January Salesman: Boss, you only have 50 cases in stock now. Today I can replenish your supply. Boss: The weather has been getting colder these days, and beer is selling slowly. I don't need any for now. I'll order after I sell out... Salesman: Spring Festival is coming soon, and many people who work away from home have returned. They've earned money and want to drink good beer. People who work outside know XX Beer, and when they come home, they'll definitely drink XX Beer. Plus, we have a good promotion now, so today I'll place an order for 100 cases for you. The boss ponders, thinking the salesman makes sense. He just came back from the city a few days ago, and there are many people returning home. Beer business during Spring Festival is always good. Since he needs to sell anyway and there's a promotion, he decides to order...

February Salesman: Boss, you only have 80 cases in stock now. Despite the cold weather, you sold 50 cases last month, so business is good. This year, Spring Festival falls on the 10th, and you don't have enough beer. Our current promotion is buy 300 get 30 free. Today I'll place an order for 300 cases for you. Boss: Not so fast. The weather is bad this Spring Festival, so I won't sell much. Besides, I have plenty of stock. I'll order next time. Salesman: The weather was bad last year too, but you still sold 300 cases (as he says this, he opens the boss's purchase records from last year, though the data is a bit exaggerated). This year, our beer's influence is growing, and everyone has earned money, so our beer will definitely sell well. The boss thinks: Last year I sold over 300 cases, so this year selling 400 should be no problem. He decides to order...!

March Salesman: Boss, Happy New Year. How was business during Spring Festival? Boss: Not great. I only sold over 200 cases, and I still have over 200 cases left. Salesman: The weather was indeed cold this Spring Festival, but it's starting to warm up now. Also, people are leaving for work later this year, so there are still many people drinking. So today I'll help you order 200 cases, and with the promotion, you get 20 free. This promotion won't be available next month. Boss: No more orders. I'll order after I sell out. Besides, I don't have space to store it. Salesman: Boss, you can calculate it yourself. With this promotion, you earn an extra 1 yuan per case. Since you'll sell anyway, it's better to order more while the promotion is good. Not having space is a small problem; I'll help you organize it... The boss thinks: That's true. The promotion is good, and since I'll sell anyway, and the weather is getting warmer, more people will drink beer. He decides to order...!

April Salesman: Boss, good business. How many cases did you sell last month? Boss: Over 100 cases, not ideal. Salesman: Oh, no problem. As the weather gets hotter, business will pick up. The promotion is still good today. Do you want to replenish? Boss: What's the promotion now? Salesman: Same as last month. Boss: Didn't you say it was over? You little rascal, you always trick me. Salesman: The boss said the promotion was good, so he applied to the company again and extended it for another month. It's definitely over next month. Boss: Whether it's over or not, I have plenty of stock now, so I definitely don't need any today. Salesman: How many bottles do you have? Bring them out and I'll recycle them for you. Boss: Okay, you should have collected them long ago. You're very active when delivering, but slow when collecting bottles. 20 minutes later, Salesman: Boss, you have 300 cases of bottles... money. I'll order 50 cases of beer for you. You can enjoy last month's promotion for these 50 cases, but don't tell other bosses, or it won't be good... Boss: I don't want beer; I want cash. Salesman: Take the beer. There are two benefits: first, you enjoy the promotion; second, you earn the price difference. It's like an investment. If you keep cash, it earns no interest. Right? The boss thinks: The salesman makes sense. Anyway, it's exchanged for bottles, so why not? He decides to order...!

May Salesman: Boss, how many cases do you have in stock now? Boss: Over 200 cases. Salesman: Oh, so you sold over 200 cases last month. That's good. Today I'll order 200 cases for you. Boss: No, I'll order after I sell out! Salesman: Boss, May has two holidays. First, Labor Day on May 1st, and second, Qingming Festival. When people have time off, they drink. During Qingming, people visit graves, and they drink during that. Plus, the weather is getting warmer, so... Look, Boss Zhang ordered 200 cases today (he shows the order form to the boss). Boss: What's the promotion now? Salesman: Last month's promotion is over, but if you order 200 cases, I'll talk to my boss. I'll give you a discount and throw in some cans. For 200 cases, I'll give you 5 extra cases of cans to sell. These cans are our new product, retailing at least 96 yuan per case. You can calculate how much 5 cases are worth. So it's a good deal to order now... The boss thinks: The salesman makes sense. Since I'll sell anyway, I'll order 200 cases...!

June Salesman: Boss, how many cases from last month's order have you sold? Boss: Not many. The salesman counts the stock and says: You sold 20 cases of bottles, so no need to order today. You ordered 5 cases of cans and sold 3, which is good. Today I'll order 20 cases of cans. Boss: No, I'll order after I sell out. Salesman: Cans aren't hard to sell. You had good results last month. This month should be even better. Plus, we have a great promotion: buy 50 get 10 free, so your profit is high. The boss thinks (but he never realizes that the 3 cases were bought by the salesman's people), the salesman makes sense. So he orders 50 cases...!

