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 I go to see a buyer. We discuss what he needs. After that I 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 arc 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. Whom do you usually deal with in a company?

John: Well, I'll deal with purchasing agents. But I 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.

Active Vocabulary

Vocabulary Practice