商务英语(III)期末口试准备题目

1.What do you think are suitable personalities for sales?你认为合适的销售个性? I think suitable personalities for sales should be outgoing, confident, honest, sociable and competitive.

Because person who has these personalities，it is easy to communicate with customers, then make a good impression on them and at last sale the product to guests successfully.The most important personalities are patient and careful. You need to know more clearly about the requirements and doubts of customer in the process of sale product. And it can help you offer better choice for customer. They will be satisfied with you. It is good for you to sale more products and service to these customers.

2. What are the steps to handle customers’ complaints in a proper manner?处理顾客抱怨

Firstly, Listen attentively and show your concern to the customers’ problem. Secondly,you need to keep calm and rational. Never argue with guest. Never try to explain yourself. Thirdly,try to apologize to the guest for their complain. Then solve the practical problem and show sympathy to them. You must to record this matter in case of take place again. Tell the guest the solution and the resolution time. Try your best to take action immediately . Don’t forget Follow-up visit ,we should make sure the problem is really solved. Finally, make sure the guest is satisfied with the result 3. What can convince you to buy when you do shopping?

At first, the products’exquisite packing will catch my eyes. secondly the modern design of the product will appeal to me very much. Thirdly,the price should be reasonable. Then I will consider to buy the high quality product, because it is more durable than normal product. The most important is the products’ practical value. If it is a multifunctional and useful product,it is worth to buy. Apart from these reason, I

will take the shape and color into my consideration.

Only the product can meet all of requirements,it is really worth to buy, I will be convinced to buy this product.

4. Please introduce some useful communication skills with customers

At first, you should be a good listener to recognized the needs of customers. By chat with customers You can know about the the customers’personalities . Then help the guest choose the product what he need, and introduce the advantages of the product and explain why this product is suitable for the customer. Find the breakthrough when I am selling, appeal to the customers’ interesting, which ultimately leads them to buy products. Show the respectful to the customer, and Say nice words to customers. In addition, I should be natural when communicate with customers,preform the appropriate body language.

5. As a salesperson, how to make customers accept and trust you?

We' need to think something on the the customers side and concerned about customers' demand

To be professional, Good manners and well-spoken

offer more and better services,they will feel comfortable and relieved You must treat to the customer like a friend rather than just for get his money Only if you can do that, you will make friend with customer.

You must try your best to help the customer to solve problem which the customer faced, and understand them . Then the customer will trust you. Finally,we should be honest to them and show real self

6.Please list at least 4 language techniques that can be used in advertising. 语言技术 Firstly, cite figures to support the view point,the digital is concrete and highly persuasive. so using digital to introduce the pros and cons can relief the customers

hesitation. Secondly,Set the suspense,a successful advertisement should attract the consumers attention,put up a question can inspire people to think,take advantage of the customers' curiosity and sold out the goods. Thirdly, describe the image by language, using the vivid language represent the shape,performance,feature of the product to stimulates the customers imagination. Fourthly,emphasized the produce again and again is also a good method,it devote to enforce the attention and memory,that is impressive

7.In your opinion, what is a good slogan?

An advertising slogan is to a brand what eyes are to a person. The slogan helps people understand the brand better by telling them what it wants to sell to its customers. Good slogans leave a message inside people,a good slogan must have these advantage: easy to understand,easy to remember,should draw people’s attention.persuasive and creative. If a slogan has these advantage, it can attract more people to buy the product which is using this slogan. And the purpose of the slogan is to increase the popularity of the brand or the product.

8. Choose one marketing strategy from below, explain what it means and give at least one example of the strategy.

病毒式营销是通过利用公众的积极性和人际网络，让营销信息像病毒一样传播和扩散，营销信息被快速复制传向数以万计、数以百万计的受众。它存在一些区别于其他营销方式的特点。

代表的并不是真正的“病毒”，对于一个网站，病毒营销是一种依赖式营销，让更多的用户感受到网站为用户带来的利益，返利网就是通过用户返现留住用户的脚步，而病毒式营销就是要达到这种效果，让更多的用户留住脚步。

Viral marketing is through the use of public enthusiasm and interpersonal

network, letting the marketing information to spread and proliferation like a virus, marketing information is transmitted to the audience, rapid reproduction to tens of thousands, millions. It has some difference from other feature of marketing mode. It not represents the real \a website, viral marketing is a kind of rely-on marketing and let more users to get benefits that the site for them. For detaining users, “FAN LI.com” make use of strategy of cash back to reach the effect that retaining more users.

9. Would you take the brand into account when buying a new product?

Yes, I’d take the brand into account. There are several reasons. Firstly, the famous brand can guarantee the quality. it is well-made and more durable than normal product. brand product design Innovative,catch people’s eyes. Secondly, the famous brand can enhance your self-confidence.it can help us changing the image. the famous brand makes boys and girls have a generous appropriate action. Thirdly, a great brand possess a good reputation, offer comfort service to us. It will mark the price clearly won’t cheating consumers.So I will take the brand into account when buying a new product

10.What is important when designing a logo for a company?

