Chapter 16 Short version of the last six chapters-1

On September 30th, Hong Jun was even more busy than usual at the end of the quarter. Li Longwei made a special trip to Pufa Group in the morning to meet with Vice President Liu who had just returned from Europe. Hong Jun was busy until two o'clock in the afternoon, waiting for Laura to do After finishing the quarterly sales performance summary, he will send it to the Asia-Pacific region after he has reviewed it.At this time, someone knocked on the door, Hong Jun agreed, and Li Longwei pushed the door open and walked in. Hong Jun immediately scolded with a smile: "You bastard, you really know how to hide away, you've exhausted me half to death, and now your voice is still hoarse."

Li Longwei smiled wryly, sat down and said, "I still want to trade with you, but I'm going to plug the hole." Upon hearing this, Hong Jun immediately straightened his body leaning on the back of the seat, and asked, "Oh, what's the matter? Is there a problem with Pufa?" "It's a big problem. Vice President Liu is like crazy. He just came back yesterday and called you early this morning. Mary responded very quickly this time. When she heard that the other party's tone was wrong, she didn't forward it to you but to me. I told you that you were not here. I guess Deputy Liu was always anxious to find someone to vent his anger on, so he called me over and scolded me for the whole morning. I treated him to a good meal at noon, but it was still useless. This time Xiaoxue offended Vice President Liu."

Hong Jun's heart sank. What he was worried about happened, and he hurriedly asked: "What's the matter? Did Vice President Liu specifically say what's your opinion?" "Think about it, can you not be specific about the time spent on adding one meal in the morning? His posture is like three days and three nights, and he can't finish complaining." Li Longwei was lucky and had enough energy to continue to say, "The main opinion is that Xiao Xue is too stingy. He didn't spend the money that should have been spent, which made the inspection team complain. Not only did Vice President Liu not play well, but he felt that he had lost face in front of his subordinates. He couldn't believe it. This is Xiaoxue’s personal problem. It must be that our company instructed Xiaoxue to do this. We don’t value him or respect him. In Paris, they all want to see the Moulin Rouge, saying that they have been attracted to it for a long time and look forward to the stars. Like the moon, Xiaoxue canceled the show temporarily, saying that there was no seat reserved. Later, the people from Pufa found out from the tour guide that the tickets had been booked a long time ago, and Xiaoxue forced the cancellation to save money. Also, I originally arranged to take a night cruise on the Seine River in Paris, but it was also canceled by Xiaoxue with the excuse of bad weather."

Hong Jun frowned more and more, and asked: "Isn't Xiaoxue not having enough money? These large program expenses are all paid by the travel agency and then settled with us, and after he lost the money, he also came from Weixi, Munich. I got the money." Li Longwei shook his head and said: "It shouldn't be a problem of insufficient money. The money he brought was only for Vice President Liu and the others' pocket money. These are all trivial matters, and it's nothing special. The key is that Xiao Xue didn't take Vice President Liu's daughter. Things are arranged."

"Who? Whose daughter? Vice President Liu's daughter? I never heard that his daughter is going too!" Hong Jun asked in surprise. "Yeah, I just found out. Isn't Vice President Liu's daughter studying in the UK? So Vice President Liu arranged for her to fly to Munich. Not only did the father and daughter reunite, but his daughter also visited the four European countries with the delegation. Circle. He asked Xiaoxue to arrange a single room for his daughter, but Xiaoxue refused, saying that he hadn’t booked a room in advance and there were no vacancies. As a result, his daughter had to share a room with a woman from Pufa along the way. Vice President Liu was furious He said he said hello, why didn't he book a room for his daughter?"

Hong Jun's attention immediately turned from Xiaoxue to Vice President Liu's daughter, and he asked, "Say hello? Why don't we both know? Who paid for his daughter's ticket?" "Xiao Xue found out about this point. It is Fan Yuyu's, and it is still first class." After hearing this, Hong Jun let out a long "oh", and suddenly realized, "No wonder, this Fan Yuyu, he deliberately made trouble." According to the division of labor agreed between Hong Jun and Fan Yuyu, Fan Yuyu has been in charge of coordinating with Deputy Liu. The general one-line contact, Vice President Liu must have mentioned the matter of his daughter to him, and Fan Yuyu fully agreed, saying that he would be responsible for the air ticket expenses, and Visil would bear the hotel expenses, but Fan Yuzhou deliberately did not notify Hong Jun, catching Visil by surprise , and caught up with Xiao Xue who is so "single-minded", it is useless to explain to Vice President Liu at this time, his daughter is sitting in the first class in the sky, and the double room is crowded on the ground, this is really out of the ordinary The world is different, can he not gnash his teeth at Visil?

Li Longwei also understood. He clapped his hands and said, "Yes, it makes sense. Fan Yuyu must have hated the last payment. You asked Pufa to revise the contract and pay us directly. He thinks you are plotting against him." Hong Jun said disapprovingly, "He calculated me first, and I just wanted to protect our interests." He pondered for a moment, and then said, "I was thinking, Xiao Xue dared to make decisions, and he didn't talk to you about these things." Let's discuss it?" Li Longwei smiled and said: "No, I asked him just now, guess what he said? He said that it is too expensive to make international calls with a mobile phone with international roaming, and he is reluctant to call."

