畢馬威KPMG筆試經(jīng)典24、36題_最新總結(jié)

1、KPMGNumerical 241. 顧客題：難餐館名字每星期的熟客光顧四次或平均每位顧客顧客總?cè)藬?shù)所占比例以上的熟客數(shù)的消費(fèi)金額2. 黃金買賣：匯率題的翻版月份數(shù)對(duì)應(yīng)黃金價(jià)格兌換美元的金額3.學(xué)校的考試成績(jī)問題，有問單科通過率、兩門課對(duì)比4.傳說中的稅率題，條形圖。分別為各年的銷售量和價(jià)內(nèi)含稅銷售額，旁邊給出各年稅率。5. 某天的午間健身班:班級(jí)總?cè)藬?shù)首次參加人數(shù)參加5次以上人數(shù)問題:兩個(gè)班級(jí)特定人數(shù)比較，某一個(gè)班級(jí)除第1次月5次以上的剩余人數(shù)，根據(jù)增長(zhǎng)率求出第二天某班特定人數(shù)。6.經(jīng)濟(jì)類犯罪率：圖標(biāo)，給定兩年的數(shù)據(jù)，有犯罪總數(shù)，各分類比例。問題是比較、求增長(zhǎng)率、推算其他年份一些數(shù)據(jù)。7.東

2、南亞各國(guó)5年銷售額，條形圖，簡(jiǎn)單。各年總銷售額需要自己加和。問題如同年兩個(gè)銷售額的比較，已過不同年銷售額的比較，兩國(guó)增長(zhǎng)率的比較。8.涉及到各學(xué)院的學(xué)生考試成績(jī)，分優(yōu)秀良好及格和不及格條形圖，簡(jiǎn)單計(jì)算。9. 國(guó)家的農(nóng)場(chǎng)數(shù)量，農(nóng)戶數(shù)目，表格，超多數(shù)字，后面有個(gè)總計(jì)。10.參考：如果他說A年是B年的五分之三或者增長(zhǎng)了20%之類的求B的，不要再列什么式子了，直接A/0.6或A/1.2就行了。KPMG經(jīng)典24題The classical 24 numerical reasoning 經(jīng)典的24數(shù)值推理一bar chart below shows the number of temporary and

3、permanent staff working in five regional call centres: 這個(gè)柱狀圖下面顯示的數(shù)量和永久性的工作人員臨時(shí)在5個(gè)地區(qū)的呼叫中心:1. the actual number of calls taken per hour in region sw fell 10% short of the target set what was the target number of calls per hour? 采取實(shí)際的通話次數(shù)每小時(shí)在地區(qū)下降了10%的sw -短設(shè)定的目標(biāo)是什么電話數(shù)量每小時(shí)的目標(biāo)嗎? E(28x200+25x100)/(100%-10%

4、)=9000 2. an increase of 6% in both the number of temporary and permanent staff in region NW is planned. If the average number of calls taken per hour stayed the same for all staff, what would be the increase in the total number of calls taken per hour？每年增加6%的數(shù)量在兩個(gè)臨時(shí)及永久性員工在滇西北地區(qū)是必要的。如果平均每小時(shí)的通話次數(shù)采取停留

5、在同一對(duì)所有員工,什么會(huì)是增加了總?cè)藬?shù)的每小時(shí)電話嗎? C。 20 x250+16x300) x6%=5883.if the ratio of permanent to temporary staff in region SE was the same as for region E, but the total number of staff remained the same, what would be the change in calls handled per hour? 如果的比率來臨時(shí)員工在地區(qū)永久SE是一樣的,但至于地區(qū)E總?cè)藬?shù)的員工保持不變,什么會(huì)是改變電話每小時(shí)處理嗎?B

6、Region E (permanent: temporary)=3:2Region SE Total: 400 ，Permanent: 150 Temporary: 250(New) Permanent: 400 x3/5=240 ， Temporary: 400 x2/5=160所以我們可以得出P增加了90人，T減少了90人90 x(30-18)=1080 (我們可以用其他方法算，但是卻不是最節(jié)約時(shí)間的算法)4.which two regions had the highest total number of calls handed per hour by permanent staff?

