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武汉乐航林肯汽车销售有限公司姓名:____________ 一、填空题（共13题，每空1分共20分，不定项选择题14个，每题3分共42分简答题三个每题分共分，论述题一个，85分及格）1、车展销售总结三字快、准、狠。
2、车展销售对于那些不易辨认谁是潜在客户的时候我们对客户需求分析遵循三分钟分钟法则。
3、开放式提问和封闭式提问是用来收集信息和确认信息的。
4、汽车销售的最终目的是获取最大利益。
5、目前我们销售的林肯MKX的最大功率和扭矩分别是多少_224_kw、379nm。
6、林肯MKT的最大功率和扭矩分别是245kw、494nm。
7、保时捷卡宴和大众途锐3.0排量的车型0-100加速分别是多少秒7.0、7.1。
8、路虎览胜运动版（柴油）的变数箱用的是_6_速。
9、奔驰ML350最大功率最大扭矩分别是200kw6000转、350nm2400-5000转。
10、一般地，发动机功率越大转速越高，汽车的最高速度也越高11、 SUV的全称是运动型多功能汽车.12、MPV的全称是Multi-Purpose Vehicle,意为多用途汽车。
13、VIN车辆识别代号编码由一组字母和阿拉伯数字组成，共_17_位，即通常人们所说的底盘号、车架号。
二、不定项选择题1.在迎接顾客时，销售顾问应该走在顾客的( )。
A.前方B.后方C.左前方D.右后方2.店面销售人员的5S包括：___、迅速、诚恳、灵巧、研究。
A 欢迎 B热情 C 微笑 D 关切3.为了解客户过去用车和生活状态的信息，销售顾问需要对客户过去的情景进行提问，以下( )选项属于此类提问。
A.您现在选择车辆的排量大概是多大呢？B.您现在希望开什么类型的车？C.您过去开过什么车？D.您对这车的安全性能还有哪些疑问呢？4.优秀汽车销售员所需具备的心态包括( )。
A.正面的态度B.诚信的品格C.利他的考量D.以上都是5.接电话时，拿起话筒的最佳时机应在铃声响过（）之后。
A.一声B.两声C.四声D.五声6.下面哪些是造成客户流失的原因（）。
MK战略培训手册(一)MK战略培训手册是一本针对市场营销人员的培训教材，旨在帮助他们掌握有效的市场营销策略，提高营销效果以及业绩。
本手册拥有详细的内容体系和实用的操作方法，能够帮助市场营销人员在日常工作中更好地发挥自身优势，从而获取更多的商业利润。
一、内容体系MK战略培训手册主要分为以下部分：1.市场营销基础知识——介绍市场营销的基本概念、原则和发展趋势，包括市场研究、产品定位、客户关系维护等方面。
2.市场调查方法——掌握市场调查的基本方法以及怎样进行数据分析。
3.品牌建设——介绍品牌的概念和建设方法，包括品牌策略、品牌定位、品牌传播等方面。
4.销售策略——介绍怎样制定有效的销售策略，包括销售目标的设定、客户分析、销售渠道的选择等。
5.数字营销——讲解数字营销的基本知识和操作方法，包括SEO、社交媒体推广、电子邮件营销等方面。
二、实用操作方法MK战略培训手册所有的知识点都是结合实际案例进行讲解，不仅突出了理论的基础性，更为重要的是能够帮助市场营销人员更好地理解营销策略的实现过程。
1. 数据收集方法本手册在数据收集的方面介绍了多种方法，既有定量调查方法，也有问卷调查方法，包括网络调查和电话调查等方法，以便市场营销人员能够选择适合自己的数据收集方法。
2. 销售目标设定方法本手册在销售目标设定方面介绍了SMART目标设定法，即目标必须具有具体性、可测量性、可达性、实用性和时限性，以便市场营销人员更好地制定销售策略和达成目标。
3. 品牌定位方法本手册在品牌定位方面介绍了多种品牌定位方法，包括产品壁垒定位法、消费者需求定位法、市场领导者定位法等，以便市场营销人员更好地进行品牌定位，树立品牌形象。
三、目标受众MK战略培训手册主要面向市场营销人员和相关人员，包括市场总监、销售主管、市场策划师、营销顾问等相关岗位。
同时，对于想要提高个人市场营销能力的人员亦可参考本手册进行培训。
综上所述，MK战略培训手册是一本极具价值的教材，能够帮助市场营销人员更好地掌握市场营销策略，实现企业的业绩增长。
This Model K Touring Car features a custom coach by the Brunn Company of Buffalo, New York. The design reveals the early influence of Edsel Ford, who turned to coachbuilders to help enhance the luxurious character and visual appeal of Lincoln vehicles after Ford’s acquisition of the brand. The Model K, as outfitted here, was the most expensive standard Lincoln back then, and only 10 units were built. Notable features include tinted glass skylights above the windshield and a convertible rear roof section that folds down to let the sun shine in for passengers.Lincoln introduced the Zephyr to help stem its losses following the Great Depression, marking the brand’s transition from low-production, coach-built vehicles to mass-produced luxury at a more approachable price point. Zephyr’s streamlined design and unitized body and frame construction were advanced for the time. Optional features included an electric clock, leather upholstery and a matched luggage set by Louis Vuitton.This Lincoln Model L Touring Car was presented by Henry Ford to his friend and mentor, Thomas Edison. Lincoln vehicles manufactured by Henry Leland were known for precision engineering, as evidenced by the fork-and-blade connecting rods and full-pressure lubrication of the 358-cubic-inch engine – rare features for the time. The exterior, however, is indicative of the brand’s mundane styling prior to its purchase by Ford Motor Company.1923 Lincoln Model L Touring CarSPECIFICATIONSEngine L-Head V8, 358 cu. in.Horsepower 90 Transmission 3-speed manualHeight 78.5 in.Width 63 in.Length 209 in.Wheelbase 136 in.1936 Lincoln Zephyr1937 Lincoln Model K Touring Car by Brunn SPECIFICATIONSEngine L-Head V12, 267 cu. in.Horsepower 110Transmission 3-speed manual,synchromesh on top 2 speeds Height 68 in.Width 71.5 in.Length 202.5 in.Wheelbase 122 in.SPECIFICATIONSEngine L-Head V12, 414 cu. in.Height 71 in.Length 222 in.Originally introduced as the Continental 195X, this X-100 Prototype was built to celebrate Ford Motor Company’s 50th anniversary. Billed as a “laboratory on wheels,” it featured more than 50 innovations that would go on to become mainstream, such as heated seats and an in-car telephone. Other features that didn’t ultimately catch on include a variable-volume horn and in-car electric shaver.This 1941 Zephyr was Edsel Ford’s personal Lincoln Continental. Upon return from a trip to Europe, Edsel found himself inspired