【六】举例：在康师傅的亲身经历 [six]For example:In the kang teacher experience

　　我给各位讲我的真实经历，我在康师傅做PM、产品经理，好歹也是个干部，然后有一段时间康师傅企划部说你们这帮人在办公室里面不知民间疾苦，下去实习；我就悲催被分到最苦的队了，人家分到交商组的、特通组的、卖场组的好歹在空调里，我就被分到终端小店组实习去了，那是最苦的组，给我派了个师傅我跟他实习，我是经理他是业带职位比他高下去跟他实习，第一天出来给我累死了，那时候到夏天42度高温，一出门牙都晒黑了，烤的外焦里嫩的，我告诉你那个辛苦程度用很简单的方法比较：大瓶的可乐见过没有1.5升的，早上出门灌一瓶水，一上午喝完，中午吃完饭在饭店里面再灌一瓶水，一下午喝完，这么大的可乐瓶两大瓶水，一天喝两瓶晚上回来一滴尿都没有，从早到晚42度高温，每个店去贴海报、挂胶漆、整陈列，我是经理跟这业带还不好意思偷懒，一天下来四肢无力、五体投地、六神无主、七啸升天就想骂一声，一天下来给累的，我由衷的敬佩这个业带，我说“我们以前在总部真不知道你们这么辛苦，你们太辛苦了，真不知道你们这么累？”“惭愧惭愧。”结果我这么大的剂量在表扬这个员工，把他往死里夸，我发现这员工一点不领情，他也不笑他问我“魏经理你们明天还来不？”我那时候小不懂说“来呢，企划部让我们来跟你们实习一个月呢。”走了，第二天又干一天，又从早到晚，又两大瓶可乐的水喝完了，又是累的，干了一个礼拜下来，我就说“不行了，我的腰都快断了，你们真是铁打的。”“我腰也快断了。”但是我发现这个过程一直问我“魏经理你们啥时候走呢？”我就明白了，这里面有事。咱们也是做业务的人还能不懂，饭桌上就给他递话“什么经理，都是哥们，我是企划的产品经理又不是你们经理，都是兄弟来请你吃饭，随便吃。”然后请他吃个饭、抽个烟，因为我是经理挂着经理的牌下去吃饭、吃西瓜、买烟、买啤酒都是我买单，慢慢的过两天关系处好了，有一天吃完饭给上瓶冰镇啤酒一喝高兴了。嘴一抹“其实不是那么跑的。”这哥们第一次给我爆料爆的什么？康师傅要求到每一个店要打勾，有什么货勾一下，“不用在每个店勾，麻烦死了，每个店有什么货我们心里都有数，基本上我们都不用在店里勾，中午吃饭的时候，闭着眼睛勾一遍就是八九不离十。”这是第一回。