"It's okay to send e-mail." Hong Jun felt incredible. "Don't mention it, he didn't bring his computer with him at all, he said he was worried about losing it on the way." After Li Longwei said this, he and Hong Jun looked at each other, and they didn't speak for a long time. Hong Jun forced a smile, he sighed and said: "I know more about Xiaoxue's background than you, he started from a lower level than ours, and his experience is harder than ours, every penny is hard-won, we must always count carefully , this brand is too deep, so he is willing to spend effort, but he is reluctant to spend money. He has never regarded customers as customers, but can't help comparing them with himself as pure people. For example, to Vice President Liu Xiaoxue will definitely think, why can she go to the UK to study at a young age? Why does she have to occupy a single room by herself? And she has to work to earn money after only studying technical secondary school. On the road, I share a room with the tour guide. The Moulin Rouge in Paris costs almost 1,000 yuan per ticket. He thinks it’s not worth it to watch lap dances for more than an hour with his ten-day salary. He is positioning himself There is a problem, I have not yet entered the role, this is what I am most worried about. He must have forgotten that he is Xue Zhicheng, he is just a salesman of Visier; he should be clear that he is not traveling to Europe as a consumer, he He went to work with a mission to ensure customer satisfaction. How much money did he save? Up to 20,000 to 30,000? But how much did we spend for the food, lodging, travel, and travel of the Pufa delegation? Hundreds of thousands, right? In the end, not only were all these hundreds of thousands wasted, but the negative impact caused may not be undone by spending hundreds of thousands more!"

Li Longwei thought for a while, and said as if he had made up his mind: "Jim, do you really think Xiao Xue is suitable for continuing to work?" He paused, saw Hong Jun looking at him calmly, and continued, "You As mentioned just now, he has not entered the role so far, and his way of doing things seems to be different from ours. He is very timid when spending money, but he is too courageous when making his own decisions. He does not seem to have the minimum sense?" Hong Jun knew that the "sense" that Li Longwei said had rich meanings. Indeed, Xiao Xue lacked basic common sense and did not understand the rules of foreign companies. After such a big trouble, anyone sitting in Hong Jun's position may come to the same conclusion: Xiao Xue should be asked to leave.However, it is not the cold seat that makes the decision, but the real person in the seat. Hong Jun can't figure out why. He always feels that Xiao Xue should be given another chance, maybe just like himself, because of Others gave him opportunities again and again, and he sat in today's seat.

Hong Jun's mind was in a mess, and his mouth was not as decisive as before, but he said vaguely: "Let's have a look again." Just as Li Longwei was about to say something, someone knocked on the door suddenly, once, twice, three times, and Hong Jun said loudly, "Please come in." The door was pushed open, Xiao Xue walked in timidly, saw Li Longwei was there, turned around and went out, and said: "You are in a meeting, I will come back later." Hong Jun waved at him and said, "It's okay, just talk about it if you have something to do." Xiao Xue did not approach Hong Jun's desk, but stood down in the middle of the room. Hong Jun glanced at Xiao Xue and then at Li Longwei. He and Li Longwei seemed to be two judges, just now they were discussing how to decide Xiao Xue's "life and death" ", but Xiao Xue, who was right in front of him at this moment, knew nothing, Hong Jun felt a burst of sadness, but tried to put on a smile on his face and asked: "What's the matter?"

Xiao Xue also glanced at Hong Jun, then at Li Longwei, and finally said to Hong Jun hesitantly: "It's the Augeria project. I called them before I went to Europe, and I called them again this morning. I want to go to their place." One trip, but they failed to make an appointment twice, they always said they were busy and didn’t have time, and they couldn’t tell when they were free. Look, what should I do?” Hong Jun stared at Xiao Xue, and replied simply: "Then make an appointment for the third time." * * * On October 8, Xiao Xuefei went to Hangzhou Xiaoshan Airport and took a taxi for another two hours before arriving at the headquarters of the Augeria Group in a small town in central Zhejiang Province. This little-known small town has its own unique conditions. It is dotted with some low hills around, and is sandwiched by two streams running east and west. The key point, the Zhejiang-Jiangxi Railway and the 320 National Highway pass not far away.However, it wasn't until a man named Lu Minglin