To: Sales department employees
From: Pete Springer, director
Alice Lee, assistant director
Date: February 15
Subject: Wholesale Operations
The board is pleased with the sales department"s performance last year. By forming agreements with distributors across the country, Delta Technologies increased retail sales of desktop and laptop computers by 20 percent. This year, the board wants us to intensify wholesale operations by bidding for supply contracts with public and private companies.
In connection with this, we have decided to create a standard procedure for preparing bids:
*
Research your client.
Find out the nature of the client"s business to identify its equipment needs.
*
Define the client"s bid evaluation criteria.
Read quotation requests thoroughly to learn the client"s decision-making process and preferences for selecting equipment.
*
Identify price trends.
To make a competitive offer, learn the standard wholesale packages, discounts, and special services provided by competitors.
*
Create a strategy for product endorsement and pricing.
Once you have identified the client"s needs and the most probable offers from competitors, determine the best bid you can give without compromising the transaction"s profitability.
*
Prepare a bid presentation.
Create a presentation discussing your offer. Highlight product features and their benefits to the client"s operations.
If you have questions or comments regarding the procedure, please contact us.
单选题
Why was the memo written?
【正确答案】
D
【答案解析】[解析] 主旨题 写作目的
本题考查这封邮件的写作目的，特别值得注意的是这封邮件的写作目的出现在邮件中部。由原文中的“...we have decided to create a standard procedure for preparing bids...”，可知他们计划建立一套招标的标准化流程，之后是介绍这一标准化流程的各个部分，因此选D. To explain a set of procedures。
单选题
Why are members of the board pleased?
【正确答案】
C
【答案解析】[解析] 以Why提问题
本题是问董事会的成员们为何(Why)感到高兴。根据题干中的核心线索members of the board pleased，定位到原文中的“The board is pleased with the sales department"s performance last year.”这句话，可知董事会为去年销售部门的业绩感到高兴。又由“...Delta Technologies increased retail sales of desktop and laptop computers by 20 percent.”这句话，可知德尔塔技术公司的台式电脑和笔记本电脑的销售额增长了20%。由此可知董事会是为销量额增长感到高兴，因此选C. Sales levels increased.。
单选题
What is mentioned about Delta Technologies?
【正确答案】
B
【答案解析】[解析] 判断正误题
本题需要将选项中与Delta Technologies有关的信息带回到原文中去查找并判断正误。A、C、D在原文中都未被提及。由原文中的“This year, the board wants us to intensify wholesale operations...”这句话，可知今年董事会要求强化批发销售业务，因此B与原文内容相符，选B. It sells items in large quantities.。
单选题
What do employees need to know about prospective clients to prepare bids?
【正确答案】
C
【答案解析】[解析] 以What提问题
本题是问在准备投标时员工需要了解潜在客户的一些什么(What)信息。根据题干中的核心线索employees need to know about prospective clients to prepare bids定位到原文中的“Define the client"s bid evaluation criteria”这句话，即要确定客户的招标评判标准。又由“Read quotation requests thoroughly to learn the Client"s decision-making process and preferences for selecting equipment.”这句话，即要仔细阅读招标邀请函，了解客户在选择设备时的决策流程和偏好。因此选C. Their equipment purchasing habits。
单选题
What is indicated about Delta Technologies" bidding strategy?
【正确答案】
C
【答案解析】[解析] 推断题 细节信息
本题需要推断与Delta Technologies" bidding strategy有关的信息。由原文中的“Identify price trends. To make a competitive offer, learn the standard wholesale packages, discounts, and special services provided by competitors.”，可知为了提出有竞争力的报价，需要了解竞争对手的标准批发商品、折扣价以及特殊服务。又由“Once you have identified the client"s needs and the most probable offers from competitors, determine the best bid...”这句话，可知一旦确定了顾客的需求和竞争对手最可能的报价，就可以确定自己最佳的价格方案。由此可以推断，德尔塔技术公司会通过比较竞争对手的价格来确定自己的投标策略，因此选C. It compares prices to those of competitors.。