【文章內(nèi)容簡介】 t the deep heart of Nature could pity and be kind to him.Apparently, the author makes a contrast between the ugly jailhouse with a tangled grassplot overgrown with burdock and pigweed and something as beautiful as a wild rose. As the story unfolds, he will further suggest that secret sin and a pretty child may go together like a pigweed and wild roses. In this artfully crafted novel, setting is intimately blended with characters, symbolism, and theme.In addition to place, setting may crucially involve the time of the story—century, year, or even specific hour. It may matter greatly that a story takes places in the morning or at noon. The medieval background informs us differently from the twentieth century. Kennedy and Gioia note that in The Scarlet Letter, the nineteenthcentury author Nathaniel Hawthrone, utilizes a long introduction and a vivid description of the scene at a prison door to inform us that the events in the story took place in the Puritan munity of Boston of the earlier seventeenth century. This setting, to which Hawthorne pays so much attention, together with our schemata concerning Puritan practice, helps us understand what happens in the novel. We can understand to some extent the agitation in the town when a woman is accused of adultery, for adultery was a flagrant defiance of church for the Godfearing New England Puritan munity, and an illegitimate child was evidence of sin. Without information about the seventeenthcentury Puritan background, a reader today may be perplexed at the novel. The fact that the story in Hawthorne’s novel took place in a time remote from our own leads us to expect different attitudes and customs of the characters, is strongly suggestive of the whole society, which is crucial to an essential understanding of The Scarlet Letter as a whole.Besides place and time, setting may also include the weather, which, indeed, may be crucial in some stories. 2. Local color writing /regionalism and the writer, a regional writer.When setting dominates, or when a piece of fiction is written largely to present the manners and customs of a locality, the writing is often called local color writing or regionalism and the writer, a regional writer.A regional writer usually sets his/her stories in one geographic area and tries to bring it alive to readers everywhere. Thomas Hardy, in his portrayal of life in Wessex, wrote regional novels. Arnold Bennett’s novels of the “Five Towns” are markedly regional. Willliam Faulkner, known as a distinguished regional writer, almost always set his novels and stories in his native Mississippi.3. The setting of a novel is not always drawn from a reallife locale.The setting of a novel is not always drawn from a reallife locale. Literary artists sometimes prefer to create the totality of their fiction—the setting as well as characters and their actions.