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( S ( RB So ) ( SBAR-TMP ( IN as ) ( S ( NP-SBJ ( DT the ) ( NNP Old ) ( NNP Crowd ) ) ( VP ( VBD toppled ) ( PP-DIR ( IN from ) ( NP ( DT the ) ( NN branch ) ) ) ) ) ) ( NP-SBJ ( PRP it ) ) ( VP ( MD should ) ( RB n't ) ( VP ( VB have ) ( VP ( VBN been ) ( ADJP-PRD ( RB too ) ( JJ surprised ) ) ) ) ) )

So as the Old Crowd toppled from the branch it should n't have been too surprised

( S ( NP-SBJ ( DT The ) ( JJ old ) ( NN guard ) ) ( VP ( VBD had ) ( NP ( DT every ) ( NN right ) ) ( ADVP ( RB however ) ) ( S-1 ( VP ( TO to ) ( VP ( VB disdain ) ( NP ( NP ( NP ( DT the ) ( NNS newcomers ) ( POS ' ) ) ( JJ new ) ( NNS ways ) ) ( PP ( IN of ) ( S-NOM ( VP ( VBG making ) ( NP ( NN money ) ) ) ) ) ( PP ( JJ such ) ( IN as ) ( NP ( NN greenmail ) ) ) ) ) ) ) ) )

The old guard had every right however to disdain the newcomers ' new ways of making money such as greenmail

( PRN ( S ( NP-SBJ-1 ( NP ( DT A ) ( NNP Fortune ) ( NN article ) ) ( PP ( IN on ) ( NP ( NNP Saul ) ( NNP Steinberg ) ) ) ) ( VP ( VBD was ) ( VP ( VBN entitled ) ( S ( NP-TTL-PRD ( NP ( NN Fear ) ( CC and ) ( NN Loathing ) ) ( PP-LOC ( IN in ) ( NP ( DT the ) ( JJ Corporate ) ( NNS Boardrooms ) ) ) ) ) ) ) ) )

A Fortune article on Saul Steinberg was entitled Fear and Loathing in the Corporate Boardrooms

( S ( NP-SBJ ( PRP$ Their ) ( JJ other ) ( NN staple ) ) ( VP ( VBZ has ) ( VP ( VBN been ) ( NP-PRD ( NP ( JJ corporate ) ( NNS takeovers ) ) ( UCP ( ADJP ( RB often ) ( JJ hostile ) ) ( CC and ) ( VP ( VBN financed ) ( PP ( IN by ) ( NP-LGS ( NN junk ) ( NNS bonds ) ) ) ) ) ) ) ) )

Their other staple has been corporate takeovers often hostile and financed by junk bonds

( S ( NP-SBJ ( JJ Hostile ) ( NNS takeovers ) ) ( VP ( VBP are ) ( NP-PRD ( PDT quite ) ( DT a ) ( JJ new ) ( NN phenomenon ) ) ) )

Hostile takeovers are quite a new phenomenon

( S ( S ( ADVP-TMP ( RB Sometimes ) ) ( NP-SBJ ( PRP they ) ) ( VP ( VBP are ) ( ADJP-PRD ( JJ constructive ) ) ) ) ( CC but ) ( FRAG ( ADVP-TMP ( RB often ) ) ( RB not ) ) )

Sometimes they are constructive but often not

( S ( ADVP ( RB First ) ) ( PP-MNR ( IN by ) ( S-NOM ( VP ( VBG making ) ( S ( NP-SBJ ( NN management ) ) ( VP ( NN focus ) ( PP-CLR ( IN on ) ( NP ( JJ short-term ) ( NNS results ) ) ) ) ) ) ) ) ( NP-SBJ-1 ( PRP they ) ) ( VP ( VBP inhibit ) ( S ( VP ( VBG building ) ( PP-PRP ( IN for ) ( NP ( DT the ) ( NN future ) ) ) ) ) ( NP-ADV ( NP ( RB just ) ( DT the ) ( JJ opposite ) ) ( PP ( IN of ) ( NP ( NNP Japan ) ) ) ) ) )

First by making management focus on short-term results they inhibit building for the future just the opposite of Japan

( S ( ADVP ( RB Second ) ) ( S ( NP-SBJ ( NP ( DT a ) ( JJ long-term ) ( NN shareholder ) ) ( PP ( IN of ) ( NP ( DT a ) ( JJ good ) ( NN company ) ) ) ) ( VP ( MD need ) ( RB n't ) ( VP ( VB worry ) ( ADVP ( RB too ) ( RB much ) ) ( SBAR-TMP ( WHADVP-1 ( WRB when ) ) ( S ( NP-SBJ ( DT the ) ( NN stock ) ( NN price ) ) ( VP ( VBZ drops ) ( ADVP-TMP ( RB temporarily ) ) ) ) ) ) ) ) ( S ( NP-SBJ ( PRP It ) ) ( VP ( MD will ) ( VP ( VB bounce ) ( ADVP-DIR ( RP back ) ) ) ) ) )

Second a long-term shareholder of a good company need n't worry too much when the stock price drops temporarily It will bounce back

( S ( CC But ) ( SBAR-ADV ( IN if ) ( S ( NP-SBJ ( DT a ) ( NN raider ) ) ( VP ( VBZ takes ) ( PRT ( RP over ) ) ( SBAR-TMP ( WHADVP-1 ( WRB when ) ) ( S ( NP-SBJ ( DT the ) ( NN stock ) ) ( VP ( VBZ is ) ( ADJP-PRD ( JJ weak ) ) ) ) ) ) ) ) ( NP-SBJ ( DT the ) ( NN shareholder ) ) ( ADVP-TMP ( RB never ) ) ( VP ( VBZ gets ) ( NP ( PRP$ his ) ( NN recovery ) ) ) )

But if a raider takes over when the stock is weak the shareholder never gets his recovery

( S ( NP-SBJ ( DT The ) ( NNS raiders ) ) ( ADVP-TMP ( RB meanwhile ) ) ( VP ( VBP have ) ( VP ( VBN evolved ) ( NP ( NP ( PRP$ their ) ( JJ own ) ( NN pattern ) ) ( PP ( IN for ) ( S-NOM ( VP ( VBG spending ) ( NP ( PRP$ their ) ( JJ new ) ( NNS millions ) ) ) ) ) ) ) ) )

The raiders meanwhile have evolved their own pattern for spending their new millions

( S ( SBAR-ADV ( IN As ) ( S ( VP ( VBN described ) ( PP-LOC ( IN in ) ( NP-TTL ( DT The ) ( JJ New ) ( NN Crowd ) ) ) ) ) ) ( NP-SBJ ( PRP they ) ) ( VP ( VP ( VBP take ) ( PRT ( RP on ) ) ( NP ( JJ ambitious ) ( JJ new ) ( NNS wives ) ) ) ( VP ( VBP move ) ( PP-DIR ( TO to ) ( NP ( NP ( NP ( NNP Greenwich ) ) ( NP ( NNP Conn. ) ) ) ( CC or ) ( NP ( NP ( NNP Bedford ) ) ( NP ( NNP N.Y. ) ) ) ) ) ) ( VP ( VBP buy ) ( NP ( JJ OK ) ( NNS pictures ) ) ) ( CC and ) ( VP ( VBP let ) ( S ( NP-SBJ ( PRP$ their ) ( NNS wives ) ) ( VP ( VB share ) ( NP ( DT the ) ( NN wealth ) ) ( PP ( IN with ) ( NP ( NNS decorators ) ) ) ) ) ) ) )

As described in The New Crowd they take on ambitious new wives move to Greenwich Conn. or Bedford N.Y. buy OK pictures and let their wives share the wealth with decorators

( S ( S-ADV ( VP ( VBG Having ) ( VP ( VBN donated ) ( ADVP-MNR ( RB heavily ) ) ( PP-CLR ( TO to ) ( NP ( NNS museums ) ) ) ) ) ) ( NP-SBJ-1 ( PRP they ) ) ( VP ( VBP demand ) ( NP ( NP ( DT a ) ( NN place ) ) ( PP-LOC ( IN on ) ( NP ( PRP$ their ) ( NNS boards ) ) ) ) ) )

Having donated heavily to museums they demand a place on their boards

( S ( NP-SBJ ( DT The ) ( NN book ) ) ( VP ( VBZ is ) ( ADJP-PRD ( JJ patronizing ) ( PP ( IN about ) ( NP ( NP ( DT this ) ( ADJP ( JJ nouveau ) ( JJ riche ) ) ( NN struggle ) ) ( PP ( IN for ) ( NP ( NN respectability ) ) ) ( SBAR ( WHNP-1 ( WDT which ) ) ( S ( VP ( VBZ has ) ( NP ( PRP$ its ) ( JJ tawdry ) ( NNS aspects ) ) ) ) ) ) ) ) ) )

The book is patronizing about this nouveau riche struggle for respectability which has its tawdry aspects

( S ( ADVP ( RB However ) ) ( PP ( IN on ) ( NP ( NN balance ) ) ) ( NP-SBJ ( DT the ) ( NN charity ) ( NN game ) ) ( VP ( VBZ helps ) ( NP ( NNP America ) ) ) )

However on balance the charity game helps America

( S ( SBAR-ADV ( IN If ) ( S ( NP-SBJ ( NP ( DT those ) ) ( SBAR ( WHNP-1 ( WP who ) ) ( S ( VP ( VBP have ) ( NP ( DT the ) ( NN money ) ) ) ) ) ) ( VP ( VBP do ) ( RB n't ) ( VP ( VB get ) ( ADJP-PRD ( JJ involved ) ( PP ( IN with ) ( NP ( NP ( DT the ) ( NNS museums ) ) ( CC and ) ( NP ( DT the ) ( NNS charities ) ) ) ) ) ) ) ) ) ( ADVP ( RB then ) ) ( NP-SBJ ( NNP City ) ( NNP Hall ) ) ( VP ( MD will ) ( VP ( VB do ) ( NP ( PRP it ) ) ( ADVP-MNR ( RB badly ) ) ) ) )