appeared in the town, and one day this Lu Minglin began to pull a cart and start a business, that the appearance of this town finally changed drastically. Xiaoxue walked into the spacious and elegant hall. On the front wall was a huge logo of Augeria. Below the logo was the reception desk. There were three reception ladies in blue uniforms and yellow berets standing behind their hands. Xue couldn't help thinking of the word "heroic and valiant", and walked over with a little hesitation. The "heroic and valiant" in the middle is very enthusiastic and has the most military temperament. She read the visitor list that Xiao Xue handed over, and asked, "Have you made an appointment with Minister Shen?" Xiao Xue panicked without changing his expression: "It's an appointment, otherwise why would I come all the way from Beijing?" With a well-trained standard smile on his face, "Heroic and Valiant" stretched his right hand straight to the front and said, "Please wait in the guest rest area first, and I will inform you immediately." As Xiaoxue expected, the wait was long. An hour passed, and visitors came and sat down from time to time, but they were quickly picked up by people who came down from upstairs chatting and laughing. Only Xiaoxue was still unclaimed. Minister Shen, who made him think about it day and night, is in charge of the planning department of Augeria, and is also the person in charge of the project selection of Augeria's enterprise management software. Xiaoxue made several calls in Beijing to this Minister Shen , but found nothing but soft nails. After waiting for an hour and a half, Xiao Xue couldn't bear it anymore. He knew that he would not be received warmly as an unexpected guest, but he never thought that he would not be received at all. Let's go home empty-handed, he took out his mobile phone and decided to call Minister Shen. At this moment, a man came from the direction of the elevator. He was tall and thin, with a slender neck, a white shirt tucked into brown trousers, and a loose belt. It was impossible to tell where the waist was and where the crotch was. At the bottom, the whole person looks like a hemp stalk. "Ma Gan" walked to the reception desk and muttered something to the "Heroic and Valiant", "Heroic and Valiant" raised his chin in the direction where Xiao Xue was sitting, and "Ma Gan" came towards this side. "Ma Zhu" walked up to Xiao Xue, squinting his eyes and condescendingly looking down at him. Xiao Xue hurriedly stood up, still half a head shorter than "Ma Zhu". Just as he was about to reach out, "Ma Gan" was already sitting down On the opposite sofa, Erlang raised his legs and swayed non-stop. Xiao Xue had no choice but to sit down, and was about to hand over his business card and introduce himself, but "Ma Gan" spoke first. He was still squinting at Xiao Xue, his voice seemed to be squeezed out from between his teeth, and it was like It was humming from the nose: "You are looking for Minister Shen?" Xiao Xue bowed and presented his business card with both hands, and said: "Hello, my surname is Xue, and my name is Xue Zhicheng. You can call me Xiao Xue. I am from Beijing Weixier Company. Today is the first time I come to Augeria visit." "Ma Gan" was still leaning on the sofa, dangling his legs, only stretched out his right hand a little, took Xiao Xue's business card, looked at the front and back, raised his eyelids and asked, "'Sales representative'? I haven't heard that you Viziers have such a title, what's the difference from 'sales manager'?" After speaking, he casually put his business card on the sofa beside him. Xiao Xue replied with a smile: "That's right, 'sales representatives', 'sales managers', and 'customer managers' all belong to the sales department, and those who are mainly responsible for certain industries or certain products are called 'sales managers', who are responsible for certain departments." A big customer is called an 'account manager'." "Then you should at least send an 'account manager' to our Augeria, right?" "Magan" obviously thinks that Augerya should be a big client as a matter of course. "Oh, there will be a dedicated 'account manager' to be in charge after Augya actually becomes a customer of Visier. In the stage of potential customers before signing a contract, usually a 'sales manager' or a 'sales representative' 'Come to contact you, I just joined Visier Company not long ago, and I don't have enough experience, so I'm a 'sales representative'." Xiaoxue didn't expect the other party to be entangled in this issue, and unexpectedly made another flaw . Sure enough, "Ma Gan" raised his eyes and asked, "Yo, what does it mean that you Vizier sent an inexperienced 'sales representative' to our Auger? Does it mean you don't take us seriously? You want to use our Auger?" Ya come to train, right? Who is the manager above you?" Xiao Xue felt