LeoBurnett_某地产集团上海卢湾滨江CBD沟通策略P64

♦公共关系案例分析♦案例分析题观念领先的宝洁公司①上个世纪的肥皂，通体是黑黝黝的颜色，除了实用外，可以说一无是处，既不美观，也没有香味，好在大家都用习惯了，倒也没觉得有什么不妥。

而普洛斯特和盖姆布却从中找到了契机，决定合伙成立“普洛斯特和盖姆布公司”(简称宝洁公司(P&G))，研制新肥皂。

新公司成立后，普洛斯特成了专职推销员，全权负责新肥皂的市场推广工作。

他想像中的肥皂是纯白色的，而且形状一定要美观。

研制人员接受了他的建议，经过一年多的研究和实验，终于使新肥皂面世了。

普洛斯特又做出了三项重大决定：第一，为产品起一个名字，来增强消费者的印象；第二，美化肥皂的形状；第三，设计动人的广告作为宣传的工具。

今天看来，这些决定算不得什么新奇，可是在一个世纪前，要把这三个要点恰当地表现在一项新产品上，却没有几个人能做到。

普洛斯特不仅做到了，而且做得非常精彩。

为此，他花费了不少心血。

他的理想就是能强调肥皂的洁白、纯净，让消费者一听到名字，就会联想到肥皂。

人们绞尽脑汁，提出了许多名字，但没有一个能使普洛斯特有“深得我意”的感觉。

一个星期天的上午，普洛斯特到教堂做礼拜，神父朗诵圣诗“来自象牙宫的，你所有的衣服都沾满了沁人心脾的香气”。

普洛斯特眼睛一亮：用象牙来象征肥皂不是很合适的吗?于是，“象牙肥皂”这块响遍世界的品牌诞生了!普洛斯特以自己多年的推销经验，再加上一位音乐家朋友的眼光，设计出一种肥皂式样，并申请到专利。

这种肥皂式样是长方形的，每个角部都呈圆形，最大的特点是：两块肥皂连在一起，中间有一条线，使用时可以从中间切开，一分为二。

这一新式样，除了美观外，还对销售有很大帮助，因为它是两块连在一起的，顾客一买就要买两块，并且使用方便，两块切开握在手里大小正合适。

他设计的包装也与众不同：把包装纸设计成黑白两种颜色，表示里面有两块肥皂，以引起消费者注意。

今天的商人利用广告促销已是司空习惯，但在上世纪，普洛斯特则是排除无数的阻力来创造广告的机会。

滨江地产招聘面试题及答案尊敬的面试官，您好！以下是我为滨江地产招聘面试准备的题目及参考答案，希望能够满足您的要求。

滨江地产招聘面试题一、基本信息了解1. 问题：请您简单介绍一下自己。

答案：（应聘者应简洁明了地介绍自己的基本信息，包括姓名、年龄、教育背景等。

）2. 问题：您为什么选择应聘滨江地产的职位？答案：（应聘者应表达出对滨江地产的了解和兴趣，以及为什么认为自己适合这个职位。

）二、专业知识测试3. 问题：您如何理解房地产行业的市场趋势？答案：（应聘者应展示对当前房地产市场趋势的了解，包括供需关系、价格波动、政策影响等。

）4. 问题：在房地产销售过程中，您认为最重要的三个因素是什么？答案：（应聘者应从销售策略、客户关系管理、市场定位等方面进行回答。

）三、情景模拟5. 问题：如果客户对某个楼盘的价格表示不满，您将如何回应？答案示例：我会首先了解客户的关注点和预算，然后详细介绍楼盘的优势和性价比，同时探讨可能的付款方案或优惠政策。

