【正文】 請(qǐng)您刪除一下內(nèi)容， O(∩_∩)O 謝謝！??！ 2021 年中央電大期末復(fù)習(xí)考試小抄大全，電大期末考試必備小抄，電大考試必過(guò)小抄 Shanghai’s Suzhou Creek has witnessed much of the city’s history. Zhou Wenting travels this storied body of water and finds its most fascinating spots. Some lucky cities can boast a great body of water, like London with the river Thames and Paris with the river Seine. Shanghai is privileged enough to have two great bodies of water: Huangpu River and Suzhou River became famous when colonists established clusters of grand buildings on its banks on what became known as the bund. Today, the bund overlooks the breathtaking skyline of Lujiazui financial district. Shanghai’s other body of water, however, Suzhou Creek, has been somewhat overshadowed. Suzhou Creek links the inland cities of Jiangsu province with Shanghai. When the Briti sh colonists, who arrived in the city after it was opened as a mercial port in 1843 found they could reach Suzhou, Jiangsu province, via the creek, they named it Suzhou Creek. Thanks to its location, a large amount of cargo and travelers were transported via the creek before rail links were established. But after a century of being utilized as a waterway to transport goods and labor, the creek grew dark and smelly. Industrial factories were established along the banks. In the 1990s it became a key task of the city government to clean the creek. Suzhou Creek, which snakes 17 km from the iconic Waibaidu Bridge downtown to the outer ring road in west Shanghai, maps the changing periods of the city’s history, including the imprints of the concessions, the beginning of industrialization and the improvement in people’s living conditions. Where the Bund began Inbetween the shopping street of East Nanjing Road and the Bund, are a cluster of streets that give me the illusion that I am no longer in modern Shanghai. The streets are narrow and old and criss cross each other. Any old residential house may turn out to be a former office of the British, constructed in the 1880s. Pawnshops and hardware stores that are hard to find elsewhere, are plentiful here. This area, at the confluence of Huangpu River and Suzhou Creek, is called the Bund Origin. Countless tour buses stop at the site every day and visitors from around the world get off to see this place, the starting point of the concessions in the city. It all started in 1872, when the former British Consulate General was constructed and the Bund began its transformation into an the financial street of the East. Now the site of the former consulate is called “No 1 Waitanyuan”, which translates to “the Bund Origin”, to honor its beginnings. The entire plex of this historical site prises of five buildings, the former British Consulate General, the official residence of the consul, the former Union Church, the church apartments and the former Shanghai Rowing Club. The size of the courtyard is equivalent to that of four standard soccer fields. The building of the former consulate is a twostorey masonry building on an Hshaped plan in typical English renaissance style. The building is designed with a fivearch verandah on the ground floor with a raised terrace facing the garden, while the facade features an entry portico beneath a colonnaded loggia. It has been turned into a caf233。