|
 Three
months ago Dennis Black started a new job at Brinkman Office World.
As an "account executive," he sells the company's products:
office equipment, furniture and supplies.(in Mr. Brinkman's office)
| Mr. Brinkman: |
Dennis, you've been doing a good job. I think
you have what it takes to be a great salesman. So I'm giving
you a new account. |
| Dennis: |
Thanks! What is it? |
| Mr. Brinkman: |
The Western insurance Company. They're building
a 15 story office building downtown. |
| Dennis: |
Ah, so they'll need some new furniture and equipment,
right? |
| Mr. Brinkman: |
That's right, Enough for all 15 floors. |
| Dennis: |
Wow! That would be a huge order! |
| Mr. Brinkman: |
Yes, and I'd really like our company to get it.
I'm counting on you ,Dennis. |
| Dennis: |
I'll do my best. Who's my contact at Western? |
| Mr. Brinkman: |
Their purchasing manager, Tom Elliot. He wants
us to prepare a bid him. |
| Dennis: |
Great! I'll get to work on it right away. |
| Mr. Brinkman: |
There's just one thing you need to know just. |
| Dennis: |
What's that? |
| Mr. Brinkman: |
It's about this guy, Elliot. I've done business
with him before. He likes, uh, special treatment, if you know
what I mean. |
| Dennis: |
I'm sorry. I don't |
| Mr.Brinkman： |
I mean Elliot likes rewards for making favorable
purchasing decisions |
| Dennis: |
Rewards? Like what? |
| Mr. Brinkman: |
That's what you need to find out. Last time, we
gave him new computers for his kids and furniture for his home
office. He seemed very pleased. I have no idea what it will
take this time. |
| Dennis: |
But I don't know if I can "sell" that
way. I've never done it before. |
| Mr. Brinkman: |
There's always a first time, And don't look so
shocked, Dennis. This is what it takes to succeed in business
these days. |
If you were Dennis, what would you do? Would you do this……
Dennis immediately goes up to his office and makes a phone call.
| Dennis: |
Hello, this is Dennis Black from Brinkman Office
World. Is this Tom Elliot? |
| Elliot: |
Yes. Hi, Dennis. I've been expecting your call. |
| Dennis: |
I wonder if we can get together to talk about
equipping your new office？ |
| Elliot: |
Sure. You name a time. |
| Dennis: |
How about noon tomorrow, at Constantine's |
| Elliot: |
Constantine's? That's a very pricey restaurant! |
| Dennis: |
No sweat, Mr. Elliot. I have a fat expense account.
If you know what I mean. |
| Elliot: |
Fine, then. See you at noon. |
Or would you do this……
Dennis continues talking with Mr. Brinkman.
| Dennis: |
But Mr. Brinkman, I'd hate to see you get in trouble.
Or Mr. Elliot, for that matter. |
| Mr.Brinkman: |
It's a risk I have to take, Dennis. I really want
this deal. Besides, if you're careful, nobody's going to get
in any trouble. |
| Dennis: |
Mr. Brinkman, out products are among the best,
and our after-sales service is excellent. |
| Mr.Brinkman: |
I know. So? |
| Dennis: |
So, I'm sure I can sell our goods on their merits.
Even to Elliot. Would you let me try? If I lose the deal, you
can fire me. |
Or would you do this……
Dennis goes to his office and begins to type a letter on his computer.
He Writes;
Dear Mr. Brinkman,
In the three months since joining Brinkman Office World, I've
really enjoyed my work.. I've appreciated the opportunities and
the support you have given me.
After our recent discussion of the Western Insurance deal, however,
I have had to make a very difficult decision. I feel I must resign.
I cannot work with confidence when selling depends on giving expensive
personal gifts to the buyer. I wish you all the best.
Yours truly,
Dennis Black
|
Word bank
|
| Supplies |
(n pl) 必需品； 用品
If you need pens, paper of other office supplies, they're
all in this cupboard.
|
| Account |
(n)客户
That salesperson takes very good care of all his accounts.
|
| Contact |
(n)联络人
When you reach our Los Angeles office, your contact will be
Fred Smith.
|
| Treatment |
(n)待遇；对待
I like that hotel. I received very good treatment there.
|
| Favorable |
(adj)有利的；良好的。
Marcy's parents have a favorable opinion of her new boyfriend.
They like him.
|
| Shock |
（v）使……受到惊吓
Jenny shocked her parents when she suddenly got married.
|
| Equip |
(v)装备；加上设备
We have equipped our office with the newest computers.
|
| Pricey |
(adj)昂贵的
I can't afford to buy that car. It's too pricey.
|
| Merit |
(n) 长处；优点
George's business plan has many merits. But for some reason,
his boss doesn't like it.
|
| Fire |
(v)辞职
Jim doesn't like his job anymore. He wants to resign and find
a new one.
|
| Confidence |
(n)自信
If you practice speaking every day, you'll be able to use
your English with confidence.
|
|
More Information
|
| Account executive |
(n phr)业务主管；客户主管
Some salespeople have the title "account executive."
|
| Insurance |
(n)保险
Car insurance will help pay for damage you cause with your
car.
|
| Purchasing |
(n)采购
Our purchasing department decides where to buy the things
our company needs.
|
| Bid |
(n)竞标；出价
The government has asked for bids from Companies to build
a news roda.
|
| No sweat |
(idiom)没什么难的；轻松得很
Don't worry about the exam tomorrow. If you have studied, it
will be no sweat |
| Expense account |
(n phr)支出账户
Norman has a company expense account. It pays for all his business
travel. |
|
