题目内容
（请给出正确答案）
Mindy compares salespeople to wine stewards in that ______.
A．both of them have to sell products to their customers
B．both of them use their eloquent tongue to make a living
C．both of them need to suit their services to the customer's needs
D．both of the have to make recommendations all the time
如果结果不匹配，请 联系老师 获取答案
更多“Mindy compares salespeople to …”相关的问题
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 (可能的主顾) on which to call.
The "suggestive" approach is tailored more for the individual customer. The salesperson must be in a position to offer 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 of 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 other skills you can teach. Creativity is innate. It's something we look for in every employee we hire."
More and more sales teams are switching from a narrative or suggestive approach to a more consultative strategy. As a result, corporations are looking more at intangibles such as creativity and analytical skills and less at educational background and technical skills.
"The next century will be about meeting individual customer needs," says Goldfarb, "the days of one size fits all are over."
The major difference between narrative sales and suggestive sales is that
A．the former highlights the benefits while the latter emphasize the function of the product
B．the former uses more prepared information, the latter has to get ready for unexpected information
C．the former involves no discussion while the latter involves discussion a lot
D．the former is effective in creating demand, the latter is effective in satisfying existing demand
The author compares the beluga whale with ______.
A．a bird
B．a giant
C．an elephant
D．a submarine
The writer compares turtles to mountain climbers
A. because they lay their eggs in mountain areas ______.
B. to give you a picture of how hard they work
C. to tell you that they like to climb
D. to tell you that mountain climbers are as slow as turtles
A．The bacterial content of different liquids.
B．What happens when bacteria are added to molasses.
C．The molecular structures of different chemicals.
D．How difficult it is for bacteria to move through water.
A.Add sales discounts to sales.
B.Subtract the cost of goods sold from the sales pric
C.Subtract sales returns and sales discounts from sales.
D.Subtract accounts receivable from sales.
A.the more important
B.most important
C.more importan
