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
公务员
How can a company improve its sales? One of the keys to more effective selling is for a companV to first decide 0n its“sales str
How can a company improve its sales? One of the keys to more effective selling is for a companV to first decide 0n its“sales str
admin
2014-02-28
45
问题
How can a company improve its sales? One of the keys to more effective selling is for a companV to first decide 0n its“sales strategy”.In other words,what is the role of the sales person? Is the salesperson’s job narrative,suggestive,or consultative?
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 on which to call.
The “suggestive”approach is tailored more for the individual customer.The salesperson must be in a position to 0flfer 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 0f 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 main difference between narrative sales and suggestive sales is that______.
选项
A、the latter involves a lot of discussion
B、the former can satisfy individuals’needs
C、the former depends greatly on salespeople’s ability
D、the latter has to prepare for unexpected information
答案
D
解析
根据题干信息narrative sales和suggestive sales定位在文章第二、三段。两段指出narrative sales的销售人员用到的更多的是已储备好的信息,而suggestive sales的销售人员需要为未知的信息做好准备,故D项为正确答案。由第三段The“suggestive”approach is tailored more for the individual customer可知,B项张冠李戴。A项中的a lot of discussion和第三段中的in some sort of discussion程度不同,故排除。无论是narrative sales还是suggestive sales,都需要销售人员的能力,故不选C项。
转载请注明原文地址:https://kaotiyun.com/show/J5Hl777K
本试题收录于:
英语题库公安招警分类
0
英语
公安招警
相关试题推荐
MerriShafferisunemployed.She’ssearchingforajob,likemanyofthe81millionotheryoungpeopleoutofworkworldwide.“I’ve
InIndia,almostallmarriagesarearranged.Evenamongtheeducatedmiddleclassesinmodern,urbanIndia,marriageisasmuchaco
You’dbetter_____yourstepssothatyouknowhowfaryouhavegone.
Icouldn’taffordtogetticketsfortheconcertsoIdecidedtowatchthe_____broadcastonTV.
Animalsandpeopleblindfrombirthhavearegularbodyclockthat,inmanystudies,hasbeenshownto______justover24hoursad
Inanearlysurveyconductedin1888,abillionandahalfpeopleinhabitedtheearth.Now.thepopulationexceedssevenbillion.Th
Pathfinallyworkedhardtocreateatrustedwebsite_______peoplecouldsavepersonalphotosshotbyiPhoneinarealtime.
Inthe1960s,LászlóPolgárwasaHungarianeducationalpsychologistwhohadwrittenseveralscientificpapersontheeffectivene
Wheneverabigcompany________asmallone,theproductalmostalwaysgetsworse.
随机试题
下列句子的语法结构与例句相同的是()。例句:中共中央总书记、国家主席、中央军委主席习近平在视察国防科学技术大学时指出,要紧紧围绕强军目标来进行思想政治建设,使思想政治建设成为实现这一目标的强大推力和助力。
压疮淤血红润期的主要护理措施是( )。【历年考试真题】
某河段的水体环境容量是指()。
业主方的项目管理服务于业主的利益,其项目管理的投资目标是指项目的( )。
对企事业单位、社会团体以及其他组织转让旧房作为公租房房源,且增值额未超过扣除项目金额()的,免征土地增值税。
甲公司是一家机械加工企业,产品生产需要某种材料,年需求量为720吨(一年按360天计算)。该公司材料采购实行供应商招标制度,年初选定供应商并确定材料价格,供应商根据甲公司指令发货,运输费由甲公司承担。目前有两个供应商方案可供选择,相关资料如下。方案一:选
根据下列资料。回答下列问题。2015年,飞机日利用率最高和客座率最高的月份之间相隔()个月。
签名效应是指当人们在纸上写上自己名字时,大脑中的自我意识会加强,此时看到喜欢的东西,更容易把物品和自己联系起来,产生“这个东西真适合我”等想法,从而激发购买欲望。根据上述定义,下列现象可用签名效应解释的是:
乘客使用手机及便携式电子设备会通过电磁波谱频繁传输信号,机场的无线电话和导航网络等也会使用电磁波谱,但电信委员会已根据不同用途把电磁波谱分成了几大块。因此,用手机打电话不会对专供飞机通信系统或全球定位系统使用的波段造成干扰。尽管如此,各大航空公司仍然规定,
Whatmightdrivingonanautomatedhighwaybelike?TheanswerdependsonwhatkindofsystemisultimatelyadoptedTwodistinct
最新回复
(
0
)