that his head was getting bigger, so he hurriedly replied, "It's Mr. Hong." "Which Mr. Hong? Hong Jun? Isn't he the big boss of your Visil China region?" The dazed effort of "Magan" gave Xiaoxue a precious moment. He immediately came up with a countermeasure and said sincerely: "Yes. It is impossible for an inexperienced sales representative like me to be independent. Responsible for specific projects, but Mr. Hong said that Auger is different. He said that you have selected models for a while, know the software industry very well, and have a good management foundation. You are all experts in software selection and use. There is no need for others to tell you anything, but I should learn more from you, so I was sent here. In addition, Mr. Hong and I were separated by several floors, but he was very interested in the Augya project. He paid special attention to it and specifically asked me to report directly to him." I don't know if it was Xiao Xue's flattery that played a role, or because Xiao Xue's words were self-justified, "Ma Gan" didn't chase after him and beat him up, but asked with a forgiving attitude: "You come to find me?" What's the matter with us?" Xiao Xue tentatively asked: "May I ask first? May I ask who you are?" "Oh, my surname is Lu." "Ma Gan" answered quite happily. Xiao Xue immediately thought of Lu Minglin, the boss of Augeria, and couldn't help blurting out: "Oh, Mr. Lu, are you and Lu always related?" Unexpectedly, the "Ma Gan" surnamed Lu said contemptuously: "There are tens of thousands of people surnamed Lu in the world. Are they all relatives of Lu Minglin? It's so rare." As he spoke, he took out a business card from his shirt pocket, waved it casually to Xiaoxue, and said, "I'm Lu Xiang, the IT director here, and it was Lu Minglin who specially invited me from Shanghai." Xiao Xue hurriedly got up and went forward, took Lu Xiang's business card with both hands as if he was receiving a meal, and looked at it with reverence. Lu Xiang asked again: "What's your purpose here? Is it for a software project?" Xiao Xue quickly nodded and said yes, Lu Xiang pouted and said, "Are you still here? Don't you think it's too late? What did you do in September? Aren't you planning to do our project?" Xiao Xue was stunned by this series of questions. Before he could explain, Lu Xiang had already picked up Xiao Xue's business card and stuffed it into his pocket, then stood up, squinted his eyes and said to Xiao Xue: "Don't be stupid here. Wait, Minister Shen is not in the company, he and President Lai have gone to Shanghai." Xiao Xue hurriedly stood up and asked eagerly: "Ah, is Minister Shen not here? Then... Who is Mr. Lai?" Lu Xiang looked contemptuous, and said with a sneer: "You don't even know Mr. Lai? You still come to work on the project like this? Mr. Lai is Lu Minglin's brother-in-law, the dignified uncle of the country and the chief executive of Ougeya, Software selection is decided by Mr. Lai, so blind and deaf like you still want to make a project?" Xiao Xue didn't care about Lu Xiang's sarcasm towards him, his heart was already enveloped by an ominous premonition, and he blushed and asked again: "Then...they went to Shanghai, is it related to the software project?" Lu Xiang was turning around to leave, when Xiao Xue asked him such a question, he immediately became interested again, as if destroying Xiao Xue's last ray of hope with his own hands would bring him great pleasure, he stared at Xiao Xue, as if he wanted to let Xiao Xue I kept the words in my heart, and said clearly for the first time: "You think that if your Vizier doesn't come, others won't come either? People's ICE has come here several times. It turns out that Roger of your Vizier has been They are running around. What are Mr. Lai and the others going to Shanghai for? You can ask ICE, and Roger." After speaking, he wobbled away just like when he came. Xiao Xue stood dumbfounded, feeling like he was being bombarded by five thunders again. His mind was in a mess, and finally he had a clear idea. What he thought of was: the night's accommodation fee can be saved. * * * On the morning of October 9th, Hong Jun, Li Longwei and Xiao Xue have already woven all kinds of information into a clear picture. Roger is now representing a company called Luojie Technology, and what he is pushing in Augya is ICE software. , and this Luojie Technology was originally operated secretly by himself. This must be Yu Wei's proud work. Jay is undoubtedly a classic that kills two birds with one stone. In the afternoon, someone knocked twice on the open door. Hong Jun looked up and saw that it was Xiao Xue. Seeing Hong Jun nodding to him, Xiao Xue walked in, turned around and closed the door tightly.Hong Jun was a little strange. Xiaoxue had never been in the habit of talking about things behind closed doors. He seemed to always believe