LOGO is relate to customers.Your LOGO should be accord with the business image you want to represent. Transmission of traditions. No multicolored and no too much detail，The trend is part of the fashion industry, not suit for LOGO design and brand identity. Pursuit unique.People can distinguish the LOGO quickly from its shape or outline. Easy to remember. In many cases, it is only a glimpse of time to pay attention to your LOGO. Your goal is to grab these seconds, and next time when people catch sight of your LOGO, they can remember it immediately.

11. Please briefly introduce the corporate culture of Beijing Hospitality Institute. During The process of educational, we adhering to the school motto \knowledge in order to apply it\importance to cultivate and exercise their ability to social work. Our school pay attention to the education of develop a habit. Encourage teachers and students abide by the principles of discipline,develop self-confidence and Display creativity. our school devotes to cultivate high qualification talents. we focusing on the combination of theory and practice. The unity of knowing and doing\earnest, lively\

12. What are the usual unethical behaviors in business activities?

There are seven kinds of unethical behaviors in business activities. Firstly,product / information/ workplace safety,many business Infringe others intellectual rights. Secondly,there are some sexual harassment events in the office and workplace. Thirdly, privacy,spy on someone’s life excessive. Fourthly, racial discrimination,there are some companies refuse to provide the work opportunity to the black people or disable in nowadays. Fifthly, tax-avoidance,for save some money,some merchant Take illegal measures to avoid paying taxes. Sixthly,the action offer/take bribery,this is a illegal and unfair practice. secret commission,this kind of behavior is not allowed,they are do harm to our society. 13.What is a balance sheet?

Refers to the balance sheet reflects the enterprise on a certain date of assets and liabilities and owner's equity and the composition of the accounting statements. It can provide the enterprises owned by a certain date cargo control the distribution of economic resources and structure are the future production and operation enterprises prediction ability and the ability to obtain monetary income of the important data; it

can provide the enterprise on a certain date the total amount of the liabilities that the enterprise future capital goods required labor debts; it can provide the enterprise on a certain date the total amount of owner's equity shows that the total assets of investors in the enterprise's share.

资产负债表是指反映企业在某一特定日期资产负债和所有者权益及其构成情况的会计报表。它能够提供企业某一特定日期所拥有货控制的经济资源的分布和结构，是预测企业未来生产经营能力及取得货币收入能力的重要数据；它能够提供企业某一特定日期的负债总额，表明企业将来需要用资产货劳务清偿的债务；它能够提供企业某一特定日期所有者权益的总额，表明投资者在企业总资产中所占的份额。

14.If you were in charge of a company, how would you try to reduce expenses and save money?节约成本可以从以下方面着手： Cost savings from the following aspects:

Make an inventory: check company's product line, identify those no longer marketable products

Centralized procurement: Contact partner or buy some materials by group purchase to gain more discounts

Office equipment: reduce all unnecessary expenses, such as turning off unnecessary services, newspaper and magazine subscriptions to reduce costs

Venue rental : In the Depression, companies can move to cheaper offices,consolidation departments , lease or sublease the excess office in order to reduce expenses.

Employee wages: If some employees leave, and do not employ the new staff, sharing work to other employees, or undertake this part of the job by a part-timers, temporary workers

清点库存：盘点公司的产品线，找出那些卖不动的产品

集中采购：联络合作伙伴或其他同行团购某种材料，以争取更多折扣

办公设备：取消一切不必要的开支，比如停掉一些不必要的服务，减少报纸杂志的订阅费用等

场地租金：在萧条时期，公司可以精简机构、合并部门，将多余的办公空间出租或者转租。搬迁至更便宜的办公楼，或重新协商租金租约等，以减免开支 员工工资：如果有员工离职了，尽量不要再进新人，可以将工作分摊给其他员工，或者由兼职人员、临时工、咨询服务人员来承担这部分工作

15.Describe the graph below.

The most successful product was adventure games. Sales increased steadily from 30% to 45% in the period from 1995 to 1998.

There was strong growth in action games for the first three years of the same period. They peaked at 25% in 1997 but dropped sharply in 1998.

Sales of sports games fell from 25% to 15% in 1996 then leveled off in 1997 and rose to 20% in 1998.

Sales of other computer games remained steady at 10% in 1995 and 1996, fell slightly in 1997 and then recovered in 1998.

最成功的产品是冒险游戏。销售稳步增长从30%提高到45%,从1995年到1998年。 有强劲增长前三年的动作游戏。他们在1997年达到25%的峰值,但在1998年大幅下跌。

体育比赛的销售从25%下降到1996年的15%然后趋于平稳,1997年上升到1998年的20%。

其他电脑游戏的销售保持稳定在10%在1995年和1996年,1997年略有下降,然后在1998年恢复。

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