2. 职称英语
  3. [img]2012q2/ct_eyyjsdz2009a_eyyjsdreada_0219_20121[/img] The opening of your

[img]2012q2/ct_eyyjsdz2009a_eyyjsdreada_0219_20121[/img] The opening of your

游客2024-08-21  17
问题
    The opening of your presentation is your first opportunity to meet the prospect face to face. It is the most important part of your presentation because if you do not do it effectively; the prospect will not allow you to make a complete presentation. The first 30 seconds are the most critical because you are setting the stage for what is to follow.
    When you walk into the prospect’s office, he is typically in the middle of doing something else. You must direct his attention and interest away from this activity to what you have to say. You must also establish an immediate rapport (友好关系) with the prospect and answer the question on every buyer’s mind; "What’s in this meeting for me?" Finally, you must gather information about the prospect so you can tailor the body of the presentation around his current situation.
    You should make certain assumptions concerning the prospect;
    1. You are calling on one person, not a group, and you have never met the prospect before. The prospect has never done business with your firm.
    2. You called the prospect on the telephone a week ago and set up this appointment.
    3. When you talked to him then, you were able to qualify him as a potential prospect. He is the primary decision maker and has a potential need for your product or service. [br] You must tailor the body of the presentation around the prospect’s current situation so that
选项 A、it meets his present or potential needs
B、you can set up an appointment with him
C、you can convince him your products are very cheap
D、he can make a decision on the spot
答案 A
解析 由文章最后一句话可知，了解潜在客户的现状是为了使他们购买商品。
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