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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

admin2010-02-17  61
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’: a from 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 country.
     A sales department consists of many people who are based in different pans of the country or the world, who don’t have the day-to-day contact and opportunities for communicating with each other that office-based 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.
The title of the passage might be ______.
选项 A、The Division of a Sales Company
B、The Personality of a Successful Salesman
C、A Way to Success in Business
D、A Brief Introduction to Sales
答案D
解析 选项A和B作为本文标题范围过窄，只是本文所谈内容的两个方面，没能覆盖全篇内容。选项c则题目过大。
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