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  3. Some people believe that you have to be a special kind of person to sell a product. But although it is clear that a successful s

Some people believe that you have to be a special kind of person to sell a product. But although it is clear that a successful s

admin2010-02-17  53
问题       Some people believe that you have to be a special kind of person to sell a product. But although it is clear that a successful salesman does need special talents and an outgoing personality, many of the skills he uses are used by us all: we build and maintain relationships with different kinds of people, we listen to and take notes of what they tell us and don’t just enjoy the sound  of our own voices, and we explain things to them or discuss ideas with them.
     A firm may depend on their own sales team and/or on the salesmanship of their distributors, wholesalers or retailers. But any company needs to establish a personal relationship with its major clients ( ’ key accounts’ ) and potential customers ( ’ prospects’ ). It is often said that ’ people do business with people’: a from doesn’t just deal impersonally with another firm, but a person in the buying department receives personal visits from people representing the firm’s suppliers on a regular basis.
     Keeping sales people ’ on the road’ is much more expensive than employing them to work in the office and much of their time is spent unproductively travelling. Telephone selling may use this time more productively, but a face-to-face meeting and discussion is much more effective. Companies involved in the export trade often have a separate export sales force, whose travel and accommodation expenses may be very high. Serving overseas customers may consequently often be done by phone, telex or letter and personal visits may be infrequent. Many firms appoint an overseas agent or distributor whose own sales force takes over responsibility for selling their products in another country.
     A sales department consists of many people who are based in different pans of the country or the world, who don’t have the day-to-day contact and opportunities for communicating with each other that office-based staff have. For this reason, firms holds regular sales conferences where their entire sales force can meet, receive information and ask questions about new products and receive training.
Firms hold regular sales conferences because they can ______.
选项 A、exchange information about the business
B、receive higher education
C、travel around the world
D、take the opportunities to stay together with their colleagues
答案A
解析 参见文章最后一段。公司定期召开公司所有销售人员参加的销售会，是为了互相见见面，交流信息，询问有关新产品的情况，并接受培训。
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