that there was nothing unresolved within the company and among colleagues. Why is it so mysterious today? Xiaoxue sat down on the chair opposite Hong Jun, and said in a murmured voice: "Well, Mr. Hong, do you have time now? I would like to ask, um... You said, when will a project be completely gone? Hope?" Hong Jun frowned slightly, and asked, "Are you referring to the Augya project? Why did you suddenly think of asking this?" Xiao Xue said hesitantly: "Hao Yi and the others said that we must be out of business in Augya, because Roger has always kept Augya under strict control, and the relationship with the top management of customers is in the hands of Roger alone. Before I meet them, they will sign a contract with Roger. Well——, also, because Roger knows our situation too well, he must have said a lot of bad things about us in front of the client, I want to turn the client around The impression of us is already very difficult.” "Hao Yi and the others have any suggestions? What do you think?" Hong Jun asked as patiently as possible. "Well——, they said that I should find some new projects to do, and I didn't think about it, so I want to ask you, when will projects like Augeria be completely hopeless?" Hong Jun calmly repeated Xiao Xue's words: "When is a project completely hopeless?" He paused, then raised his voice and said, "My answer is: when you no longer have any hope!" Xiao Xue was shocked by Hong Jun's words, and asked with a slightly trembling voice: "You mean...?" "As long as you give up by yourself, this project must be dead; but in other words, as long as you don't give up, any project will still have a chance no matter what stage it is in." Hong Jun knew that this kind of heart-boosting needle would only have a short-term effect. Although Xiao Xue's fighting spirit might be temporarily stimulated, he would be discouraged when encountering difficulties, so he continued: "Hao Yi and the others only saw one aspect of things. We understand the situation very well, and we can accurately attack us in front of customers, but don't forget that it was Vizier who said good things about Vizier in front of customers. ’, so capricious, his credibility in the minds of customers will be greatly reduced. Secondly, ICE’s agents are not limited to Roger’s Luojie Technology. They will first attack Vizier together, but they feel that Vizier’s chances are not great. In the future, they will start to compete with each other, so this project may not be taken by Roger soon. When they fight to the death, it will be Vizier's opportunity. Let's turn from the bright place to the dark place. Doing your job calmly, changing from the favorite to the underdog, and not being regarded as the main opponent by other teams is often not necessarily a bad thing." Although Xiaoxue nodded frequently, she still said anxiously: "I understand, but, for such a critical and complicated project, shouldn't we send more experienced salesmen to do it, and I will follow suit, um——, I am Worried that I won't do well." Hong Jun said gently: "Have you ever heard the saying 'sorry soldiers must win'? I just want to use your 'sad soldiers' to achieve the effect of 'surprising soldiers'. Whether Roger or other ICE agents You are a group of old fritters, and you are in stark contrast to them. You should keep a low profile as much as possible, don't praise Vizier, don't attack ICE, let alone attack Roger himself, you have to let customers see your persistence and Be genuine and make the client realize that you are different from those guys." Xiao Xue suddenly laughed naively, and said, "Well, then I'm looking forward to 'stupid people have stupid blessings'." Hong Jun also smiled, and said, "I've been thinking about it today, haven't you noticed? You went to Augya yesterday, and you gained a lot." "You're teasing me again. How can I gain anything? I didn't even see Minister Shen. I waited for two hours and was scolded for five minutes." Hong Jun turned his head to look at Xiaoxue, and said seriously: "I'm not kidding, don't you realize? That man Lu Xiang leaked such valuable information. We now know that Vizier is in a disadvantaged position, and ICE intervened." , Roger became the agent of ICE, and the decision-maker for the project is Mr. Lai, and he and Minister Shen went to Shanghai yesterday." "Well, there are quite a few, but it's not good news." Xiao Xue admitted with a sad expression. "No, I don't see it that way. There is no such thing as good or bad information, only accurate and wrong. Without such accurate and timely information, it is difficult for us to understand the overall situation, so it is very valuable." "Hehe, you didn't hear how he hurt me. That guy took it easy and said everything he shouldn't have said in a stupid way." Xiao Xue thought of the humiliation he had received the first day, and gritted his teeth. Say. "Well, maybe