6. 问题：描述一次您成功处理客户投诉的经历。

答案：（应聘者应提供一个具体的例子，展示其解决问题的能力和沟通技巧。

）四、案例分析7. 问题：假设您负责一个新楼盘的推广，您会如何制定营销策略？答案：（应聘者应展示其对市场定位、目标客户群、营销渠道和预算分配的理解和策略。

）8. 问题：面对激烈的市场竞争，您认为滨江地产应该如何提升自身的竞争力？答案：（应聘者可以从品牌建设、服务质量、产品创新等方面进行回答。

）五、个人素质评估9. 问题：您认为自己最大的优点和缺点是什么？答案：（应聘者应诚实地评估自己的优势和需要改进的地方，同时说明如何在工作中发挥优势和克服缺点。

）10. 问题：您如何平衡工作压力和个人生活？答案：（应聘者应展示其时间管理和压力应对的策略。

）六、结束语11. 问题：您有什么问题想要问我们吗？答案：（应聘者可以提出关于公司文化、团队结构、职业发展路径等方面的问题。

）感谢您给我这个机会，期待能够成为滨江地产的一员，并为公司的发展贡献自己的力量。

2023 年10月高等教育自学考试国际商务谈判试题课程代码:001861.请考生按规定用笔将所有试题的答案涂、写在答题纸上。

2.答题前,考生务必将自己的考试课程名称、姓名、准考证号用黑色字迹的签字笔或钢笔填写在答题纸规定的位置上。

选择题部分注意事项:每小题选出答案后,用2B铅笔把答题纸上对应题目的答案标号涂黑。

如需改动,用橡皮擦干净后,再选涂其他答案标号。

不能答在试题卷上。

一、单项选择题:本大题共20小题，每小题1分，共20分。

在每小题列出的备选项中只有一项是最符合题目要求的，请将其选出。

1.PRAM 谈判模式中的“P”是指A.关系B.协议C.计划D.维持2.在谈判中自始至终坚持贯彻“有理、有利、有节”的方针。

这充分体现了国际商务谈判的A.友好协商原则B.依法办事原则C.平等互利原则D.灵活机动原则3.一般商品的买卖谈判又称A.劳务买卖谈判B.货物买卖谈判C.技术贸易谈判D.违约赔偿谈判4.下列各项中，属于唠叨的谈判对手的心理特征是A.不信任对方B.爱刨根问底C.想控制别人D.愿后发制人5.2022年夏天发生在巴基斯坦的洪灾导致很多农产品贸易谈判搁浅或中断。

这主要体现了影响国际商务谈判环境中的A.社会习俗因素B.宗教信仰因素C.气候状况因素D.法律制度因素6.下列各国中，属于英美法系的是A.印度B.中国C.巴西D.日本7.商务谈判工作者中的全能型专家的知识结构呈A.“M”形B.“T”形C.“U”形D.“N”形8.谈判信息资料整理的第一个阶段是A.对资料的筛选B.对资料的评价C.对资料的保存D.对资料的分类9.谈判中的最优期望目标也叫A.最低接受目标B.最高目标C.可接受目标D.实际需求目标10.一开始就让出全部可让利益的让步方式适用于A.陷入僵局或危难的谈判B.以合作为主、以互惠互利为基础的谈判C.在谈判竞争中处于不利境地但又急于获得成功的谈判D.己方处于谈判劣势或谈判各方之间关系较为友好的谈判11.对对方提出的所有有关问题都一一作出回答。