7、哪兩個(gè)地區(qū)都有最高的總傳每小時(shí)的通話次數(shù)永久的員工嗎?E 目測(cè)，（SE和SW的P每小時(shí)接的電話數(shù)是最高的，而且SW的P的人數(shù)多，所以總數(shù)上SW可定比SE要高。雖然E的每小時(shí)接電話數(shù)不高，但是他人數(shù)最多，所以總數(shù)也很高）二able below shows coach travel limiteds ticket prices and sales targets to three destinations over a 4-week period: 下表顯示有限的教練旅行票價(jià)和銷售目標(biāo),在一個(gè)為期三個(gè)目的地期間:destination average price4-week sales week

8、1week 2per tickettargetrevenuerevenuehopworth 48432001123212096jumpford 50800002160019200skipdown4016000416046405. if the combined sales target to all three destinations over the current period in creased by 5%,what is the total amount of revenue that remains to be earned by the end of this four-wee

9、k period in order to meet the target ? 如果合并的銷售目標(biāo),所有的三個(gè)目的地對(duì)當(dāng)前時(shí)期是什么弄皺了5%,收入總額這仍有待贏得的一個(gè)牧場(chǎng)時(shí)期結(jié)束時(shí)為了適應(yīng)目標(biāo)嗎? C (43200+80000+16000) x105%-11232-12096-21600-19200-4160-4640=732326. for the next four-week period ,the intention is to sell 120 tickets to skipdown per week at the same average pared to the current

10、four-week period,by what percentage would the revenue target for skipdown increase? 為下一個(gè)為期四周的時(shí)期,其意圖是賣skipdown 120票在相同的平均每周price .compared為期四周的時(shí)期,對(duì)當(dāng)前收入的百分比由什么目標(biāo)skipdown會(huì)增加嗎? A(40 x120 x4-1600)/16000=20%7. how many fewer tickets to hopworth would need to be sold if the average ticket price was increas

11、ed to 50 GBP and the sales target was to increase to 44,000 GPB? 門票多少少需要出售hopworth如果平均票價(jià)是增加到50英鎊和銷售目標(biāo)是增加到大約4,4000 GPB嗎? A43200/48-44000/50=208. if 25 seater coaches are used on the jumpford route and all tickets on these coaches were sold , how many coach journeys would need to made during the four-

12、week period to reach the sales target? 教練。如果使用在jumpford路線和所有門票在這些教練被賣,多少教練的旅程將需要在為期四周的時(shí)期達(dá)到銷售目標(biāo)嗎? D80000/50/25=64 三e table below shows the commuter population and number of train users for new city:下表顯示了火車通勤種群和數(shù)量,用戶對(duì)新的城市:junejulyaugseptocttotal nubber of commuters(millions)2.53.2total nubber

13、 of commuters by train1.41.080.881.11.7commuters using metro traiin services%2020101515Note: metro train user levels are based up on a proportion of those who commute using all train services.注:用戶水平為基礎(chǔ)的地鐵列車上的比例使用所有那些通勤列車服務(wù)。9. assuming the per centage growth trends in total commuters and train commut

14、ers between July and September were applied to the period between September an November，hat would be the number of non-train commuters in november？假定你的每centage發(fā)展趨勢(shì)在火車通勤者總通勤者,在7月和9月之間被運(yùn)用于9月11月之間的時(shí)期,帽子會(huì)一non-train通勤者的數(shù)量在11月嗎? E(2.50-2.40)/2.40 x2.50+2.50=2.604(1.10-1.08)/1.08x1.10+1.10=1.1202.604-1.120

15、=1.4810. in October how many fewer people were non-train commuters compared to train commuters? 在10月份有多少更少人被non-train通勤者相比,火車通勤者嗎? A1.70-(3.20-1.70)=0.211. if the number of rail commuters in November fell by 0.3 million compared to October , how many rail commuters did not use metro train services i

16、f rail commuter usage of metro train services was 15%?如果鐵路通勤者的數(shù)量在11月份相比下降了30萬到10月期間,有多少鐵路通勤者不使用地鐵列車服務(wù)如果鐵路通勤用法的地鐵列車服務(wù)是15%嗎? C(1.70-0.3)x(1-15%)=1.1912. what percentage of communters traveled by train during july but did not use metro train services? 多少百分比的communters乘火車在7月進(jìn)行,但是沒有使用地鐵列車服務(wù)嗎? E1.08x(1-20

