题目内容
A major reason for conflict in the animal world is territory. The male animal (21) an area. The size of the area is sufficient to provide food for him, his (22) and their offspring. Migrating birds, for example, (23) up the best territory in the order of "first come, first (24) ." The late arrivals may acquire (25) territories, but less food is available, or they are too close to the (26) of the enemies of the species. (27) there is really insufficient food or the danger is very great, the animal will not (28) . In this way, the members of the species which are less fit will not have offspring.When there is conflict (29) . territory, animals will commonly use force, or a (30) of force, to decide which will stay and which will go. It is interesting to note, however, that animals seem to use (31) the minimum amount of force (32) to drive away the intruder. There is usually no killing. In the (33) of those animals which are capable of doing each other great harm, (34) is a system for the losing animal to show the winning animals that he (35) to submit. When he shows this, the (36) normally stops fighting. Animals (especially birds), which can easily escape from conflict seem to have (37) obstacle against killing, and equally no mechanism (38) submission. The losing bird simply flies away. However, if two doves are (39) in a cage, and they start fighting, they will continue to fight until one kills the other. We all think of the dove as a symbol of peace and, in its natural habitat, it is peaceful. But the "peace" mechanism does not (40) in a cage. 24（）
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从事发布证券研究报告业务的相关人员，不得同时从事证券自营、证券资产管理等存在利益冲突的业务。
具有较高提前赎回可能性债券具有较高的票面利率，而投资风险较低。
How can a company improve its sales One of the keys to more effective selling is for a company to first decide on its "sales strategy." In other words, what is the role of the sales person Is the salesperson’s job narrative, suggestive, or consultativeThe "narrative" sales strategy depends on the salesperson moving quickly into a standard sales presentation. His or her pitch highlights the benefits for the customer of a particular product or service. This approach is most effective for customers whose buying motives are basically the same and is also well suited to companies who have a large number of prospects (可能的主顾) on which to call.The "suggestive" approach is tailored more for the individual customer. The salesperson must be in a position to offer alternative recommendations that meet a particular customer’s needs. One key aspect of the suggestive approach is the need for the salesperson to engage the buyer in some sort of discussion. The salesperson can then use the information gleaned from the customer to suggest an appropriate product or service."We tell our salespeople to be like wine stewards," says Mindy Sahlawannee, a corporate sales trainer, "the wine steward first checks to see what food the customer has ordered and then opens by suggesting the wine that best complements the dish. Most companies who use a narrative strategy should be using a suggestive strategy. Just like you can’t drink red wine with every dish, you can’t have one sales recommendation to suit all customers."The final strategy demands that a company’s sales staff act as "consultants" for the buyer. In this role, the salesperson must acquire a great deal of information about the customer. They do this through market research, surveys, and face-to-face discussions. Using this information, the salesperson makes a detailed presentation tailored specifically to a customer’s needs."Good sales ’consultants’," says Alan Goldfarb, president of Ad Pro, Inc., "are the people who use a wide range of skills including probing, listening, analysis, and persuasiveness. The best sales ’consultants’, however, are the ones who can ’think outside the box’ and use their creativity to present a product and close the sale. The other skills you can teach. Creativity is innate. It’s something we look for in every employee we hire."More and more sales teams are switching from a narrative or suggestive approach to a more consultative strategy. As a result, corporations are looking more at intangibles such as creativity and analytical skills and less at educational background and technical skills."The next century will be about meeting individual customer needs," says Goldfarb, "the days of one size fits all are over. The biggest challenge for a consultative salesperson is （）
公司增发新股的行为会影响公司的负债结构。
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