国际商务谈判知到章节测试答案智慧树2023年最新外交学院绪论单元测试1.Negotiation is an integral part of daily life and the opportunities to negotiatesurround us. （）参考答案:对第一章测试1.Due to advances in technology and changes in the workplace, negotiation isbecoming: （）参考答案:An increasingly important skill for people to hone.2.Which of the following is least likely a negotiation situation? （）参考答案:The invitation you receive to a party says you can bring a friend.3.Implicit in all negotiations is that the parties are: （）参考答案:interdependent.4.The basic problem in most negotiations is: （）参考答案:Conflicting interests.5.Negotiation is a process reserved only for the skilled diplomat, topsalesperson, or ardent advocate for an organized lobby. （）参考答案:错第二章测试1.The first step of the first stage of a negotiation is: （）参考答案:Pre-negotiation preparation.2.Effective negotiation preparation encompasses three general abilities:situation assessment, other-party assessment, and _______.（）参考答案:self-assessment3.BATNA is short for ‘Best Alternative To a Negotiated Agreement’.（）参考答案:对4.In order to reach a successful negotiation outcome, the negotiators mustunderstand that their BATNA is: （）参考答案:determined by objective reality5.When, you are asked about your desired salary in a job interview, what is thebest response to use with the prospective employer? （）参考答案:Identify a variety of different combinations of highly attractive offerpackages and present those packages to the employer6.What is meant by the hidden table in a negotiation? （）参考答案:Important parties who are the real decision makers are not present at the negotiation table7.The strategic planning stage of preparation includes: （）参考答案:Defining the situation, establishing the desired goals, formulating astrategy and deciding how to implement the strategy.8.To achieve the greatest gains, negotiators should stick to the script theycreated during the preparation phase. （）参考答案:错第三章测试1.Negotiators who are highly concerned with achieving their substantive goalsbut have significantly less concern for the relationship or for the otherparty’s substantive goals are likely to adopt: （）参考答案:A distributive strategy.2.Accommodative strategies emphasize: （）参考答案:null3.Win-win negotiation does not pertain to how the pie is ____ but rather, to howthe pie is _____ by negotiators.（）参考答案:divided ; enlarged4.In a positive bargaining zone, negotiators’ reservation points overlap. If theparties fail to reach an agreement when a positive bargaining zone exists, the outcome is ______ because ______.（）参考答案:a suboptimal impasse; the negotiators left money on the table5. A negative bargaining zone indicates that:（）参考答案:there is no positive overlap between the parties’ reservation points6.The package of issues for negotiation is the Bargaining mix. （）参考答案:对7.Context issues (e.g., history of the relationship) can affect negotiation. （）参考答案:对8.To negotiate optimally, each party’s interests should be kept secret from theother party.（）参考答案:错9.The strategy of an integrative approach to negotiation involves: （）参考答案:Creating value.10.The situational characteristics that determine which negotiating strategy ismost appropriate are: （）参考答案:Goals, resources, and the level of the relationship and trust.第四章测试1.What are the most critical precursors for achieving negotiation objectives?（）参考答案:Effective strategizing, planning and preparation2.What action can be taken after the first round of offers? （）参考答案:All of the above.3.When formulating counteroffers and concessions, negotiators need toconsider three things: （）参考答案:the pattern, the magnitude, and the timing of concessions4.Drawing up a firm list of issues before the initial negotiation meeting is avaluable process because it forces negotiators to think through theirpositions and decide on objectives. （）参考答案:对5.Each party's resistance point is openly stated at the conclusion ofnegotiations. （）参考答案:错第五章测试1.Selective presentation can be used to lead the other party to form the desiredimpression of your resistance point or to open up new possibilities foragreement that are more favorable to the presenter than those that currently exist.（）参考答案:对2.Hardball tactics are designed to （）参考答案:null3.Studies indicate that negotiators who make low or modest opening offers gethigher settlements than do those who make extreme opening offers. （）参考答案:错4.One way negotiators may convey the message that "this is the first offer" isby making the first concession substantial. （）参考答案:错5. A small concession late in negotiations may indicate that there is little roomleft to move. （）参考答案:对ing objective criteria is most effective when each party searches for itsown criteria as opposed to searching for objective criteria together. （）参考答案:错7.Which of the following is a major step in the integrative negotiation process?（）参考答案:All of the above are major steps in the integrative negotiation process.8.In which major step of the integrative negotiation process of identifying anddefining the problem would you likely find that if the problem is complex and multifaceted the parties may NOT even be able to agree on a statement of the problem? （）参考答案:state the problem with an eye toward practicality andcomprehensiveness.9.What approach(es) can parties use to generate alternative solutions byredefining the problem or problem set? （）参考答案:logrolling;nonspecific compensation10.In brainstorming（）参考答案:parties are urged to be spontaneous and even impractical.11.When formal channels of communication break down, negotiators arepermitted to finding alternatives and can use which of the following? （）参考答案:all of the above12.If both parties understand the motivating factors for the other, they mayrecognize possible compatibilities in interests that permit them to inventpositions which both will endorse as an acceptable settlement. （）参考答案:对13.Hardball tactics work most effectively against powerful, well-preparednegotiators. （）参考答案:错14.Which of the following processes is central to achieving almost all integrativeagreements? （）参考答案:null15.What are the strategies for responding to hardball tactics?参考答案:Co-Opt the other party;Ignore them;Respond in kind;Discuss them第六章测试1.Research studies suggest that culture does have an effect of negotiationoutcomes, although it may not be direct and it likely has an influence through differences in the negotiation process in different cultures.（）参考答案:对2.The best approach to manage cross-cultural negotiations is to be insensitiveto the cultural norms of the other negotiator's approach. （）参考答案:错3.Which of the following best describes the differences between individualismand collectivism as cultural values in negotiation? （）参考答案:Individualists see themselves as autonomous entities; collectivists seethemselves in relation to others4.Negotiators who belong to which of the following cultures are likely toengage in a reciprocal offering strategy? （）参考答案:High context/collectivistic.5.Which of the following strategies should negotiators with a low familiaritywith the other culture choose? （）参考答案:null。