that guy really has no brains. But there is another possibility," Hong Jun moved his eyes out of the window, as if talking to himself, "He may not be stupid." * * * There is a curry restaurant on the second floor of Yingke Center. When Yu Wei arrived, Roger had been waiting there for a long time.Yu Wei sat down and said, "Oh, I'm sorry, you always arrive first." Luo Jie responded with a smirk: "You have a lot of things to do, unlike me, who just came to Beijing to find you." He and Yu Wei each ordered their meals, and then took the initiative to introduce the topic, saying: "The meeting the day before yesterday , Boss Lai from Augeria has come in person, we agreed that you will show up, why didn't you come to Shanghai?" "As long as you give up by yourself, this project must be dead; but in other words, as long as you don't give up, any project will still have a chance no matter what stage it is in." Hong Jun knew that this kind of heart-boosting needle would only have a short-term effect. Although Xiao Xue's fighting spirit might be temporarily stimulated, he would be discouraged when encountering difficulties, so he continued: "Hao Yi and the others only saw one aspect of things. We understand the situation very well, and we can accurately attack us in front of customers, but don't forget that it was Vizier who said good things about Vizier in front of customers. ’, so capricious, his credibility in the minds of customers will be greatly reduced. Secondly, ICE’s agents are not limited to Roger’s Luojie Technology. They will first attack Vizier together, but they feel that Vizier’s chances are not great. In the future, they will start to compete with each other, so this project may not be taken by Roger soon. When they fight to the death, it will be Vizier's opportunity. Let's turn from the bright place to the dark place. Doing your job calmly, changing from the favorite to the underdog, and not being regarded as the main opponent by other teams is often not necessarily a bad thing." Although Xiaoxue nodded frequently, she still said anxiously: "I understand, but, for such a critical and complicated project, shouldn't we send more experienced salesmen to do it, and I will follow suit, um——, I am Worried that I won't do well." Hong Jun said gently: "Have you ever heard the saying 'sorry soldiers must win'? I just want to use your 'sad soldiers' to achieve the effect of 'surprising soldiers'. Whether Roger or other ICE agents You are a group of old fritters, and you are in stark contrast to them. You should keep a low profile as much as possible, don't praise Vizier, don't attack ICE, let alone attack Roger himself, you have to let customers see your persistence and Be genuine and make the client realize that you are different from those guys." Xiao Xue suddenly laughed naively, and said, "Well, then I'm looking forward to 'stupid people have stupid blessings'." Hong Jun also smiled, and said, "I've been thinking about it today, haven't you noticed? You went to Augya yesterday, and you gained a lot." "You're teasing me again. How can I gain anything? I didn't even see Minister Shen. I waited for two hours and was scolded for five minutes." Hong Jun turned his head to look at Xiaoxue, and said seriously: "I'm not kidding, don't you realize? That man Lu Xiang leaked such valuable information. We now know that Vizier is in a disadvantaged position, and ICE intervened." , Roger became the agent of ICE, and the decision-maker for the project is Mr. Lai, and he and Minister Shen went to Shanghai yesterday." "Well, there are quite a few, but it's not good news." Xiao Xue admitted with a sad expression. "No, I don't see it that way. There is no such thing as good or bad information, only accurate and wrong. Without such accurate and timely information, it is difficult for us to understand the overall situation, so it is very valuable." "Hehe, you didn't hear how he hurt me. That guy took it easy and said everything he shouldn't have said in a stupid way." Xiao Xue thought of the humiliation he had received the first day, and gritted his teeth. Say. "Well, maybe that guy really has no brains. But there is another possibility," Hong Jun moved his eyes out of the window, as if talking to himself, "He may not be stupid." * * * There is a curry restaurant on the second floor of Yingke Center. When Yu Wei arrived, Roger had been waiting there for a long time.Yu Wei sat down and said, "Oh, I'm sorry, you always arrive first." Luo Jie responded with a smirk: "You have a lot of things to do, unlike me, who just came to Beijing to find you." He and Yu Wei each ordered their meals, and then took the initiative to introduce the topic, saying: "The meeting the day before yesterday , Boss Lai from Augeria has come in person, we agreed that you will show up, why didn't you come to Shanghai?" "As long as you give