"Mr. Wang, this is our product information, please look at it."

In the office of the project department of a soon-to-be-completed construction site, Feng Xiaochen, who was dressed in suits, handed a stone brochure to the manager of the project department, and said it was not inferior.

Behind Feng Xiaochen was Ningmer and Zhao Yang, who were carrying a backpack, and the bag contained samples of stone and other brochures waiting to be sent out.The two of them are also dressed like Feng Xiaochen, but the style and tone of the suit are slightly different.Their clothes were temporarily purchased two days ago, but after buying Feng Xiaochen, he sent Zhao Yang to the dry cleaner for dry cleaning several times, washing the new clothes as if they had been through more than half a year.Feng Xiaochen told the two that the quality of the clothing represents the strength of the company, but after the new clothes will give people the feeling of cheating.

In addition to clothing, Feng Xiaochen also gave Ningmei their assault training on speech and behavior in front of customers.In this regard, Yang Haifan's experience is also quite rich, telling them some social etiquette in big cities, which opened the eyes of these two young people who grew up in mining areas.

All arrangements were ready, and Feng Xiaochen took the two people to visit the construction sites and sell the stone of cold water ore to the owner's unit.These stones have some very good names, such as red called "cold red", and the color of flowers is called "Ichuanhua", which is compiled by professional brand marketing consulting companies in later generations, and was unsapprecitiously stolen by Feng Xiaochen.These names have been written in the brochure, and it looks so level.

The beautifully printed brochure, coupled with the decent suit on the salesman's body, immediately shocked the other party.Manager Wang quickly stood up with a smile on his face, greeted the people to sit down, and ordered his men to take the best tea and tea for guests, then pulled a chair and sat next to three people, and asked carefully:

"You cold water stone factory, the scale is very large?"Why haven’t I heard of it before?”

"Maybe because we're in the north, Mr. Wang has been doing engineering in the south, and it's normal not to know our situation."Feng Xiaochen said calmly, "The history of cold water stone factory is not long, it was established three years ago under the personal guidance of the leadership of the National Economic Commission, and is an export-oriented enterprise that mainly provides high-end export stone to the European market."After several years of development, it has barely reached the scale of US$ 10 million in annual export earnings.”

“$10 million a year... well, it’s really good for a stone factory.”The king nodded.He is engaged in construction, for the stone enterprises can do what kind of scale, there is not too clear understanding, but a year of 10 million U.S. dollars of export earnings, to where to put is also can not be ignored large enterprises.In addition, manager Wang also noticed that Feng Xiaochen used the phrase "relenting to reach", which seems to be not very satisfied with the amount, which shows that the background of the company is hard enough, and the goal of others must be the level of the star sea.

"Since you are mainly engaged in export stone production, then how did you come to Pengcheng again?"The king then asked the second question.

Feng Xiaochen said: "We are engaged in the export of stone, but there will be some foreign trade tail orders all the year round, or need to be sold in the country."Our department is responsible for the sale of the final order.”

“The foreign trade list?”Mr. King doesn’t quite understand the concept.

Feng Xiaochen said: "It is some of the extra products after completing the task of foreign trade."Manager Wang is engaged in the construction industry, and may not know the characteristics of our manufacturing industry, especially the characteristics of the export manufacturing industry.Foreign investors put forward 100,000 square meters of order requirements, we can not follow the production of 100,000 square meters, but need to appropriate a little more, such as 10 million 5000 square meters.In this way, if there is some damage in the transportation process, or if there is a little trouble at the customs, we can use the surplus part of the product to remedy it in time.But this usually does not happen, so we need to sell some of these products in China, which is called foreign trade tail list."

“You mean it’s export?”Manager Wang seemed to understand something and asked timidly.In fact, Feng Xiaochen said that in the past few years, people often said the concept of export to domestic sales, but once called the foreign trade tail list, there are so many "Hong Kong Island Fan", reminiscent of some high-end atmospheric grade things.

Sitting on the side of Ningmer and Zhao Yang are listening to the stupid, obviously is the foreign customers refused to accept the residual products, how to turn into what foreign trade tail list?When he used to tell people about the residual products, people's faces were a contempt, and by Feng Xiaochen said so, people not only did not dislike, but also appeared to be extremely adored.