July Salesman: Boss, how many cases did you sell last month? Boss: Bottles are almost sold out, but cans haven't moved! Salesman: Cans should sell well too, but it's okay. It takes time. Please recommend them to consumers. The peak season for beer is coming, so they should sell well. Today we're here to tell you that this month's promotion is great: buy 500 get 60 free. Since the peak season is here, today I'll order 500 cases for you. Boss: I can't order 500. I'll order half. Salesman: This promotion is for big customers like you. If you order half, you won't get the promotion! Boss: I don't have that much money today. I'll order half. You handle the promotion as you see fit. We've been working together for a long time. The salesman tries his best to persuade the boss to order 500, but the boss refuses. The salesman thinks the boss might really not have money. Salesman: Okay, I'll order 250 cases for you, and give you 30 free. You'll enjoy the promotion. I'll put Boss Liu's order under your name. If our leader asks how many cases you ordered, say 500. Boss: Okay, no problem. By the way, in business, you should think for your customers. As he says this, he hands the salesman a drink (but the boss doesn't know that the promotion actually starts at 100 cases). Salesman: Then let's deliver! Boss: Okay...!

August Salesman: Boss, do you still have stock from last month's order? Boss: It sold well in the heat. Bottles are almost gone, but cans aren't selling. Can you take the cans back? Today I'll order some bottles. Salesman: Don't worry about the cans. The date is still good. Please recommend them more. Today I'll order 500 cases of bottles for you. Since it's the peak season, the boss agrees without hesitation!

September Salesman: Boss, how much stock do you have now? Boss: Last month I sold over 200 cases of bottles. Now I have about 300 cases in stock. I won't order today. The cans haven't moved at all. Either you take them back. The salesman sees there isn't much beer left on the truck, so he says: Boss, today I won't ask you to order, but let's discuss something. For these cans, give the ones I gave you to consumers. Buy 5 get 1 free. You just earn the price difference. This way, you can sell the cans and also boost your business. How about it? The boss thinks: The salesman makes sense. Returning them to the salesman is troublesome, and he can't refuse. He'll just earn a little less. The salesman immediately writes a POP and puts it in the boss's store. From then on, whenever a customer comes to buy beer, the boss recommends the cans...

October Salesman: Boss, how much stock do you have now? Boss smiles and says: All sold out. Salesman: Great. Today I'll order 500 cases of bottles and 50 cases of cans. Next month we won't have a promotion, so...! Boss: I can't order that much. I'll order half of each. Salesman: It's not like you can't sell them. The promotion is good now. Boss: I don't have money today. The salesman tries his best to persuade the boss to order 500, but the boss refuses. The salesman thinks the boss might really not have money. So he says: Then I'll order 250 cases of bottles today. I'll talk to my boss and reserve 250 cases for you, and deliver them next month. For cans, I'll still order 50 cases. Boss: Okay!

November Salesman: Boss, I've delivered the reserved stock from last month. Boss: I haven't sold out yet. I don't need it now. Salesman: I reserved it for you last month; otherwise, others would have taken it. I thought you were our big customer, so... Besides, you can't make us come all the way for nothing! Boss: The problem is I don't have money today! Salesman: How many bottles do you have? Bring them out and I'll recycle them. Boss: Okay, you should have collected them long ago. You're very active when delivering, but slow when collecting bottles. 20 minutes later, Salesman: Boss, you have 500 cases of bottles... money. You just need to pay the difference. You must have that much money. Boss: I don't want beer; I want cash. Salesman: Take the beer. There are two benefits: first, you enjoy the promotion; second, you earn the price difference. It's like an investment. If you keep cash, it earns no interest. Right? The boss thinks: The salesman makes sense. Anyway, it's exchanged for bottles, so why not? He decides to order...! Boss: Okay.

December Salesman: Boss, you only have 200 cases in stock now. Despite the cold weather, you sold over 100 cases last month, so business is good. Spring Festival is coming, and you don't have enough beer. Our current promotion is buy 300 get 30 free. Today I'll order 300 cases for you. Boss: Not so fast. The weather is bad this Spring Festival, so I won't sell much. Besides, I have plenty of stock. I'll order next time. Salesman: The weather was bad last year too, but you still sold 300 cases (as he says this, he opens the boss's purchase records from last year, though the data is a bit exaggerated). This year, our beer's influence is growing, and everyone has earned money, so our beer will definitely sell well. The boss thinks: Last year I sold over 300 cases, so this year selling 400 should be no problem. He decides to order...!

As a salesman, you always need a reason to pressure dealers to stock up. You must give them a convincing reason!!

- END-

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