Daniel's eyes dropped to the table.
"I know, sir."
Walter shook his head gently.
"I hope you do."
Richard opened his portfolio.
"The board has been considering a number of changes to our sales policies. Today's incident makes those changes more urgent."
He glanced at Catherine.
"We need to ensure that every visitor receives a consistent level of respect, regardless of whether they intend to purchase a vehicle that day."
Catherine nodded.
"That includes additional training, a formal complaint process, and a review of how our sales targets affect employee behavior."
Robert Lewis spoke up from the side of the room.
"If I may, there's another issue worth considering."
Richard turned toward him.
"Go ahead."
Robert looked at the technical brochure.
"Customers sometimes ask questions because they want to understand what they're buying. If our sales staff are encouraged to focus only on closing transactions, they may start treating curiosity as an inconvenience."
He glanced at Daniel.
"That isn't good for the customer or the company."
Catherine nodded thoughtfully.
"Agreed."
Walter smiled faintly.
"That's a good point."
Robert seemed surprised by the praise.
Richard closed his portfolio.
"Then we have our direction."
He turned to Daniel.
"Mr. Mercer, your conduct will be reviewed under our employee policies. Until that review is complete, you will not be responsible for handling customers independently."
Daniel's face tightened, but he nodded.
"Understood."
Richard continued.
"This isn't a final determination about your employment. You will have the opportunity to provide your account, and the company will consider all relevant information before making a decision."
Daniel swallowed.
"Thank you, sir."
Walter rose from his chair.
"There's one more thing I'd like to ask."
Richard stood as well.
"Of course."
Walter pointed toward the showroom below.
"Do you have a vehicle available for a proper test drive?"
Richard smiled.
"We can arrange that immediately."
Walter picked up his cowboy hat.
"Good. Because I'd still like to know whether the car is worth the money."
For the first time that morning, Daniel almost smiled.
And then Walter added:
"Although I suspect the answer depends on who's selling it."
The smile disappeared from Daniel's face.
Not because the remark was cruel.
Because he knew he had earned it.
Chapter Five: The Test Drive
By noon, a silver grand touring car stood outside the showroom beneath the bright California sun.
A technician had completed the pre-drive inspection. The tires were checked, the fluid levels verified, and the vehicle's operating systems reviewed.
Walter walked around the car slowly.
He examined the front grille, the wheel alignment, the panel gaps, and the design of the air intakes.
He ran one hand along the edge of the hood.
Daniel stood several feet away, watching him.
Catherine approached.
"Would you like Robert to accompany you?"
Walter shook his head.
"Not necessary. I'll take a short drive with the technical specialist's notes and review them afterward."
Richard handed him a set of keys.
"Enjoy."
Walter took them.
Then he looked at Daniel.
"Would you like to come along?"
Daniel blinked.
"Me?"
"You're the salesman. You ought to know how the car performs."
Catherine raised an eyebrow.
"Are you sure, Walter?"
"Quite sure."
Richard appeared to consider the suggestion.
Then he nodded.
"Go ahead. Robert can ride in the back and monitor the technical data."
Daniel approached the passenger side.
He hesitated before opening the door.
"Mr. Hayes, I don't know whether I deserve—"
Walter interrupted him.
"This isn't about what you deserve. It's about whether you're willing to learn something."
Daniel opened the door.
"Yes, sir."
They drove through Beverly Hills and headed toward a winding road in the hills.
For the first few minutes, nobody spoke.
Walter kept both hands on the steering wheel. He accelerated gently, tested the brakes, and listened carefully as the car moved through a series of turns.
Daniel watched him.
The old man's movements were controlled and deliberate. He didn't drive like someone trying to prove something. He drove like someone who wanted to understand the relationship between the machine and the road.
After several minutes, Walter spoke.
"Tell me about your first sale."
Daniel turned toward him.
"My first sale?"
"Yes."
Daniel considered the question.
"It was a black sedan. A retired couple came in looking for something comfortable enough for long road trips."
"What did you sell them?"
"A luxury model with the touring package."
"Were they happy?"
Daniel hesitated.
"Yes. They came back a year later to tell me they loved it."
Walter nodded.
"What made them buy it?"
"I listened to what they needed."
"Exactly."
Daniel stared through the windshield.
"I used to do that more often."
"What changed?"
Daniel gave a humorless laugh.
"The targets got higher. The competition got tougher. Everyone started talking about monthly numbers, conversion rates, average transaction value. You could have a perfect week helping customers find the right car, but if someone else sold one more expensive vehicle, suddenly you were behind."
Walter listened.
Daniel continued.
"I told myself that if I wanted to survive, I had to become more aggressive. I started judging people before they even sat down. I assumed that if someone wasn't dressed well, they weren't serious. If they asked too many questions, they were wasting time. If they wanted to think about a purchase, I treated it like an insult."
He looked down at his hands.
"Somewhere along the way, I forgot that buying a car is supposed to be a decision, not a competition."