I would like to give you a speak my real experience,I am in kang teacher do PM/Product manager,Somehow is also a cadre,Then there was a time kang teacher planning department said you guys inside in the office know folk sufferings,On practice;I was sad reminder were assigned to the most bitter of the team,The somebody else to pay business group/Characteristic through group/Stores group somehow in the air conditioning,I was assigned to the terminal shop group to practice,That is the most bitter group,Give me sent a teacher he and I practice,I am a manager he is industry zone position than his high down with his practice,The first day out for I'm dead tired,At that time in summer 42 degrees high temperature,A front teeth are tanned,Grilled outside the coke tender,I tell you that hard degree with very simple methods:Big bottle of coke seen no 1.5 litres of,Go out in the morning filling a bottle of water,Morning drink,The noon eat a meal in the hotel again inside filling a bottle of water,A drink in the afternoon,Such a large coke bottle two bottles of water,A day to drink two bottles of night back a drop of urine all have no,42 degrees heat from morning till night,Each shop to stick posters/Hang lac/Whole display,I am a manager with the industry zone also embarrassed to slack off,One day down limbs weakness/orz/went/Seven roar to want to scold a sound,One day down to tired,I really admire the industry zone,I said"We used to in the headquarters really don't know you work so hard,You are too hard,I don't know you so tired?""Ashamed ashamed."As a result, I such a big dose in praise the staff,Put him to death to boast,I found the staff don't appreciate,He also don't smile he asked me"Wei manager you tomorrow is not to?"I at that time, little don't know how to speak"come,Planning department let's practice with you a month to go."go,The second day, dry day,And from morning till night,And two bottles of water to drink out of the coke,Is tired,Do a week off,I said"That won't be possible,My waist is almost broken,You he is made of steel.""My waist also fast break."But I found that this process has been asked me"Wei manager you go? What time?"I will see,There have.We also do business people still can not understand,The table will give him pass words"What the manager,Is the elder brothers,I am planning a product manager is not your manager,Are all brothers to invite you to dinner,Literally eat."Then please him to eat dinner/Smoke a cigarette,Because I am a manager hung manager CARDS down to eat/Eat watermelon/Buy smoke/Buy beer is me the check,Slowly after two days relations department well,One day to eat a meal on a bottle of iced beer drink happy.Mouth with a"In fact not so run."This elder brothers first give me support detonation of???????Kang teacher requirements to each shop to tick,What is the cargo hook,"Don't in each store hook,Trouble is dead,Every store has what goods our hearts there are,Basically, we are not in the store hook,The noon meal,With eyes closed and hook it again is pretty close."This is the first time.

　　又过两天，再吃顿饭再喝瓶酒关系又处好了，又一抹嘴“其实不是那么跑的，我们经理听说是企划部派人来跟我们，一个总部要弄他，最能跑的就是我，跟我说玩命跑，一个礼拜把这小子累惨，让他滚蛋；结果一礼拜下来你没惨我快惨了。”过两天又一抹嘴“其实不是那么跑的，老子这么多年没给他跑完过。”“什么意思？”“一条街就那么几个店，跑这么长时间哪个店有量哪个店没量我还不清楚呢？”他只跑有量的店，后来又一抹嘴“其实不是这么跑的，那个最远那条街我都半年没去过了。”“你这老不去，你销量怎么完成的？”“那你就不懂了，咱做业务的谁手里还没有几个哥们、客户的，咱做业务的哪个线路上还没有几个大客户，平时对那帮人拜勤一点，哥、姐叫甜一点，赠品给多送点，把别的小店的赠品劫下来给他家多给点，能退不能退的货给他退点，好政策给他点，只要把这几个大店维护好关系了，我告诉你任务量完不成，你去找他，啥时候找他，他就啥时候要货。”是不是这样？这就是他们的真相，各位这就是终端销售团队管理的真相，而为什么我说这个拜访时间才是真正管理的重点就在这儿，一旦你让这些人在拜访时间上造了假，立马这几千人、上万人泡汤了，这本书针对的就是这些加多宝全国9000多家，康师傅水和面加起来全国2万多人，这2万多人里面绝大多数是终端业务代表，而这些终端业务代表他们怎么拜访？他们怎么管理是针对这个人群的，这个人群最容易出的一件事，就是他拜访时间造假，他一天给你跑半天，一天跑两个小时，有的个别人一天跑一天，完了闭着眼睛写拜访时间。

And after two days,And then eat meal to drink wine in the relationship and good,And with a mouth"In fact not so run,Our manager heard is planning department to send someone to tell us,A headquarters to make him,The most is that I can run,Say with me hard to run,A week to this boy Max,Get rid of him;Results a week down didn't you miserable I'm miserable."After two days and a wipe mouth"In fact not so run,Lao tze so many years didn't give him a run.""What do you mean?""Street so few shop,Run so long time which shop have quantity which shop no quantity I still don't know it?"He only run a amount of shop,Then with a mouth"In fact isn't running,The farthest that street I haven't been to the half a year.""You don't go to the old,How do you finish sales?""That you don't understand,I do business who hand few elder brothers/customer,I do business on a line which is not a few big customer,At ordinary times the gang to worship a little frequently,Elder brother/Elder sister that sweet little,Gift to send some more,The other shop gifts of down to his house to point,Can not return the goods back to his back point,Good policy to his point,As long as this a few big shop maintain good relationship,I tell you quantity of tasks to finish,You go to find him,What time looking for him,He what time to goods."Is this?This is their truth,You this is the truth of the terminal sales team management,And why I said the visit time is the real key management in here,Once you let these people in the visit on time made false,Immediately the thousands of people/Tens of thousands of people fell through,This book is for the million and the national more than 9000 home,Kang teacher water and add up to more than 20000 people across the country,More than 20000 people in the most is the terminal sales representative,And the terminal sales representative how do they visit?How do they management is in this crowd,The people most vulnerable thing,He is visiting time fraud,One day he give you run along while,One day run two hours,Some individuals one day run one day,Finished with eyes closed and write call time.

