Chapter 5

Motivation动机

Dialog 1

There are lots of ways to get the other guy motivated. The following is an example of inspiring a supplier to do right by you. Lucy works for a computer hardware supplier, and Hal for a small company just starting out that is only going to buy one unit.

Lucy:Ace Computers,this is Lucy.

Hal:Hi,Lucy, my name is Hal and I'm looking to buy a new machine. I understand you guys build to order.

Lucy:Yes, we do.

What kind of machine are you looking for?

Hal:Well,this isfor a business and it won't be connected to the net, nor will it be used to play games.

I want one to be as fast as possible while staying in the sweet spot.我想能稳稳地运作,速度越快越好.

Do you know what I mean?

Lucy:Sure, you want fast but you don't need the top of the line.

You want fast but what was just superseded in favor of something faster,and reduced in price.你需要速度比平常更快的,然而价钱不要太贵的.

Hal:Right,that's it. Fast enough to do business and handle software upgrades for the next few years.

Lucy:And ,you only want one?

Hal:For right now,I only need one. Before I commit myself to replacing all my machines, I want to see how yours performs.

Lucy:So then,you will eventually want more?

Hal:Yes,definitely. Do you offer phone support and training classes for my employees?

Lucy:Yes,we do,for an additinal fee.

Hal:Good. I'm looking for a full service place to do business with .

Could you fax me a proposal for the computer as well as a list of all the extra services you provide.

Lucy:When do you want that?

Hal:ASAP, but maybe you should reflect a discount if all the machines are purchased at one time,say all five machines I need.

Lucy:I can do that. You say you need five machines in all?

Hal:Yes.