2020智慧树,知到《跨文化商务沟通》章节测试[完整答案]智慧树知到《跨文化商务沟通》章节测试答案见面课：冰山之下--商业广告中的文化价值观1、问题:Culture is like an iceberg. Only a small part of culture is visible. For instance, food, dress, paintings are all apparent to eyes. But a great part of culture is hidden under the water, such as _, , and so on.选项：A:viewsB:attitudesC:architectureD:customs答案: 【views;attitudes;customs】2、问题:Originally Geert Hofsted developed a model that identifies four primary cultural dimensions: _, , Individualism versus Collectivism, ___.选项：A:Power DistanceB:Long- versus Short-Term OrientationC:Uncertainty AvoidanceD:Masculinity versus Femininity答案: 【Power Distance;Uncertainty Avoidance;Masculinity versus Femininity】3、问题:Chinese consumers can be ascribed to the values of conformity and“face”.选项：A:对B:错答案: 【对】4、问题:It”s better for advertisers to realize and take note of the different cultural values and make corresponding adjustments to their advertising appeals.选项：A:对B:错答案: 【对】5、问题:The Americans have the spirit of innovation and risk-taking. They are not willing to cope with uncertainties inherent in life and can tolerate and accept new ideas and strangers.选项：A:对B:错答案: 【错】见面课：商业宣讲实践1、问题:In the presentation of GTech, the first part is to introduce some basic information about GTech.选项：A:对B:错答案: 【错】2、问题:PPT with paragraphs of text significantly decreases the attention of the audience.选项：A:对B:错答案: 【对】3、问题:Keeping your hands in your pockets during the presentation shows your confidence.选项：A:对B:错答案: 【错】4、问题:Images in PPT can distract people”s attention andmake the message less powerful.选项：A:对B:错答案: 【错】5、问题:A subtle nod, smile or placement of your hands can drastically change the meaning of your words.选项：A:对B:错答案: 【对】6、问题:What is the most obvious difference among informative presentation, persuasive presentation, and goodwill presentation? ( )选项：A:the audienceB:the informationC:the purposeD:the language答案: 【the purpose】7、问题:GTech is a __ company ( )选项：A:foodB:technicalC:mediaD:consultative答案: 【food】8、问题:Which is NOT the need of Japanese hospitals on robot nurses? ( )选项：A:error-orientedB:integratedC:autonomousD:error-free答案: 【error-oriented】9、问题:Which can NOT help you identify your audience in preparing a business presentation? ( )选项：A: AgeB:AppearanceC:OccupationD:Interest答案: 【Appearance】10、问题:Which can NOT attract audience”s attention? ( )选项：A:Use a rising intonationB:Stress important wordsC:Use short sentences at the start of a pointD:Keep on talking答案: 【Keep on talking】见面课：跨文化商务谈判模拟1、问题:In some Asian cultures, such as in China and Japan, they will adapt the indirect approach.选项：A:对B:错答案: 【对】2、问题:To the successful negotiations, the two sides must first understand the cultural differences.选项：A:对B:错答案: 【对】3、问题:High-context cultures are relational, collectivist, intuitive, and contemplative.选项：A:对B:错答案: 【对】4、问题:Germans make it very clear about the prices, conditions and ways of acting.选项：A:对B:错答案: 【对】5、问题:According to the negotiating objectives, goals for negotiations can be included:desired goal, acceptable goal and bottom goal.选项：A:对B:错答案: 【对】6、问题:It is appropriate to use your right hand to exchange business cards in Indian cultures.选项：A:对B:错答案: 【对】7、问题:Saudis do require as much personal space as most Western cultures.选项：A:对B:错答案: 【错】8、问题:There should be no more than three colors in business formal attire for men.选项：A:对B:错答案: 【对】9、问题:In Finland, a gift is not expected on the first visit, but would be expected on a subsequent visit.选项：A:对B:错答案: 【对】见面课：障碍与沟通--跨文化商务案例分析1、问题:What are the reasons for the Toyota Recall Crisis?选项：A:The failure of the public relationsB:A culture of deferenceC:Employee”s LoyaltyD:Communication across cultures答案: 【The failure of the public relations;A culture of deference;Employee”s Loyalty;Communication across cultures】2、问题:When responding to consumer safety issues, the typical Japanese corporation”s response is __.选项：A:Minimization of the problemB:Reluctance to recall the productC:Criticize the team membersD:too little compassion and concern for customers 答案: 【Minimization of the problem;Reluctance to recall the product;too little compassion and concern for customers】3、问题:There are many ways of examining cultural differences and their impact on international management. Culture can affect ____.选项：A:technology transferB:managerial attitudesC:managerial ideologyD:business-government relations答案: 【technology transfer;managerial attitudes;managerial ideology;business-government relations】4、问题:How can the culture of a society directly affect management approaches?选项：A:centralized versus decentralized decision makingB:safety versus riskC:stability versus innovationD:individual versus organization loyalty答案: 【centralized versus decentralized decision making; safety versus risk;stability versus innovation】5、问题:Which statement in the following French culture is not right?选项：A:Social class is important and social interactions are affected by class stereotypes.B:The French may admire or be fascinated with people who disagree with them.C:The French are very status conscious, and they like to provide signs of their status.D:The French focus on good connections, which can result in lower costs for doing business.答案: 【The French focus on good connections, which can result in lower costs for doing business.】6、问题:Which factor needs to be considered when pursuing business in Brazil?