If those who have the money do n't get involved with the museums and the charities then City Hall will do it badly

( S ( NP-SBJ-1 ( NP ( PRP It ) ) ) ( VP ( VBZ has ) ( VP ( VBN been ) ( VP ( ADVP-MNR ( RB rightly ) ) ( VBN observed ) ( SBAR-2 ( IN that ) ( S ( NP-SBJ ( NP ( DT the ) ( JJ main ) ( NN thing ) ) ( ADJP ( JJ wrong ) ( PP ( IN with ) ( NP ( JJ tainted ) ( NN money ) ) ) ) ) ( VP ( VBZ is ) ( SBAR-PRD ( S ( NP-SBJ ( PRP t' ) ) ( VP ( VBZ ai ) ( RB nt ) ( NP-PRD ( NP ( NN enough ) ) ( PP ( IN of ) ( NP ( PRP it ) ) ) ) ) ) ) ) ) ) ) ) ) )

It has been rightly observed that the main thing wrong with tainted money is t' ai nt enough of it

( S ( NP-SBJ-2 ( NP ( DT A ) ( NN handful ) ) ( PP ( IN of ) ( NP ( DT the ) ( NNP New ) ( NNP Crowd ) ( NNS operators ) ) ) ) ( VP ( VP ( VBP have ) ( VP ( VBN crossed ) ( NP ( NP ( DT the ) ( NN line ) ) ( PP ( IN from ) ( NP ( DT the ) ( JJ immoral ) ) ) ( PP ( TO to ) ( NP ( DT the ) ( JJ illegal ) ) ) ) ) ) ( CC and ) ( VP ( VBP have ) ( VP ( VBN ended ) ( PRT ( RP up ) ) ( UCP ( PP-LOC ( IN in ) ( NP ( DT the ) ( NN slammer ) ) ) ( CC or ) ( S ( VP ( VBG paying ) ( NP ( JJ huge ) ( NNS fines ) ) ) ) ) ) ) ) )

A handful of the New Crowd operators have crossed the line from the immoral to the illegal and have ended up in the slammer or paying huge fines

( NP ( NP ( NNP Ivan ) ( NNP Boesky ) ) ( NP ( NNP Dennis ) ( NNP Levine ) ) ( NP ( NNP Martin ) ( NNP Siegel ) ) ( NP ( NNP Victor ) ( CC and ) ( NNP Steven ) ( NNP Posner ) ) ( CC and ) ( RB now ) ( NP ( NNP Michael ) ( NNP Milken ) ) ( CC and ) ( RB perhaps ) ( NP ( NNP Leona ) ( NNP Helmsley ) ) )

Ivan Boesky Dennis Levine Martin Siegel Victor and Steven Posner and now Michael Milken and perhaps Leona Helmsley

( S ( NP-SBJ ( NP ( DT The ) ( JJ glitzy ) ( NN office ) ) ( SBAR ( WHNP-1 ( WDT that ) ) ( S ( NP-SBJ ( NNP Ivan ) ( NNP Boesky ) ) ( VP ( VBD vacated ) ( PP-PRP ( IN for ) ( NP ( DT a ) ( NN prison ) ( NN cell ) ) ) ) ) ) ) ( VP ( VBD had ) ( ADVP-TMP ( RB previously ) ) ( VP ( VBN contained ) ( NP ( NP ( NN commodity ) ( NNS operators ) ( NNP Marc ) ( NNP Rich ) ( CC and ) ( NNP Pinky ) ( NNP Green ) ) ( NP-ADV ( NN today ) ) ( NP ( NP ( NNS fugitives ) ) ( PP ( IN from ) ( NP ( NP ( DT a ) ( JJ potential ) ( NN century ) ) ( ADVP ( RB apiece ) ) ( PP ( IN of ) ( NP ( NN jail ) ( NNS sentences ) ) ) ) ) ) ) ) ) )

The glitzy office that Ivan Boesky vacated for a prison cell had previously contained commodity operators Marc Rich and Pinky Green today fugitives from a potential century apiece of jail sentences

( S ( NP-SBJ ( DT The ) ( NNP Old ) ( NNP Crowd ) ) ( VP ( VBZ is ) ( ADJP-PRD ( RB deeply ) ( JJ concerned ) ( PP ( IN by ) ( NP ( NP ( DT the ) ( NN backlash ) ) ( PP ( IN from ) ( NP ( PDT all ) ( DT this ) ) ) ) ) ) ) )

The Old Crowd is deeply concerned by the backlash from all this

( S ( ADVP ( RB However ) ) ( NP-SBJ ( DT the ) ( NN phenomenon ) ) ( VP ( VBZ is ) ( ADJP-PRD ( RB not ) ( RB specifically ) ( JJ Jewish ) ) ) )

However the phenomenon is not specifically Jewish

( S ( NP-SBJ ( NP ( PRP It ) ) ) ( VP ( VBZ has ) ( ADVP-TMP ( RB always ) ) ( VP ( VBN been ) ( ADJP-PRD ( JJ true ) ) ( SBAR-2 ( SBAR ( IN that ) ( S ( NP-SBJ-1 ( NP ( DT those ) ) ( PP-LOC ( IN outside ) ( NP ( DT the ) ( NN club ) ) ) ) ( VP ( VBP want ) ( S ( VP ( TO to ) ( VP ( VB climb ) ( ADVP-DIR ( RB in ) ) ) ) ) ) ) ) ( CC and ) ( SBAR ( IN that ) ( S ( NP-SBJ ( DT a ) ( JJ few ) ) ( VP ( MD will ) ( VP ( VB cut ) ( NP ( NNS corners ) ) ( PP-LOC ( IN in ) ( NP ( DT the ) ( NN process ) ) ) ) ) ) ) ) ) ) )

It has always been true that those outside the club want to climb in and that a few will cut corners in the process

( S ( NP-SBJ ( DT Some ) ( ADJP ( RB pretty ) ( JJ seamy ) ) ( NN stuff ) ) ( VP ( VP ( VBD built ) ( NP ( NP ( DT the ) ( JJ turn-of-the-century ) ( NNS families ) ( POS ' ) ) ( NNP Fifth ) ( NNP Avenue ) ( CC and ) ( NNP Newport ) ( NNS palazzi ) ) ) ( CC and ) ( VP ( VBD endowed ) ( NP ( NP ( NP ( PRP$ their ) ( NNS daughters ) ( POS ' ) ) ( NNS weddings ) ) ( PP ( TO to ) ( NP ( JJ foreign ) ( NNS noblemen ) ) ) ) ) ) )

Some pretty seamy stuff built the turn-of-the-century families ' Fifth Avenue and Newport palazzi and endowed their daughters ' weddings to foreign noblemen

( S ( S ( NP-SBJ ( NNP Mr. ) ( NNP Boesky ) ) ( VP ( VBD was ) ( NP-PRD ( DT a ) ( NN piker ) ) ( PP ( VBN compared ) ( PP ( TO to ) ( NP ( NP ( NNP Jay ) ( NNP Gould ) ) ( CC and ) ( NP ( NNP Jim ) ( NNP Fiske ) ) ) ) ) ) ) ( CC and ) ( S ( NP-SBJ-1 ( NNP Commodore ) ( NNP Vanderbilt ) ) ( VP ( VBD thought ) ( NP-CLR ( NN nothing ) ) ( PP-CLR ( IN of ) ( S-NOM ( VP ( VBG bribing ) ( NP ( NNS judges ) ( CC and ) ( NNS legislators ) ) ) ) ) ) ) )

Mr. Boesky was a piker compared to Jay Gould and Jim Fiske and Commodore Vanderbilt thought nothing of bribing judges and legislators

( SBARQ ( RB So ) ( WHNP-1 ( WP who ) ) ( SQ ( VP ( VBZ knows ) ) ) )

So who knows

( S ( PP-TMP ( IN In ) ( NP ( DT a ) ( NN generation ) ( QP ( CC or ) ( CD two ) ) ) ) ( NP-SBJ-1 ( NP ( DT some ) ) ( PP ( IN of ) ( NP ( DT the ) ( NNP New ) ( NNP Crowd ) ) ) ) ( VP ( MD may ) ( VP ( VB attain ) ( NP ( JJ true ) ( NN respectability ) ) ( S-PRP ( ADVP ( RB perhaps ) ) ( VP ( TO to ) ( VP ( VB be ) ( VP ( VBN displaced ) ( PP-TMP ( IN in ) ( NP ( NN turn ) ) ) ( PP ( IN by ) ( NP-LGS ( NP ( DT a ) ( JJ later ) ( NN flock ) ) ( PP ( IN of ) ( NP ( JJ unscrupulous ) ( NNS raptors ) ) ) ) ) ) ) ) ) ) ) )

In a generation or two some of the New Crowd may attain true respectability perhaps to be displaced in turn by a later flock of unscrupulous raptors

( S ( CC Or ) ( ADVP ( RB perhaps ) ) ( NP-SBJ ( NNP Wall ) ( NNP Street ) ) ( SBAR-TMP ( WHADVP-1 ( WRB when ) ) ( S ( NP-SBJ ( PRP it ) ) ( VP ( VBZ has ) ( VP ( VBN suffered ) ( ADVP ( RB enough ) ) ) ) ) ) ( VP ( MD will ) ( VP ( VP ( VB realize ) ( SBAR ( DT that ) ( S ( NP-SBJ ( NN finance ) ) ( VP ( VBZ is ) ( NP-PRD ( DT a ) ( NN service ) ( NN industry ) ) ) ) ) ) ( CC and ) ( VP ( VB change ) ( NP ( PRP$ its ) ( NN ethos ) ) ) ) ) )