　　各位把这个事抓住，不是要提高拜访质量吗，现在要提高拜访数量，问大家今天礼拜几，礼拜四，为什么礼拜四？因为礼拜四的线路手册被业务员的拿走了，礼拜三的在，一般礼拜三的线路手册打开第一页是什么？地图，第二页是客户目录，打开第一页你昨天跑的知道了，打开第二页客户目录，昨天跑了哪些客户知道了，打开第三页每个客户几点去的，有什么库存、有什么赠品、几点几分离开的也知道了；我说过销售管理难就难在遥控，而遥控往往会失控，要想遥控不失控，必把遥控变现控，怎么把遥控变现控？很简单，不是打电话，理想状态拿录像机把这个人昨天干的活录下来第二天回访，这个人昨天在哪个街上出现、去了哪些客户、几点几分在哪个店里做了什么动作就全录下来了，第二天主管只要一回访一查，到店里问“大姐我的业务员是不是昨儿下午4点10分来的？”她能不能记得住？能，“大姐我的业务员是上午来的还是下午来的？”她能不能记得住都半年没见了，或者说上午吧，好上午来的结果写的下午4点10分，结果表明上午开完早会跑完下午该打牌打牌该喝酒喝酒了。好各位你刚开始让他们填这个表，这帮人有没有造假的，这帮业务员要是给造假能把你乐死，这帮业务员造假给写的拜访时间：第一个店9点10分，第二个店9点20、第三个店9点30……第六个店9点60，不对拉掉改10点，真见过有人给我写9点60拉掉改10点的，哪那么准十分钟一个店，回来臭骂一顿假的，这哥们就警惕了“不能这么写，我得写不均匀。”第一个店9点17、第二个店9点31、第三个店9点47、第四个店9点58，不均匀才行，要不然魏庆又说我假的没经验，造到最后一个店发现上午2点半，完了全部拉掉重改；只要把拜访时间这个事抓死，抓死这个事有很多方法，第一个只要第二把你的店一回访问几点来的；第二个很多方法在检核课题里面了“我们的主管在店里面有没有熟的店主？”给店主说“业务员几点来的，你给我发个短信。”拿着店主的短信跟拜访时间对。

You put it catch,Not to improve the quality of the visit,Now to improve visit quantity,Ask everyone today a few weeks,Thursday,Why Thursday?Because the week four line manual is take the salesman,Wednesday in,General week three line manual open the first page is what?map,The second page is the customer list,Open the first page yesterday you run know,Open the second page customer list,What are the last run customers know,Open the third page each customer time to go,What is the inventory/What is the gift/Some part of the left also know;I said sales management difficult difficult in the remote control,And remote control often out of control,If you want to remote control not out of control,The remote control will be realized,How to put the remote control realizable control?Very simple,Not call,The ideal state take my video the man yesterday work record down the second day return,The man in the street yesterday which appear/Went to the other customers/In some part of which shop do what action will record all,The second day competent as long as a return visit a check,To the store to ask"Elder sister my salesman is yesterday afternoon 4 PM come?"She can not remember?can,"Elder sister my salesman is morning or afternoon come?"She could not remember all haven't seen you for half a year,Or morning it,Good morning results of writing at 4 PM,The results show that after the meeting in the morning early will run at the play CARDS this wine drinking.Good you you are just starting to let them fill in the table,The gang have a false impression,This help if the salesman to cheating will get you joy dead,This help to write a false call time:The first shop 9 PM,The second shop 9 twenty/The third shop 9:30……The sixth shop 9 sixty,No tear up to ten points,Really seen someone give me write 9 sixty pull away to 10 o 'clock,Which then quasi ten minutes a shop,Back scold your meal false,This man is cautious"Can't write,I have to write uneven."The first shop 9 point 17/The second shop 9 31/The third shop 9 47/The fourth shop 9 and,Do not even,Otherwise WeiQing said I fake no experience,Made to the last shop found at half past two in the morning,Finished the pull away weight change;As long as the visiting time it catch dead,Catch the things there are so many ways to die,The first one as long as the second you shop once access to some;The second many methods in check subject inside"Our competent in the shop is there cooked the shopkeeper?"To the shopkeeper said"The salesman to some,You send me a message."Take the time to visit with the message.

