问题 填空题

阅读短文,用括号中所给词的适当形式填空。

     It was the end of the term. Sandy and Sue were going to a school party. Sandy wanted   1   (leave) for

the party, but Sue    2   (be not) ready at all. She had to put on her party dress and had to comb (梳理)

her hair. "Come on, Sue!" Sandy shouted, "Hurry up!" "Be quiet (请安静),"  Sue answered, "When

I'm ready, I'll tell you." Then Sue    3   (show) mother two dresses, "Which dress shall I wear, mum?"

 she asked, "The red one or the blue one?" "The red one, Sue," mother said. Sandy sat down and    4   

(wait). He looked very angry, "I've been waiting for hours!" he told mother. "Aren't girls foolish? " At

last Sue     5   (be) ready to leave, but their mother noticed (注意) that Sandy wasn't wearing his shoes.

He     6    (be not) ready yet! "Aren't boys foolish?" she said.

1._____  2._____  3._____  4._____  5._____  6._____

答案

1. to leave 2. wasn't 3. showed 4. waited 5. was 6. was not

阅读理解

阅读理解。

                                                             Welcome to Adventureland!

     Everyone loves Adventureland! The Parks and Exhibitions were built for you to explore (探索), enjoy, and

admire their wonders. Every visit will be an unforgettable experience. You will go away enriched, longing to

come back. What are you going to do this time?

     The Travel Pavillon

     Explore places you have never been to before, and experience different ways of life.

     Visit the Amazon jungle (丛林) village, the Turkish market, the Tai floating market, the Berber mountain

house and others. Talk to the people there who will tell you about their lives, and things they make. You can try making a carpet, making nets, fishing…

     The Future Tower

     This exhibition shows how progress will touch our lives. It allows us to look into the future and explore the

cities of the next century and the way we'll be living then. Spend some time in our space station and climb into

our simulator (模拟装置) for the Journey to Mars!

     The Nature Park

     This is not really one park but several.

      In the Safari Park you can drive among African animals in one of our Range Cruisers: see lions, giraffes,

elephants in the wild. Move on to the Ocean Park to watch the dolphins and whales. And then there is still the

Aviary to see…

     The Pyramid 

     This is the center of Adventureland. Run out of film, need some postcards and stamps? For all these things

and many more, visit our underground shopping center. Come here for information and ideas too.

1.The Travel Pavilion is built to help visitors _____.

A. realize the importance of travelling

B. become familiar with mountain countries

C. learn how to make things such as fishing nets

D. learn something about different places in the world

2. If you are interested in knowing about what people's life will be, you may visit _____.

A. the Travel Pavilion

B. the Future Tower

C. the Safari Park

D. the Pyrmid

3. If you want to get a toy lion to take home, where will you most likely go?

A. The Pyramid.

B. The Nature Park.

C. The Future Tower.

D. The Travel Parvilion.

问答题 案例分析题

A公司成立于1998年,经过近10年的发展,目前已经成为一家从事燃气计量仪表设计、制造、销售的高科技企业,拥有员工300人,年营业额已经达到3亿元。公司的发展得益于国内城市管道燃气事业的飞速发展,特别是南京、北京、广州等大型城市的管道煤气管网扩展至所有城市中心区,管道煤气用户暴增。公司在创立伊始就紧跟全国公用事业改革的步伐,抓住时机与各地燃气企业建立良好的关系。公司产品已经销售到了南京、北京、上海、深圳、广州、武汉等大部分一线城市。

公司非常重视产品的开发与更新,与多家高校开展技术合作。公司开发出的智能燃气表、远程抄表系统都是国内技术领先的产品。公司的产品质量过硬取得了客户的好评,为公司赢得了良好的声誉。随着燃气计量表市场容量的不断扩大,越来越多的企业进入这个行业,竞争日趋激烈,B企业后来居上已经超过了A公司。

A公司的主要产品是机械燃气表和可以实现远程监控的智能燃气表,随着竞争的目渐激烈,特别是机械燃气表,因其技术简单,竞争更为激烈,厂家之间大打价格战。在经过分析后,刘董事长觉得公司在机械燃气表没有什么优势,而智能燃气表代表了燃气表的发展方向,所以决定退出这一市场,专注智能燃气表市场。之后刘董事长关闭机械燃气表事业部,扩充智能燃气表事业部,开发各种型号的家用燃气表。

随着西气东输工程的完成,工业管道燃气用户迅猛增长,各燃气表生产企业纷纷上马工业燃气表,B企业生产的工业燃气表在性能与质量上都是佼佼者。看到工业表市场的红火,虽然A公司在这一方面没有设计、制造经验,但刘董事长的决心很大,一定要生产出工业燃气表,与B企业一争高下,因此A公司想办法从B企业高薪挖了3名技术人员,生产与B企业性能一致的工业燃气表。

A公司在产品销售方面采用直销的模式,没有在外地设立分公司、办事处等机构。全国分为华南、华北、西南、西北、东南、东北6个片区,每个片区配备1-2人。虽然确立销售区域制度,但经常有销售人员因客户的要求去其他区域进行销售,引起当地区域销售人员的不满。销售人员平时都在总部与客户进行电话联系,也可以根据自己的需要自由选择出差时间、地点,很多业务员都只与负责区域内的部分客户进行过接触;技术支持人员也是在进行产品调试,或者与客户有技术问题需要解决时才从总部派出。

最近,客户的投诉不断增加:“到货不及时”、“服务不及时”、“产品安装调试不能顺利进行”……很多客户都是直接打电话给刘董事长投诉,刘董事长忙于四处救火,每天搞得疲惫不堪。刘董事长也感觉销售人员、技术支持人员缺乏,但以公司目前的实力还很难将销售网络在全国铺开,而且公司也很难招到合适的销售人员。目前,销售工作只能是刘董事长自己多承担一点。今天刘董事长又看到了销售部经理递交的销售员小李的辞职报告,小李是公司的业务骨干,公司有l0%的订单都是小李拿到的。刘董事长赶忙找小李谈话,小李大吐苦水:“销售部工资普遍比较低,底薪1500元,没有进行绩效考核,部门经理每月根据销售情况发给每人l000--1500元左右的团体奖金,销售人员之间的差距也不是很大,在100_300元之间。干好干坏一个样.大家没有积极性。而B企业的业务员是底薪加提成制度,其负责北京区域的业务员的年收入在8万元左右。销售部员工跳槽现象比较普遍,能力较强的,大都走了。公司去年新招的4个本科生已经跳槽走人了。”面对小李,刘董事长陷入了沉思。

问题:

1.根据目标市场分析(STP)理论,对A公司的产品开发和销售策略进行分析。

2.A公司在家用燃气表和工业燃气表的产品开发上分别采取了什么策略?

3.根据案例,分析A公司存在的主要问题。

4.如何解决A公司所面临的销售人员管理的问题?