Or perhaps Wall Street when it has suffered enough will realize that finance is a service industry and change its ethos

( S ( NP-SBJ ( NNP Mr. ) ( NNP Train ) ) ( VP ( VBZ is ) ( NP-PRD ( NP ( NN president ) ) ( PP ( IN of ) ( NP ( NP ( NNP Train ) ( NNP Smith ) ( NNP Investment ) ( NNP Counsel ) ) ( NP-LOC ( NNP New ) ( NNP York ) ) ) ) ) ) )

Mr. Train is president of Train Smith Investment Counsel New York

( S ( PP-TMP ( IN In ) ( NP ( NNP August ) ) ) ( SBAR-TMP ( ADVP ( RB soon ) ) ( IN after ) ( S ( NP-SBJ ( NNP Wang ) ( NNP Laboratories ) ( NNP Inc. ) ) ( VP ( VP ( VBD reported ) ( NP ( DT a ) ( JJ staggering ) ( ADJP ( QP ( CD 424.3 ) ( CD million ) ) ) ( NN loss ) ) ) ( CC and ) ( VP ( VBD replaced ) ( NP ( PRP$ its ) ( NN president ) ) ) ) ) ) ( NP-SBJ ( CD two ) ( NNP Boston ) ( NNS sales ) ( NNS representatives ) ) ( VP ( VBD sent ) ( NP ( NNS customers ) ) ( NP ( NP ( DT a ) ( NN letter ) ) ( VP ( VBG saying ) ( S ( NP-SBJ ( PRP We ) ) ( VP ( ADVP-MNR ( RB fully ) ) ( VBP expect ) ( SBAR ( IN that ) ( S ( NP-SBJ ( PRP you ) ) ( VP ( MD will ) ( ADVP-TMP ( RB soon ) ) ( VP ( VB be ) ( VP ( VBG reading ) ( NP ( NP ( NNS stories ) ) ( PP-LOC ( IN in ) ( NP ( DT the ) ( NN press ) ) ) ( VP ( VBG reporting ) ( NP ( NP ( DT the ) ( NNP Amazing ) ( NNP Comeback ) ) ( PP-LOC ( IN at ) ( NP ( NNP Wang ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) )

In August soon after Wang Laboratories Inc. reported a staggering 424.3 million loss and replaced its president two Boston sales representatives sent customers a letter saying We fully expect that you will soon be reading stories in the press reporting the Amazing Comeback at Wang

( S ( SBAR-SBJ ( SBAR ( WHADVP-1 ( WRB How ) ( RB soon ) ) ( S ( NP-SBJ ( NNP Wang ) ) ( VP ( MD will ) ( VP ( VB stage ) ( NP ( DT a ) ( NN comeback ) ) ) ) ) ) ( CC or ) ( SBAR ( IN if ) ( S ( NP-SBJ ( PRP it ) ) ( VP ( MD will ) ( VP ( ADVP ( IN at ) ( DT all ) ) ) ) ) ) ) ( VP ( VBP are ) ( ADVP-TMP ( RB still ) ) ( NP-PRD ( NP ( NNS matters ) ) ( PP ( IN of ) ( NP ( NN debate ) ) ) ) ) )

How soon Wang will stage a comeback or if it will at all are still matters of debate

( S ( CC But ) ( NP-SBJ-3 ( NNP Wang ) ( NN salespeople ) ) ( VP ( VBP are ) ( VP ( VBG trying ) ( S ( VP ( TO to ) ( VP ( VB cope ) ( PP-CLR ( IN with ) ( NP ( NP ( NP ( DT the ) ( JJS biggest ) ( NN challenge ) ) ( SBAR ( S ( NP-SBJ ( DT any ) ( NN marketer ) ) ( VP ( MD can ) ( VP ( VB face ) ) ) ) ) ) ( S-NOM ( VP ( VBG selling ) ( NP ( NP ( DT the ) ( NNS products ) ) ( PP ( IN of ) ( NP ( NP ( DT a ) ( NN company ) ) ( SBAR ( WHNP-1 ( WDT that ) ) ( S ( VP ( VBZ is ) ( PP-LOC-PRD ( IN on ) ( NP ( DT the ) ( NNS ropes ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) )

But Wang salespeople are trying to cope with the biggest challenge any marketer can face selling the products of a company that is on the ropes

( SINV ( S-TPC-2 ( SBAR-ADV ( IN If ) ( S ( S ( NP-SBJ ( PRP$ your ) ( NN prospect ) ) ( VP ( VBZ is ) ( VP ( VBG feeling ) ( NP-PRD ( VB risk ) ) ( NP-TMP ( DT the ) ( JJ whole ) ( NN time ) ) ) ) ) ( CC and ) ( S ( NP-SBJ ( PRP you ) ) ( VP ( VBP 're ) ( RB not ) ( VP ( VBG feeling ) ( SBAR-MNR ( IN as ) ( IN if ) ( S ( NP-SBJ-3 ( PRP you ) ) ( VP ( VBP 're ) ( VP ( VBN backed ) ( PRT ( RP up ) ) ( PP ( IN by ) ( NP-LGS ( DT a ) ( JJ stable ) ( NN company ) ) ) ) ) ) ) ) ) ) ) ) ( NP-SBJ ( PRP you ) ) ( VP ( VBP 've ) ( VP ( VBN lost ) ( NP ( PRP it ) ) ( SBAR-TMP ( IN before ) ( S ( NP-SBJ ( PRP you ) ) ( VP ( VBP 've ) ( VP ( VBN begun ) ) ) ) ) ) ) ) ( VP ( VBZ says ) ) ( NP-SBJ ( NP ( NNP Mary ) ( NNP Ann ) ( NNP Cluggish ) ) ( NP ( NP ( DT a ) ( NAC-LOC ( NNP Wellesley ) ( NNP Mass. ) ) ( NX ( NX ( NNS sales ) ( NN trainer ) ) ( CC and ) ( NX ( NN consultant ) ) ) ) ( SBAR ( WHNP-1 ( WP who ) ) ( S ( VP ( VBZ works ) ( PP ( IN with ) ( NP ( JJ high ) ( NN technology ) ( NNS companies ) ) ) ) ) ) ) ) )

If your prospect is feeling risk the whole time and you 're not feeling as if you 're backed up by a stable company you 've lost it before you 've begun says Mary Ann Cluggish a Wellesley Mass. sales trainer and consultant who works with high technology companies

( S ( NP-SBJ ( PRP It ) ) ( VP ( MD can ) ( VP ( VB happen ) ( PP-LOC ( IN in ) ( NP ( DT any ) ( NN industry ) ) ) ) ) )

It can happen in any industry

( S ( VP ( VB Consider ) ( NP ( NP ( NP ( DT the ) ( NNS difficulties ) ) ( VP ( VBN faced ) ( PP ( IN by ) ( NP-LGS ( NNP Audi ) ( NN salespeople ) ) ) ( SBAR-TMP ( WHADVP-2 ( WRB when ) ) ( S ( NP-SBJ-1 ( DT the ) ( NN car ) ) ( VP ( VBD was ) ( VP ( VBN tainted ) ( PP ( IN by ) ( NP-LGS ( NP ( JJ false ) ( NNS charges ) ) ( PP ( IN of ) ( NP ( JJ sudden ) ( NN acceleration ) ) ) ) ) ) ) ) ) ) ) ( CC or ) ( NP ( NP ( NP ( NNP Exxon ) ( NNS dealers ) ( POS ' ) ) ( NNS problems ) ) ( PP-TMP ( IN in ) ( NP ( NP ( DT the ) ( NN wake ) ) ( PP ( IN of ) ( NP ( DT the ) ( NNP Valdez ) ( NN oil ) ( NN spill ) ) ) ) ) ) ) ) )

Consider the difficulties faced by Audi salespeople when the car was tainted by false charges of sudden acceleration or Exxon dealers ' problems in the wake of the Valdez oil spill

( S ( PP ( IN Like ) ( NP ( NP ( NNS thousands ) ) ( PP ( IN of ) ( NP ( NN salespeople ) ) ) ( PP-TMP ( IN before ) ( NP ( PRP them ) ) ) ) ) ( NP-SBJ ( NNP Wang ) ( POS 's ) ) ( VP ( VBP are ) ( VP ( VBG finding ) ( NP ( NP ( NNS ways ) ) ( SBAR ( S ( VP ( TO to ) ( VP ( VB combat ) ( NP ( DT the ) ( JJ bad ) ( NN news ) ) ) ) ) ) ) ) ) )

Like thousands of salespeople before them Wang 's are finding ways to combat the bad news

( SINV ( S-TPC-2 ( NP-SBJ ( NP ( PRP It ) ) ) ( VP ( VBZ 's ) ( ADJP-PRD ( RB very ) ( JJ important ) ) ( SBAR-1 ( IN that ) ( S ( NP-SBJ ( PRP we ) ) ( VP ( VBP exude ) ( NP ( NN confidence ) ) ) ) ) ( SBAR-ADV ( RB even ) ( IN though ) ( S ( PP-LOC ( IN within ) ( NP ( DT the ) ( NN family ) ) ) ( NP-SBJ ( PRP we ) ) ( VP ( VBP know ) ( SBAR ( S ( NP-SBJ ( EX there ) ) ( VP ( VBZ 's ) ( NP-PRD ( NP ( DT a ) ( NN lot ) ) ( PP ( IN of ) ( NP ( JJ hard ) ( NN work ) ) ) ( ADVP-TMP ( RB ahead ) ) ) ) ) ) ) ) ) ) ) ( VP ( VBD said ) ) ( NP-SBJ ( NP ( NNP Richard ) ( NNP Miller ) ) ( NP ( NP ( DT the ) ( NAC-LOC ( NNP Lowell ) ( NNP Mass. ) ) ( NN computer ) ( NN concern ) ( POS 's ) ) ( JJ new ) ( NN president ) ) ) ( PP-LOC ( IN in ) ( NP ( NP ( DT a ) ( JJ video ) ( NN message ) ) ( PP ( TO to ) ( NP ( NNS salespeople ) ) ) ) ) ( SBAR-TMP ( NP ( DT a ) ( NN month ) ) ( IN after ) ( S ( NP-SBJ ( PRP he ) ) ( VP ( VBD took ) ( PRT ( RP over ) ) ) ) ) )