up by yourself, this project must be dead; but in other words, as long as you don't give up, any project will still have a chance no matter what stage it is in." Hong Jun knew that this kind of heart-boosting needle would only have a short-term effect. Although Xiao Xue's fighting spirit might be temporarily stimulated, he would be discouraged when encountering difficulties, so he continued: "Hao Yi and the others only saw one aspect of things. We understand the situation very well, and we can accurately attack us in front of customers, but don't forget that it was Vizier who said good things about Vizier in front of customers. ’, so capricious, his credibility in the minds of customers will be greatly reduced. Secondly, ICE’s agents are not limited to Roger’s Luojie Technology. They will first attack Vizier together, but they feel that Vizier’s chances are not great. In the future, they will start to compete with each other, so this project may not be taken by Roger soon. When they fight to the death, it will be Vizier's opportunity. Let's turn from the bright place to the dark place. Doing your job calmly, changing from the favorite to the underdog, and not being regarded as the main opponent by other teams is often not necessarily a bad thing." Although Xiaoxue nodded frequently, she still said anxiously: "I understand, but, for such a critical and complicated project, shouldn't we send more experienced salesmen to do it, and I will follow suit, um——, I am Worried that I won't do well." Hong Jun said gently: "Have you ever heard the saying 'sorry soldiers must win'? I just want to use your 'sad soldiers' to achieve the effect of 'surprising soldiers'. Whether Roger or other ICE agents You are a group of old fritters, and you are in stark contrast to them. You should keep a low profile as much as possible, don't praise Vizier, don't attack ICE, let alone attack Roger himself, you have to let customers see your persistence and Be genuine and make the client realize that you are different from those guys." Xiao Xue suddenly laughed naively, and said, "Well, then I'm looking forward to 'stupid people have stupid blessings'." Hong Jun also smiled, and said, "I've been thinking about it today, haven't you noticed? You went to Augya yesterday, and you gained a lot." "You're teasing me again. How can I gain anything? I didn't even see Minister Shen. I waited for two hours and was scolded for five minutes." Hong Jun turned his head to look at Xiaoxue, and said seriously: "I'm not kidding, don't you realize? That man Lu Xiang leaked such valuable information. We now know that Vizier is in a disadvantaged position, and ICE intervened." , Roger became the agent of ICE, and the decision-maker for the project is Mr. Lai, and he and Minister Shen went to Shanghai yesterday." "Well, there are quite a few, but it's not good news." Xiao Xue admitted with a sad expression. "No, I don't see it that way. There is no such thing as good or bad information, only accurate and wrong. Without such accurate and timely information, it is difficult for us to understand the overall situation, so it is very valuable." "Hehe, you didn't hear how he hurt me. That guy took it easy and said everything he shouldn't have said in a stupid way." Xiao Xue thought of the humiliation he had received the first day, and gritted his teeth. Say. "Well, maybe that guy really has no brains. But there is another possibility," Hong Jun moved his eyes out of the window, as if talking to himself, "He may not be stupid." * * * There is a curry restaurant on the second floor of Yingke Center. When Yu Wei arrived, Roger had been waiting there for a long time.Yu Wei sat down and said, "Oh, I'm sorry, you always arrive first." Luo Jie responded with a smirk: "You have a lot of things to do, unlike me, who just came to Beijing to find you." He and Yu Wei each ordered their meals, and then took the initiative to introduce the topic, saying: "The meeting the day before yesterday , Boss Lai from Augeria has come in person, we agreed that you will show up, why didn't you come to Shanghai?" "Oh, didn't I say hello to you on the phone? I have urgent matters in Beijing on the 8th, and I can't leave. Isn't the current situation very good anyway?" Roger said with a sting in his words: "The situation is very good? Is the situation of your ICE very good? Now Vizier has no more to sing, and the rest are ICE agents. No matter who wins, you win. Until now You ICE people are not willing to meet customers with us, making customers feel like we are raised by stepmothers, you should always show your support to customers, right?" Yu Wei didn't speak.He has been irritated from daytime to now, and he can't figure out why the tense situation between himself and Deng Wen suddenly died down, and how the situation that is very beneficial to him called Pete, Deng Wen and him