Lucy Pascal was hired by ABC Jobbers two months ago. ABC persuaded her to leave her previous employer, with whom she had built up an outstanding sales record, by offering a substantial boost in pay, commissions, and perks. Lucy was looking forward to developing her professional contacts. She was also flattered that ABC had hired her for sales work; all the other professionals and salespeople were male. As she quickly discovered, most were “macho” types, often joking and talking about their latest sexual exploits. Lucy tried to ignore the nude pinups that were prominently displayed in several offices.
On her fifth sales call in her newly assigned district, Lucy visited Frank Grumman, a major client who was responsible for approving all sales contracts for his company. Lucy gave a typically persuasive and professional presentation. Frank responded that he was impressed not only with the product, but with Lucy herself. Would she like to go out with him that evening? Lucy politely but firmly turned him down, explaining that she had to catch an early flight. Frank testily replied that Lucy really must not want the contract very much if she wasn’t going to “entertain” him. Lucy told him what he could do with the contract if “entertaining” was part of the price she had to pay in order to get it. Then she left.
Back at the district office, Lucy told James Roberts, the district sales manager, what had happened. James seemed unsurprised. “There are certain things we all have to do to keep our clients happy,” he told her. “If you knew all the rounds of golf I’ve played with some real creeps for business purposes, then you’d realize what I was talking about.” Lucy replied, “James, I’m not talking about golf. That’s not the type of game he wanted me to play.” James coldly informed her that if she lost that contract, she would lose her district as well. “You have to realize that men will be men,” he continued. “You’ll just have to get used to these things in this business.”
Later that afternoon, Lucy related her dilemma to Samuel Kindel, a fellow salesperson. Samuel listened sympathetically. When she finished, he suggested they take in a movie that night “and forget this place.”