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第18章报价和方案

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**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**晚**上**,**会**涛**,**朱**老**师**,**江**海**泽**三**个**人**坐**在**酒**店**的**房**间**里**,**给**武**定**思**源**学**校**写**报**价**。**按**照**之**前**跟**校**长**的**沟**通**,**以**2**0**个**班**级**,**1**0**0**0**名**学**生**进**行**报**价**,**加**上**搭**建**集**体**备**课**制**度**,**教**师**培**训**服**务**,**总**共**是**3**0**0**多**万**,**但**实**际**,**学**校**并**没**有**2**0**个**教**学**班**,**也**没**有**1**0**0**0**个**学**生**,**之**所**以**这**样**报**价**,**是**因**为**言**爱**基**金**会**有**规**定**,**想**要**获**得**一**百**万**的**捐**助**,**学**生**数**量**必**须**达**到**1**0**0**0**人**以**上**,**如**果**按**照**1**0**0**0**人**报**价**,**就**是**作**假**,**就**是**为**了**骗**取**言**爱**基**金**会**的**一**百**万**捐**助**,**如**果**实**事**求**是**的**按**照**学**校**现**有**的**学**生**数**量**做**报**价**,**那**就**不**会**获**得**基**金**会**一**百**万**的**捐**助**,**江**海**泽**看**了**看**朱**老**师**,**朱**老**师**看**了**看**会**涛**,**会**涛**不**假**思**索**的**说**:**“**这**个**都**跟**校**长**沟**通**了**,**就**按**照**一**千**个**学**生**报**价**,**没**有**言**爱**的**一**百**万**,**学**校**自**己**要**拿**出**3**0**0**万**来**,**那**绝**对**没**有**这**个**钱**。**”******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**“**我**们**不**是**还**采**取**b**y**o**d**的**模**式**吗**,**学**生**自**己**花**钱**买**平**板**,**家**长**们**可**以**拿**一**百**万**。**”**江**海**泽**第**一**次**做**报**价**,**他**连**报**价**表**都**没**有**看**明**白**是**怎**么**回**事**,**而**现**在**又**面**临**着**学**生**数**量**不**确**定**的**困**窘**。******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**“**对**啊**,**3**0**0**多**万**的**项**目**,**学**生**家**长**付**费**1**0**0**万**,**言**爱**捐**助**1**0**0**万**,**那**学**校**只**需**要**出**剩**下**的**1**0**0**万**就**够**了**,**这**对**于**学**校**来**说**,**压**力**就**已**经**很**大**了**。**”**会**涛**催**促**着**江**海**泽**,**赶**紧**写**报**价**,**但**江**海**泽**却**犹**豫**不**决**,**他**之**所**以**犹**豫**不**觉**,**原**因**有**两**个**,**一**个**是**他**看**不**清**报**价**单**,**还**没**理**解**单**价**和**数**量**之**间**的**换**算**,**虽**然**孙**晓**晨**之**前**给**自**己**做**过**培**训**,**但**关**于**报**价**该**怎**么**报**,**孙**晓**晨**却**还**没**给**自**己**讲**过**,**他**怕**自**己**写**错**了**报**价**,**在**他**看**来**,**报**价**是**一**件**很**严**肃**的**事**情**,**如**果**写**错**了**,**那**他**这**个**售**前**经**理**可**就**太**不**称**职**了**,**他**担**不**起**这**个**责**任**。**其**次**,**他**不**想**造**假**,**如**果**按**照**会**涛**说**的**,**学**校**明**明**不**足**一**千**个**学**生**,**却**硬**要**写**一**千**个**学**生**,**这**是**造**假**,**这**是**欺**骗**,**出**于**良**心**,**他**不**过**不**去**。******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**朱**老**师**坐**在**一**旁**,**看**出**了**江**海**泽**的**困**惑**:**“**你**要**不**给**晓**晨**打**个**电**话**,**看**看**她**怎**么**说**?**”******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**对**啊**,**怎**么**把**自**己**的**师**傅**忘**记**了**呢**?