选项：A:Physical contact is acceptable as a form of communication.B:Brazilians tend to trust others, so be sure to form a strong relationship before bringing up business issues.C:Appearance is very important, as it will reflect both you and your company.D:Patience is not important.答案: 【Physical contact is acceptable as a form of communication.;Appearance is very important, as it will reflect both you and your company.】第一章1、The belief that your own cultural background, including ways of analyzing problems, values, beliefs, language, and verbal and nonverbal communication, is superior.culturecommunicationethnocentrismsender答案: ethnocentrism2、The total accumulation of beliefs, customs, values, behaviors, institutions and communication patterns that are shared, learned and passed down through the generations in an identifiable group of people.intercultural communicationculturebusiness communicationfeedback答案: culture3、A process by which information is exchanged between individuals through a common system of symbols, signs, or behavior, or the exchange of thoughts, messages, or information, as by speech, signals, writing, or behavior.ethnocentrismnoisecommunicationhorizontal communication答案: noise4、The communication is within business and administration, aiming at a common objective and profits for both the individuals and organizations.lateral communicationethnocentrismbusiness communicationintercultural communication答案: business communication5、The communication at the same level in an organization. horizontal communicationethnocentrismbusiness communicationlateral communication答案: horizontal communication6、When culture is contrasted with nature, it can be defined as“ life way of a population” in its broad sense, meaning whatcharacterizes the particular way of life of a population.对错答案: 错7、Culture is all men”s medium; there is no aspect of human life that is not touched and altered by culture.对错答案: 对8、The culture shown in an onion consists of two levels;a level of norms and values, or an invisible level of resultant behavior or artifacts of some form.对错答案: 错9、Culture cannot be known without a study of communication, and communication can only be understood with an understanding of the culture it supports.对错答案: 对10、In the global village, neighbors communicate free oftroubles and difficulties.对错答案: 错11、With the integration of language into the fabric of culture, confusion and dysfunction would reign and the culture would fail.对错答案: 错第二章1、A good mastery of grammar of one language can guaranteea successful communication.对错答案: 错2、Long before writing was developed,we learned to speak first.对错答案: 对3、There should always be an attachment at the end of abusiness memo.对错答案: 错4、A recommendation report is to recommend something to others.对错答案: 错5、Which is not verbal communication?Chat with your leaders and colleaguesDiscuss an issue in a groupGreeting with a smileLeave a message答案: Greeting with a smile6、____ refers to anything that distorts the message the source encodes.NoiseMessageSourceContext答案: Noise7、It is a universal truth that language is by culture and in turn it __ culture.influenced, reflectsdisplayed, influencesdetermined, reflectsshaped, influences答案: influenced, reflects8、Why should we take notes during a business call?Listen attentivelyServes as a record to take follow-up actionReport on the call to someone elseReflect on the call答案: Listen attentively,Serves as a record to take follow-up action,Report on the call to someone else9、How can you identify your audience in preparing a business presentation?AgeAppearanceInterestOccupation答案: Age,Interest,Occupation10、Before making a business call, what kind of questionscan you reflect?Do you need to report to your boss?Do you need to get information?Do you want to sell something, or convince the person of an idea?Do you need to ask for the person”s help or support?答案: Do you need to get information?,Do you want to sell something, or convince the person of an idea?,Do you need to ask for the person”s help or support?第三章1、Nonverbal behavior reflects the speaker”s subconciousness.对错答案:A2、Depending on the culture,a smile can indicate joy and amusement, it can also indicate embarrassment.对错答案:A3、Posture is the position in which you hold your body when standing or sitting.对错答案:对4、Intimate distance is most common when friends, old classmates, acquaintances and relativestalk.对错答案:错5、People in __ cultures usually view silence as lack of communication and are generally ____ with it.low context uncomfortablehigh context uncomfortablelow context comfortablehigh context comfortable答案:low context uncomfortable6、Which of the following countries uses high-context language?CanadaGermanyJapanUnited States答案:Japan7、The function of nonverbal signs is sometimes indispensible. For example, placing your index finger to your lips as an alternative to saying“Please calm down so that I can speak” is a case of ____.complementingrepeatingcontradictingsubstituting答案:substituting8、Which statements are correct about nonverbalcommunication?Nonverbal behavior is easily controlledA smile sometimes doesn”t mean a sincere smileNonverbal behavior accounts for much of the meaning we derive from conversation.Nonverbal communication is more than the complement of verbal communication.