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  3. Delta Technologies To: Sales department employees From: Pete Springer, director Alice Lee, assistant director Date: Febru

Delta Technologies To: Sales department employees From: Pete Springer, director Alice Lee, assistant director Date: Febru

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问题                                                             Delta Technologies
To: Sales department employees
From: Pete Springer, director
     Alice Lee, assistant director
Date: February 15
Subject: Wholesale Operations
The board is pleased with the sales department’s performance last year. By forming agreements with distributors across the country, Delta Technologies increased retail sales of desktop and laptop computers by 20 percent. This year, the board wants us to intensify wholesale operations by bidding for supply contracts with public and private companies.
In connection with this, we have decided to create a standard procedure for preparing bids:
* Research your client. Find out the nature of the client’s business to identify its equipment needs.
* Define the client’s bid evaluation criteria. Read quotation requests thoroughly to learn the client’s decision-making process and preferences for selecting equipment.
* Identify price trends. To make a competitive offer, learn the standard wholesale packages, discounts, and special services provided by competitors.
* Create a strategy for product endorsement and pricing. Once you have identified the client’s needs and the most probable offers from competitors, determine the best bid you can give without compromising the transaction’s profitability.
* Prepare a bid presentation. Create a presentation discussing your offer. Highlight product features and their benefits to the client’s operations.
If you have questions or comments regarding the procedure, please contact us.
What do employees need to know about prospective clients to prepare bids?
选项 A、Their shipping and handling preferences
B、The budget for their advertising campaigns
C、Their equipment purchasing habits
D、The status of their current assets
答案C
解析 本题是问在准备投标时员工需要了解潜在客户的一些什么(What)信息。根据题干中的核心线索employees need to know about prospective clients to prepare bids定位到原文中的“Define the client’s bid evaluation criteria．”这句话，即要确定客户的招标评判标准。又由“Read quotation requests thoroughly to learn the client’s decision—making process and preferences for selecting equipment．”这句话，即要仔细阅读招标邀请函，了解客户在选择设备时的决策流程和偏好。因此选(C)Their equipment purchasing habits。
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