17、%)/2.40=36%四r chart and figures below show a factorys pro ducticity report over sixteen weeks, divided into 4 equal 4-week periods: 艾凡柱狀圖和數(shù)字下面顯示一個(gè)工廠的職業(yè)ducticity十六歲以上的周報(bào)告,分為四個(gè)時(shí)期:平等開設(shè)的13. what was the difference in units produces between periods 1 and 2, if no overtime was worked?是什么單位生產(chǎn)的不同時(shí)期之間1和2,如果沒

18、有加班工作嗎? G(70-50)x4x40 x3=960014. during period 2 employees worked an average of 4 hours overtime per week , in addition to their standard 40 hours per week . what was the total pay bill for that period?2雇員工作期間的平均每周4個(gè)小時(shí)的加班,除了他們的標(biāo)準(zhǔn)每周工作40小時(shí)。那里的收入總額比爾那個(gè)時(shí)期? B50 x40 x4x6+50 x4x4x10=5600015. if during peri

19、od 4 productivity fell to 2.4 units per person per hour , by how many would the workforce have to be increased by so as not to affect the total output for that period?如果期間跌至4生產(chǎn)力每人每小時(shí)240單位,到底有多少人會(huì)勞動(dòng)力已經(jīng)增加了以免影響總產(chǎn)出那個(gè)時(shí)期? E3/2.4x40-40=1016. the factory is considering cutting the working week to 38 hours.

20、If they had done this for periods 3 and 4 , how many fewer units would have been produced, if no overtime were worked?工廠正在考慮削減工作時(shí)間的38小時(shí)。如果他們已經(jīng)完成了這期3號(hào)和4號(hào),有多少會(huì)被產(chǎn)生更少的單位都是,如果沒有加班嗎? C(40-38)x4x3x(55+40)=2280五 table below shows the currency rates in operation for two successive years下表顯示了貨幣匯率連續(xù)兩年在運(yùn)行17. a

21、travelller buys 8000 thai baht in year 1 , and then year 2 converts some of this amount to 100 euros and the remainder into GBP, what is the amount converted into GBP?買一travelller 8000泰銖在1年,然后二年級(jí)轉(zhuǎn)換一些這樣的達(dá)100歐元,其馀的則變成英鎊,什么是量轉(zhuǎn)換成英鎊嗎? C8000/61.8-100/1.62=67.72不管在Yr 1，用了多少英鎊買泰銖，我們要知道的是在Yr 2，8000泰銖可換多少英鎊，所

22、以用第二年的匯率，而不是第一年的。注意remainder說明是算差的18. if 1000 GBP of euros were purchased in year 1, what would be their approximate value in hong kong dollars when exchanged in year 2?如果1000英鎊,歐元被購(gòu)買在1年,什么會(huì)是他們?cè)谙愀勖涝蠹s值在二年級(jí)的時(shí)候交換嗎? F1000 x1.52/1.62x11.1=1041519, between year 1 and year 2, what was the approximate chan

23、ge in value (expressed as a percentage) of the thai baht in relation to great British pounds(GBP)? 1年和二年級(jí)之間,什么是近似變化值(百分比來表示)的關(guān)系,以偉大泰銖(英鎊)英鎊嗎? D(65.4-61.8)/61.8=5.8% 升值，這是直接法，所以在Yr 1，1英鎊可換65.4泰銖，而Yr 2，1英鎊之可以換到61.8的泰銖，這說明泰銖升值了。（這里英鎊是基準(zhǔn)貨幣）這道題原始的解法應(yīng)該是：（1/61.8-1/65.4）/1/65.420. in relation to great Briti

24、sh Pounds (GBP), which two currencies have shown the largest proportional change in value between year 1 and year 2?在關(guān)系到英國(guó)大磅(英鎊),這兩種貨幣所顯示出來的最大的比例變化值之間的1年和二年級(jí)嗎? B目測(cè)法看兩年直接之變化最大的，注意單位（全部看作是百位數(shù)）那應(yīng)該是THB。六e table below shows the production statistics for Ruritanian Gold Fields Ltd, over a six-year period:

