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
TASK ONE - VIEW • For questions 13 - 17, match the extracts with the views, listed A - H. • For each extract, decide which v
TASK ONE - VIEW • For questions 13 - 17, match the extracts with the views, listed A - H. • For each extract, decide which v
admin
2010-01-31
59
问题
TASK ONE - VIEW
• For questions 13 - 17, match the extracts with the views, listed A - H.
• For each extract, decide which view the speaker expresses.
• Write one letter (A - H) next to the number of the extract.
A Clients’ choices are driven by quality more than price.
B You should never criticise your competitors when talking to clients.
C Clients value a fully positive attitude in sellers.
D You should never forget the importance of cost,
E Clients may require you to include apparently unprofitable incentives.
F You should develop a relationship with clients before attempting to negotiate,
G Clients appreciate the social benefits of doing business,
H You should find out as much as possible about a client’s business.
*
Speaker 1
I love selling- I think it’s the essence of business. Two competitors can have products of equal quality but the one with the better sales force will win out every time, But it’s a complex operation, negotiating successfully, especially since you’re often having to pitch without having as much information at your fingertips as you’d like about the client’s business. And sometimes you need to set aside fixed ideas about price and maybe meet demands to add in some extras, ways to secure the deal that might seem to damage your margin. Of course, you can get it wrong sometimes - once I approached a client very demandingly, pushing him to give me responses without accommodating his very different attitude to negotiating, and it just alienated him.
Speaker 2
I’m learning all the time about how to improve techniques, but there’s only so much you can control on a technical basis. I mean, the price and quality you’re offering are probably a given, and your client’s going to be making their own calculations about how they compare with the competition. So a lot of it comes down to how you put yourself over, and if that’s confident and presuming a good outcome to your discussions, I think you’ve got a winning approach. But you still have to stay alert to the possibility of making mistakes. I was once so involved in all He toing and froing you get in dosing a deal, you know, all the phone calls, that I forgot to keep or ask for proper notes, and they were able to really sting me,
Speaker 3
You can read all the books you want, but they won’t tell you how to deal with any particular client. Some people spend so much time studying their competitors that they almost seem to know more about them than their own products, and it’s a waste of time, cos you have to se//your plus points, not their minuses - that’s something you don’t refer to. For all you know, your client’s already got a good relationship with your strongest rival. Never assume anything. I really misread a client once. I was talking away, listing all Our special features in far too much detail, and completely missed the point that the client just wasn’t in a hurry He wanted to take it nice and slow, and was dropping hints about good dinners which passed me by at the time, cos most customers aren’t so interested in that.
Speaker 4
Despite what anyone says, you’ll never really know how your client runs their business, only what they tell you, and they may tell you all sorts of things to try and bring down the price, upgrade the offer, and so on, within your margins. You can’t know what discussions they have already been in with your competition either So you need to work on building up an understanding between you, to give you some kind of a basis to work from. Which is, of course, easier said than done. The larger the deal, the more anxious you can become, and once I got overwhelmed by that, so much so that the client clearly thought that not only was I an idiot, but that my firm must be pretty useless too. Not my most successful day!
Speaker 5
Selling is a science, not an art-form. The easy bit is cost and calculation, which anyone can do, but your offerings don’t mean anything in themselves, you have to see them in context, and that means how the client sees them. So if you don’t do your homework on the client’s set-up, you’re talking to the wind - information is power Mind you, I’ve taken that logic a step too far in the past. I’m still embarrassed when I remember the time I was so keen to make the client understand all the particular ways in which my offer suited him so very perfectly that I didn’t stop to consider the fact that he was basically saying yes already I actually prolonged the process so much that I ended up in danger of blowing the whole thing!
选项
答案
G
解析
转载请注明原文地址:https://kaotiyun.com/show/eHOd777K
本试题收录于:
BEC高级听力题库BEC商务英语分类
0
BEC高级听力
BEC商务英语
相关试题推荐
Wheredosetheconversationtakeplace?
Wheredoesthisconversationtakeplace?
Wheredoesthisconversationtakeplace?
Whatistheman’sbusiness?
Whatisgiventothelistener?
Whomostlikelyarethelisteners?
A、 B、 C、 A(A)意思是很难预测出此次选举谁会胜出,在意思上前后衔接顺畅,故为正确答案。(B)疑问词引导的疑问句不适合用Idon’tthinkso.来回答。(C)使用与election有关的词decided
Theinterlocutorasksyouquestionsonanumberofwork-relatedandnonwork-relatedsubjects.(Thecandidatechoosesonetopic
Theinterlocutorasksyouquestionsonanumberofwork-relatedandnonwork-relatedsubjects.(Thecandidatechoosesonetop
Askingquestions征询
随机试题
患者男,39岁。精神分裂症。有自伤行为,用香烟头烫自己的皮肤和衣服,每日有一次。因为他喜欢吸烟,故请护士每日检查患者有无烫伤自己的行为,如无烫伤自己的行为,给予半支烟作奖励,口头赞扬其外表。如在这1小时内有烫伤,这一天他就再得不到香烟。此后烫伤频度逐渐减少
下列哪些选项属于律师违反在执业机构中的行为规范的行为?()
下列图表中,不属于岩土工程勘察成果报告中应附的必要图件的是()。[2008年真题]
甲工程公司是由乙公司、丙某和丁某共同出资设立的有限责任公司。为扩大经营,甲公司在外地设立了戊分公司及庚全资子公司。戊分公司因出现重大工程质量问题而需承担巨额债务,对该债务负有清偿义务的法律主体是( )。
劳动者连续工作()年以上的,应享受带薪年休假。
()是期权买方行使权利时,买卖双方交割标的物所依据的价格。
在深圳证券交易所,结算登记费是成交金额的()。
在商场里,我们可以看到在鸡翅旁边陈列炸鸡调料,在香皂旁边陈列香皂盒或者在剃须刀架旁摆放剃须泡沫等。商场这样摆放商品是由于它们属于:
瓦特.勒起义
BarackObamasignedtheAffordableCareActonMarch23rd,2010.ExactlyfouryearslaterJ.LouisFelton,apastorinPhiladel
最新回复
(
0
)