John is explaining his new job to his wife, Susan. He is a sales trainee for a company.
John: It’s a great job, you know. The salesmen are paid salaries instead of being on commission.
Susan: Why do you find it great? You can earn less money.
John: Well, it’s a regular weekly salary. And besides we get reimbursed for everything lunches and dinners even the football tickets, the car, gasoline, tolls.
Susan: That’s really great.
John: And I’m going to get a raise in three months.
Susan: And what are you going to see?
John: Foam rubber.
Susan: What is it used for?
John: It is used to make couches and beds, generally ideal with furniture manufacturers.
Susan: So you will travel much won’t you?
John: No. Delivery is a part of our wholesaling operation. Foam is sold and delivered by the truckloads. It is rather bulky and it is expensive to have it shipped a big distance. We are going to deal with buyers who are in this region.
Susan: That’s fine. I don’t want you to travel too much. By the way I want to know more about sales procedure.
John: At first l go to see a buyer. We discuss what he needs. After that l send him a written quote. If our prices suit him, he’ll call us and send an order.
Susan: Do you take orders over the phone?
John: Yes. The buyers are always in a hurry and a letter would take too much time to come. If it’s a verbal agreement we call it gentlemen’s agreement.
Susan: And what happens after the verbal agreement?
John: We receive a written purchase order. It is called p.o. - and it has a number that we use for all future correspondence on that order. The office then retypes the order form and the p.o. and order form are stapled together and filed.
Susan: It sounds organized. Who do you usually deal with in a company?
John: Well, I’ll deal with purchasing agents. But l could deal with any administrator from the president on down, in some cases.
Susan: Good. Soon you’ll get your raise.
John: Yes. Selling is usually a stepping stone to higher positions in management.
Susan: Don’t worry, dear. If it doesn’t work out, we still have my job.