It 's very important that we exude confidence even though within the family we know there 's a lot of hard work ahead said Richard Miller the Lowell Mass. computer concern 's new president in a video message to salespeople a month after he took over

( S ( NP-SBJ ( NNP Wang ) ) ( VP ( VBD got ) ( PP-DIR ( IN into ) ( NP ( JJ financial ) ( NN trouble ) ) ) ( PP-PRP ( IN because ) ( IN of ) ( NP ( NP ( JJ bloated ) ( NN overhead ) ) ( CC and ) ( NP ( ADJP ( RB overly ) ( JJ optimistic ) ) ( NNS sales ) ( NNS forecasts ) ) ) ) ) )

Wang got into financial trouble because of bloated overhead and overly optimistic sales forecasts

( S ( NP-SBJ ( PRP$ Its ) ( JJ mainline ) ( NX ( NX ( NNS minicomputers ) ) ( CC and ) ( NX ( NN word ) ( NNS processors ) ) ) ) ( VP ( VBP have ) ( VP ( VBN lost ) ( NP ( NN ground ) ) ( PP-CLR ( TO to ) ( NP ( JJR cheaper ) ( JJ personal ) ( NNS computers ) ) ) ) ) )

Its mainline minicomputers and word processors have lost ground to cheaper personal computers

( S ( NP-TMP ( JJ Last ) ( NN year ) ) ( S ( NP-SBJ ( PRP it ) ) ( VP ( VBD funded ) ( NP ( PRP$ its ) ( JJ high ) ( NN employment ) ) ( PP-MNR ( IN by ) ( NP ( JJ heavy ) ( NN borrowing ) ) ) ) ) ( CC and ) ( S ( NP-SBJ ( PRP it ) ) ( VP ( VBD suffered ) ( NP ( JJ huge ) ( NNS losses ) ) ( SBAR-TMP ( WHADVP-1 ( WRB when ) ) ( S ( NP-SBJ ( NNS sales ) ) ( VP ( VP ( VBD turned ) ( ADVP-DIR ( RB down ) ) ) ( CONJP ( RB instead ) ( IN of ) ) ( VP ( VBG rising ) ) ) ) ) ) ) )

Last year it funded its high employment by heavy borrowing and it suffered huge losses when sales turned down instead of rising

( S ( SBAR-TMP ( IN After ) ( S ( NP-SBJ ( DT the ) ( NN company ) ) ( VP ( VBD reported ) ( NP ( JJ red ) ( NN ink ) ) ( PP ( IN for ) ( NP ( DT the ) ( JJ fiscal ) ( JJ third ) ( NN quarter ) ) ) ) ) ) ( NP-SBJ ( NP ( NNP Wang ) ( POS 's ) ) ( NN marketing ) ( NN department ) ) ( VP ( VBD provided ) ( NP ( DT the ) ( NNS sales ) ( NN force ) ) ( NP ( NP ( NNS answers ) ) ( PP ( TO to ) ( NP ( NP ( NNS questions ) ) ( PP ( JJ such ) ( IN as ) ( SQ ( SBARQ ( WHADVP-3 ( WRB How ) ) ( SQ ( MD could ) ( NP-SBJ ( PRP you ) ) ( VP ( RB not ) ( VB have ) ( VP ( VBN known ) ( SBAR ( S ( NP-SBJ-1 ( PRP you ) ) ( VP ( VBD were ) ( VP ( VBG going ) ( S ( VP ( TO to ) ( VP ( VB lose ) ( NP ( QP ( CD 55 ) ( CD million ) ) ) ) ) ) ) ) ) ) ) ) ) ) ( CC and ) ( SQ ( VP ( VBZ Is ) ) ( NP-SBJ ( NNP Wang ) ) ( ADVP-TMP ( RB still ) ) ( NP-PRD-2 ( DT a ) ( JJ viable ) ( NN company ) ) ) ) ) ) ) ) ) )

After the company reported red ink for the fiscal third quarter Wang 's marketing department provided the sales force answers to questions such as How could you not have known you were going to lose 55 million and Is Wang still a viable company

( S ( NP-SBJ-1 ( NNS Salespeople ) ) ( VP ( VP ( VBP try ) ( S ( VP ( TO to ) ( VP ( VB push ) ( NP ( PRP$ their ) ( NNS products ) ) ) ) ) ) ( CC and ) ( VP ( VB avoid ) ( NP ( NP ( NNS discussions ) ) ( PP ( IN of ) ( NP ( NNS finances ) ) ) ) ) ) )

Salespeople try to push their products and avoid discussions of finances

( SINV ( S-TPC-1 ( S-NOM-SBJ ( VP ( VBG Responding ) ( PP-CLR ( TO to ) ( NP ( JJ such ) ( NNS questions ) ) ) ) ) ( VP ( VBZ is ) ( ADJP-PRD ( JJ defensive ) ) ) ) ( VP ( VBZ says ) ) ( NP-SBJ ( NP ( NNP Kenneth ) ( NNP Olissa ) ) ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( NN vice ) ( NN president ) ( NN marketing ) ) ) )

Responding to such questions is defensive says Kenneth Olissa Wang 's vice president marketing

( S ( NP-SBJ ( DT That ) ) ( VP ( VBZ 's ) ( ADJP-PRD ( JJ antithetical ) ( PP ( TO to ) ( NP ( NP ( DT the ) ( NN art ) ) ( PP ( IN of ) ( NP ( VBG selling ) ) ) ) ) ) ) )

That 's antithetical to the art of selling

( S ( ADVP ( RB Moreover ) ) ( NP-SBJ ( PRP he ) ) ( VP ( VBZ notes ) ( SBAR ( IN that ) ( S ( S-NOM-SBJ ( VP ( VBG analyzing ) ( NP ( JJ financial ) ( NNS results ) ) ) ) ( VP ( VBZ poses ) ( NP ( DT a ) ( NN problem ) ) ( PP ( IN for ) ( NP ( NP ( DT a ) ( NN salesman ) ) ( SBAR ( WHNP-1 ( WP who ) ) ( S ( VP ( VBZ is ) ( RB n't ) ( ADJP-PRD ( RB particularly ) ( JJ familiar ) ( PP ( IN with ) ( NP ( DT a ) ( NN balance ) ( NN sheet ) ) ) ) ) ) ) ) ) ) ) ) ) )

Moreover he notes that analyzing financial results poses a problem for a salesman who is n't particularly familiar with a balance sheet

( S ( PP-LOC ( IN At ) ( NP ( CD one ) ( NNS sales ) ( NN strategy ) ( NN meeting ) ) ) ( NP-SBJ ( DT an ) ( NN executive ) ) ( VP ( VBD suggested ) ( S ( VP ( VBG ordering ) ( NP-1 ( NNS salespeople ) ) ( S ( VP ( TO to ) ( VP ( VB become ) ( NP-PRD ( NP ( NNS experts ) ) ( PP ( IN on ) ( NP ( DT the ) ( JJ annual ) ( NN report ) ) ) ) ) ) ) ) ) ) )

At one sales strategy meeting an executive suggested ordering salespeople to become experts on the annual report

( S ( S ( NP-SBJ ( NNP Mr. ) ( NNP Miller ) ) ( VP ( VBD vetoed ) ( NP ( DT that ) ) ) ) ( S ( S-TPC-1 ( NP-SBJ ( RB Even ) ( PRP I ) ) ( VP ( MD ca ) ( RB n't ) ( VP ( VB understand ) ( NP ( PDT all ) ( DT the ) ( NNS footnotes ) ) ) ) ) ( NP-SBJ ( PRP he ) ) ( VP ( VBZ says ) ) ) )

Mr. Miller vetoed that Even I ca n't understand all the footnotes he says

( S-1 ( ADVP ( RB Instead ) ) ( PRN ( S ( NP-SBJ ( PRP he ) ) ( VP ( VBZ says ) ) ) ) ( SBAR-ADV ( IN if ) ( S ( NP-SBJ ( DT the ) ( NNS salespeople ) ) ( VP ( MD can ) ( VP ( VB get ) ( S ( NP-SBJ ( DT the ) ( NNS customers ) ) ( VP ( TO to ) ( VP ( VB consider ) ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( NNS products ) ) ( PP-CLR ( IN on ) ( NP ( PRP$ their ) ( NNS merits ) ) ) ) ) ) ) ) ) ) ( NP-SBJ-2 ( NP ( PRP he ) ) ( CC or ) ( NP ( DT a ) ( JJ top ) ( JJ financial ) ( NN officer ) ) ) ( VP ( MD will ) ( VP ( VB try ) ( S ( VP ( TO to ) ( VP ( VB assuage ) ( NP ( NP ( DT the ) ( NNS fears ) ) ( PP ( IN about ) ( NP ( NNS finances ) ) ) ) ) ) ) ) ) )

Instead he says if the salespeople can get the customers to consider Wang 's products on their merits he or a top financial officer will try to assuage the fears about finances

