2. 外语
  3. Look at the statements below and the text about the marketing principle on the opposite page. Which section(A, B, C or D)doe

Look at the statements below and the text about the marketing principle on the opposite page. Which section(A, B, C or D)doe

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问题     Look at the statements below and the text about the marketing principle on the opposite page.
    Which section(A, B, C or D)does each statement(1-7)refer to?
    For each statement(1-7), mark one letter(A, B, C or D)on your Answer Sheet.
    You will need to use some of these letters more than once.
Example:
0 The purchase of customers is not to achieve the ownership of the product.

                        Marketing Principle
A Brilliant marketers try to keep open and flexible, yet there is one unchanging maxim which they share:customers buy products to acquire benefits. Those few words hold the secret of many an innovative organisation’ s success. It is a principle which can be applied to almost any product/market decision. The principle itself is almost deceptively simple,which is why some marketers pass it by. The successful marketing organisation will pay more than lip service to its meaning, because it represents the most basic yet most important principle of marketing.
B Customers do not buy a product for the product itself. Customers buy clean floors,not floor polish. They buy security,not insurance policies,high performance engines(or status),not Ferraris:better lubrication, not industrial cutting oil. An innovative tool manufacturer realised,through the course of its relationship with its customers,that a major problem on the production floor was the time lost in changing abrasive discs. With this in mind, the manufacturer has in the past few months been exerting himself to get the problem solved with the help of a group of technicians.
C The company invested a lot of time and money in seeking a solution, and invented a highly specialised system of binding grit to disc. The result was a new disc which had a longer life and could be removed and replaced faster than the old type. This gave the organisation’s customers the benefit of more efficient production time and better value for money. The benefit in the example served a dual purpose: it gave the customer the advantage of time-saving and cost-effectiveness, and at the same time solved a traditional problem of changing discs. The ’ problem’ in this case was a customer need which had to be satisfied.
D The concept of customer benefits shows the importance of an organisation being orientated towards the customer,or market,rather than the product. An organisation, for example, manufacturing adding machines in a marketing environment which is moving towards calculators will soon find itself and its product obsolete. It must consider what the benefits of its product are—in this case computing sums accurately and quickly—and make sure that it is providing that benefit better than any other organisation. If a more cost-effective method of computing comes along, the customer will naturally be attracted to that product which incorporates those developments and can therefore provide increased benefits.
The marketing principle indicates that manufactures should treat their customers as their first concern.
选项
答案D
解析 题干意为：生产商应该把顾客作为他们首要的关注对象。D段指出The concept ofcustomer benefits shows the importance of an organisation being orientated towards thecustomer…．即：使顾客获益的理念表明了以顾客为中心的重要性。文中的“beingorientated towards the customer”对应于题干中的“first concern”。
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