25、 下表顯示了金礦區(qū)生產(chǎn)統(tǒng)計(jì)數(shù)據(jù)為Ruritanian有限公司,在六年的時(shí)間:薰衣草lavender 21. what was the overall percentage increase(to the nearest%) in the amount of mined ore , from year 1 to year 5?什么是整體數(shù)量增加(到最近的%)的大量開采礦石,每年從1到五年級(jí)嗎? E（150-110）/110=36%22. if the total cost of gold production in year 2 was &1 million, how much ore woul

26、d need to be mined and milled in that year, so that the gold produced would meet this cost?如果黃金生產(chǎn)的總成本是在二年級(jí)及1份萬,多少礦將需要是開采、研磨在那一年,因此黃金生產(chǎn)會(huì)達(dá)到這一成本嗎? G1000000/8/5=2500023. if the general inflation rate between year 4 and year 4 was 10%, by how much was the increase in the price of gold above that accounte

27、d for by inflation?如果這位將軍通貨膨脹率之間是四年級(jí)和四年級(jí)的10%,多少是價(jià)格的提高黃金那上面所占通貨膨脹嗎? A10.5-9.5x（1+10%）=0.0524. which 2 years generated the worst financial return per thousand of ore mined?2年以上所產(chǎn)生的最糟糕的金融回報(bào)的礦石開采每千人嗎? A目測(cè)法，1&2年，價(jià)格最低，產(chǎn)量也最低。The big economic difference between nuclear and fossil-fuelled powerstations is th

28、at nuclear reactors are more expensive to build and decommission, but cheaper to sun. So disputes “大的經(jīng)濟(jì)差距powerstations核和fossil-fuelled是核反應(yīng)堆是更昂貴的構(gòu)建和報(bào)廢,但更便宜到另一個(gè)太陽。所以糾紛KPMG經(jīng)典36題Example：Individuals who are responsible for databases that hold information about people are now bound by the data protection

29、act (PDA). This act covers any information stored on a computer that identifies a living individual. Companies holding such information must, under the terms fo the act , make sure that they take adequate care of the data , both technically and in terms of the behavior of the organization. The perso

30、nal data stored has to be protected from loss, destruction or damage.負(fù)責(zé)例子個(gè)人信息數(shù)據(jù)庫(kù),人們現(xiàn)在持有的約束數(shù)據(jù)保護(hù)法案(PDA)。這種行為涵蓋了任何信息被存儲(chǔ)在一個(gè)電腦,用于標(biāo)識(shí)有生命的個(gè)體。公司擁有這些信息的條件下,必須有必要行動(dòng),確保他們采取足夠的照護(hù)的數(shù)據(jù),無論是在技術(shù)上來說行為的組織。個(gè)人資料儲(chǔ)存必須被保護(hù)不受的損失、毀壞或損害。Example1. any information stored about a named individual currently working for an organizati

31、on is subject to the data protection act.Example1.任何資料儲(chǔ)存大約一個(gè)名字命名的個(gè)人目前的工作對(duì)組織是受數(shù)據(jù)保護(hù)法案。TExample2. as long as any data about a named individual is managed in a technically adequate way , there are no other restreictions as to how it can be used or handled.只要Example2.名字命名的個(gè)人的數(shù)據(jù)存儲(chǔ)在一個(gè)技術(shù)上正確的飲食方式,沒有其他restric

32、tions至于它如何可以使用或處理。FExample3 . damage to data held about named individuals represents the biggest threat to its proper management .關(guān)于命名損害個(gè)人數(shù)據(jù)代表舉行的最大威脅到了其適當(dāng)?shù)奶幚鞢Example4. data about named individuals who have left a company is not subject to the act.關(guān)于命名為個(gè)人數(shù)據(jù)已經(jīng)離開公司,不受行為FSection A Competitor analysis in

33、volves the examination of competitors in order that the planner can develop and sustain superior competitive performance for the organization. This statement belies the fact that in order to do this one must first establish from where the competition currently stems and from where it might stem in t

