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Mr. Rayburn encourages unconfident beginners to work in a retail company because it can According to Mr. Rayburn, the most effe
Mr. Rayburn encourages unconfident beginners to work in a retail company because it can According to Mr. Rayburn, the most effe
admin
2010-01-24
109
问题
Mr. Rayburn encourages unconfident beginners to work in a retail company because it can
According to Mr. Rayburn, the most effective way to do a sales job is
F: Mr. Rayburn, do you have a ’most important piece of advice’ for a person considering working for themselves?
M: No. What is most important will vary with each person. Some will need to discover themselves first, others just need to get started. If someone is not confident of their abilities, I would encourage them to get a sales job in a retail company. Promotions come quickly in retail. They will get experience in all sorts of business disciplines: sales, buying, inventory control, income statements, and lots of other important knowledge. They will also get the chance to enter management and discover if they enjoy that relationship. If they decide to go out on their own, they will have the basics for success along with knowledge of their own strengths and weaknesses.
F: So what makes the difference in starting styles, and how would a person find where they fit?
M: Personalities. Some learn best getting face to face with clients, others need to get face to face with themselves first. Everyone needs to keep learning and challenging themselves if they expect to be successful. There are many good inspirational books or biographies of successful people that a person can read. I am usually reading three or four books at a time; I do make sure the book I read before bed is inspirational. I also listen to motivational tapes or books on tape. A lot of your ability to apply yourself comes from your own determination, you develop that by immersing yourself in positive information.
F: How well were you prepared when you went out on your own?
M: I started my business at the same time as 9 other sales people, of the 10 of us I was the least qualified. Within a short time I was the only one left. There is a huge amount of work required when starting a business. I am extremely lucky that my wife knows how important it is for me to stay glued to my desk, or sometimes the kitchen table, without interruptions. It took 4 months before I was making enough to cover all my bills, and a bit more for good stuff. Those were 4 months of 6 or 7 days a week, working from early morning to late night. I kept that schedule for quite a while as my business just took off, and I still wake early to get a few uninterrupted hours of work in before the world starts humming.
F: Once you have started sales, how can you be most effective?
M: The key is getting face to face with your clients. Drop by, even if all you do is hand them a business card. If you phone a client you will be interrupting something, in person they apologize for interrupting you. I’ve never had a client act upset that I’ve shown up, although sometimes if they are busy all I do is say Hi. Frequently they will say, ’ Hold on a minute Ross, there is something I want to talk to you about. ’ That doesn’t happen when you call for an appointment.
F: Ross, talk a bit about the pleasure of working for yourself.
M: I’m happy to. When I worked for a boss, my wife had to push me out of bed in the mornings. I hated the alarm clock, I hated the sunrise. After I quit and started working for myself everything changed. It didn’t take long, the first morning I jumped out of bed, set myself up, and started going. Now the great part, I was doing exactly the same job. The difference was I was doing it for myself, everything I made belonged to me.
F: OK, any final thoughts, Ross?
M: Yes. If you want to be successful and stay successful remember one thing: All business is long term.
F: Thank you, Mr. Rayburn.
选项
A、call your clients regularly.
B、visit your clients in person.
C、keep email contact with your clients.
答案
B
解析
Mr.Rayburn看来,最有效的销售方式是什么?备选的三个答案都与联系客户的方式有关,A是通过电话与客户沟通,B是亲自拜访客户,C是通过电子邮件和客户联系。谈话中Mr.Rayburn提到“the key is getting face to face with your client”,一定要跟你的客户面对面地接触,哪怕只是亲手交给客户一张名片。因此选择B。谈话中也提到了打电话给客户的缺点,并不是最有效的手段,所以可以排除选项A;写Email给客户谈话中没有提及,因此也可以排除选项C。
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BEC中级听力题库BEC商务英语分类
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