答案:9、How does nonverbal behavior control the pace or flow of communication?Be silentGesture of stoppingClap handsRaise voice答案:Be silent Gesture of stopping Clap hands Raise voice 10、Which of the countries belong to individualistic culture?ItalyAmericaFranceGreece答案:Italy America France第四章1、Power distance is a conceptual was developed by Hofstede to describethe extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequallythe power of multinational organizationsthe power differential between developed and less developed countriesthe power difference between men and women答案:2、Hofstede”s _ index measures the extent to which the lesspowerful members of organizations and institutions (like the family) accept and expect that power is distributed unequally. value orientationcultural dimensionscultural valuespower distance答案:power distance3、These are the most significant studies of cultural values except ___.Hall's High- and Low- Context TheoryKluckhohn and Strodtbeck's five Value Orientations Fons Trompenars”s model of culture with seven dimensions Geert Hofstede's six Cultural Dimensions答案:Fons Trompenars”s model of culture with seven dimensions4、The opinion that everyone has a position and clearly defined privileges is____.a view of hierarchical structure of social relationship a view of group orientation of social relationshipa view of individual orientation structure of social relationshipnone of the above答案:a view of hierarchical structure of social relationship5、Low-context communication is characterized by explicit speaking.对错答案:对6、Chinese culture is high-context in comparison to western culture.对错答案:对7、Cultures with a large power distance are hierarchical cultures.对错答案:对8、At the core of uncertainty avoidance is the idea that the future is predictable.对错答案:错9、Power distance in Hofstede's cultural dimensions is roughly similar to the value Kluckhohn calls hierarchy.对错答案:错10、In a culture emphasizing masculinity, it is more possible for men to play a nurturing role.对错答案:错第五章1、Etiquette is simply showing respect for others.对错答案:错2、Etiquette refers to the guideline for knowing how to behave appropriately in all situations.对错答案:A3、Kiss greeting usually happen between two men in the United States.错答案:错4、It”s OK to write on someone”s business card.对错答案:B5、A handshake should be friendly or respectful gesture, not a show of physical strength. So we should not squeeze other”s hand too hard.对错答案:A6、Before a dish is served, napkins can be placed either on the plate or on the left of forks.对错答案:A7、You”re invited to a business dinner. When do you take your napkin from the table and place it on your lap?Open it immediately.Wait for the host to take his or her napkin before takingWait for the oldest person at the table to take his or hers. Wait for all the ladies to take theirs before taking yours if you are a gentle man.答案:Wait for the host to take his or her napkin before taking yours.8、Which of the following behavior is appropriate in a business dinner?Use the napkin to wipe your nose.Cut all the food in your plate into small pieces.Sip from the side of the spoon when eating soup.Use the knife with your right hand.答案:CD9、What are the benefits of humor in the workplace?Humor can reduce stress.Humor can block negative emotions.Humor can help people develop rapport with each other. Humor can help solve problems.答案:ABCD10、In many Asian countries, the way you treat someone”s business card is a reflection of:How serious you are about the outcome of the meeting.How much you respect them as a person.What you think of their country.company and title.答案:ABCD第六章1、In some high-context cultures, public display of emotions is a sign of immaturity and a potential cause of shame to the group.对错答案:A2、Whether an international business negotiation succeeds or not is not only determined by the strategies and skills used in formal negotiation, but also closely related to whether enough careful preparation has been made.对错答案:A3、In the opening phase, the atmosphere is the only factor we should consider.对错答案:错4、Bargaining strength refers to the degree of movement that is possible for each party with respect to individual issues on the agenda.对错答案:错5、In some Asian cultures, they will use communication to encourage harmony, preserve face, and develop ____ relationships.Short-termLong-termMiddle-termShort run答案:Long-term6、The purpose of bargaining is to settle the differences that stand in the way of an agreement. Settling the differences involves____.high-context and low-contextconcession andreappraisaladjustment and compromiseaims and objectives答案:adjustment and compromise7、The proposal should be based on a sound analysis of the buyer”s current situation, taking into account of ____ and ____ within which the transaction takes place.the commercial circumstances, the overall contextthe corporate credit, the bank accounting bookthe manager”s stability, the site selectionthe commercial invoice, the chief negotiator”s ability 答案:the commercial circumstances, the overall context 8、Differences in____, ____, and____ have a profound impact on how successfully the parties are able to negotiate or conduct business transactions.BehavingWays of thinkingManaging conflictHuman resources答案:9、The political system,____, and the counterpart may in some way determine the success or failure of the negotiation. The legal systemThe business systemThe financial systemInfrastructure and logistics system答案:ABCD10、The specific tasks of the opening phase are concluded: To explain the concrete issueTo create suitable atmosphereTo state proposal in opening phaseTodeclare for our intention答案:ABCD。

