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销售的故事 第12章 电话

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  • 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。
    +关注 私聊
  • 河暴

    第1楼2021/03/11

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