and Kelon newspaper, and sales manager of well-known domestic enterprises such as Kelon and Oaks for many years. Now I work in a consulting company specializing in soft text operation in Guangzhou. ) Enter the article list of Hu.