( S ( S ( NP-SBJ ( NP ( NNP Mike ) ( NNP Metschan ) ) ( NP ( NP ( DT a ) ( NN salesman ) ) ( PP-LOC ( IN in ) ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( NAC-LOC ( NNP Austin ) ( NNP Texas ) ) ( NN office ) ) ) ) ) ( VP ( VBZ has ) ( NP ( DT a ) ( JJR breezier ) ( NN method ) ) ) ) ( S ( NP-SBJ ( PRP We ) ) ( VP ( VBP tell ) ( NP ( PRP them ) ) ( SBAR ( S ( NP-SBJ ( ADJP ( QP ( CD 3 ) ( CD billion ) ) ) ( NNS companies ) ) ( VP ( VBP do ) ( RB n't ) ( VP ( VB go ) ( ADVP-PRD ( IN out ) ( PP ( IN of ) ( NP ( NN business ) ) ) ) ) ) ) ) ) ) )

Mike Metschan a salesman in Wang 's Austin Texas office has a breezier method We tell them 3 billion companies do n't go out of business

( S ( NP-SBJ ( PRP We ) ) ( VP ( VBP tell ) ( NP ( PRP them ) ) ( SBAR ( S ( NP-SBJ ( PDT all ) ( DT the ) ( JJ major ) ( NNS companies ) ) ( VP ( VBP are ) ( VP ( VBG having ) ( NP ( JJ financial ) ( NNS difficulties ) ) ) ) ) ) ) )

We tell them all the major companies are having financial difficulties

( S ( S ( NP-SBJ ( JJ Numerous ) ( NN computer ) ( NNS companies ) ) ( VP ( VBP are ) ( VP ( VBG having ) ( NP ( NP ( NNS sales ) ( NNS slumps ) ) ( CC and ) ( NP ( NNS earnings ) ( NNS declines ) ) ) ) ) ) ( CC but ) ( S ( NP-SBJ ( RB very ) ( JJ few ) ) ( VP ( VP ( VBP have ) ( VP ( VBN had ) ( NP ( NP ( NNS losses ) ) ( ADJP ( JJ comparable ) ( PP ( TO to ) ( NP ( NNP Wang ) ( POS 's ) ) ) ) ) ) ) ( CC or ) ( VP ( VBP are ) ( VP ( VBG carrying ) ( NP ( PDT such ) ( DT a ) ( JJ large ) ( NN debt ) ( NN load ) ) ) ) ) ) )

Numerous computer companies are having sales slumps and earnings declines but very few have had losses comparable to Wang 's or are carrying such a large debt load

( S ( NP-SBJ ( NNP Mr. ) ( NNP Miller ) ) ( VP ( VBZ says ) ( SBAR ( IN that ) ( S ( PP-TMP ( IN after ) ( NP ( NP ( DT a ) ( JJ sharp ) ( NNS sales ) ( NN slump ) ) ( PP-TMP ( IN in ) ( NP ( NNP July ) ( CC and ) ( NNP August ) ) ) ) ) ( NP-SBJ ( NNS sales ) ) ( VP ( VBD stabilized ) ( PP-TMP ( IN in ) ( NP ( NNP September ) ) ) ) ) ) ) )

Mr. Miller says that after a sharp sales slump in July and August sales stabilized in September

( S ( SBAR-ADV ( IN Although ) ( S ( NP-SBJ ( NNP Wang ) ) ( VP ( MD will ) ( VP ( VB report ) ( NP ( DT a ) ( NN loss ) ) ( PP ( IN for ) ( NP ( NP ( NP ( DT the ) ( JJ first ) ( NN quarter ) ) ( VP ( VBN ended ) ( NP-TMP ( NNP Sept. ) ( CD 30 ) ) ) ) ( CC and ) ( NP ( DT the ) ( JJ full ) ( JJ fiscal ) ( NN year ) ) ) ) ) ) ) ) ( NP-SBJ ( NNP Mr. ) ( NNP Miller ) ) ( VP ( VBZ says ) ( SBAR ( S ( NP-SBJ ( PRP he ) ) ( VP ( VBZ expects ) ( SBAR ( S ( NP-SBJ ( DT the ) ( NN company ) ) ( VP ( MD will ) ( VP ( VB return ) ( PP-DIR ( TO to ) ( NP ( NN profitability ) ) ) ( PP-TMP ( IN by ) ( NP ( DT the ) ( JJ fourth ) ( NN quarter ) ) ) ) ) ) ) ) ) ) ) )

Although Wang will report a loss for the first quarter ended Sept. 30 and the full fiscal year Mr. Miller says he expects the company will return to profitability by the fourth quarter

( S ( NP-SBJ ( NP ( NNS Experts ) ) ( PP ( IN on ) ( NP ( NNS sales ) ( NN technique ) ) ) ) ( VP ( VBP say ) ( SBAR ( S ( NP-SBJ ( NP ( NN anyone ) ) ( VP ( VBG representing ) ( NP ( DT a ) ( JJ troubled ) ( NN company ) ) ) ) ( VP ( MD must ) ( VP ( VB walk ) ( NP ( DT a ) ( JJ fine ) ( NN line ) ) ) ) ) ) ) )

Experts on sales technique say anyone representing a troubled company must walk a fine line

( SINV ( S-TPC-1 ( SBAR-ADV ( IN If ) ( S ( NP-SBJ ( DT a ) ( NN salesman ) ) ( VP ( VBZ jeopardizes ) ( NP ( PRP$ his ) ( NN credibility ) ) ( PP-TMP ( IN in ) ( NP ( NP ( DT this ) ( NN time ) ) ( PP ( IN of ) ( NP ( NN trouble ) ) ) ) ) ) ) ) ( NP-SBJ ( PRP it ) ) ( VP ( MD will ) ( VP ( VB be ) ( NP-PRD ( DT a ) ( NN problem ) ) ( PP-TMP ( IN for ) ( NP ( DT the ) ( JJ long ) ( NN run ) ) ) ) ) ) ( VP ( VBZ says ) ) ( NP-SBJ ( NP ( NNP George ) ( NNP Palmatier ) ) ( NP ( NP ( DT a ) ( NAC-LOC ( NNP Minden ) ( NNP Nev. ) ) ( NNS sales ) ( NN consultant ) ) ( CC and ) ( NP ( NP ( NN author ) ) ( PP ( IN of ) ( NP-TTL ( DT The ) ( NN Marketing ) ( NN Edge ) ) ) ) ) ) )

If a salesman jeopardizes his credibility in this time of trouble it will be a problem for the long run says George Palmatier a Minden Nev. sales consultant and author of The Marketing Edge

( S ( ADVP ( RB Still ) ) ( PRN ( SINV ( VP ( VBZ says ) ) ( NP-SBJ ( NP ( NNP John ) ( NNP Sullivan ) ) ( NP ( NP ( DT a ) ( NN management ) ( NN recruiter ) ) ( PP ( IN with ) ( NP ( NP ( NNP Daniel ) ( NNP Roberts ) ( NNP Inc. ) ) ( PP ( IN of ) ( NP ( NNP Boston ) ) ) ) ) ( SBAR ( WHNP-1 ( WP who ) ) ( S ( VP ( VBZ has ) ( VP ( VBN held ) ( NP ( NP ( JJ senior ) ( NNS sales ) ( NNS positions ) ) ( PP-LOC ( IN at ) ( NP ( NNP Polaroid ) ( CC and ) ( NNP Atari ) ) ) ) ) ) ) ) ) ) ) ) ( NP-SBJ ( DT The ) ( NN customer ) ) ( VP ( MD will ) ( VP ( VB react ) ( PP-CLR ( TO to ) ( NP ( NN strength ) ) ) ) ) )

Still says John Sullivan a management recruiter with Daniel Roberts Inc. of Boston who has held senior sales positions at Polaroid and Atari The customer will react to strength

( S ( VP ( VB Ignore ) ( NP ( DT the ) ( JJ present ) ( NN condition ) ) ) )

Ignore the present condition

( S ( VP ( VB Show ) ( SBAR ( S ( NP-SBJ ( PRP it ) ) ( VP ( VBZ 's ) ( NP-PRD ( NP ( NN business ) ) ( PP ( IN as ) ( ADJP ( JJ usual ) ) ) ) ) ) ) ) )

Show it 's business as usual

( S ( NP-SBJ ( DT That ) ) ( VP ( VBZ is ) ( RB n't ) ( ADJP-PRD ( JJ easy ) ) ) )

That is n't easy

( S ( NP-SBJ ( NP ( NNP Wang ) ( POS 's ) ) ( NNS customers ) ) ( VP ( VBP are ) ( NP-PRD ( NP ( NNS data ) ( NN processing ) ( NNS managers ) ) ( SBAR ( WHNP-1 ( WP who ) ) ( S ( VP ( VBP want ) ( S ( VP ( TO to ) ( VP ( VB be ) ( ADJP-PRD ( JJ sure ) ( SBAR ( IN that ) ( S ( NP-SBJ ( PRP$ their ) ( NNS suppliers ) ) ( VP ( VBP are ) ( NP-PRD ( NP ( JJ stable ) ( JJ wellrun ) ( NNS companies ) ) ( SBAR ( WHNP-2 ( WDT that ) ) ( S ( VP ( MD will ) ( VP ( VB be ) ( ADVP-LOC-PRD ( RB around ) ) ( S-PRP ( VP ( TO to ) ( VP ( VP ( VB fix ) ( NP ( NNS bugs ) ) ) ( CC and ) ( VP ( VB upgrade ) ( NP ( NNS computers ) ) ) ) ) ) ( PP-TMP ( IN for ) ( NP ( NP ( NNS years ) ) ( SBAR ( S ( VP ( TO to ) ( VP ( VB come ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) )

Wang 's customers are data processing managers who want to be sure that their suppliers are stable wellrun companies that will be around to fix bugs and upgrade computers for years to come

