An employee of UB Office Systems, Inc., Ms. Yang enjoys an income of NT$1 million (approx. US$30,000) annually, a figure which can be matched only by the Chairman of the Board of Directors, Mr. C.H. Lin. Last year her sales volume was a full fifteen times higher than the average is not only the highest in seniority of UB Office System's more than 200 sales personnel--by September of this year she will have been with the company for nine years--of all the salespeople in all the industries of the ROC, but only a rare few have been at it longer than she.

Yang has lived a life of considerable hardship since childhood. At the age of eighteen, when she tested into the Shihchien Junior College of Home Economics, her parents went to the neighbors in hopes of being able to borrow money for tuition fees, but met instead with cold indifference--"Your family being as poor as it is, how can you even consider letting your daughter study for a useless 'MRS' degree?"

But the strong-willed Yang Chen-ning was not to be put off. She convinced her parents to let her quit school for the time being and went to work in order to save up money for the schooling herself. Five years later she again tested into the same school. While in her senior year she was accepted for training in the Broadcasting Corporation of China's singers' understudy program, but once again family finances were unable to fulfill her wishes. After a time in the training program she was forced to look for other, less costly alternatives. Although her dreams of becoming a singing star were not to come true, her experience in dealing with people while attempting to build a singing career did have the unexpected benefit of laying a solid foundation for a career in sales. Therefore, after she was hired at UB Office Systems, she concentrated all of her efforts on the training she received and went diligently to work.

Many people who plan to go into sales see ahead of them attractive commissions, the freedom of setting one's own hours, and "a chance to gain practical experience in dealing with people, serving as a springboard to the possibility that one may someday be running one's own company." Unfortunately, most of these people hardly give their ambitions a chance to be realized, quitting after only a few days on the job, "Me, I had no choice," says Yang. "I needed this job simply in order to make a little money."

Because salespeople's "office hours" at UB Office Systems are spent outside of the office on the sales beat without direct supervision, quite a number of them take time out for a cup of coffee, a little window shopping, or some other manner of enjoying their freedom. "But Yang draws a clear line between company and private affairs. She wouldn't even go to the doctor during office hours," extols C.H. Lin with a "thumbs-up" sign.

The workday at UB Office Systems begins officially at 8:30 a.m. Yang Chen-ning punches the clock each day at 7:30, then heads back out the door, maintaining contacts with old clients on the one hand, searching out new ones on the other, working no less than ten hours a day. When it becomes necessary to make a delivery on a day off, she will go to the delivery site of her own accord, so that in case there are unexpected problems she will be there to make the necessary arrangements.

Due to this diligent attitude and her brilliant work performance, UB Office Systems has on a number of occasions altered its by-laws for the sake of Yang Chen-ning. Because part of the company's capital comes from Japanese investment resources, it has followed many typically Japanese corporate policies. Originally it was ruled that female staff members must leave their posts after marriage. Six years ago, when Yang was married, this ruling was changed to "female employees must resign their positions after the fourth month of pregnancy." Thereafter, when Yang became pregnant, the policy was once again changed in her favor.

For a salesperson to succeed, he must first gain the trust of his clients. As this is concerned, Yang Chen-ning has established an apparently very effective first impression which she leaves with each potential customer. "She wears her clothes very practically; unlike the majority of sharp young women who place heavy emphasis on make-up and natty outfits, she has her own distinctive style," remarks Ginny Chyn, executive secretary for Emerson Electric (Asia) Ltd. She normally wears a casual, convenient outfit with a pair of flat-soled shoes, presenting a neat and lively appearance while allowing for comfort when walking from office to office in visiting clients. She has one other reason for her lack of stress on dressing up: "If I dress too nicely, won't clients suppose that we're raking in disproportionately huge profits?"

"Yang Chen-ning is always thinking of the customer; she gives those who do business with her a feeling that someone is watching out for them." Ginny Chyn recalls one time when her company wanted to buy a certain set of office furniture. After gaining an understanding of their needs, Yang came to the conclusion that their original decision was not worth the money, and therefore recommended a more appropriate as well as more economical style.

Working with the consideration of others in mind brings a similar reciprocal treatment. Yang Chen-ning carries not only the highest volume of sales of anyone at UB Office Systems, she is also the first to receive payment, and the holder of the fewest delinquent accounts.

As for bringing out potential customers, Yang has an uncanny instinct. Most sales representatives for office equipment prefer to make their rounds in luxurious office buildings, while Yang is more interested in old, run-down buildings and newly started construction sites. As she sees it, such places house the customers of the greatest potential. Her biggest sale last year--US$650,000 worth of furniture to the IBM Taiwan Corporation--was targeted years ago when the company first selected the site for its recently completed office complex. This sale won for her official acclaim as Taiwan's most outstanding office equipment salesperson.

Being out and about for twelve hours or more each day, Yang Chen-ning's greatest regret is that she doesn't have more time to spend with her children and manage household affairs. If she needs to work overtime on a weekend or holiday, when possible she will take her husband, who is a teacher, and their kids along with her. Many clients have met her family before, and have shown not a little envy for the kind consideration her husband shows for her.

Since becoming known as a champion salesperson, Yang Chen-ning's work has gone even more smoothly than previously, as clients generally show quite a bit of respect for her "title." This fame has also served to attract numerous interview requests from reporters, as well as a plethora of invitations to give speeches in a variety of locations. Here she requires the assistance of her husband, as she herself never reads magazines or attends speeches, assuming that "between a husband and wife, one partner who knows about such things will suffice." The text for the one speech that Yang Chen-ning has presented at UB Office Systems was written entirely by her husband; she didn't change a word.

[Picture Caption]

Taiwan's "champion office systems salesperson" Yang Chen-ning. Her sales volume last year was more than this warehouse holds.

When visiting clients, Yang Chen-ning always deals directly with a company's highest-level decision makers. She says, "This way I don't waste any time."

Yang Chen-ning's sales empire was carved out with her feet--walking.

Returning to the office after a hard day out visiting clients, Yang Chen-ning still can not keep up with customer calls.

When visiting clients, Yang Chen-ning always deals directly with a company's highest-level decision makers. She says, "This way I don't waste any time.".

Returning to the office after a hard day out visiting clients, Yang Chen-ning still can not keep up with customer calls.

Yang Chen-ning's sales empire was carved out with her feet--walking.