34、he future. One also has to consider and appraise competitors present and likely future objectives and strategies, and their likely reactions to the competitive moves that an organization might make.分析競(jìng)爭(zhēng)對(duì)手的競(jìng)爭(zhēng)對(duì)手包括審查,以期能開發(fā)和維持計(jì)劃員優(yōu)越的競(jìng)爭(zhēng)表現(xiàn)為組織。這個(gè)聲明掩蓋了這一事實(shí),為了做到這一點(diǎn)我們必須首先建立從而比賽目前的莖和它是從哪里可能干在未來。你也必須考慮和評(píng)價(jià)的競(jìng)爭(zhēng)對(duì)手的現(xiàn)

35、狀和可能的未來目標(biāo)與策略、及他們的可能反應(yīng)組織的競(jìng)爭(zhēng)可能會(huì)讓移動(dòng)。1. planners can only sustain superior performance for their organization by doing competitor analysis.規(guī)劃者們只能承受性能優(yōu)越的為他們的組織做競(jìng)爭(zhēng)對(duì)手分析原文是說Examination of competitors使得planner can develop and sustain,而不是competitor analysis.至于competitor analysis可以不可以，文中沒提，所以 CANT SAY。2. effec

36、tive competitor analysis involves looking into the future.有效的競(jìng)爭(zhēng)對(duì)手分析涉及展望未來。文中第二句話，.where it might stem in the future. 所以是 T。有些人認(rèn)為是錯(cuò)的，因?yàn)槲闹姓f“must first establish from where the competition currently stem”.但是題目是說“involves” ,并沒有說only involve,所以這題是對(duì)的。3. it is easier to establish where competition currentl

37、y stems from, rather than where it might stem from in the future.這是更容易建立在競(jìng)爭(zhēng),而不是目前源于它可能源于哪里,在未來的。仍然是文中第二句話，這與話里的關(guān)聯(lián)詞是and,是并列關(guān)系，不存在比較關(guān)系。究竟有沒有比較關(guān)系我們不清楚，所以是CANT SAY. (通常情況下，問題里有比較關(guān)系的，答案都是CANT SAY。4. it is not always apparent to organizations who their competitors are.它并不總是顯而易見的組織機(jī)構(gòu),誰是他們的競(jìng)爭(zhēng)對(duì)手。文中根本沒有提及。所以C

38、ANT SAY.Section B The model of consumer behavior on which neo-classical demand theory is based implies that consumers are perfectly informed about the price nd quality characteristics of the products on offer, and are constantly altering their expenditure patterns in response to price and quality ch

39、anges, so as to maximize their total utility (satisfaction). This model is unrealistic, as the range of products on offer in modern markets is immense, and no consumer has the knowledge or inclination to acquire the information that would be needed to make choices in this way.該模型的用戶行為的理論基礎(chǔ)是新古典的需求意味著

40、消費(fèi)者價(jià)格是完全的了解產(chǎn)品的特點(diǎn)和質(zhì)量的激勵(lì)下,也在不斷地改變他們的支出模式在回應(yīng)價(jià)格和質(zhì)量的變化,從而最大限度地發(fā)揮各自的總效用(滿意)。該模型是不現(xiàn)實(shí)的,因?yàn)檫@個(gè)系列的產(chǎn)品也提供在現(xiàn)代市場(chǎng)是巨大的,沒有消費(fèi)者已經(jīng)獲得的知識(shí)或興趣的信息,就需要用這樣的方式來做選擇。5. being up to date with product information plays little part in neo-classical demand theory.作為最新的產(chǎn)品信息扮演小角色在新古典需求理論。文中第一句話第二行里perfectly informed和little part意思相反，所以F。

41、6. neo-classical demand theory is only one of a number of models of consum er behavior.新古典需求理論只有一個(gè)有一定數(shù)量的模型的消費(fèi)行為。文中沒有提及。CAN SAY 一般問題中有only,都是錯(cuò)，或是沒有提及。7. there are some consumers who are perfectly informed about the price and quality characteristics of products on offer.有一些消費(fèi)者,他們是完全的了解價(jià)格和品質(zhì)特性的產(chǎn)品出售。第一句