( SINV ( S-TPC-2 ( PP ( IN For ) ( NP ( NNS buyers ) ) ) ( NP-SBJ ( DT these ) ) ( VP ( VBP are ) ( NP-PRD ( JJ career-risking ) ( NNS decisions ) ) ) ) ( VP ( VBZ says ) ) ( NP-SBJ ( NP ( NNP Jean ) ( NNP Conlin ) ) ( SBAR ( WHNP-1 ( WP who ) ) ( S ( VP ( VBZ supervises ) ( NP ( NP ( DT a ) ( NN network ) ) ( PP ( IN of ) ( NP ( NNP Wang ) ( NNS computers ) ) ) ( PP-LOC ( IN in ) ( NP ( NP ( DT the ) ( NNS admissions ) ( NN department ) ) ( PP-LOC ( IN at ) ( NP ( NNP Boston ) ( NNP University ) ) ) ) ) ) ) ) ) ) )

For buyers these are career-risking decisions says Jean Conlin who supervises a network of Wang computers in the admissions department at Boston University

( S ( NP-SBJ-1 ( DT The ) ( NN university ) ) ( VP ( VBZ is ) ( VP ( VBG considering ) ( S ( VP ( VBG installing ) ( NP ( NP ( DT a ) ( ADJP ( CD 250,000 ) ) ( NN system ) ) ( SBAR ( S ( VP ( TO to ) ( VP ( VB store ) ( NP ( NNS applications ) ) ( ADVP-MNR ( RB electronically ) ) ) ) ) ) ) ) ) ) ) )

The university is considering installing a 250,000 system to store applications electronically

( S ( S-TPC-1 ( PP-TMP ( IN Before ) ( NP ( DT the ) ( ADJP ( RB really ) ( JJ bad ) ) ( NN news ) ) ) ( NP-SBJ ( PRP we ) ) ( VP ( VBD were ) ( VP ( VBG looking ) ( PP-CLR ( IN at ) ( NP ( NNP Wang ) ) ) ( ADVP-MNR ( RB fairly ) ( RB seriously ) ) ) ) ) ( NP-SBJ ( PRP she ) ) ( VP ( VBZ says ) ) )

Before the really bad news we were looking at Wang fairly seriously she says

( S ( CC But ) ( NP-SBJ ( PRP$ their ) ( JJ present ) ( JJ financial ) ( NN condition ) ) ( VP ( VBZ means ) ( SBAR ( S ( NP-SBJ-1 ( PRP I ) ) ( VP ( MD 'd ) ( VP ( VB have ) ( NP-CLR ( DT a ) ( JJ hard ) ( NN time ) ) ( S-CLR ( VP ( VBG convincing ) ( NP ( NP ( DT the ) ( NN vice ) ( NN president ) ) ( PP ( IN in ) ( NP ( NP ( NN charge ) ) ( PP ( IN of ) ( NP ( VBG purchasing ) ) ) ) ) ) ) ) ) ) ) ) ) )

But their present financial condition means I 'd have a hard time convincing the vice president in charge of purchasing

( S ( NP-SBJ ( NNP Ms. ) ( NNP Conlin ) ) ( VP ( VBZ adds ) ( S ( PP-LOC ( IN At ) ( NP ( DT some ) ( NN point ) ) ) ( NP-SBJ-1 ( PRP we ) ) ( VP ( MD 'd ) ( VP ( VB have ) ( S ( VP ( TO to ) ( VP ( VB ask ) ( SBARQ ( WHADVP-2 ( WRB How ) ) ( SQ ( VBP do ) ( NP-SBJ ( PRP we ) ) ( VP ( VB know ) ( SBAR ( IN that ) ( S ( PP-TMP ( IN in ) ( NP ( CD three ) ( NNS years ) ) ) ( NP-SBJ ( PRP you ) ) ( VP ( MD wo ) ( RB n't ) ( VP ( VB be ) ( PP-LOC-PRD ( IN in ) ( NP ( NNP Chapter ) ( CD 11 ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) ) )

Ms. Conlin adds At some point we 'd have to ask How do we know that in three years you wo n't be in Chapter 11

( S ( PP-TMP ( IN During ) ( NP ( DT the ) ( JJ past ) ( NN year ) ) ) ( NP-SBJ ( NNP Wang ) ) ( VP ( VBZ has ) ( VP ( VP ( VBN developed ) ( NP ( NP ( JJ new ) ( NNS products ) ) ( CC and ) ( NP ( DT a ) ( JJ new ) ( NN strategy ) ) ) ) ( CC and ) ( VP ( VBN hired ) ( NP ( DT a ) ( JJ new ) ( NN president ) ) ) ) ) )

During the past year Wang has developed new products and a new strategy and hired a new president

( SINV ( S-TPC-1 ( S ( NP-SBJ ( NP ( NNP Wang ) ( POS 's ) ) ( JJ overall ) ( NN product ) ( NN line ) ) ( VP ( VBZ is ) ( ADVP-TMP ( RB still ) ) ( ADJP-PRD ( ADJP ( RB not ) ( RB as ) ( JJ good ) ) ( PP ( IN as ) ( NP ( JJ other ) ( NNS vendors ) ) ) ) ) ) ( CC but ) ( S ( NP-SBJ ( PRP they ) ) ( VP ( VBP 've ) ( VP ( VBN come ) ( NP-EXT ( DT a ) ( JJ long ) ( NN way ) ) ) ) ) ) ( VP ( VBZ says ) ) ( NP-SBJ ( NP ( NNP Steven ) ( NNP Wendler ) ) ( NP ( NP ( DT a ) ( NN consultant ) ) ( PP ( IN with ) ( NP ( NP ( NN market ) ( NN researcher ) ( NNP Gartner ) ( NNP Group ) ) ( NP-LOC ( NP ( NNP Stamford ) ) ( NP ( NNP Conn ) ) ) ) ) ) ) )

Wang 's overall product line is still not as good as other vendors but they 've come a long way says Steven Wendler a consultant with market researcher Gartner Group Stamford Conn

( S ( NP-SBJ ( PRP They ) ) ( VP ( VBD were ) ( PP-LOC-PRD ( IN on ) ( NP ( NP ( DT the ) ( NN road ) ) ( PP ( TO to ) ( NP ( NN recovery ) ) ) ) ) ( PP ( IN in ) ( NP ( NP ( NNS terms ) ) ( PP ( IN of ) ( NP ( NN customer ) ( NNS attitudes ) ) ) ) ) ( SBAR-TMP ( IN until ) ( S ( NP-SBJ ( DT this ) ( JJ bad ) ( NN quarter ) ) ( VP ( VBD happened ) ) ) ) ) )

They were on the road to recovery in terms of customer attitudes until this bad quarter happened

( S ( NP-SBJ ( DT The ) ( JJ first ) ( NN priority ) ) ( PP ( IN for ) ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( NNS sales ) ( NN force ) ) ) ( VP ( VBZ is ) ( S-PRD ( VP ( TO to ) ( VP ( VB make ) ( S ( ADJP-PRD ( JJ sure ) ) ( SBAR-SBJ ( S ( NP-SBJ ( PRP it ) ) ( VP ( VBZ holds ) ( PP-CLR ( IN on ) ( PP ( TO to ) ( NP ( JJ existing ) ( NNS customers ) ) ) ) ) ) ) ) ) ) ) ) )

The first priority for Wang 's sales force is to make sure it holds on to existing customers

( S ( S ( NP-SBJ ( NP ( NNP Wang ) ( POS 's ) ) ( JJ installed ) ( NN base ) ) ( VP ( VBZ is ) ( NP-PRD ( NP ( CD one ) ) ( PP ( IN of ) ( NP ( PRP$ its ) ( JJS greatest ) ( NNS assets ) ) ) ) ) ) ( CC and ) ( S ( NP-SBJ ( NP ( JJ many ) ) ( PP ( IN of ) ( NP ( DT those ) ( NNS customers ) ) ) ) ( VP ( VBP remain ) ( ADJP-PRD ( RB extremely ) ( JJ loyal ) ) ) ) )

Wang 's installed base is one of its greatest assets and many of those customers remain extremely loyal

( SINV ( S-TPC-3 ( CC But ) ( SBAR-TMP ( ADVP ( RB even ) ) ( IN before ) ( S ( NP-SBJ ( NP ( NNP Wang ) ( POS 's ) ) ( JJS latest ) ( JJ financial ) ( NNS troubles ) ) ( VP ( VBD surfaced ) ) ) ) ( NP-SBJ-2 ( DT some ) ( NNS customers ) ) ( VP ( VBD were ) ( VP ( VBG trying ) ( S ( VP ( TO to ) ( VP ( VB wall ) ( PRT ( RP off ) ) ( NP ( PRP$ their ) ( NNP Wang ) ( NNS installations ) ) ( SBAR-PRP ( IN so ) ( S ( NP-SBJ ( JJ other ) ( NNS departments ) ) ( VP ( MD would ) ( RB n't ) ( VP ( VB add ) ( NP ( NNP Wang ) ) ) ) ) ) ) ) ) ) ) ) ( VP ( VBZ says ) ) ( NP-SBJ ( NP ( NNP Chris ) ( NNP Christiansen ) ) ( NP ( NP ( DT a ) ( JJ former ) ( NNP Wang ) ( NN marketer ) ) ( SBAR ( WHNP-1 ( WP who ) ) ( S ( VP ( VBZ is ) ( ADVP-TMP ( RB now ) ) ( NP-PRD ( NP ( DT a ) ( NN market ) ( NN analyst ) ) ( PP ( IN with ) ( NP ( NP ( NNP Meta ) ( NNP Group ) ) ( NP ( NP ( DT a ) ( NN market ) ( NN research ) ( NN firm ) ) ( PP-LOC ( IN in ) ( NP ( NP ( NNP Stamford ) ) ( NP ( NNP Conn ) ) ) ) ) ) ) ) ) ) ) ) ) )

But even before Wang 's latest financial troubles surfaced some customers were trying to wall off their Wang installations so other departments would n't add Wang says Chris Christiansen a former Wang marketer who is now a market analyst with Meta Group a market research firm in Stamford Conn