試銷期以后，價(jià)格會(huì)不漲 10%。 6 迅速而果斷地作出反應(yīng)，糾正他們對(duì)問(wèn)題的看法。 4 對(duì)他們的心情表示理解和同情。 2 馬上接受他們的指責(zé)，這樣就可以直接淡化他們的不滿意，如果你附各他們，他們就可能會(huì)不同意你的意見。 5 店面銷售人員的配置是否合理。 3 能否及時(shí)補(bǔ)充符合顧 客需求的商品。 四、影響店面業(yè)績(jī)的因素主要有？ 答： 1 商品陳列的豐富程度。 6 違約責(zé)任條款。 4 履行期限，地點(diǎn)，和方式。 2 標(biāo)的條款。 三、買賣合同的條款是確定買賣雙方權(quán)利與義務(wù)的法律形式。 3 識(shí)別出誰(shuí)是購(gòu)買決策者是成交的關(guān)鍵。 作業(yè)四： 一、成交的基本條件？ 答： 1 產(chǎn)品滿足客戶需要且 優(yōu)于競(jìng)爭(zhēng)者。 1 客戶的真實(shí)需求是：需要用石料進(jìn)行地面裝修。 C 正好，我們公司也推出了新材料的地板，不知貴司想采用什么樣的材料裝飾呢？ D 石料啊，我們公司近期正好推出了石料的地板，而且價(jià)格優(yōu)良，在市場(chǎng)上也非常暢銷。 綜上所述，威廉具備以下態(tài)度 1 熱愛(ài)推銷工作， 2 具有成功的欲望， 3 堅(jiān)定的自信， 4 團(tuán)難合作意思， 5 鍥而不舍的精神 ,6 學(xué)習(xí)的態(tài)度 .7 高度的誠(chéng)信 . 2 積極的心態(tài) :就是面對(duì)工作的問(wèn)題 ,困難 ,挫折 ,挑戰(zhàn)和責(zé)任 ,從正面去想 ,從積極的一面去想 ,從可能成功的一面去做 ,積極采取行動(dòng) ,努力去做 .也就是可能性思維 ,積極思維 ,肯定性思維 . 案例分析三 : 一、名單中合格的潛在顧客？ 答： 1 人民醫(yī)院的資深醫(yī)生胡醫(yī)生 :每天需要復(fù)印大量的文件資料 .2 佳園房地產(chǎn)公司 :公司規(guī)模擴(kuò)大 ,一些小的部門也需要采購(gòu)復(fù)印機(jī) .3 育才小學(xué)的程校長(zhǎng) :程校長(zhǎng)已經(jīng)老師那里得到需要復(fù)印機(jī)的建議 ,平時(shí)需要處理大量教學(xué)材料和檔案管理 . 二、最不合格的潛在顧里是盛德法律事務(wù)所錢先 生 :大量的文件 ,由秘書負(fù)責(zé)打安 ,文案 ,檔案管理工作 . 三、李分別進(jìn)行約見的潛在顧客方式？ 答： 1 人民醫(yī)院的資深醫(yī)生胡先生 ,因他的病人數(shù)量上升 ,可選擇打電話 ,或者郵件 2 佳園房地產(chǎn)采購(gòu)部申經(jīng)理 ,育才小學(xué)程校長(zhǎng)可采用直接約見拜訪 . 四、小李開展約見準(zhǔn)備工作？ 答：應(yīng)注意收集資料，姓名，年齡，教育水平，居住地點(diǎn)，是否需要所推捎的產(chǎn)品，購(gòu)買能力，購(gòu)買決定權(quán)，家庭狀門況，拜訪對(duì)象的作自習(xí)慣，個(gè)人特點(diǎn)，職業(yè)，興趣，愛(ài)好等。這種精審會(huì)影響周圍的人。在困難和挫折面前，有充足的自信以及戰(zhàn)勝困難的勇氣，正確的態(tài)度是成功的保證，成敗就在一念之間，當(dāng)一個(gè)人認(rèn)為自己是個(gè)最棒的推銷服務(wù)人員時(shí)，他的精神狀態(tài)也一定是積極樂(lè)觀，健康快樂(lè)的。 5 互 聯(lián)網(wǎng)。 3 社會(huì)網(wǎng)絡(luò)。 二、尋找涼茶產(chǎn)品的潛在客戶方法？ 答： 1 公司資源。 2 該個(gè)人或組織具備購(gòu)買某種產(chǎn)品或服務(wù)的貨幣支付能力。 4 作為推銷員，首先要做的工作便弄清不需要的真正原因。 五、當(dāng)顧客說(shuō)“謝謝。 5 尊重他人。 3 善于鑒別。 三、為確保洽談前能取得預(yù)期的效果，必須做好充分準(zhǔn)備？ 答： 1 了解洽談對(duì)手 2 了解推銷產(chǎn)品 3 確定洽談要點(diǎn) 4 準(zhǔn)備洽談資料 5 四、洽談中要想取得良好的效果，推銷員在傾聽中應(yīng)該做到？ 答： 1 專心致志。取得資料的途徑有大致分為兩類： 1 企業(yè)內(nèi)部資料：包括財(cái)務(wù)賬目表，推銷部門的推銷記錄，服務(wù)部門的維修記錄等。 二、保險(xiǎn)公司的推銷員，尋找顧客的合適方法：資料查詢法？ 答：資料查詢法是推銷員通過(guò)收信情報(bào)和查閱資料，以尋找客戶的方法。 2STP 法測(cè)：是市場(chǎng)細(xì)分，目標(biāo)市場(chǎng)，和市場(chǎng)定位的英文縮寫。 6 促使客戶采取購(gòu)買行為。 4 促使客戶接受所推銷的產(chǎn)品。 2 把推銷的產(chǎn)品和客戶的需要，客戶的愿望結(jié)合起來(lái)。因此，作為推銷員首先要了解客戶知識(shí)，其次才是產(chǎn)品知識(shí)和公司知識(shí)。 2 良好的品格修養(yǎng) 3 合理的知識(shí)構(gòu)成 4 純熟的推銷技巧。 3 溝通信息，溝通信息，包括：收集市場(chǎng)情報(bào)和傳播產(chǎn)品信息兩方面。 簡(jiǎn)答、分析題附加： 一、影響推銷工作概括起來(lái)有三大類？ 答： 1 推銷員的素質(zhì) 2 推銷的環(huán)境 3 推銷工作的組織管理水平 二、推銷人員的責(zé)任主要表現(xiàn)在完成銷售定額、向自己的公司負(fù)責(zé)，這種說(shuō)法是不正確的？為什么？ 答： 1 推銷產(chǎn)品是推銷活動(dòng)最基本功，推銷員運(yùn)用各種推銷技巧和業(yè)務(wù)知識(shí)，向目標(biāo)客戶推銷產(chǎn)品， 幫助企業(yè)實(shí)現(xiàn)銷售，使企業(yè)贏利。 第 137題 :商務(wù)談判中，一開始就拿出全部可讓利益的策略的特點(diǎn)是 (A態(tài)度誠(chéng)懇 B務(wù)實(shí) C堅(jiān)定 D坦率 )。 第 135題 :商務(wù)談判中，堅(jiān)定的讓步策略的缺點(diǎn)是 (A可能失去伙伴 B具有較大的風(fēng)險(xiǎn)性 D 易給對(duì)方傳遞己方缺乏誠(chéng)意的信息 )。 第 133題 :商務(wù)談判中，堅(jiān)定的讓步策略的特點(diǎn)是 (A 開始寸步不讓 B 最后時(shí)刻，則一讓步到位 C態(tài)度十分強(qiáng)硬 D 促成和局 )。