问题 多项选择题

(2008)现场销售过程中,销售人员的错误行为有()。

A.当客户提出问题时马上反驳,试图改变客户的真实需求

B.站在客户的角度去思考问题,帮助客户选择

C.不考虑客户特征,按销售流程解说楼盘特征

D.为促使成交,向客户推荐不满意的产品

E.为促使成交,对客户超范围承诺

答案

参考答案:A, C, D, E

解析:现场销售的误区主要有:①不在乎客户的感受、认同度和需求,将项目情况像背书一般讲述出来;②当客户提出问题时马上反驳,甚至企图改变客户的真实需求;③忽略和客户一起来的家人和朋友;④不做分析,没有重点地推荐一些房号,让客户自己选择,浪费双方的时间和精力;⑤没有站在客户的角度去思考问题,帮助客户;⑥为了成交,而向客户推荐不满意的产品,让客户产生不必要的损失。

阅读理解

阅读理解。

     What is the color of the universe? Astronomers had not answered this question until two months ago. That

is when two American astronomers reported on their study of all the light in the universe. They said that the

universe would appear to the human eyes to be a light greenish color.

      Karl Glazebrook and Ivan Baldry of Johns Hopkins University in Baltimore, Maryland, reported their finding

in January. They presented the research at a meeting of the American Astronomical Society. They said that

finding the color of the universe was not part of their more serious scientific research. They did it for fun.

     However, earlier this month, the scientists admitted making a mistake. They said their finding was much

more colorful than it should have been. They now say the light from our universe is closer to white. It is more

like a milky or creamy white color.

      Their study attempted to show what people might see if they could observe the universe from far away.

     The scientists found the average color by combining light from about two-hundred-thousand star systems.

Their information came from an observatory in New South Wales, Australia. The scientists gave a number

value to the colors of the different star systems. Then they added the numbers together and found the average

measurement. The scientists used this average to identify the color of the universe. They said it was a very

pretty light green. Many newspapers and television stations reported their finding.

     Other scientists and color engineers attempted to reproduce the result. Mark Fairchild of the Rochester

Institute discovered a mistake in the computer software program used by the Johns Hopkins scientists.

      When the mistake was corrected, the results changed. The new color of the universe is much less colorful.

It is very close to white.

1. The color of the universe is _____.

A. close to white

B. black

C. blue

D. light greenish

2. The two scientists found the color of the universe by _____.

A. combining light from about 200,000 star systems

B. observing at an observatory in India

C .making long-term scientific research

D. using computer software programs

3. Who found the true color of the universe?

A. Karl Glazebrook.

B. Ivan Baldry.

C. Mark Fairchild

D. Johns Hopkins.

4. This passage mainly tells us ______.

A. what the color of the universe is

B. the light from our universe is a light greenish color

C. the new color of the universe is much more colorful

D. the finding of the color of the universe is difficult

判断题