( S ( NP-SBJ ( NP ( CD One ) ( NNP Wang ) ( NN salesman ) ) ( SBAR ( WHNP-1 ( WP who ) ) ( S ( VP ( VBD left ) ( NP ( DT the ) ( NN company ) ) ( PP-TMP ( IN in ) ( NP ( NNP July ) ) ) ) ) ) ) ( VP ( VBZ recalls ) ( SBAR ( IN that ) ( S ( S ( SBAR-TMP ( WHADVP-3 ( WRB when ) ) ( S ( NP-SBJ-2 ( PRP he ) ) ( VP ( VBD tried ) ( S ( VP ( TO to ) ( VP ( VB sell ) ( NP ( NNS products ) ) ( PP-DTV ( TO to ) ( NP ( NNP Eastman ) ( NNP Kodak ) ) ) ) ) ) ) ) ) ( NP-SBJ-4 ( PRP he ) ) ( VP ( VBD worked ) ( S ( VP ( TO to ) ( VP ( VB muster ) ( NP ( NP ( NN support ) ) ( PP ( IN from ) ( NP ( JJ internal ) ( NNS allies ) ) ) ) ) ) ) ) ) ( CC but ) ( S ( NP-SBJ ( DT those ) ( NNS allies ) ) ( VP ( VBD became ) ( ADJP-PRD ( JJ skeptical ) ) ( SBAR-TMP ( IN as ) ( S ( NP-SBJ ( PRP they ) ) ( VP ( VBD saw ) ( NP ( DT the ) ( NN downtrend ) ) ) ) ) ) ) ) ) ) )

One Wang salesman who left the company in July recalls that when he tried to sell products to Eastman Kodak he worked to muster support from internal allies but those allies became skeptical as they saw the downtrend

( S ( NP-SBJ ( DT The ) ( ADJP ( RBR more ) ( JJ recent ) ) ( NNS losses ) ) ( VP ( VBD were ) ( ADJP-PRD ( RB really ) ( JJ devastating ) ) ) )

The more recent losses were really devastating

( S ( NP-SBJ ( NP ( JJ New ) ( NNS customers ) ) ( NP ( NP ( NP ( DT the ) ( NN source ) ) ( PP ( IN of ) ( NP ( JJR higher ) ( NNS commissions ) ) ) ( PP ( IN for ) ( NP ( NN salespeople ) ) ) ) ( CC and ) ( NP ( NP ( DT the ) ( NN key ) ) ( PP ( TO to ) ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( JJ long-term ) ( NN viability ) ) ) ) ) ) ( VP ( VBP are ) ( ADJP-PRD ( RB even ) ( JJR tougher ) ) ) )

New customers the source of higher commissions for salespeople and the key to Wang 's long-term viability are even tougher

( S ( NP-SBJ-1 ( NP ( NNP Rick ) ( NNP Lynch ) ) ( NP ( NP ( DT a ) ( JJ former ) ( JJ top ) ( NN salesman ) ) ( PP-LOC ( IN in ) ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( NNP Boston ) ( NN office ) ) ) ) ) ( S-ADV ( VP ( VBG referring ) ( PP-CLR ( TO to ) ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( JJ mainstay ) ( NN computer ) ( NN line ) ) ) ) ) ( VP ( VBZ says ) ( S ( NP-SBJ ( PRP You ) ) ( VP ( MD ca ) ( RB n't ) ( VP ( VB sell ) ( NP ( DT a ) ( NNP VS ) ) ( PP-DTV ( TO to ) ( NP ( DT a ) ( JJ new ) ( NN customer ) ) ) ) ) ) ) )

Rick Lynch a former top salesman in Wang 's Boston office referring to Wang 's mainstay computer line says You ca n't sell a VS to a new customer

( S ( NP-SBJ ( NNP Mr. ) ( NNP Lynch ) ) ( VP ( VBD left ) ( NP ( NNP Wang ) ) ( NP-TMP ( DT this ) ( NN summer ) ) ( PP-PRP ( IN for ) ( NP ( NP ( NNP Oracle ) ( NNP Systems ) ( NNP Inc. ) ) ( NP ( DT a ) ( NN software ) ( NN vendor ) ) ) ) ) )

Mr. Lynch left Wang this summer for Oracle Systems Inc. a software vendor

( S ( NP-SBJ ( DT The ) ( JJ financial ) ( NNS problems ) ) ( VP ( VBP are ) ( ADJP-PRD ( RB particularly ) ( JJ frustrating ) ) ( PP ( IN for ) ( NP ( NP ( NNS salespeople ) ) ( VP ( VBG pushing ) ( NP ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( NN image ) ( NNS systems ) ) ( SBAR ( WHNP-1 ( WDT which ) ) ( S ( VP ( VBP convert ) ( NP ( NN paper ) ( NNS forms ) ) ( PP-CLR ( TO to ) ( NP ( JJ electronic ) ( NNS documents ) ) ) ) ) ) ) ) ) ) ) )

The financial problems are particularly frustrating for salespeople pushing Wang 's image systems which convert paper forms to electronic documents

( S ( NP-SBJ ( NNS Consultants ) ) ( VP ( VBP say ) ( SBAR ( IN that ) ( S ( NP-SBJ ( NP ( NNP Wang ) ( POS 's ) ) ( NN technology ) ) ( VP ( VBZ is ) ( PP-LOC-PRD ( IN among ) ( NP ( NP ( DT the ) ( JJS best ) ) ( ADJP ( JJ available ) ) ( PP-LOC ( IN in ) ( NP ( DT the ) ( NN image ) ( NN market ) ) ) ) ) ) ) ) ) )

Consultants say that Wang 's technology is among the best available in the image market

( S ( CC But ) ( NP-SBJ ( NNS salespeople ) ) ( ADVP-TMP ( RB often ) ) ( VP ( VBD found ) ( SBAR ( IN that ) ( S ( NP-SBJ ( NP ( NN news ) ) ( PP ( IN of ) ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( NNS problems ) ) ) ) ( VP ( VBD superseded ) ( NP ( PRP$ their ) ( NNS sales ) ( NNS efforts ) ) ) ) ) ) )

But salespeople often found that news of Wang 's problems superseded their sales efforts

( S ( NP-SBJ ( NP ( NNP William ) ( NNP Tait ) ) ( NP ( NP ( DT a ) ( JJ former ) ( NNS sales ) ( NN manager ) ) ( PP-LOC ( IN in ) ( NP ( NNP Indianapolis ) ) ) ) ) ( VP ( VBZ says ) ( SBAR ( IN that ) ( S ( NP-SBJ ( PRP$ his ) ( NN office ) ) ( VP ( VBD had ) ( VP ( ADVP ( RB all ) ( RB but ) ) ( VBD sold ) ( NP ( DT a ) ( ADJP ( QP ( CD 1.5 ) ( CD million ) ) ) ( NN image ) ( NN system ) ) ( PP-DTV ( TO to ) ( NP ( JJ pharmaceutical ) ( NN maker ) ( NNP Eli ) ( NNP Lilly ) ( CC & ) ( NNP Co ) ) ) ) ) ) ) ) )

William Tait a former sales manager in Indianapolis says that his office had all but sold a 1.5 million image system to pharmaceutical maker Eli Lilly & Co

( S ( SBAR-TMP ( WHADVP-1 ( WRB When ) ) ( S ( NP-SBJ ( PRP they ) ) ( VP ( VBD were ) ( VP ( VBG making ) ( NP ( DT the ) ( NN decision ) ) ) ) ) ) ( NP-SBJ ( DT all ) ( NN hell ) ) ( VP ( VBD broke ) ( ADJP-CLR ( RB loose ) ) ( PP ( IN with ) ( NP ( DT the ) ( NNS finances ) ) ) ) )

When they were making the decision all hell broke loose with the finances

( S ( NP-SBJ ( PRP He ) ) ( VP ( VBZ says ) ( SBAR ( S ( NP-SBJ ( DT the ) ( NNP Lilly ) ( NNS executives ) ) ( VP ( VBD told ) ( NP ( PRP him ) ) ( SBAR ( S ( NP-SBJ ( PRP they ) ) ( VP ( MD could ) ( RB n't ) ( VP ( VB take ) ( NP ( DT the ) ( NN risk ) ) ( PP-CLR ( IN with ) ( NP ( NNP Wang ) ) ) ) ) ) ) ) ) ) ) )

He says the Lilly executives told him they could n't take the risk with Wang

( S ( NP-SBJ ( NNP Mr. ) ( NNP Tait ) ) ( VP ( VB say ) ( SBAR ( S ( NP-SBJ ( PRP he ) ) ( VP ( VBZ does ) ( RB n't ) ( VP ( VB blame ) ( NP ( RB Lilly ) ) ) ) ) ) ) )

Mr. Tait say he does n't blame Lilly

( S ( S-TPC-2 ( NP-SBJ-1 ( NNS Buyers ) ) ( VP ( VBP have ) ( S ( VP ( TO to ) ( VP ( VB rely ) ( PP-CLR ( IN on ) ( S-NOM ( NP-SBJ ( DT a ) ( NN supplier ) ) ( ADVP-TMP ( RB continually ) ) ( VP ( VBG upgrading ) ( CC and ) ( VBG replacing ) ( NP ( DT the ) ( NN product ) ) ) ) ) ) ) ) ) ) ( NP-SBJ ( PRP he ) ) ( VP ( VBZ says ) ) )

Buyers have to rely on a supplier continually upgrading and replacing the product he says

( S ( SBAR-TMP ( WHADVP-2 ( WRB When ) ) ( S ( NP-SBJ ( DT a ) ( NN company ) ) ( VP ( VBZ realizes ) ( NP ( DT that ) ) ) ) ) ( NP-SBJ ( NP ( PRP it ) ) ) ( VP ( VBZ 's ) ( ADJP-PRD ( JJ hard ) ) ( S-1 ( VP ( TO to ) ( VP ( VB go ) ( PP-CLR ( IN with ) ( NP ( NNP Wang ) ) ) ) ) ) ) )