**江**海**泽**这**才**想**起**孙**晓**晨**,**连**忙**拨**通**了**她**的**电**话**,**虽**然**已**经**是**晚**上**九**点**多**钟**,**孙**晓**晨**坐**在**家**里**依**旧**加**班**,**她**已**经**习**惯**了**在**夜**里**接**起**关**于**工**作**的**一**个**又**一**个**电**话**,**江**海**泽**说**明**了**自**己**的**来**意**,**孙**晓**晨**笑**了**笑**:**“**会**涛**今**天**都**给**我**打**电**话**了**,**说**明**了**情**况**。**”**站**在**旁**边**的**会**涛**连**忙**道**:**“**晓**晨**,**只**能**按**照**一**千**个**学**生**报**啊**,**否**则**,**学**校**自**己**扛**两**百**万**,**这**个**项**目**就**别**想**做**了**。**”******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**孙**晓**晨**苦**笑**,**她**也**知**道**胡**乱**报**价**不**好**,**但**没**办**法**,**现**实**就**是**这**样**,**会**涛**说**的**对**,**没**有**人**想**去**造**假**,**但**出**于**业**绩**,**出**于**项**目**的**考**虑**,**只**能**按**照**销**售**的**想**法**去**做**:**“**听**会**涛**的**吧**,**先**按**照**一**千**人**做**报**价**。**”**孙**晓**晨**无**奈**,**她**在**心**底**里**想**:**这**个**项**目**现**在**八**字**还**没**一**撇**了**,**做**了**报**价**,**也**不**一**定**能**够**通**过**教**育**局**的**审**批**,**审**批**通**过**了**,**财**政**局**也**不**一**定**能**够**有**预**算**,**何**必**在**意**这**些**细**节**呢**,**虽**然**她**一**向**是**一**个**很**在**意**细**节**的**人**。******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**“**那**方**案**呢**,**我**该**怎**么**写**?**”**既**然**报**价**确**定**了**,**方**案**也**顺**便**确**定**一**下**吧**,**他**便**咨**询**孙**晓**晨**。******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**“**方**案**你**就**正**常**写**,**但**是**,**你**这**几**天**不**是**在**学**校**做**调**研**了**吗**,**要**把**你**的**所**见**所**闻**,**真**实**的**在**调**研**情**况**里**写**清**楚**,**比**如**学**校**的**需**求**啊**,**学**校**的**痛**点**啊**,**比**如**他**们**缺**乏**教**学**资**源**,**没**有**集**体**备**课**制**度**,**学**生**兴**趣**不**足**等**等**,**这**些**都**需**要**写**清**楚**,**其**他**的**地**方**,**按**照**我**们**现**有**的**项**目**方**案**套**用**就**行**。**”**对**于**孙**晓**晨**来**说**,**她**闭**着**眼**睛**背**也**能**背**过**思**源**学**校**的**痛**点**和**需**求**了**,**她**去**年**调**研**了**几**十**所**思**源**学**校**,**哪**个**学**校**不**是**存**在**这**些**问**题**。**与**其**说**是**武**定**思**源**学**校**的**个**性**问**题**,**不**如**说**是**所**有**思**源**学**校**的**共**性**问**题**。******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**江**海**泽**挂**了**电**话**,**盯**着**电**脑**屏**幕**的**报**价**单**,**还**是**不**知**道**该**从**何**处**下**笔**,**会**涛**笑**了**笑**:**“**还**是**我**来**写**报**价**吧**,**看**你**犹**豫**不**觉**的**。**”**,**见**会**涛**毛**遂**自**荐**,**江**海**泽**主**动**站**起**来**,**看**着**会**涛**在**那**调**整**报**价**,**其**实**报**价**单**都**是**现**成**的**模**板**,**只**需**要**改**改**数**量**和**单**位**就**可**以**,**而**总**价**表**格**会**根**据**自**己**原**有**的**算**法**自**然**算**出**。**江**海**泽**正**愁**自**己**不**知**道**怎**么**去**写**这**些**东**西**呢**,**看**着**会**涛**盯**着**屏**幕**一**个**个**修**改**,**他**倒**是**不**想**去**抢**那**个**风**头**,**但**自**己**却**依**旧**看**不**懂**他**写**的**是**什**么**,**比**如**,**为**什**么**平**板**电**脑**的**单**位**,**会**涛**要**写**“**片**”**?