In fact, in the past, the kind of goods exported to domestic sales, many of which are also foreign trade return goods, are some of the flawless residual products, but the Chinese people are not also rushing?Cold water stone factory abandoned those foreign trade scraps, that is, some bumps on the corners of the corners, or some color, does not hinder the use of, compared with the domestic small stone factory products, cold water stone factory residues are also considered to be good things, Feng Xiaochen called them foreign trade tail list, it is really not a lie.

"Manager Wang, you see, our products have such a few grades.Special products, this is our export to create foreign exchange products, the leadership of the National Economic Commission is to stare, can be retained as a small number of domestic sales, the price is relatively high.First class, color bit-level products are slightly insufficient, some of the defects when processing, but do not affect the use, in foreign markets are also very popular, the price, relative to the domestic market may seem a little higher, but for Europeans, the price is very cheap.

Second-class products, quality and first-class products are similar, the main defect is that the size is smaller, is the production of scraps after the processing of special products and first-class products, the selection and processing technology are not different from the first class, the price is more affordable, only 30 to 40 yuan per square meter.

There are third-class products, which are some bumpy products when processing, in fact, if used in some less important places, it does not affect the appearance.Europeans are too demanding of quality, and we Chinese should not care much.The advantage is that the price is very cheap, only 20 to 25 yuan per square meter...”

Feng Xiaochen turned over the brochure and talked to the manager of the king.When it comes to second- and third-class products, his tone has not changed, making people think that even the products he introduced are very worth having.Ningmer listened while thinking about his performance when communicating with people, Feng Xiaochen's self-confidence alone is what he seriously lacks, which may also be one of the reasons why he can't sell things.

"The office building we built is mainly in the face of small and medium-sized company tenants, their requirements are not so high, or more sensitive to the price."You, this special and first class, beautiful is beautiful, but the price is too high, it is not suitable for us."Manager Wang tried to pretend to be calm and said to Feng Xiaochen.

The so-called shop big bully, customer big bully shop, in fact, is a gas field.Manager Wang's construction unit, on assets, business volume, are much higher than the cold water stone factory, Wang manager's own position is also higher than Ningme, Zhao Yang them.But the words of Feng Xiaochen, coupled with this beautiful book that people want to collect as heirlooms, have created an invisible pressure on the manager of Wang, which makes him feel that he has some lack of confidence.

Of course, he did not want to appear vain in front of the three young people, so he could only hold on to find a grand excuse for himself to buy high-end stone, but it fell into the trap of Feng Xiaochen's preset.

Feng Xiaochen said the special products, first class, is precisely those products exported by the stone factory, even if the manager Wang wants, Ningme they will not sell.Because for the country, export foreign exchange is the top priority, what can be exported will not be allowed to sell domestically.

When doing a brochure, Ningmei proposed that you can't write this level of products, so as not to be self-defeating.Feng Xiaochen told him that if there is no such thing as high-grade products, it will pull down the grade of all products, making people feel that cold water stone factory is not Erl, or that the stone factory is sold in the domestic products, well, although this is the truth.

Feng Xiaochen's method is to use these high-grade stone as a cover, and first blind the eyes of others.Then use the ridiculous price, which is prohibitive, and willingly accept those remnant products that are called second and third-class products.

In the future, such a marketing method is simply low to outrageous, a little experienced consumers can identify what tricks the manufacturers are playing.However, in China in the early 1980s, powerful state-owned enterprises were too lazy to do marketing, and township enterprises and private enterprises were too poor because of their own strength, only dared to take low prices to smash the market, and did not dare to play this trick.Feng Xiaochen is not a marketing genius in the future, but plagiarism a few shallow methods come over, but it can play a good effect.

"Feng Ke chief just said the second class, I think it is more suitable for us, 30 yuan a square meter, a little higher than our budget, if we want more, if we want more, there are some concessions in the price?" 」The king asked in a discussion tone.

Feng Xiaochen nodded and said cheerfully: "This is no problem at all, if the manager can want 100,000 square meters, we can press 28 yuan a square meter to provide you."If it is less, to 30,000 square meters, we will apply to the factory, down to 29 yuan a square meter, it should still be possible."