in Carpenter. After the conference call, it was quietly resolved, but he didn't want to think about it anymore. Roger asked angrily: "When I was in contact with Augeria in Visil, there was no ICE agent involved at all, and the customer never said that he would take the initiative to contact your ICE. Why did I just recommend ICE's products to the customer? , the other agents ran away?" "Isn't it appropriate to say that? Their legs are all grown on their bodies. You and I are not their bosses. Why should they listen to us? If you can go to Augya, they can go too." "But you mentioned the project registration system at the beginning. First come first served. I reported Augya and several other projects to you at the first time. Why can other agents still contact customers?" At this time, the meal ordered just now was served, but neither of them was interested in using chopsticks. Yu Wei said: "Of course there is a system, and the established rules are indeed first-come, first-served, but I received several orders from you at the same time." Who do you think I should give to the Augya project reported by an agent?" 罗杰冷笑着说：“是不是真的同时收到的，当然只有你自己知道。跑去澳格雅的那家代理商是北京一家叫莱科的公司，刚刚拿到的营业执照，我打听了一下，老板看样子和你关系好得很哟，你对他们看来也是蛮器重、蛮支持的哟。” 俞威眼睛瞪了起来，用略带嘲讽的口气说：“Roger，你的洛杰科技成立时间也不太长吧？莱科公司虽然新，但实力不差嘛，人家的注册资金是一千万人民币，你的洛杰才多少？好像是一百万吧？不要瞧不起人家啊。” 罗杰的底气泄了下来，苦笑着说：“我哪里敢瞧不起人家，我羡慕人家都还来不及，我真想找他们讨教一下，怎么能让你也器重、支持我们。” 俞威笑了，语重心长地说：“老弟，你的确需要学习啊，作为朋友，我想提醒你一下，做代理和做厂商可大不一样啊，你得转换一下思维、改变一下心态，老不上道儿可不行啊。” 罗杰虽然恨得牙根痒，但也不得不面对现实，本以为不打工改当老板就可以当“爷”了，现在看来自己还是得当“孙子”，他语气软了下来，说道：“我们洛杰虽然比不上莱科的实力，但做事也很到位啊，我们是打算和ICE长期合作下去的，你也不能总是只照顾莱科一家啊，他们吃肉我们总可以喝点汤吧。只要你肯对我们支持一下，我们是不会辜负你对我们的好意的。” 俞威心里暗笑，罗杰这家伙上道儿还是挺快的，稍加点拨就明白道理了，便进一步诱导说：“既然是合作，就应该把细节商量好，这样我们才好互相配合，说说你的想法吧。” 可事到临头罗杰又心疼了，他含混地推托说：“我对圈子里的规矩不太了解，事先也没考虑太多，你比较有经验，要不还是你提个方案吧。” 俞威暗地骂了罗杰一句，心想，是你来求老子，还想让老子开口要价啊。他说：“那就不急吧，等你有了明确的想法再说。”然后便闷头吃了起来。 罗杰仍不甘心，便把另一桩心事提了出来：“你上次说过，我把项目资料报给你以后，那笔五十万的合作基金你就会马上打给我们，不知道什么时候能落实啊？” 俞威一口饭差点喷了出来，面前的罗杰让他哭笑不得，他没好气地说：“那事也不是我一个人说了算，亚太区在财务上刚有新规定，说不允许一次性把市场基金都付给合作伙伴，只能每次搞活动的时候分批花出去，我也没办法。本来我还想替你们争取一下，但后来一想，何必呢，弄得公司上下还会怀疑我好像和你们有什么猫腻似的。” 罗杰一听就急了，自己一心指望着的这五十万怎么一下子就没影了，他气哼哼地说：“怎么能这样呢？当初你清清楚楚和我说好了的，怎么能说话不算数呢？”刚说完，他又想到了自己的“孙子”地位，无奈地说：“那你看，有什么办法能让ICE把那笔钱打给我们呢？你看需要我做些什么？” 俞威心想罗杰你既然是在求我把钱打给你，你总要先讲出我能得到什么好处吧，难道还要我求你吗？他只好再次启发罗杰：“Roger，做厂商和做代理不一样，在公司做销售和自己当老板做生意又不一样，你得转变一下角色，开拓一下思路啊，不能精明有余、聪明不足啊。” 罗杰想不通，自己原本是理直气壮地来讨公道、来要账的，如今倒变成是自己不懂规矩，得自己先拿出诚意、做出承诺。罗杰当然也懂“欲先取之，必先予之”的道理，可当真要“予之”的时候，他的心真疼啊。 罗杰的脑子里正进行着激烈的思想斗争，俞威却话题一转说：“你的手笔不是一向挺大的吗？我听说你给沈部长在杭州的西湖高尔夫买了个终身会籍，是张银卡？也得二十多万吧？” 罗杰心里一惊，马上搪塞着说：“你消息真灵通啊。” 俞威很不以为然地说：“都传得满城风雨了，未免太张扬了吧？” “那东西本来就是用来张扬的嘛，他其实也不喜欢打球，要个会员身份本来就是想显摆，总不能让他藏着掖着。” 俞威不客气地说：“所以你得去引导他呀，他要什么你给什么，那轮到赖总你打算给什么？赖总知道了会怎么想？” “沈部长、赖总都不用担心，但是他们那里有个小家伙，主管IT的，叫陆翔，他其实以前和我关系一直不错，可最近好像有些情绪，8号赖总他们来上海我就特意没让沈部长带上他。” 俞威用纸巾擦了擦嘴，然后把纸巾把桌上一扔，不屑一顾地说：“连这种小毛孩子你都搞不定啊？！还是那句话，对客户你得去引导呀，不能迎合他，不管是来软的还是来硬的，想办法让他闭嘴！” 罗杰却先闭了嘴，他默默地琢磨着俞威对这些人的态度，从陆翔想到沈部长，又从现在的自己想到以前的自己，不禁有些后悔，他在内心深处喟然长叹：看来，惟有作为俞威的竞争对手，才能从他那里得到起码的尊重。 * * * 周六的中午时分，洪钧来到邓汶住的宾馆，满怀自信地按响了邓汶房间的门铃。 片刻之后，房间里传出邓汶的声音：“什么事？”同时，一阵脚步声走到门后停住了，洪钧冲着门镜报以善意的微笑，门开了，邓汶一脸不自然地往侧面让了让，抬手做了个“请进”的手势，洪钧没有看出任何敌意，面前的又是所他熟悉的邓汶，立刻放了心，笑着说：“不好意思啊，我是怕打了招呼你就不让我来了，所以直接闯来。” 邓汶从吧台拿来一瓶矿泉水，拧开盖放到洪钧身边的茶几上，然后坐下来，两人沉默了一阵，邓汶说：“这次的事，谢谢你啊。卡彭特说你给他打过电话，说要不是你提醒他，他几乎犯了大错。我们昨天刚打的conference call，事情已经解决了。” “哦，怎么解决的？方便透露吗？” “有什么不方便的？不是你给卡彭特出的主意吗？我们研发中心改名字了，不再叫中国研发中心，而是叫ICE北亚研发中心，和ICE中国区不再有任何直接关系，财务、HR、运营完全独立。如果俞威再要我们帮他做什么，他要先去找Peter，由Peter找卡彭特，再由卡彭特来找我，这样凡事通过总部协调，俞威也就无法再搞什么花样了。如果不是你把俞威是个什么货色告诉卡彭特，我就真没地方说理了。” 洪钧摇了摇头，叹口气说：“我如果和卡彭特说这些，恐怕现在我正在机场送你回波士顿呢。” 邓汶一脸不解，问道：“那，那你和他怎么说的？” 洪钧缓缓地说：“我没有替你辩解，也没有说俞威的坏话，相反，我强调的是这次冲突的原因并不在你们二人身上，而在ICE的这种组织架构。ICE在中国设两个平起平坐的人，两人肯定会彼此提防，担心两个机构随时可能合并，自己被另一个人取而代之，时间长了，就会从被动提防转为主动攻击，希望挤走或者吞并对方。我对卡彭特说你和俞威之间没有什么个人恩怨，假设把俞威换成我，尽管咱俩是朋友，我也会想方设法把你除掉；即使把你换成别人，俞威也会和他闹得鸡犬不宁，所以换人不是办法，应该换的是这种架构。我给卡彭特出的主意就是把近邻改为远亲，不要小看改名字这个动作，深意都在于此，俞威管的是中国区，你管的是北亚研发中心，除了碰巧都base在北京，你们之间没有任何关系，也就没有彼此替代的可能，只有这样才能相安无事。” 邓汶默默品味一阵之后，说：“只是这么一来，干什么都要经总部协调，也就不可能有什么高效的合作了，对ICE在中国的业务其实是个损失。” 洪钧冲邓汶挤了下眼睛：“对我来说，这不挺好吗？” * * * 浙江澳格雅集团所在的镇上，档次最高的饭店是三星级，而这家惟一的三星级饭店简直成了澳格雅集团的招待所，因为所有的房客几乎都是来和澳格雅谈生意的。 小薛和从维西尔上海公司来的一位售前支持工程师已经在这里住了好几天，他在北京时和沈部长通电话，得知澳格雅准备邀请几家公司来宣讲方案，便一再恳切地表示维西尔非常愿意参加，沈部长推托不过，便懒洋洋地说你们非要来就来吧，而在小薛来了之后，便一直没人搭理。 晚上，小薛和同事坐在饭店餐厅一个冷清的角落里，默默地吃着他们早已吃腻了的那几样特色菜，而餐厅的另一侧却热闹非常，被屏风围起来的几张大圆桌上，澳格雅和上海洛杰科技的人正在觥筹交错、吆五喝六。小薛对此已经习以为常，住在这家饭店有一个好处，就是可以旁观澳格雅集团的主要商务应酬，前一天在屏风那边也是这样一幅场景，不过推杯换盏中的一方是北京莱科公司。 小薛站起身往大堂走去，他想借着上洗手间的机会近距离观察一下那几张桌子上的“战况”，他顺路凑近屏风，罗杰和沈部长等人都已经酒酣耳热，倒是那个陆翔似乎与众人有些格格不入，脸色还是白白的，应该没喝多少酒，旁若无人地用牙签剔着牙，小薛好像看到陆翔斜着眼睛翻了他一眼，忙把脸扭回来朝向前方。小薛对罗杰是憎恨，对沈部长是怨愤，而对这个陆翔就只有厌恶了。 小薛走到洗手间里，站在洗手池前望着镜子里的自己发愣，看来今天晚上又将一无所获，只好等到明天去硬闯沈部长的办公室了。他正想着，忽然“哐”的一声，洗手间的门像是被人踢了一脚而豁然洞开，陆翔双手插在裤兜里大摇大摆地走了进来。 小薛连忙打开水龙头，装出正在洗手的样子，心里念叨着“不是冤家不聚头”。而陆翔却对小薛视而不见，他先把整个洗手间扫视了一遍，再走到离他最近的一个厕位前，弯腰低头从门板下方的缝隙向里张望，然后直起身用脚踢了一下门板，厕位豁然洞开，直到他如法炮制把洗手间全部四个厕位逐个巡察一番之后，才放心地走回来，站在小薛的身后。 小薛有些紧张，猜不出陆翔如此怪异的举动是什么意思，陆翔脸上毫无表情，冷冷地开了口：“你的房间号是多少？” 小薛下意识地回答：“315。” 陆翔说：“你晚上在房间等我，我找你有话说。” 小薛心里一惊，刚要开口说句什么，陆翔已经用命令的口吻说：“你先出去，等一下我再回去。”