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  3. Some people believe that you have to be a special kind of person to sell a product. But although it is clear that a successful s

Some people believe that you have to be a special kind of person to sell a product. But although it is clear that a successful s

admin2009-01-05  31
问题    Some people believe that you have to be a special kind of person to sell a product. But although it is clear that a successful salesman does need special talents and an outgoing personality, many of the skills he uses are used by us all: we build and maintain relationships with different kinds of people, we listen to and take notes of what they tell us and don’t just enjoy the sound of our own voices, and we explain things to them or discuss ideas with them.
   A firm may depend on their own sales team and or on the salesmanship of their distributors, Wholesalers or retailers. But any company needs to establish a personal relationship with its major clients (’ key accounts’ ) and potential customers (’ prospects’ ). It is often said that ’ people do business with people’s a firm doesn’t just deal impersonally with another firm, but a person in the buying department receives personal visits from people representing the firm’s suppliers on a regular basis.
   Keeping sales people ’ on the road’ is much more expensive than employing them to work in the office and much of their time is spent unproductively travelling. Telephone selling may use this time more productively, but a face-to-face meeting and discussion is much more effective. Companies involved in the export trade often have a separate export sales force, whose travel and accommodation expenses may be very high. Serving overseas customers may consequently often be done by phone, telex or letter and personal visits may be infrequent. Many firms appoint an overseas agent or distributor whose own sales force takes over responsibility for selling their products in another county.
   A sales department consists of many people who are based in different parts of the country or the world, who don’t have the day-to-day contact and opportunities for communicating with each other that office-base staff have. For this reason, firms holds regular sales conferences where their entire sales force can meet, receive information and ask questions about new products and receive training.
Which of the following statements is NOT true according to the passage?
选项 A、Though a face-to-face meeting would cost much in traveling, it is more effective.
B、Many firms only deal impersonally with other firms in order to save money.
C、Good salesmen often bring notebooks along with them and note down the customers’ opinions.
D、Key accounts and prospects are important to all companies.
答案B
解析 细节题。选项A与文中第三段所言相符。当面会谈虽有旅费开支，但效果更好。选项C与文中第一段所言相符。选项D与文中第二段第二句所言相符。而选项B则与文中第二段第三句相悖。
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