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第 90届全国糖酒会将于2014年3月28—31日在成都世纪城新国际会展中心举办,海南的著名民营企业椰风集团,想以此次糖酒会为契机打开成都椰风饮料的销售市场。小张作为不久的公司销售代表,前往成都糖酒会现场去推介椰风椰子汁,但一天多下来,尽管小张非常卖力,全心投入,但拿到的订单却非常少。面对自己“苍白”的业绩和公司其他同事“漂亮”订单的反差,小张陷入了困惑,自己和同事的差距到底在哪里呢?在晚上的小组总结会上,他带着困惑,向主管请教,主管听完陈述后一语道破天机,问道:“小张,糖酒会熙熙攘攘的人群里,每个到我们展位来咨询的人都是我们的客户吗,对每位前来咨询的人我们都应该花同样多的时间向他们介绍公司的产品吗?请你回去好好总结下,椰风椰子汁客户的特征。”经过主管的点拨,小张改变了对每个前来询问的人详细介绍,平均用力的策略,而是按照自己梳理的客户的特征,改均的服务策略为非均服务策略,严格区分客户和非客户,并且针对公司不同类型的个人客户和组织客户,介绍的侧重点也不同,当天下来,小张的业绩就名列前茅。糖酒会结束后,小张拿到公司本次糖酒会“销售明星”和“最佳进步奖”两项公司奖励。 任务分析: 近年来,随着市场竞争的加剧,人们越来越深刻地意识到,市场竞争就是企业争夺客户的竞争,要完成销售业绩,或者提高企业销售规模,就必须了解并认识到自己的客户,深刻理解客户的含义,了解我们的客户需求并设法满足客户的需求 ,帮助我们完成任务。那么,什么是客户?客户与顾客有什么区别呢?客户都有哪些类型?客户对企业有什么价值?
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【单选题】-______ did you live in the small village? -For about seven years. [     ]
A.
  How far
B.
  How soon
C.
  How long
D.
  How often
【单选题】How did the narrator’s uncle interpret his grandmother's survival for seven years?
A.
She was determined to live and stubbornly refused to die.
B.
The mother took good care of the grandmother with the help of her son.
C.
The doctor provided some good medicine and the grandmother gained confidence.
D.
The grandmother wanted to hold on for seven years as the grandfather had been married to his first wife for 7 years.
【简答题】—______ kites? —Seven. [     ] A  how B  How many
【单选题】投入产出表按照考察的时间期限不同,分为
A.
部门投入产出表和产品投入产出表
B.
实物型投入产出表和价值型投入产出表
C.
静态投入产出表和动态投入产出表
D.
劳动消耗投入产出表和固定资产投入产出表
【简答题】ABS是什么,它的三个部分各有什么功能?
【单选题】【D9】 INTERVIEWER: HOW LONG DID YOU LIVE IN THE STATES? INTERVIEWEE: I WAS THERE FOR TWO YEARS, IN NEW YORK, AND I ENJOYED IT TREMENDOUSLY. WHAT I LIKED BEST WAS THAT I COULD WORK AND STILL LEAD A NORM...
A.
NATIONALITIES STAY IN THEIR OWN AREAS
B.
PEOPLE DON'T QUEUE LIKE THEY DO HERE IN ENGLAN D.
C.
CULTURES VARY FROM COUNTRY TO COUNTRY.
D.
SOME SUPERMARKETS ARE OPEN TWENTY-FOUR HOURS A DAY.
【单选题】How many states did the project expand to?
A.
Thirty.
B.
Twenty-seven.
C.
Eleven.
D.
Fifty-four.
【单选题】【D8】 INTERVIEWER: HOW LONG DID YOU LIVE IN THE STATES? INTERVIEWEE: I WAS THERE FOR TWO YEARS, IN NEW YORK, AND I ENJOYED IT TREMENDOUSLY. WHAT I LIKED BEST WAS THAT I COULD WORK AND STILL LEAD A NORM...
A.
NATIONALITIES STAY IN THEIR OWN AREAS
B.
PEOPLE DON'T QUEUE LIKE THEY DO HERE IN ENGLAN D.
C.
CULTURES VARY FROM COUNTRY TO COUNTRY.
D.
SOME SUPERMARKETS ARE OPEN TWENTY-FOUR HOURS A DAY.
【单选题】For how long did Andrew Tatem and Simon Hay study global flight patterns?
A.
6 months.
B.
1 year.
C.
18 months.
D.
2 years.
【单选题】How did rock god help the seven girls in the Indian legend?
A.
By killing the attacking bears.
B.
By sheltering them in a cave.
C.
By lifting them well above the ground.
D.
By taking them to the top of a mountain.
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