销售的故事第11章质疑

钟实话

2019/08/22

私聊

快乐老家

第11章质疑
1995年12月14日，周四
在外企，邮件是工作中必不可少的，更是斗争所必不可少的。打电话，不管说什么，说完就完了，如果有人对别人的电话进行录音，大家会一致认为其是彻头彻尾的卑鄙小人，邮件则不同，每个人的邮件都会被公司的服务器保存十年以上，如果在邮件里写错了话，这要是被人翻出来，这可是白纸黑字的铁证。
史翔赶紧打电话给公司IT工程师邢喜，让他以自己的账号和密码登陆Outlook，收邮件，然后把苍山海的邮件转发到自己的个人邮箱上，十万火急。
邮件转发后，史翔到酒店商务中心的电脑上登陆自己的个人邮箱，收到了苍山海的邮件，很简单：本次140台紫外集中采购的招标，我本人、市场部和大项目经理丁洞达给予了最大限度的支持和配合，但竞争异常残酷，很多厂家都给出了前所未有的低价，逼迫我们也只能低价跟进。现在J公司以虚假指标应标，请尽快写一份质疑函发给田密盖章以快递发给招标公司。
显然，苍山海已经在找退路了。如果质疑成功，T公司中标，那么以这么低的价格去申请，万一被拒呢，得先通过邮件做好铺垫，罗马不是一天建成的，故事也不能是一天编出来的呀。
低价获批最好，锦上添花。如果没获批，则是鸡肋了，低价没获批，就得让代理商加钱上去，总不能把中标的单子扔了呀，但代理商垫的钱也不能白垫，得通过其他合同让代理商双倍地赚回来，所以这钱就和苍山海自己掏的差不多了，那样的话还不如质疑不成功，干脆没中标算了，反正苍山海总的AOP已经快完成了，并不缺这一个单子。
关键是，没中标，上面追究下来怎么办？
到那时候，这封邮件就起关键作用了，我和丁洞达是全力支持了呀，对手虚假应标，抢了标，我让史翔去质疑，我就没管了，质疑虚假应标这是很简单的事情，还需要我去管吗？谁知道……，嗨，咱们的销售队伍呀，能力参差不齐，持续优化团队建设，实行选择性淘汰，这是提高团队战斗力的必由之路啊。我的主要工作精力都花在这上面了。其实每个人都是人才，有些人可能只是不适应这里的工作，但愿他们尽快找到更适合他们发展的工作和职位。
那时候史翔可以申诉吗？呵呵，那时候史翔早就不知道死到哪里去了。外企从来就没有弱势群体申诉的地方。
史翔想想脊梁骨发凉，不敢怠慢，赶紧写质疑函，对付虚假应标的质疑确实简单，无论J公司的哪个型号，指标几乎全部都不符合，史翔把标书的技术指标部分挑出来，找了波长范围、杂散光、波长精度、波长重复性、带宽、光度计精度、基线漂移、噪声水平等J公司产品不符合的地方，以及J公司软件没有的动力学模块、酶活性分析模块、蛋白分析模块、核酸分析模块，另外还有对其用户和售后服务团队的质疑，写好后，仔细查看了两遍，又从头到尾念了一遍，然后保存文件，发给田密，同时写了招标公司海科器的地址，让她盖章后快递给何崂。
海科器的地址在济水，卫生局的几位领导也都在济水，大家在济水都呆得烦了，借着招标一起到蓝岛来玩一趟，反正都能报销，公家的钱如果不花，就好像自己的钱丢了一样。
实际上，除了史翔质疑，V公司也在质疑，只不过质疑的是J公司和T公司两个，而P公司也在质疑，质疑的是J、T、V三个。
大家都希望通过质疑实现翻盘，咸鱼能翻身，招标能翻盘，所有销售都认为这是自然界再自然不过的事情。
发完邮件，史翔收拾东西，拉着箱子下楼退房，现在的当务之急是不能把宝都押在这个大标上，而是赶在年底前很多单位突击花钱，多跑一跑，多入一些单子，哪怕任务的sales完不成，能完成order也行，就算完不成任务，起码也不能落到业绩最差的三人名单之中，否则末尾淘汰，或末位淘汰的可能性就很大了。
按说海东省的GDP排行全国前五之内，史翔的能力也不差，完成任务本来是小菜一碟，问题是，史翔接手的是一个烂摊子，他的前任林江轩去了D公司，临走前密了三十多个客户的回扣，接近二百万啊，还有几十个客户的仪器到货不全，史翔去拜访客户，一说自己是T公司的，经常被破口大骂几个小时，客户依然不解恨。
退房恰好遇见昨天早餐遇见的那个女子，她主动上前搭话，你是史翔吧？
是啊。你是？
我叫皮芳，是正大的销售，我们赖总总提起你，让我们向你学习。