一、单项选择题（题数：50，共50.0 分）1 以下国家中，癌症的检出率和治愈率最高的是（日本）2 关于北京人来讲面临三大难题，以下那一项不是（政府不支持）3 胡波是通过(销售经历)拿到的第一桶金4据有关数据统计，每隔4年，人的平均寿命就增加（1）年。

5以为在美国（技术）是核心竞争力。

6墨迹天气的数据利用主若是（改善产品）7大唐做摄像头那个项目在遵义花费（亿）8曹德旺在中国（11）个省有工厂有项目9“对真理的追求比对真理的占有更重要”出自名人爱因斯坦10（比尔盖茨）把电脑带入每一个家庭，进入家家户户的窗棂，打开了互联网时期的窗口11全世界可能有（2亿）人在玩高兴农场那个游戏12木瓜移动最初概念的是一个（游戏平台）13“不破不立”出自谁的名言。

（毛泽东）14雅虎的现任CEO是（Marissa Mayer ）15贾峰教师在1995-2000年做了一件和（环保）有关的超级成心义的情形16（没做广告）不是12369环保热线鲜为人知的缘故17《京华时报》的开创人是（谢朝晖）18张庆永以为“任何困难都跑不出三个要素——时刻地址人物”（事件不属于）19广告分为（insensitive 和non sensitive）类型20（缅甸）不属于社会主义国家21张庆永因为（第一个在电影上做广告）被称为电影传媒第一人22（B2B）表示企业对企业之间的营销关系23（亨利·明茨伯格）发明Netscape browser24豆瓣的开创人是（阿北）25张庆永早2020-2102年研究（佛教）26爱马仕实际上是一个（人名）27在《浪潮之巅》这本书中写道，太硬那个公司是一个最高市值（2000亿）美金的公司28“墨迹天气”的第二笔投资是（盛大资本）29人类患肺癌的要紧缘故不包括以下哪项（遗传）30GLOBLE打算目的是学生通过学习，观测搜集通过（网络）来做31百威英博是一家（啤酒）公司32世界上第二大的互联网公司是（QQ）33小米头一批准上市的十万台电话（三分零五秒）卖掉34以下国家目前玩电话赌博游戏合法（英国）35此刻淘宝和天猫已经超过亚马逊，销售额是（一万亿）36美国报业最后一个神话是（今日美国）37沈思以为每100次尝试，有（99）次都是失败的38慕岩是（清华）毕业的39针对消费者，刘强东以为最大的竞争是（用户体验）40在解决微型空气质量检测仪运行时监控问题上，刘青涛建议(监察回传数据) 41清华大学生生命学院毕业的学生（）工作和生物没有关系42贾峰毕业于（对外经济贸易大学）43马向群招聘人员要求必需具有的条件不包括（综合实力突出）44日本最古老的公司是（金刚组）45木瓜移动设立海外办公室的短处（沟通不充分）46美国此刻每隔（）千米就有一台3D打印机47曹德旺捐的最大一笔钱给河南基金会，数额是（35亿）48政府其他部门对“墨迹天气”造成的障碍会使得（本钱提高）49GLOBLE打算的发起者是（比尔盖茨）50周鸿祎以为（有何好的教育背景）在创业的路上并非重要二、判定题（题数：50，共 50.0 分）1 杜蕾斯官方微博的制造者是王永。