42、話，第二行。文中是說consumers,而不是some consumers.范圍錯(cuò)了。所以是F。8. maximizing the total utility of a product pur chase implies consideration of both price and quality characteristics.總效用最大化的追逐意味著考慮產(chǎn)品按日日月月掣普珥兩者的價(jià)格和質(zhì)量特征。文中第三，第四行，意思相同，所以T。Section C The business of the company shall be managed by the directors who, sub

43、ject to the law, the memorandum and articles of association, and any direction given by special resolution, may exercise all the powers of the company. The minimum number of directors is two; there is no maximum number. The directors, or the company by special resolution, may appoint as a director a

44、ny person who is willing to cat as a director, provided he or she is not a bankrupt or disqualified from acting as a director under the insolvency act. Directors need not hold shares in the company, but normally they will be required to hold at least a specific minimum shareholding.該業(yè)務(wù)的公司,應(yīng)當(dāng)由各董事,服從法

45、律、章程大綱和章程、任何方向所提供的特別決議,可以行使所有公司的權(quán)力。最少量的董事是兩個(gè)人,沒有最大數(shù)量。公司的董事,通過特殊的分辨率,可以委托作為導(dǎo)演,任何人誰愿意貓的董事,提供他或她并不是一個(gè)破產(chǎn)或取消比賽資格擔(dān)任董事在破產(chǎn)法有關(guān)。董事不需要長(zhǎng)期持有公司股份的股東,但通常情況下,他們將被要求至少召開一個(gè)特定的最小的股權(quán)。9. new directors tend to be appointed by existing directors rather than by special resolution.新導(dǎo)演傾向于現(xiàn)有的董事任命而不是特別決議文中是用AND 連接的并列關(guān)系，而不是比較關(guān)系

46、。是否有比較關(guān)系不清楚，文中為提及。所以。10. the company cannot operate with only one director.公司不能使用只有一個(gè)導(dǎo)演。文中第行，“The minimum number of directors is two,”11. individual bankruptcy is governed by the insolvency act.個(gè)人破產(chǎn)是受破產(chǎn)法有關(guān)。文中倒數(shù)第行。這句話是說appointed as a director under Insolvency Act,而不是individual bankruptcy.至于individual

47、 bankruptcy是不是也under Insolvency Act，文中未提及，所以12. there is no upper limil to the number of shares any director can hold.沒有上到一定數(shù)量的股份limil任何董事可以持有文中最后一句話，只涉及到最少，沒有說到上限，所以T SAY.Second DIn most organizations, conflict between groups is quite common. Organizations usually develop differences between functi

48、onal groups, such as sales and manufacturing, as a means of responding to diversity and uncertainty in their particular environment. Manufacturing must organize for stability and efficiency while sales must organize to relate to and service customers. To accomplish these diverse tasks, sales must hi

49、re different people from manufacturing, and each must manage its people in accordance with their unique expectations and the functions task requirements. If such differences did not exist, neither group could get its job done effectively.在大多數(shù)組織團(tuán)體,沖突是相當(dāng)平常的。組織通常官能團(tuán)發(fā)展差異,如銷售和制造為手段的多樣性和不確定性響應(yīng)對(duì)他們所在的環(huán)境。制造業(yè)

50、必須組織,為穩(wěn)定和效率,同時(shí)銷售必須組織關(guān)系和服務(wù)客戶。這些各不相同的任務(wù),完成銷售必須租用不同的人從生產(chǎn),并且每一個(gè)必須管理其人按照其獨(dú)特的期望和功能部門的任務(wù)要求。如果這樣的分歧并不存在,也讓其工作團(tuán)隊(duì)能有效地完成。13. functional groups within a single organization are not subject to different forms of uncertainty.官能團(tuán)在單一組織不受不同形式的不確定性。文中第二句話，于第二句意思相反，所以F14. conflict between groups is the inevitable resu

51、lt of functional groups having to respond to their own unique environments.兩組間的沖突是不可避免的結(jié)果不得不應(yīng)對(duì)官能團(tuán)他們自己獨(dú)特的環(huán)境。文中倒數(shù)第二局，同義。T15. Manufacturing and sales are unlikely to have the same goals and expectations.生產(chǎn)和銷售不大可能有同樣的目標(biāo)和期望。中文未提及goals and expectations. 所以CANT SAY (一般UNLIKELY，這種詞出現(xiàn)，都是C)一般如果出了沒見過的名詞基本上都是C1

