Elizabeth walked into the dimly lit bar. Even before her eyes adjusted to the light, she heard her name being called from the far corner. Hands waved, motioning her to come over.
As she walked to join them, Tom Wigglesworth jumped up and gave her a big hug. Tom had been around forever and was only a few years from retirement. He had that natural, born-to-be-a-salesman charm and always made people around him feel important. He was the king of relationships and had "schmooze" down to an art form.
(Note: This is a continuation of "The Sales Wiz". Early posts in this category will bring you up-to-date on what's happening in this sales novel.)
"What would you like to drink?" Tom asked as he released her from his bear hug.
"Tom, it's good to see you again," she said warmly. "I'd love a margarita on the rocks. Lots of salt."
"Come sit here," Gabby Prattelson called to her. "We've been waiting for you!"
Elizabeth grabbed a chair and pulled it over to the group. She and Gabby had joined the company at the same time and were good friends. Gabby loved working for Castleway, loved her customers and loved, more than anything else, to talk. Sometimes she called Elizabeth with a quick question and an hour later they would still be on the line. Mostly Gabby talked and Elizabeth laughed.
Toby Murkely and Kate Austin, sitting at the same table, also welcomed Elizabeth as she sat down. They weren't her favorites, but it was still fun to see them. Elizabeth thought they were two of a kind -- mid thirties, talented, and with a good understanding of the industry. They lived in the same city and often went on joint sales calls.
For as much as they had going for them, Elizabeth was always surprised by their negativity. Nothing was ever right with them and it was never their fault. Prices were too high, products weren't good enough, customers were jerks. You name it, they complained about it. In private, she called them "Gloom" and "Doom."
"Long drive, Elizabeth?" Toby asked as she sat down. He looked over at Kate with a smirk on his face.
Taking her cue, Kate chimed in sarcastically before Elizabeth could answer, "Believe me, you were lucky to drive. Our plane was late -- mechanical problems they said, but I don't believe that stuff anymore."
"Don't listen to her," Toby butted in. "She's just sore because she sat next to a big guy who fell asleep after dinner and snored."
"Stop it or you'll drive me crazy!" Elizabeth said as soon as she could get a word in edgewise. "So what's the scoop? Who's got news I haven't heard yet?"
"Jack's upset by how things are going," said Gabby, always prepared to fill a void. "He told us the big wigs are putting lots of pressure on to turn things around or else heads will roll."
"Poor Jack," said Elizabeth sympathetically. "I can tell he's struggling. Lately when I ask him for some help with my accounts, he hasn't had much to offer."
"Jack's been out of the field for too long," complained Toby.
"He'd rather do paperwork these days," added Kate.
"I don't think so," said Elizabeth sincerely "He wants to help, but doesn't know how. I took him on some calls recently. I wanted him to watch me and give me feedback about where I'm screwing up. But he just tells me, 'Hang, in there. Things are bound to get better.'"
"Jack mentioned he had some announcements for tomorrow," Tom said, returning to the table. Handing Elizabeth her drink, he added, "I sure hope they're good ones!"
"With the way things are going at Castleway, I doubt it," Toby remarked. "We're dropping further and further behind. Corporate doesn't have any idea how much things have changed in the field."
"I love our products," Gabby said. "But it's getting harder and harder to differentiate them these days."
"Castleway rested on its laurels too long. A few years ago we had the best systems in the market," Kate said. "Now competitors have better products and they're cheaper. No wonder we're having a hard time."
Elizabeth, anxious to change the topic, asked, "Where are Ken and Sebastian? I haven't seen them yet."
"Over there," Gabby pointed across the bar. "Sebastian had questions about an account he's having trouble with, so Ken pulled him over there to give him some advice."
"Poor Sebastian. He has no idea what he's in for," laughed Elizabeth, looking over to where the two reps where sitting. Sebastian, the newest rep on the team, listened intently as Ken talked. "Let me guess. He must have asked how to close an account. That's one thing that Ken loves to talk about."
"Right on," said Gabby. "Always Be Closing -- that's Ken's motto."
"Well it sure isn't helping his sales," said Toby snidely.
"Sounds like the pot calling the kettle black," Gabby interjected, eager to change the topic. "Come on, let's talk about something near and dear to my heart. Did anyone hear there might be a shake-up soon in marketing?"
All eyes turned to Gabby. The rumor mill was one of their favorite things to talk about and everyone had some tidbit to contribute. Their lively, spirited discussion continued long after the bartender gave last call. Everyone knew they'd be tired the next morning, but it didn't matter. Catching up on what was happening, sharing war stories and just being together again was worth it.
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