　　再举个例子：请问这个人每天开完早会的时间是固定，拜访顺序是固定的，意味着到这个店的时间基本也固定，我知道你大概下午3点会在华墙路红樱商店出现就提前在那儿潜伏，到2点55分打电话“小王在哪儿呢？是不是在华墙路呢？”“对。”“我也在呢，5分钟内出现在我的面前。”这哥们在麦当劳正喝咖啡的，当时恨不得插个翅膀飞过来，来了之后怎么办？伸手啥拿来表拿来罚款，把表拿来之后你觉得当场找他要表会有几种结果？三种：第一种没带，第二种还没填呢，第三种已经填到下午6点了。各位为什么我们会花那么多经历去抓拜访时间呢？只有把拜访时间抓准了才能让这帮人从早上8点半，干到下午6点半拜访数量才能保证，拜访数量能保证、拜访质量才有可能保证，你要提高拜访率就得提高拜访数量和质量。

For example:Excuse me the day after open early will time is fixed,Visit sequence is fixed,Means that the store time basic also fixed,I know you probably 3 PM will be in China wall road red cherry stores appear in advance where latent,To 2 point and 55 minutes make a phone call"Wang where?Be in China way? Wall?""to.""I also in?,5 minutes appeared in front of me."This elder brothers in the McDonald's is coffee,At that time can't wait to put a fly wings,After come?Hand what bring table for a fine,After the table for you think on the spot to find his watch there will be several results?three:The first didn't take,The second kind of haven't fill in it,The third kind of have to fill in at 6 o 'clock.You why we spend so much experience to catch visit time?Only the visit time grasp taken to make the gang at half past eight in the morning,Dry to 6 number at visit to guarantee,Visit the quantity can guarantee/Visit quality can be guarantee,Do you want to improve the call rate will have to improve the quantity and quality of visit.

　　这就是员工工作固定的经典传统做法，这一个环节我讲课大概要讲一天多，在这儿只讲十几、二十分钟大家领会精神就行了，员工工作要固定，一图两表线路手册关注拜访时间这就是一个经典做法，但是要注意有些人是没有线路手册的，拜访终端店的业务员有线路手册，区域经理、主管是没有线路手册的，那没有线路手册怎么固定？也有办法，常规方法是让他们填工作日报表；比如每天我的每一个主管都要把工作日报表发到我的邮箱里，“我昨天早上8点到10点半在立水桥给全体人员开会，都说了什么什么；10点半到12点走访了几家店，2点到6点干了什么。”让业务员每天把他的工作用很简单的一份日报发到公司总部来。那他们会不会造假？真的会造假很搞笑的。有一个大区经理，让写日报很麻烦，找了个内勤替写，但是这个内勤在敬业了，我的所有大区经理都回来开会，要求日报一天都不能断，哪怕回来还会都要写，今天在总部开会，结果他露馅了，所有大区经理的日报都写“今天在总部开会。”只有他一个人的日报几百字，“我今天在哪里看市场，发现了什么问题，长期下去我们的市场将如何收场？”我看完说“是我疯了，还是你疯了，你不在我这开会，怎么还跑了一趟市场，你的二脉打通了？”经理很老实，他说“魏老师你先别弄，马上过年了，过完年再弄。”为了写日报写真怎么办呢？现在中国移动、联通有GPS手机监控，很简单跟移动和联通办一个套餐，每天中国联通或者中国移动帮我监控你，比如说上班8小时，监控你24次，自动通过后台把你在什么位置给我返过来，这俩数据一对，我就知道你的日报是真的还是假的。

