Разговорный бизнес курс. Митрофанова И.В. - 46 стр.

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The Trials of a Sales Representative
Наrper & Grant have Sales Representatives to do the- selling for them- Each 'rep.' is
responsible for covering a particular area. Mr. Shuttleworth is the representative for
North Yorkshire. He has not been doing too well lately, and John Martin has
summoned him to London for a meeting to discuss his latest figures. At the last
meeting of representatives in London three months ago John Martin asked all of
them to make big efforts to increase sales by twenty percent. Most of the reps, have
managed to do this, but Mr. Shuttleworth has had a bad season, and his figures for
this quarter are lower than the last quarter's. John Martin wonders if Shuttleworth is
worried about something, or is in need of a change. Or perhaps it is because he
doesn't go out enough on the road, but spends too much time in his garden. Or then,
again, he may have run into a bad patch because he has lost some of his confidence.
On the way to London Mr. Shuttleworth calls in to see the buyer of a big chemical
firm who has given him small orders in the past. He has heard that they are expanding
and are in the process of building a big new office block. Mr. Shuttleworth wants to
get the order to furnish all the new offices. Harper & Grant run an office design
service: as well as supplying furniture they also plan the office layout, and
subcontract to curtain, carpet and light-fitting firms. However, this particular buyer is
a tough customer. He is interested in prices before anything else. Mr. Shutlleworth
confesses to his wife, on the morning he leaves for the appointment, that he has not
much hope. This buyer is the sort of man who will choose something because it is
sixpence cheaper than the next article. The idea of quality does not come into it.
While he is with the buyer, Mr. Gorgondale. he is upset to discover that a number of
staplers which have just arrived from the Harper & Grant factory do not work- A
stapler is a small machine which fastens together, with metal clips, several sheets of
paper. The anvil on to which the staples are pressed was not assembled correctly.
When Mr. Shuttleworth gets to London he finds John Martin in the middle of a crisis.
Complaints are coming in from all over Britain about these new stapling machines.
Several angry firms have returned the staplers and demanded their money back. It is
not a very good moment for Mr. Shuttleworth's interview.
(Mr. Shuttleworth calls on Mr. Gorgondale of the Crucible Chemical Company.)
SECRETARY: Harper & Grant's traveller to see you. Would you please go in now,
Mr. Shuttleworth.
SHUTTLEWORTH: Good morning, Mr, Gorgondale- Good of you to see me in the
middle of your busy morning.
GORGONDALE: I'm afraid I can only spare you a few minutes, Mr. Shuttleworth.
Now what. did you want to see me about?
SHUTTLEWORTH: Well, this new office block of yours on the other side of town.
Have you had time to consider furnishing yet? You know. as well as supplying office
furniture we also run a special service to design and equip offices: curtains, carpets

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