房地产营销中的S、T、P战略时间：2004-10-24 22:27:35 来源：顶尖文案阅读148次房地产营销中的S、T、P战略一、房地产营销中的S、T、P战略在当今市场经济中，一个决定在房地产市场上开展业务的企业应该意识到，由于房地产开发具有投资大、风险高、周期长、竞争激烈等特点，通常情况它不大可能为全体客户服务。

客户市场容量巨大，客户群体的组成结构十分复杂，他们的需求和品位又各不相同，为了能与对手展开竞争，开发商需要在营销过程中确定它能为之最有效服务的目标市场，根据选定的目标市场的需求开发和销售有针对性的产品。

早在20世纪50年代，美国市场学家温德尔．施密斯就提出了Segmentation(市场细分)概念，二十世纪90年代国际营销学大师、享有营销学之父美称的美国西北大学凯洛格管理研究生院著名营销学教授菲利浦．科特勒（Philip Kotler），在他畅销全球30多年的?营销管理?一书第九版中系统地提出了S、T、P战略，S——Segmentation（市场细分），T—— Targeting（目标市场选择），P—— Positioning（产品定位）。

该战略的提出是现代市场营销思想的一个重大突破，它已被世界500强企业广泛应用。

在中国，S、T、P战略已被较多地运用于日用品行业的营销竞争之中，但只有少数房地产开发企业在项目的营销工作中运用了该战略。

其实，S、T、P战略对于国内的房地产开发企业来说并不陌生。

市场细分，即房地产商把市场按照客户需求上的差异划分为具有类似性的若干不同购买群体的过程。

开发商进行需求市场细分时采用的细分变量包括地理因素、人文因素、心理因素和行为因素等。

目标市场选择，即房地产开发商选择一个或几个本企业准备进入的细分市场，房地产开发商的目标市场选择需要与宏观环境、微观环境、企业素质以及企业所拥有的资源相适应。

产品定位，即房地产开发商根据目标客户群体的需求特点，使产品在目标客户心目中建立特定位置、公认形象的活动过程。

CBD案例分析在当今城市发展的进程中，中央商务区（Central Business District，简称 CBD）已成为城市经济的核心引擎和重要象征。

为了更深入地理解 CBD 的发展模式和影响，让我们通过几个具体的案例来进行分析。

一、纽约曼哈顿 CBD纽约曼哈顿 CBD 是全球最著名和最具影响力的 CBD 之一。

它位于曼哈顿岛的南端，面积约 5791 平方千米。

曼哈顿 CBD 拥有高度集中的金融、商业和服务业机构。

华尔街作为全球最重要的金融中心之一，聚集了众多世界知名的银行、证券交易所和金融公司。

此外，还有大量的跨国公司总部、律师事务所、咨询公司等在此设立。

其成功得益于多方面的因素。

首先，纽约作为全球重要的交通枢纽，拥有便捷的海陆空交通网络，便于人员和物资的流动。

其次，曼哈顿拥有完善的基础设施，包括先进的通信系统、高效的能源供应和现代化的建筑设施。

再者，政府的政策支持和良好的法律环境为企业的发展提供了保障。

然而，曼哈顿CBD 也面临着一些挑战。

如高昂的租金和生活成本，导致一些中小企业难以承受。

交通拥堵问题也日益严重，影响了工作和生活的效率。

二、伦敦金融城 CBD伦敦金融城位于伦敦市中心，面积约 26 平方千米。

伦敦金融城是全球最大的外汇交易市场和国际保险市场之一，拥有众多知名的金融机构和交易所。

伦敦金融城的成功离不开其悠久的金融历史和文化传统。

英国稳定的政治环境和健全的法律体系为金融行业的发展提供了坚实的基础。

此外，金融城注重人才培养和引进，拥有大量高素质的金融专业人才。

不过，伦敦金融城在发展过程中也面临着一些问题。

例如，随着金融科技的迅速发展，传统金融机构面临着数字化转型的压力。

同时，脱欧带来的不确定性对金融城的业务和人才流动产生了一定的影响。

三、上海陆家嘴 CBD上海陆家嘴 CBD 位于浦东新区的黄浦江畔，是中国重要的金融贸易区之一。

陆家嘴 CBD 拥有众多高楼大厦，如东方明珠、金茂大厦、环球金融中心等，吸引了大量国内外金融机构和企业入驻。