When a company realizes that it 's hard to go with Wang

( S ( PP ( IN For ) ( NP ( NP ( NNP Mr. ) ( NNP Tait ) ) ( SBAR ( WHNP-1 ( WP who ) ) ( S ( VP ( VBZ says ) ( SBAR ( S ( NP-SBJ-2 ( PRP he ) ) ( VP ( VBD used ) ( S ( VP ( TO to ) ( VP ( VB earn ) ( NP ( NP ( RB as ) ( JJ much ) ) ( PP ( IN as ) ( NP ( NP ( CD 150,000 ) ) ( NP-ADV ( DT a ) ( NN year ) ) ) ) ) ( PP-LOC ( IN at ) ( NP ( NNP Wang ) ) ) ) ) ) ) ) ) ) ) ) ) ) ( NP-SBJ ( PRP it ) ) ( VP ( VBD was ) ( NP-PRD ( NP ( CD one ) ( JJR more ) ( NN reason ) ) ( SBAR ( S ( VP ( TO to ) ( VP ( VB quit ) ) ) ) ) ) ) )

For Mr. Tait who says he used to earn as much as 150,000 a year at Wang it was one more reason to quit

( S ( NP-SBJ ( PRP He ) ) ( VP ( VBZ is ) ( ADVP-TMP ( RB now ) ) ( NP-PRD ( NP ( NN president ) ) ( PP ( IN of ) ( NP ( NP ( NNP Eastate ) ( NNP Homes ) ( NNP Inc. ) ) ( NP ( DT an ) ( NNP Indianapolis ) ( NN contractor ) ) ) ) ) ) )

He is now president of Eastate Homes Inc. an Indianapolis contractor

( S ( NP-SBJ ( NP ( PRP It ) ) ) ( VP ( MD can ) ( VP ( VB be ) ( ADJP-PRD ( JJ hard ) ) ( SBAR-1 ( IN for ) ( S ( NP-SBJ ( DT a ) ( NN salesperson ) ) ( VP ( TO to ) ( VP ( VB fight ) ( PRT ( RP off ) ) ( NP ( NP ( NNS feelings ) ) ( PP ( IN of ) ( NP ( NN discouragement ) ) ) ) ) ) ) ) ) ) )

It can be hard for a salesperson to fight off feelings of discouragement

( S ( NP-SBJ ( NP ( NNP Brian ) ( NNP Petre ) ) ( NP ( NP ( DT a ) ( JJ former ) ( NNP Wang ) ( NN salesman ) ) ( PP-LOC ( IN in ) ( NP ( JJ upstate ) ( NNP New ) ( NNP York ) ) ) ) ) ( VP ( VBZ says ) ( S ( NP-SBJ ( PRP You ) ) ( VP ( VBP have ) ( NP ( NP ( NN pride ) ) ( PP ( IN in ) ( NP ( PRP$ your ) ( NN job ) ) ) ) ) ) ) )

Brian Petre a former Wang salesman in upstate New York says You have pride in your job

( S ( NP-SBJ ( PRP You ) ) ( VP ( VBP think ) ( SBAR ( S ( NP-SBJ ( PRP you ) ) ( VP ( MD can ) ( VP ( VP ( VB go ) ( ADVP-DIR ( RB out ) ) ) ( CC and ) ( VP ( VB turn ) ( NP ( NNS things ) ) ( ADVP-CLR ( RB around ) ) ) ) ) ) ) ) )

You think you can go out and turn things around

( S ( NP-SBJ ( NP ( PRP It ) ) ) ( VP ( VBZ 's ) ( NP-PRD ( DT a ) ( JJ tough ) ( NN thing ) ) ( SBAR-2 ( WHADVP-1 ( WRB when ) ) ( S ( NP-SBJ ( PRP you ) ) ( VP ( MD ca ) ( RB n't ) ) ) ) ) )

It 's a tough thing when you ca n't

( S ( NP-SBJ ( DT The ) ( NN reason ) ) ( VP ( VBZ does ) ( RB n't ) ( VP ( VB relate ) ( PP-CLR ( TO to ) ( NP ( PRP$ your ) ( NN selling ) ( NNS skills ) ) ) ) ) )

The reason does n't relate to your selling skills

( S ( NP-SBJ ( NN Discouragement ) ) ( VP ( VBZ feeds ) ( PP-CLR ( IN on ) ( NP ( PRP itself ) ) ) ) )

Discouragement feeds on itself

( SINV ( S-TPC-1 ( NP-SBJ ( DT The ) ( NN problem ) ) ( VP ( VBZ is ) ( S-PRD ( SBAR-ADV ( IN if ) ( S ( NP-SBJ ( NNS people ) ) ( VP ( VBP get ) ( ADVP-PRD-LOC ( IN down ) ( PP ( IN in ) ( NP ( DT the ) ( NNS dumps ) ) ) ) ) ) ) ( NP-SBJ-2 ( PRP they ) ) ( VP ( VBP stop ) ( S ( VP ( VBG selling ) ) ) ) ) ) ) ( VP ( VBZ says ) ) ( NP-SBJ ( NP ( NNP Mike ) ( NNP Durcan ) ) ( NP ( NP ( DT a ) ( JJ laid-off ) ( NNS sales ) ( NN manager ) ) ( PP-LOC ( IN in ) ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( NNP Austin ) ( NN office ) ) ) ) ) )

The problem is if people get down in the dumps they stop selling says Mike Durcan a laid-off sales manager in Wang 's Austin office

( S ( NP-SBJ ( CD One ) ( NN key ) ) ( PP ( IN for ) ( NP ( NNS salespeople ) ) ) ( VP ( VBZ is ) ( S-PRD ( VP ( TO to ) ( VP ( VB boost ) ( NP ( PRP$ their ) ( JJ own ) ( NN morale ) ) ) ) ) ) )

One key for salespeople is to boost their own morale

( S ( NP-SBJ ( NP ( NNP Paul ) ( NNP Hellman ) ) ( NP ( NP ( DT a ) ( NAC-LOC ( NNP Framingham ) ( NNP Mass. ) ) ( NNS sales ) ( CC and ) ( NN management ) ( NN consultant ) ) ( CC and ) ( NP ( NP ( NN author ) ) ( PP ( IN of ) ( S-TTL ( S ( ADJP-PRD ( JJ Ready ) ) ) ( S ( VP ( VB Aim ) ) ) ( S ( NP-SBJ-2 ( PRP You ) ) ( VP ( VBP 're ) ( VP ( VBN Hired ) ) ) ) ) ) ) ) ) ( VP ( VBZ says ) ( S ( NP-SBJ ( DT The ) ( JJ bad ) ( NN news ) ) ( VP ( VBZ is ) ( S-PRD ( NP-SBJ-1 ( PRP you ) ) ( VP ( MD 'll ) ( VP ( VB be ) ( VP ( VBN rejected ) ( ADVP ( RBR more ) ) ) ) ) ) ) ) ) )

Paul Hellman a Framingham Mass. sales and management consultant and author of Ready Aim You 're Hired says The bad news is you 'll be rejected more

( S ( NP-SBJ ( DT The ) ( JJ good ) ( NN news ) ) ( VP ( VBZ is ) ( S-PRD ( NP-SBJ ( PRP it ) ) ( VP ( VBZ 's ) ( RB not ) ( NP-PRD ( PRP$ your ) ( NN fault ) ) ) ) ) )

The good news is it 's not your fault

( S-1 ( RB So ) ( PRN ( S ( NP-SBJ ( PRP he ) ) ( VP ( VBZ advises ) ) ) ) ( VP ( VB make ) ( S ( NP-SBJ ( NNS goals ) ) ( ADJP-PRD ( JJ achievable ) ) ) ) )

So he advises make goals achievable

( S ( PP ( IN For ) ( NP ( NN instance ) ) ) ( NP-SBJ ( PRP he ) ) ( VP ( VBZ suggests ) ( SBAR ( IN that ) ( S ( NP-SBJ ( NP ( NNS salespeople ) ) ( VP ( VBG making ) ( NP ( NN telephone ) ( NNS calls ) ) ) ) ( VP ( MD should ) ( VP ( VB say ) ( PP-CLR ( TO to ) ( NP ( PRP themselves ) ) ) ( S ( NP-SBJ ( NP ( DT All ) ) ( SBAR ( S ( NP-SBJ ( PRP I ) ) ( VP ( VBP want ) ( S ( VP ( TO to ) ( VP ( VB do ) ) ) ) ( NP-TMP ( NN today ) ) ) ) ) ) ( VP ( VBZ is ) ( VP ( VB get ) ( NP ( CD 50 ) ( NNS rejections ) ) ) ) ) ) ) ) ) ) )

For instance he suggests that salespeople making telephone calls should say to themselves All I want to do today is get 50 rejections

( S ( CC But ) ( NP-SBJ ( NP ( NNP Mr. ) ( NNP Miller ) ) ( NP ( NP ( NNP Wang ) ( POS 's ) ) ( JJ new ) ( NN president ) ) ) ( ADVP-TMP ( RB recently ) ) ( VP ( VBD warned ) ( NP ( PRP$ his ) ( NN salespeople ) ) ( PP-CLR ( IN about ) ( NP ( NN negativism ) ) ) ) )

But Mr. Miller Wang 's new president recently warned his salespeople about negativism

( S ( S-TPC-1 ( NP-SBJ ( PRP$ Our ) ( NNS customers ) ) ( VP ( VBP watch ) ( NP ( PRP us ) ) ( PP-PRP ( IN for ) ( NP ( DT the ) ( JJ hidden ) ( NN message ) ) ) ) ) ( NP-SBJ ( PRP he ) ) ( VP ( VBD said ) ) )

Our customers watch us for the hidden message he said