http://www.sina.com.cn 2008年04月29日 09:32
Certain new findings in science often force us to re-examine some earlier beliefs and
assumptions and a recent study of altruistic acts among animals is having exactly this effect.
Believe it or not, optical illusion can cut highway crashes substantially. In this respect, Japan
is a case in point. It has reduced automobile crashes on some roads by nearly 75% using this
simple optical illusion.
Excessive speed plays a major role in as much as one fifth of all traffic accidents. To help
reduce accidents, Japanese Highway Authorities has conducted several tests in areas where
speed-related hazards had been the greatest.
Despite the good news, civil engineers aren’t resting on their successes. Pinned to their
drawing boards are blueprints for improved quake-resistant buildings.
Very few goods sell themselves and most need to be promoted in some way.
In making the sale, sales personnel must gear their presentation so that it takes the potential
buyer through four phases.
The selling begins when the salesperson tries to attract the buyer’s notice. A casual ‘Hello,
can I help you?’ is often a good opening of initial conversation with the buyer.
Next, an effective salesman will then try to get customers to tell a little about what they are
looking for and what services they want out of the product.
As the customer talks, the seller has an opportunity to determine what is available and how it
can satisfy the buyer’s needs.
The seller can also screen out those who are only “looking” from those who seem really
attracted. After all, there is no point in going through an entire sales presentation for people
who are obviously not interested.
Next, the salesperson can go on to illustrate how a product can be of value, thus well worth
trying out. At this point, it is often helpful to demonstrate the item.
The final step is to get the buyer to purchase the goods. Many sellers fail to close the sale
because they never ask for the order. In fact, there are many techniques that can help close
The first point recognizes that human beings are not computers. People have strong emotions,
often see things very differently, and do not always communicate clearly.