52、6. the reality of functional differences does mean that different groups cannot operate effectively.功能差異的現(xiàn)實(shí)確實(shí)意味著不同的組不能有效運(yùn)作。最后一句話，意思相反，F(xiàn)。Section E Unless companies have some knowledge of buyer behavior, they would be unaware of and unfamiliar with the complex range of behavioral factors that impinge

53、upon purchasing behavior. The truth is that, like much of human behavior, purchase behavior is complex and multi-faceted. Even the simplest of purchasing decisions is an amalgam of behavioral forces and factors of which even the simplest of purchasing decisions is an amalgam of behavioral forces and

54、 factors of which even the purchaser may not be aware. However, even though consumer behavior is a complex subject marketing planners should at least have some understanding of it. Marketers are specifically interested in the behavior associated with groups or segments of consumers as it would be im

55、possible to serve the exact needs and wands of specific individuals in a market and remain profitable.除非公司有一定的了解買方行為,他們會(huì)意識(shí)到在復(fù)雜的和不熟悉的范圍在行為因素起作用的購(gòu)買行為。事實(shí)是,像大多數(shù)人的行為,購(gòu)買行為是復(fù)雜的、多方面的。即使是最簡(jiǎn)單的是封建的采購(gòu)決策行為的力量和因素,即使是最簡(jiǎn)單的是封建的采購(gòu)決策行為的力量和因素,即便是購(gòu)買者的可能并沒有意識(shí)到。然而,即使消費(fèi)者行為是一個(gè)復(fù)雜的主題策劃人員應(yīng)該至少有一些了解。商人也特別感興趣的行為相關(guān)的團(tuán)體或段的消費(fèi)者作為,就不可能

56、確切的需要和手杖服務(wù)的具體的個(gè)人,在一個(gè)市場(chǎng)和繼續(xù)盈利。17.The purchasing behavior of consumers is unpredictable.在消費(fèi)者購(gòu)買行為的不可預(yù)測(cè)。-主語，賓語很重要文中為明確提及unpredictable或是Predictable。所以CANT SAY18. even if one could predict the behavior of an individual buyer, it would not be profitable for marketers to try to do so .即使是有可能預(yù)測(cè)個(gè)別買家的行為,它不會(huì)有利可圖

57、,為商人嘗試這樣做 最后一句話，意思相同。19. some consumer groups exhibit more complex behacior than others do.一些消費(fèi)者團(tuán)體具有更復(fù)雜的行為負(fù)責(zé)比別人做的。CANT SAY 文中沒有這個(gè)比較，有比較級(jí)一般都是C20. purchase behavior is not subject to the same whims as other aspects of human behavior.購(gòu)買行為是不受同一whims作為人類行為的其它方面。文中第三行。意思相反。F （一般有not subject to,都是F）Section

58、 FWhen any company moves from a sales to a marketing approach, it is not just a case of re-titling the sales director as marketing director and doubling the advertising budget. It requires a compete reorientation in thinking and a revolution in how a company organizes and practices its business acti

59、vities. Whereas selling focuses on the needs of the seller, marketing focuses on the needs of the buyer, whereas selling is preoccupied with the sellers need to convert his or her product into cash, marketing is preoccupied with the idea of identifying and hence satisfying the needs of the customer.

60、 However, subscribing to a philosophy of marketing, even thought an important first step, is not the same as putting that philosophy into practice.當(dāng)任何一家公司更是從一個(gè)銷售到營(yíng)銷手法,這不僅僅是一個(gè)“營(yíng)業(yè)部主任”的案例re-titling作為市場(chǎng)營(yíng)銷總監(jiān),翻廣告預(yù)算。它需要一個(gè)競(jìng)爭(zhēng)的一場(chǎng)革命,在思想上和重新定位在如何組織和實(shí)踐公司營(yíng)業(yè)活動(dòng)。而銷售重點(diǎn)的需求、市場(chǎng)營(yíng)銷重點(diǎn)賣方的需要,而賣買方與賣方就被他或她需要轉(zhuǎn)換成現(xiàn)金,產(chǎn)品營(yíng)銷沉迷于這個(gè)想法識(shí)別