首页
外语
计算机
考研
公务员
职业资格
财经
工程
司法
医学
专升本
自考
实用职业技能
登录
外语
•Read the article below about knowing the customers. •Choose the best sentence from the opposite page to fill each of the gaps.
•Read the article below about knowing the customers. •Choose the best sentence from the opposite page to fill each of the gaps.
admin
2010-01-22
77
问题
•Read the article below about knowing the customers.
•Choose the best sentence from the opposite page to fill each of the gaps.
•For each gap 8--12, mark one letter (A--G) on your Answer Sheet.
•Do not use any letter more than once.
KNOWING THE CUSTOMERS
When correlated with the salespeople’s actual performance, the differences in their knowledge of their customers emerged as the primary characteristic of superior sales performance. More specifically, the researchers uncovered five key areas where the best salespeople excelled.
First, the top salespeople were able to provide much richer descriptions of each type of customers. They gave better identifying characteristics, provided more detailed information, and had a better understanding of each customer’s unique needs. (8)
Second, the better salespeople tended to categorize their customers based on the latter’s buying needs, rather than categorizing them with more superficial identifiers like the customer’s appearance or demographics. (9)
Third, (10) That is, they were able to look at several different customer interactions, identify common behaviors or traits, and apply those observations to similar types of customers.
Fourth, the top salespeople had a greater number of discrete selling steps in their own sales processes. Where a low performer may have executed only a few selling tasks during each sale, the high performers saw the need for many more activities to successfully close the deal. (11)
Finally, and perhaps most disturbingly, the best salespeople had abandoned a greater amount of their previous sales training than their less successful peers. (12)
A the more effective salespeople were better at "abstraction" than their lower-performing peers.
B One can infer the extra selling steps were in response to the actual buying needs of their customers.
C Basically, the best salespeople knew more about their customers than their lower-performing colleagues.
D More specifically, the researchers uncovered five key areas where the best salespeople excelled.
E So in addition to their ability to more fully describe their customers, the best salespeople also gave descriptions largely derived from their customers’ perspective--not their own.
F They had developed their own approaches to selling more closely aligned with their customers’ needs.
G In contrast, the less successful salespeople were dutifully doing more of what they had been instructed to do, but they were getting less in return.
选项
答案
E
解析
转载请注明原文地址:https://www.kaotiyun.com/show/4SsO777K
本试题收录于:
BEC中级阅读题库BEC商务英语分类
0
BEC中级阅读
BEC商务英语
相关试题推荐
Readthearticlebelowaboutamethodoflearninglanguagesforbusinesspeople.Choosethebestwordfromtheoppositepageto
Readthehealthandsafetyguidelines.ChoosethebestsentencefromA-Htofillineachofthegaps.Foreachgap1-6,markon
Readthetextbelowaboutthetermofmarket.Inmostofthelines41-52,thereisoneextraword.Itiseithergrammatically
Readthetextbelowaboutthetermofmarket.Inmostofthelines41-52,thereisoneextraword.Itiseithergrammatically
Readthetextbelowaboutthetermofmarket.Inmostofthelines41-52,thereisoneextraword.Itiseithergrammatically
Readthefollowingextractfromabookonmarketingmanagement.Forquestions15-20,markoneletterA,B,CorDonyourAnswer
ReadthefollowingarticleaboutasuccessfulBritishbusinessmanandthequestionsontheoppositepage.Foreachquestion15-2
ReadthefollowingarticleaboutasuccessfulBritishbusinessmanandthequestionsontheoppositepage.Foreachquestion15-2
Readthearticleontheoppositepageaboutinnovationinbusinessandthequestionsbelow.Foreachquestion15-20,markonele
随机试题
证券投资基金是指通过发售基金份额,将众多投资者的资金集中起来,形成独立财产,由基金托管人托管,基金管理人管理,以投资组合的方法进行证券投资的一种利益共享、风险共担的集合投资方式。( )
男,38岁。1个月来乏力,食欲差,左上腹胀痛。查体:肝肋下3cm,脾肋下10cm,Hb120g/L,WBC150×109/L,PLT210×109/L,白细胞分类:中幼粒及晚幼粒细胞为主,中性粒细胞碱性磷酸酶活性减低,首选的治疗是
财政部门管理会计电算化的基本任务包括()。
根据社会保险法律制度的规定,下列情形中,属于失业人员应停止领取失业保险金,并同时停止享受其他失业保险待遇的有()。
液体与固体具有的相同特点是:
在食品安全治理上,公众监督很有必要,但从监督治理的_______来看,公众监督不应该成为监管部门卸责的借口。食品安全_______太多的专业领域,公众不是专家,不具有科学的_______手段和方法。填入画横线部分最恰当的一项是:
(2016年真题)下列关于宪法修改的表述,正确的是()。
商标权的有效期是()
Tomwasabsenttodaybecausehehadto______hisilllittlebrother.
PASSAGETWO
最新回复
(
0
)