……The creation of setting can be a magical fictional gift in a novelist or storyteller. But whatever the setting of his/her work, a true novelist is concerned with making an environment credible for his/ her characters and their actions and in accord with the development of the plot.In some stories, a writer seems to draw a setting mainly to evoke atmosphere. In such a story, setting starts us feeling whatever the storyteller would have us feel. Thus atmosphere is a metaphor for a feeling or an impression which we cannot readily attach to some tangible cause. We say that an old farmhouse set among large maples, on a green lawn, has an atmosphere of peace. Here what we mean is that the house, by reason of the look of quietness and by reason of a number of pleasant associations we have with the kind of life lived there, stirs a certain reaction in us which we do not attach to any single incident or object, but generally to the whole scene. In the same way we may say that the setting of a story contributes to defining its atmosphere. For instance, in “The TellTale Heart,” Poe’s setting the action in an old, dark,專業(yè)知識培訓(xùn)辦法第一章：置業(yè)顧問專業(yè)培訓(xùn)第一部分、如何掌握顧客? （一）如何了解顧客購買意見的信號.? 口頭語信號.? （1）顧客問提轉(zhuǎn)向有關(guān)商品的細節(jié)，如費用、付款方式、價格等. ? （2）詳細了解售后服務(wù).? （3）對銷售人員的介紹表示贊揚和肯定.? （4）詢問優(yōu)劣程度.? （5）對目前使用的商品表示不滿.? （6）向銷售人員打探交樓的時間可否提前.? （7）接過銷售人員的介紹提出反問.? （8）對商品提出某些異議.表情語言信號：? （1）顧客面部表情從冷漠、懷疑、深沉變成自然、大方、親切、附和.? （2）眼睛轉(zhuǎn)動由慢變快，眼睛發(fā)亮而有神采.? （3）由若有所思變?yōu)槊骼?、放松，嘴唇開始抿緊，好象品味、權(quán)衡著什么。? （4）開始仔細觀察商品.? （5）轉(zhuǎn)身靠近銷售人員，進入閑聊狀態(tài).? （6）忽然用手輕敲桌子或身體某部位的動作來幫助自己集中思維，作最后決定。（二）怎樣接待難以接近的顧客.? 對銷售人員的介紹毫無反映，既不贊同也不反對，始終閉口不答。? 方法：既要講禮貌和顏悅色，又要仔細觀察顧客的表情，判斷他需要什么樣的，適時的以熱情及簡明的話語給予配合。忌：以冷對冷輕易放棄，要用你的熱情和專業(yè)性來感染對方。? 喜歡自命不凡，好為人師，只對商品服務(wù)品頭論足，根本不愿和別的銷售人員說話。 ? 方法：態(tài)度要謙恭、熱情。忌：與其反唇相譏。讓他充分的發(fā)表意見把話說完，對他話的含理之處不妨稍加贊同和應(yīng)和，對說的不對之處也不要急于反駁，待對方把話說完后，先對其意見進行充分肯定，在委婉的補充和更正。（三）怎樣對待不同的顧客.? 1．夜郎型：生性高傲，說話居高臨下，盛氣凌人，容不的別人反對的意見，大有拒銷售人員千里之外之勢。? 方法：應(yīng)保持恭敬，不卑不亢的態(tài)度，對其正確加以恭維以適應(yīng)其心理需求，切忌讓步。? 2．挑剔型： 既有合理的需求，又有過分要求，喜歡無休止的挑剔。如銷售人員稍加解釋就會用更苛刻的語言頂回去。（以此換以折扣）? 方法：不必與他糾纏，一般情況下應(yīng)少說話，如果某些關(guān)鍵問題不給予澄清便會嚴重影響信譽和形象的話，則著重事實說話，如果對方挑剔當(dāng)中提出問題，銷售人員應(yīng)抓住機會，有理有據(jù)的加以回答，附帶澄清一些其它方法不正確的挑剔之點。? 3．急噪型：這類顧客性格比較暴躁或心情、身體不佳，表現(xiàn)為說話急噪，易發(fā)脾氣。? 方法：銷售人員要切記“忍”字，盡量以溫和態(tài)度及談笑風(fēng)聲的語氣，創(chuàng)造輕松愉快的氣氛來改變對方的心態(tài)與情緒對顧客提到的反對意見，不要忌諱對方暴躁的態(tài)度，耐心合理的給顧客加以解釋，即使對方不服，大發(fā)雷霆，銷售人員不應(yīng)硬碰硬，應(yīng)婉言相勸，以柔克鋼。? 4．自私型：這類可戶私心重，往往在各個方面，諸多挑剔，同時提出過分要求，斤斤計較，寸利必爭。? 方法：銷售人員要有耐性，不要因為對方的自私言行而挖苦、諷刺。應(yīng)就事論事，以事實解釋無理要求，并在商品的質(zhì)量上下工夫，促使雙方及早成交。? 5．多疑型：這類顧客往往缺少經(jīng)營商品知識，購物時有過上當(dāng)受騙的教訓(xùn)，因而，購物時抱有懷疑態(tài)度。? 方法：應(yīng)針對這種心理，誠肯、詳細的做介紹，介紹中著重以事實說話，多以其它用戶的反映向他保證。? 沉穩(wěn)型：這類顧客老成持重，一向三思.? 方法：推銷員應(yīng)力求周全穩(wěn)重，說話可以慢一點，留有余地，穩(wěn)扎穩(wěn)打。? 獨尊型：這類顧客自以為是，夸夸其談。? 方法：心平氣和，洗耳恭聽，梢加應(yīng)和，進而婉轉(zhuǎn)以事實說話做以更正、補充。? 率直型：性情急噪，褒貶分明。? 方法：應(yīng)保持愉快，以柔克剛，為其設(shè)身處地、出謀劃策，處其當(dāng)機立斷。? 憂郁型：患得患失，優(yōu)柔寡斷。? 方法：邊談邊察言觀色，不時捕捉矛盾的所在，有的放矢，抓住要害之處，小知以利，促發(fā)購買沖動，并步步為贏擴大戰(zhàn)果，促成其下定決心，達成結(jié)束。? （四）怎樣化解顧客的疑義.? 欣然接受? 有時顧客提出反對意見正好言重了我們商品的服務(wù)，嚴重明顯的缺點，不妨誠懇謙遜的表示接受顧客的批評意見，表達對顧客愛護企業(yè)信譽與長遠利益的謝意，并及時改正，以虛心接受妥善處理的誠意化解疑義挽回影響。 ? 有條件的接受? 有的疑義本來提的并不確切，或者有片面性，但對商品和企業(yè)無關(guān)緊要。如全盤否定疑義，又會使顧客有不滿情緒，自尊心會受到傷害?？刹扇≈匾暸c尊重的態(tài)度，表達一種理解或有條件接受的意見。? 肢解拆析? 有的顧客提出疑義很尖銳且一大堆，銷售人員應(yīng)分為幾方面抓住重點有條有理的逐個破解。? 有效比較? 有的顧客喜歡提出疑義，銷售