**按**照**常**规**来**说**,**平**板**电**脑**应**该**论**台**或**者**个**呀**,**江**海**泽**连**忙**问**:**“**怎**么**平**板**的**电**脑**是**片**呢**?**”**会**涛**连**忙**道**:**“**一**片**平**板**电**脑**呀**!**”******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**江**海**泽**若**有**所**思**的**点**了**点**头**,**不**知**道**会**涛**葫**芦**里**卖**的**什**么**药**,**但**貌**似**会**涛**很**懂**的**样**子**,**自**己**便**不**再**过**问**。******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**其**实**会**涛**也**不**知**道**这**个**报**价**单**该**怎**么**写**,**他**之**前**是**卖**鸿**合**大**屏**的**,**又**没**卖**过**平**板**电**脑**。******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**几**个**人**总**算**是**把**报**价**七**拼**八**凑**的**写**完**了**,**会**涛**起**身**:**“**今**天**,**大**家**就**早**点**休**息**吧**,**明**天**,**我**们**早**点**去**学**校**,**在**学**校**里**,**把**报**价**单**打**印**出**来**,**给**李**校**长**。**那**个**方**案**呢**海**泽**,**你**今**天**能**写**完**吗**?**”******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**“**能**,**方**案**我**一**会**还**要**再**修**改**一**下**,**今**晚**发**你**。**”******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**已**经**是**夜**里**十**点**多**了**,**几**个**人**已**经**困**意**袭**来**,**各**自**回**到**自**己**的**房**间**,**只**是**江**海**泽**,**依**旧**要**打**开**电**脑**,**修**改**方**案**,**方**案**其**实**要**修**改**的**地**方**并**不**多**,**只**是**在**入**校**调**研**那**一**项**里**,**他**还**要**继**续**再**润**色**一**下**,**而**关**于**学**校**的**痛**点**面**临**的**教**学**需**求**那**里**,**他**要**根**据**自**己**这**几**天**的**所**见**所**闻**,**总**结**出**学**校**的**真**实**需**求**,**而**其**实**这**些**需**求**,**也**正**如**孙**晓**晨**刚**刚**所**说**的**一**样**,**虽**然**孙**晓**晨**并**没**有**来**过**这**所**学**校**。******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**作**为**售**前**经**理**,**写**方**案**写**报**价**,**是**必**备**技**能**之**一**,**江**海**泽**之**前**也**写**过**很**多**方**案**和**报**价**,**无**非**就**是**拿**出**之**前**给**其**他**学**校**写**过**的**方**案**和**报**价**,**进**行**微**调**,**但**这**次**,**他**却**不**敢**马**虎**和**懈**怠**,**坐**在**酒**店**的**写**字**台**上**,**他**对**着**电**脑**,**将**方**案**修**改**了**一**遍**又**一**遍**,**他**本**可**以**拿**出**孙**晓**晨**之**前**给**过**自**己**的**方**案**进**行**复**制**粘**贴**略**微**修**改**,**但**他**却**不**想**再**像**之**前**一**样**不**负**责**,**因**为**这**是**他**来**到**未**来**教**育**写**的**第**一**个**方**案**,**是**自**己**这**几**天**真**实**的**入**校**听**课**调**研**后**要**写**的**方**案**,**他**必**须**小**心**谨**慎**,**要**对**自**己**写**的**东**西**负**责**。******&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**&**n**b**s**p**;**看**着**窗**外**茫**茫**夜**色**,**江**海**泽**想**到**青**老**师**给**他**讲**的**一**个**又**一**个**故**事**,**想**到**每**天**在**学**校**看**到**的**这**些**孩**子**,**他**想**把**学**校**的**真**实**需**求**写**到**方**案**里**,**不**愧**对**公**司**,**不**愧**对**学**校**,**更**不**愧**对**他**自**己**。**

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