This is the staff fixed classical tradition,This a link to my lecture about to speak for more than a day,Here only speak more than ten/Twenty minutes everyone understand spirit will do,Employees work to fixed,A chart two table line manual focus on visit time this is a classical approach,But should pay attention to some people is no line manual,Visit terminal shop salesman have line manual,Area manager/There is no line of the manual,That not line manual how fixed?Also have a way,Conventional method is to let them fill in working days statements;Every day I like every supervisor will report to the days in my mailbox,"I yesterday morning at half past eight to ten in LiShuiQiao to all the staff at the meeting,Say what??????;Half past ten to twelve o 'clock visited several stores,2 PM and 6 PM dry what."Let the salesman the day his work with very simple a daily to company headquarters to.That they will not cheating?Really cheating is very funny.There is a regional manager,To write daily very troublesome,Looking for an inside job for writing,But the office work in a professional,All of my regional manager is back at the meeting,A day for daily can't break,Even if back will also have to write,The meeting today in the headquarters,As a result he Lou farcing,All regional manager's daily are written"The meeting today in the headquarters."He is the only one's daily hundreds of words,"Today I see where is the market,Find what's the problem,Go down for a long time our market will be how to end?"I saw the said"Is I'm crazy,Or are you crazy,You are not I this meeting,How still ran a trip to market,Your second pulse through?"The manager is very honest,He said"Miss wei first you don't,Immediately the New Year,Over the years to make."In order to write daily photo?Now China mobile/Unicom mobile monitoring with GPS,Very simple with mobile and unicom run a package,Every China unicom or China mobile to help me to monitor,Such as work eight hours,Monitoring 24 times you,Automatic through the background put you in what position I come back,The two data a pair,I know your daily is true or false.

　　这个人今天的日报就不诚实，为什么？你说你早上8点到10点半在立水桥，2点到6点在拜访经销商，但是我查出来你下午4点在朝阳区宝钢，2点50在宝钢，3点50蓝天幼儿园，4点50又在北京复式公寓呢，中国联通和中国移动给我报的你的行踪和你日报里写的行踪不一样，不就立刻露馅了；然后每个月月底会出来这么一张表，你们下了课有兴趣往这一站就知道谁是好人、谁是坏人。日报和GPS监控两个一碰头谁是好人谁是坏人，一目了然，我用颜色来表示，黄色代表在公司休息的天数，绿色代表星期天的天数，红色代表撒谎的天数，刚才这个人就撒谎了，日报和GPS监控不一样，蓝色代表下市场的天数，白色代表在办事处的天数，浅蓝色代表拜访经销商的天数，各位往这一站就知道谁是坏人。

The man today's daily is not honest,why?You said you eight a.m. to half past ten in the LiShuiQiao,2 PM and 6 PM in visit dealers,But I found out you at 4 PM in the chaoyang district baosteel,In baosteel,3 point fifty blue sky kindergarten,4 PM in Beijing fifty and penthouses?,China unicom and China mobile give us of your whereabouts and your daily written in the track is not the same,Don't immediately Lou farcing;Then each month will come out so a table,After class you are interested in to this station will know who is a good man/Who's bad.Daily and GPS monitoring two a head who is a good man who is bad,Be clear at a glance,I use color to show,Yellow is the number of days rest in the company,Green to represent the number of days on Sunday,Red represents the number of days lie,Just this person is telling lies,Daily and GPS monitoring is not the same,Blue represent the number of days the market,White for the number of days in office,Shallow blue to represent the number of days to visit the dealer,You go to the station will know who is bad.