by the long-hood, short-trunk sports cars he saw there and, working with designer Bob Gregorie, he adapted a Zephyr Cabriolet to capture those styling cues. Edsel then decided to put the car into production when friends gave him positive feedback and many purchase offers on seeing the initial prototype. The production version, a highly praised, prestigious automobile, was sought out by the likes of Clark Gable, Rita Hayworth, Babe Ruth and Mickey Rooney.1941 Lincoln Zephyr ContinentalSPECIFICATIONSEngine L-Head V12, 292 cu. in.Horsepower 120Transmission 3-speed manualHeight 64 in.Width 69 in.Length 210 in.Wheelbase 125 in.1953 Lincoln X-100 Prototype Concept Car 1956 Continental Mark IIThe project to create the Continental Mark II began in 1952, led by William Clay Ford as a tribute to both the original Continental and to his father, Edsel Ford. Beautifully designed and hand-assembled, it was the most expensive American-produced automobile of its time. This exclusive model was the choice of Elvis Presley, Frank Sinatra, Nelson Rockefeller and U.S. President Dwight D. Eisenhower. Only 3,005 units were built, making the Lincoln Continental Mark II a prized collector car.SPECIFICATIONSEngine OHV V8, 317 cu. in.Horsepower 300Transmission 3-speed automaticHeight 57 in.Width 81 in.Length 221 in.Wheelbase 123 in.SPECIFICATIONSEngine Y-Block V8, 368 cu. in.Height 56.3 in.Length 218.5 in.Starting in 1939, Lincoln enjoyed several decades as the limousine brand of choice for U.S. presidents and other notables. This example from 1964 was custom built by coachbuilder Lehmann-Peterson for Pope Paul VI to use on his 1965 visit to New York City. It later served as the official parade vehicle for Chicago, where it was used by numerous dignitaries as well as the Apollo astronauts. The removable roof allowed occupants to wave to crowds along parade routes.The 1961 Continental is widely regarded as one of the most iconic, most beautiful automobiles ever built. Its elegant, understated styling made a dramatic departure from tail fins and the heavy chrome popular in the early 1960s. It is famed for its rear-hinged coach doors – designed to allow effortless access – and rarity as a four-door convertible. The 1961 Continental also benefited from a new level of quality control, including a 189-point inspection checklist and the industry’s first two-year/24,000-mile warranty.1961 Lincoln ContinentalSPECIFICATIONSEngine L-Head V8, 430 cu. in.Horsepower 300Transmission 3-speed Turbo-Drive automatic Height 53.6 in.Width 78.6 in.Length 212.4 in.Wheelbase 123 in.1964 Lincoln Continental Stretch Limousine SPECIFICATIONSEngine OHV V8, 430 cu. in.Horsepower 320Transmission 3-speed automaticHeight 65 in.Width 84 in.Length 252 in.Wheelbase 160 in.Announced in late 1996, the all-new 1998 Lincoln Navigator combined the comfort of a premium sedan with the confident ride of an advanced SUV, and propelled Lincoln into sales leadership in the luxury SUV market. Combining the best of both worlds, the Navigator embodied distinctive style and comfort along with full capability and adventure, including features like leather and burled walnut interiors, dualaudio and climate controls, seating for up to eight passengers,and Control-Trac’s optional four-wheel drive.1998 Lincoln NavigatorSPECIFICATIONSEngine 5.4-liter SOHC V8 Horsepower 230 Transmission 4-speedelectronically controlled automatic overdrive Height72.7 in. (4x2)76.7 in. (4x4)Width 79.9 in.Length 204.8 in.Wheelbase119 in.To make Continental even more personalized and exclusive for its affluent clientele, Lincoln launched a Designer Series Mark IV line in 1976, collaborating with four of the world’s top jewelry and fashion houses – Cartier, Bill Blass, Pucci and Givenchy – to offer unique color combinations for the paint, vinyl roof, pinstriping and interior. The designer logo appeared in each opera window, while an engraved plaque bearing the owner’s name along with the designer’s name graced the instrument panel.1976 Lincoln Continental Mark IV Cartier Edition SPECIFICATIONSEngine V8, 460 cu. in. Horsepower 202 Transmission 3-speed automatic Height 53.5 in.Width 79.8 in.Length 228.1 in.Wheelbase 120.4 in.。