是吗？你负责哪个区域？
泽州。
啊？！
怎么啦？
你做的咋样？
嗨，别提了，从年初入行干到现在，才签了二十多万人民币的合同，这次来蓝岛投标，蓝天石化的总部在这，十几台色谱，可惜一台也没中。快要活不下去了，怎么办呀？
同病相怜。销售，就得把每一天都当成世界末日来过才行。大圣化学你去过吗？
没有。泽州这些化工厂都好偏，去一趟回来，感觉像从地狱走了一遭。
确实离市区挺远的。大圣化学他们要买一些色谱柱，我之前给他们报了价，他们嫌贵，你可以卖给他们国产的。
真的？太好了。你有联系人的电话吗？
史翔瞥见她的房号，是自己隔壁。史翔掏出日记本，上面字迹潦草、杂乱无章地记了密密麻麻很多电话，找了好一会才找到孙厚的电话，皮芳满怀感激地凑过来记了下来，她稍微有点近视，为了好看，没戴眼镜，史翔能闻到她身上的香味，以及洗发水的味道，却不是酒店免费的洗发水，而是她自带的。
你是要回哪呀？
回济水。你呢？
我也是要去济水，不过一会先去海洋大学拜访个客户。你不是泽州的呀？
我是想搬到泽州，来回跑太麻烦，可是我男朋友不同意，非要住在济水。嗨，他现在成天在家呆着，也不去找工作，我这工作再一丢，就只能饿死了，去哪都无所谓了。
为啥不工作呢？
我们都是海东大学环保系的，毕业后我在一个学校老师开的环评公司上班，这老师也太实诚，别的环评公司全都造假，就他一是一、二是二的，结果一年多就倒闭了，我才来的正大。我男朋友家里花了好多钱托关系走后门，终于让他进了东湖区的环保局，没想到是临时工，一个月才四五百块钱，而且成天在外面跑，有一回去人家企业排污口取样，被人家打得躺了半个多月，再也不敢去了，就只好把工作辞了，然后去找过几回工作，都不理想，现在成天在家里玩游戏，连门都不愿出了。
能者多劳嘛，你能干就多干点。
谁愿意整天风餐露宿地跑啊？我真是命苦，看人太不准了。我男朋友大学的时候还是学生会干部，能说会道的，家里条件也还可以，我以为找到了靠山，没想到还要我来养，这世界上怎么会有这样的人啊？
女人有两种，一种是把老公或男友贬得一无是处，又是懒又是穷又是抠又是脾气暴躁时常实施家暴，这种女人的脸上相当于写着“求搭讪、待勾引”，另一种是不由自主地就要夸老公或男友几句，时不时会来一句“我们家老公如何如何”，不炫耀会像憋着屁硬忍着不放一样憋得难受，这种女人你要是想勾引，你得比她老公或男友优秀十倍以上才行。
那些没有男人的女人呢？
对不起，我们必须先建立起必要的参照系，然后才能确立一些概念。没有了参照系，很多概念就会失去存在的意义，尽管她们依然毫无意义地存在着，而且有时候还无忧无虑地很快乐的样子。
现在，史翔不想勾引任何人，他很爱自己的老婆，而且目前危机重重，只有单子能勾引起他的兴趣。他现在就要去找李松，套套昨晚评标的内幕。
我打车先送你去车站吧，基本上顺路。
太谢谢了。还是外企好啊，打车都能报销，各种管理制度也都非常合理，非常人性化，在私企，老板一会一个主意，到底啥行啥不行，你就是和他电话确认过的，甚至是当面确认过的，过两天他都不认账，你都搞不清到底该怎么干，做啥事心里都没底。
中国上下五千年的人治历史，哪能用五十年就改成法制呢？没那么容易，没那么快。再者说了，人治也好，遇到英明决断的领导，抓住机遇，公司可以迎来更大、更快的发展啊。
这和买彩票差不多。
其实外企也都是领导说了算，也都是人治的呀。对资本家而言，无关紧要的小事可以民主，涉及到利益，资本家是最独的。
史翔虽然也心知自己在外企不知道能干多久，但在代理商的销售面前还是暂时放不下那点优越感，在出租车里闲聊着，史翔突然接到了一个神秘的电话。

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第1楼2021/03/11

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+关注

私聊

河暴

第2楼2021/03/11

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