(4) Manager's Viewpoint
管理人員的見解
"A manager's job is really all about understanding and working with people，"Dan says，"Most of my time is spent in getting to know the people who work in the Marketing Division.I have to know what they're like and what they can do."
One day Dan was talking with Mary and they were discussing people and their jobs.Dan asked："Mary，how would you describe your job？"
Mary answered quickly，"My job is to know what our customers want and to help them get it by using our products."
Dan said，"That's beautiful.You've told me what you're supposed to get done，to accomplish.You understand what you’re doing for people."
Dan went on to explain that there had once been a person in Mary’s job who could not see what she was doing for other people.She thought of her job as keeping files1 and sending out sheets of paper2 that people wanted.The person had not been happy in her work.She left the company.
"In the marketing business，"Dan says，"our work is to sell to people.If we concentrate too much on today's products，or on things like filling out forms3，We're in the people business4."
注釋：
1.keep file 保管文件，檔案
2.sheets of paper 文件
3.fill out forms 填寫表格
4.in the people business 從事與人打交道的工作
譯文
管理人員的見解
“一個經理的職責確實就是了解人和與人們共事，”丹說。“我的大部分時間是用來了解在銷售部工作的人員。我必須知道他們是什麼樣的人和能做什麼。”
有一天丹和瑪麗談話，正說到人們及人們的工作。丹問：“瑪麗，你怎麼來說明你的工作？"
瑪麗迅速回答說：“我的工作是了解顧客的需要，並幫助他們通過使用我們公司的產品使需要得到滿足。”
丹說：“好極了。你已經告訴我你所應該做的，應該完成的事了。你懂得了你在為人們做些什麼。”
丹繼續解釋說，從前曾經有一個人做瑪麗的這項工作，她不懂得她是在為別人做些什麼工作。她把她的工作看成隻是保管文卷和發送人們所需要的一些文件。這個人在工作中一直不愉快，她離開了公司。
“在銷售業務中，”丹說，“我們的工作是向人們推銷。如果我們把注意力過分集中於今天的產品，或集中於填寫表格一類的事，我們就可能忘掉我們的真正職責。如果我們停止幫助人們，我們就停止了推銷業務。我們的業務是和人打交道的。”