题目内容
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Mindy compares salespeople to wine stewards in that ______.
A．both of them have to sell products to their customers
B．both of them use their eloquent tongue to make a living
C．both of them need to suit their services to the customer's needs
D．both of the have to make recommendations all the time
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更多“Mindy compares salespeople to …”相关的问题
The writer of this passage compares an application letter to ______.
A．a strong personality
B．a satisfactory skill
C．a new product
D．a sales letter
The "narrative" sales strategy depends on the salesperson moving quickly into a standard sales presentation. His or her pitch highlights the benefits for the customer of a particular product or service. This approach is most effective for customers whose buying motives are basically the same and is also well suited to companies who have a large number of prospects (可能的主顾) on which to call.
The "suggestive" approach is tailored more for the individual customer. The salesperson must be in a position to offer alternative recommendations that meet a particular customer's needs. One key aspect of the suggestive approach is the need for the salesperson to engage the buyer in some sort of discussion. The salesperson can then use the information gleaned from the customer to suggest an appropriate product or service.
"We tell our salespeople to be like wine stewards," says Mindy Sahlawannee, a corporate sales trainer, "the wine steward first checks to see what food the customer has ordered and then opens by suggesting the wine that best complements the dish. Most companies who use a narrative strategy should be using a suggestive strategy. Just like you can't drink red wine with every dish, you can't have one sales recommendation to suit all customers."
The final strategy demands that a company's sales staff act as "consultants" for the buyer. In this role, the salesperson must acquire a great deal of information about the customer. They do this through market research, surveys, and face-to-face discussions. Using this information, the salesperson makes a detailed presentation tailored specifically to a customer's needs.
"Good sales 'consultants'," says Alan Goldfarb, president of Ad Pro, Inc., "are the people who use a wide range of skills including probing, listening, analysis, and persuasiveness. The best sales 'consultants', however, are the ones who can 'think outside the box' and use their creativity to present a product and close the sale. The other skills you can teach. Creativity is innate. It's something we look for in every employee we hire."
More and more sales teams are switching from a narrative or suggestive approach to a more consultative strategy. As a result, corporations are looking more at intangibles such as creativity and analytical skills and less at educational background and technical skills.
"The next century will be about meeting individual customer needs," says Goldfarb, "the days of one size fits all are over."
The major difference between narrative sales and suggestive sales is that
A．the former highlights the benefits while the latter emphasize the function of the product
B．the former uses more prepared information, the latter has to get ready for unexpected information
C．the former involves no discussion while the latter involves discussion a lot
D．the former is effective in creating demand, the latter is effective in satisfying existing demand
A．Someone dumped the clothes left in the washer and dryer.
B．Someone broke the washer and dryer by overloading them.
C．Mindy Lance"s laundry blocked the way to the laundry room.
D．Mindy Lance threatened to take revenge On her neighbors.
A: I've come about your offer for bristles.
B: We have the offer ready for you． Let me see..． Here it is． 100 cases of Tsingtao Bristles, 57mm, at..． pounds sterling per kilogram, CIF European Main Ports, for shipment in June, 2009． The offer is valid for three days.
A: Why, your price has soared．It's almost 25 % higher than last year's． It would be impossible for us to push any sales at such a price.
B: I'm a little surprised to hear you say that． You know very well that market for bristles has gone up a great deal in recent months． The price we offer compares favourably with quotations you can get elsewhere.
A: I'm afraid I can't agree with you there． I must point out that your price is higher than some of the quotations we have received from other sources.
B: But you must take the quality into consideration． Everyone in the trade knows that China's bristles are of superior quality to those from other countries.
A: I agree that yours are of better quality． But there's competition from synthetic products, too． You can't ignore that prices for synthetic bristles haven't changed much over the years.
B: There's practically no substitute for bristles for certain uses． That's why demand for natural bristles keeps rising in spite of cheaper synthetic ones． To be frank with you, if it were not for the long-standing relationship between us, we would hardly be willing to make you a firm offer at this price.
A: Well, we'll have a lot of difficulties in persuading our clients to buy at this price． But I'll have to try, I suppose.
The author compares the beluga whale with ______.
A．a bird
B．a giant
C．an elephant
D．a submarine
Bill Gates compares his hard work on a PC to "tap-dancing to work" .
A. Right
B. Wrong
C. Not mentioned
A.diamond
B.ring
C.bracelet
D.metal
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