销售的故事第12章电话

钟实话

2019/08/22

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快乐老家

第12章电话
1995年12月14日，周四
电话是从美国打来的。史翔纳闷，在美国无亲无故，谁会给我打电话呢？
喂？
请问是史翔吗？
啊，我是。你是哪位？
你好，我是T公司美国总部二十四级研究员、光谱产品线高级经理华山峰。听说你手上负责有一个大项目，我想了解一下项目进展情况，看看我有什么能帮你的地方。
这个项目刚刚招标完，J公司是第一中标人，我们排第二，我已经质疑了。折扣已经到百分之五十了，你能帮我批一下价格最好。
我可以直接跟CEO汇报具体情况，价格不是问题。据了解，中国区管理团队对你这个项目提供了很大的支持，请问都是怎么支持的呢？是不是从竞争对手的手上硬抢过来的呢？我们准备写一个内部新闻稿发给全球各地，给大家一个很好的激励。
激励个屁！要没他们，我自己一个人做，合同早就稳稳当当地签了，哪来这么多乌七八糟的事啊？
什么乌七八糟的事？
整个公司在中国，就像苍山海一个人的一样，每年他捞上千万，我们都是给他打工的，累死累活，能挣的钱全被他榨去不说，他还把大学同学全招来，把主要职位全控制住了，任人唯亲，什么他妈大项目经理，简直就是职业嫖客，会他妈的屁呀，活脱脱一个秦武王。
秦武王？什么意思？
秦始皇，姓赢名政，秦武王，姓赢名荡。
啊？哈！太好了！你再说一遍。
好什么好？
对不起，刚才信号不太好，麻烦你再说一遍。
跟你说了也没用，我还有事，挂了。
骂完娘，史翔就后悔了，祸从口出啊，旁边还有个外人呢，她只要一告状，自己立马就死透了，得把她稳住，能吻住更好，把外人变成内人。
到了火车站，史翔让司机打了票，和皮芳一起下了车，说现在还早，去早了，李老师在上课，到那也是等着，然后殷勤地帮皮芳拉箱子，买票，送皮芳进站，皮芳要把车票钱给他，史翔说等你卖了色谱柱赚了钱，再请我吃饭就行。
皮芳说还没你的电话，到时候怕找不到你。史翔给她留了手机号，同时也记了她的汉显BP机号码。
史翔说好久没去泽州了，下周可能要去泽州一趟，年底了很多单位有经费必须花，得趁着这时候抓紧时间多签几个单子，皮芳说那下周我也去，到时候给你打电话。
看着皮芳检票进站，走出人流，回头向自己摆手，史翔也使劲摆了摆手，竟然像恋人分别一般，皮芳转身，走入人流之中，消失不见了。
史翔定了定神，到路边又打上车去海洋大学。李老师刚刚下课回来，史翔邀请他去吃午饭，李老师说，你要是饿，我现在就带你去学校的食堂吃，食堂虽然味道不咋地，但至少是安全的，外面的饭店，看着色香味俱全，其实都是地沟油和各种化工试剂勾兑出来的，年年检查食品安全，合格率百分之九十九，抽查的样品还没测完呢，合格率就出来了，你信吗？不管你信不信，反正我不信。
那我们这些成天在外面跑的人，只能吃土啦。
反正我见到的销售，干时间长了，身体好的没几个。这样吧，我每个周四下午都没课，中午都是回家吃饭，吃完饭我就不来学校了，你跟我回家吃吧。我老婆正在家做饭呢，我给她打个电话说一声。
那真是太荣幸了。
李老师打完电话，史翔拿出两千块钱的购物卡给李老师。李老师脸色一沉，说，你快拿回去，我这个人一辈子没拿过人家一分钱。说完拿起花洒开始浇花。李老师的办公室有二十平米，是个朝阳的房间，窗户很大，阳光很充足，吊兰、虎皮兰、文竹、绿萝、鸭脚木、发财树、芦荟、红掌、燕子掌，还有一些蕨类，以及肉乎乎的没有刺的仙人掌类植物，满满当当占了一半的面积，像个热带植物园。
见史翔还没收起来，李老师有点生气，你怎么不听话呢？你走吧，你也别去我家吃饭了。
别呀，李老师，我是想跟你打听一下昨天招标的事。
嗨，这个标评的，我也看不懂了，很多情况我也是第一次见。J公司这种投标方法，我们大部分人都认为是虚假应标，应该废标，唯独万教授坚持认为，应该以厂家提供的资料为准，专家不能核实资料的真伪，只能就着标书来评，真伪的事留着厂家间的质疑，以及用户现场验收来决定。不过，既然他们敢这么投，说明他们还是有这样的产品的吧，否则到时候不仅得退货，还得赔偿损失，这可是一大笔钱。说起来他们投那么低的价钱，如果真有符合指标的产品的话，那也是好事啊，给国家节省了好多钱啊。行了，你打听完了，我就知道这么多。
V公司是谁帮的呢？
嗨，财务处长田凤海是洪泽湖的姨夫，一拆开标书，他就跟大家表明了这层关系，让大家多照顾，现在的官员也太不像话了，我是不会听他的，可那些系统内的人都还是给他面子的呀。
这时候有人敲门，史翔赶紧把购物卡塞李老师的办公桌抽屉里，门开了，进来一个学生。
李老师，样品我都采集到了，你看一下。北沙参，金银花，桔梗，瓜蒌，柏子仁，黄芩，香附，酸枣仁，远志，丹参，白芍，天麻，半夏，紫草，连翘，防风。
好，你先放这吧，放阳台太阳底下晒晒，等我联系好了哪里能测，我再叫你。你这几天先查一下资料，把这些样品的前处理方法整理出来。
好的，李老师，那我先走了。
史翔，你们有demo实验室吗？
上海有，北京没有，北京只有合作实验室。李老师你要做什么项目？
我想测的很多啊，先测测营养元素和重金属，以后再测有机成分，如果能把中药中的有效成分的化合物确定出来，我们就可以提纯啊，让中药的疗效更稳定、更准确、更可控、更量化，让中医中药建立在科学的基础上，而不是凭感觉、凭经验，将来我们甚至能合成这些化合物，这就是中西医殊途同归、双剑合璧了呀。我们中心报的ICP-MS经费很快就要下来了，有机质谱的经费今后两三年也会陆陆续续地下来。你看，我们合作的潜力还是蛮大的。
李老师您买仪器有什么考虑，我一定尽最大努力去给您办。
我的考虑很简单，我们学校买仪器嘛，还是以科研为主，所以能配的各种附件都要配上，老师们各种花样都想捣鼓捣鼓，但我们的经费可有限，不到两百万，这我可提前给你打个招呼，你可别想从我这赚钱。不仅不能赚钱，你还得贴钱，最好在我们学校设立个奖学金，很多孩子们家庭条件很苦啊，另外，寒暑假能不能给安排些实习的机会呀？让孩子们早点走向社会，得到一些锻炼，很多东西是在课堂学不到的呀。
行，我明白了，仪器折扣我一定跟公司申请到最大，设奖学金和安排实习的事情，我也尽快去跟领导请示。嗯，另外，我今天就跟上海的demo实验室联系一下，看看能不能先帮您做几个样品。
好啊，行啦，走，吃饭去吧。你把这卡拿走。
这，李老师，是不是我这销售工作做得太失败了，哪做得不好您尽管指出来，我一定改。
做得好不好也不在这个卡上，别被卡给卡住呀。
可是，您不收，我心里特别没底。
嗯……，那这样吧，你要真的想给，我有个办法。

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