1、择的主导因素。心理性动机分为两种：即理智动机、感情动机。理智是指人们的意识与思维一致；感情是指人们的行为受下意识支配。一般来讲，人的行为受感情支配的比例要大于受理智支配。比较常见的感情动机有：舒适、省力；健美；美的享受；自尊或自我满足；效仿或炫耀；占有欲；交际欲；恐惧或谨慎；好奇心或创造欲；责任感等等。在业界，已有部分人士提出楼市进入“生感时代”的概念，指出，交通、购物、娱乐、教育等设施完善，生活很好，这被称为楼市的“生活时代”已渐成过去。越来越多购买力许可的购楼者，尤其是奔向郊外楼盘的，开始追求一种个性化的感性生活，寻求认同、归属与自我实现感，使楼市步入了“生感时代”。就如买件衫要讲究个性品
2、位，而不仅限于用料、做工等的考究，现时买楼也显示出这种趋向。售楼员若想把顾客的动机搞清楚，就要采取观察其行为举动、提问题、仔细摩其心理的方法。3、社会性动机由人们所处的社会自然条件、经济条件和文化条件等因素而引起购买商品的动机被称为社会动机。消费者的民族、职业、文化、风俗、教育、支付能力以及社会、家庭、群体生活等，都会引起其不同的购心理动机。上述本能性、心理性、社会性三种购买动机，都有着内在的相互联系。在消费者个体身上仅仅为了一种动机而购买商品的情况是少有的，往往是兼而有之。三、具体购买动机在实际生活中，消费者的购买动机要比上面所说的复杂而具体得多。消费心理上一些常见的具体购买动机，大致可分为
3、以下九种，在此不作详述。1、求实购买动机2、求廉购买动机3、求便购买动机4、求安购买动机5、求美购买动机6、求优购买动机7、求名购买动机8、求新购买动机9、攀比购买动机四、综合因素顾客类型划分不同的消费者，由于受年龄、性别、群体、职业、民族等自身类型的不同，以及生活习惯、兴趣、爱好和个人性格因素的影响，在对同一物业的选购过程中往往会表现出不同的心理差异。例如：都市白领、金领偏爱的物业类型会有所不同。SOHO、酒店式公寓与产权式酒店等物业的出现满足了某类消费者的需求。因此，售楼员为了向顾客提供优质高效的服务，除了必须掌握顾客在购买商品时的购买动机以外，还必须要了解这些个性不一、气质不一、形形色色
4、的顾客在购买过程中的心理特征，从而使自己的销售服务更能迎合顾客的需求心理。下面我们结合多年的实践经验与影响购买的综合因素，将消费者类型划分如下几类。1、理智稳健型特征：深思熟虑，冷静稳健，不容易被售楼员言辞说服，对于疑点必详细询问。对策：加强物业品质、公司性质、物业独特优点的说明，说明合同有据，获取顾客理性支持。2、感情冲动型特征：天性激动，易受外界怂恿与刺激，很快就能作决定。对策：尽量以温和、热情的态度及谈笑风生的语气创造一个轻松愉快的气氛来改变对方的心态与情绪。销售员开始时即大力强调产品特色与实惠，迅速落定，如不欲购买须应付得体，免影响他人。3、沉默寡言型特征：出言谨慎，一问三不知，反应冷
5、漠外表静肃。对策：除了介绍产品，还须以亲切、诚恳态度拉拢感情，想法了解其工作、家庭等，以达到了解顾客真正需要的目的。4、优柔寡断型特征：犹豫不决，患得患失。对策：应态度坚决而自信、边谈边察言观色，不时准备捕捉其内心矛盾之所在，有的放矢，抓住其要害之处晓之以利，诱发购买动机，并步步为营，扩大战果，促成其下定决心，达成交易。5、喋喋不休型特征：过分小心，大、小事皆顾虑，甚至跑题甚远。对策：取得信赖，加强他对产品的信任，从订金到签约“快刀斩乱麻”，免夜长梦多。6、盛气凌人型特征：趾高气昂，夸夸其谈，自以为是。对策：稳住立场，态度不卑不亢，心平气和地洗耳恭听其评论，稍加应和，进而因势利导，委婉更正与补
6、充对方。7、求神问卜型特征：决定权操于“神意”或风水先生。对策：以现代观点配合其风水观，提醒其勿受迷惑，强调人的价值。8、畏首畏尾型特征：缺乏购买经验，不易作出决定。对策：提出具有说服力的业绩、品质、保证，搏得其信赖。9、神经过敏型特征：容易往坏处想，任何事都会刺激他。对策：谨言慎行，多听少说，神态庄重，重点说服。10、斤斤计较型特征：心思细，“大小通吃”，分毫必争。11、借故拖延型特征：个性迟疑，借故拖延，推三阻四对策：追求原因，设法解决。对策：利用气氛相诱，避开其斤斤计较之想，强调产品优惠，促其快速决定。.ameas固定搭配，其中such和same修饰其后的名词，as为关系代词，指代其前的
7、名词引导定语从句。as在从句中可以作主语、表语或宾语。本题中as作从句的主语.36. B. 非限制性定语从句常用which引导,which表示前句话的整个含义.37. D. 38. D. 解析见35题.39. A. he makes是定语从句, 从句前省略了关系代词that.40. B. which is a bad habit 非限制性定语从句.41. A. what happened是宾语从句. all 之后that he knew是定语从句.先行词是all,所以关系代词只能用that.42. D. years是表示时间的名词,用when引导定语从句,是因为when在从句中作时间状语.第二
8、个空选用which,引导一个非限制性定语从句.43. C. 本句话的定语从句是who own cars. 其先行词是people,因此,定语从句的谓语动词要用复数的own。本句话主句的主语是The number of指“.的数目”，是单数概念。因此，主句的谓语动词要用is。44. D. that followed是定语从句，关系代词that在从句中作主语。45. A. 先行词gas被only修饰，关系代词要用that，而不用which。46. B. through which引导定语从句，through which即through the hole,在定语从句中作状语。What引导的是see的
9、宾语从句，并作从句的主语。47. B. 为便于理解，改写本句话：This is the school that some Germanfriends visited last week. 不难看出，作表语的the school是先行词。that引导了定语从句，因为that同时又作visited的宾语，所以被省略了。其它选项结构不对。48. A. 解释见35题。49. C. 因为是two ballpens, 并且定语从句的谓语writes是单数概念。因此，C是正确选项。50. B. 本句话中，主句的主语是all,为抽象概念。因此，其谓语应用单数的has been。关系代词that引导定语从句，并
10、在从句中作主语。.单招翻译练习：For me, basketballis asinterestingasfootball. Theweatherisgettingwarmerandwarmer. I dont think he is a good student. He spent a few months (in) finishing work. We didnt start until he left. Itsimportant forus tolearn English well. He was too excited to sleep the whole night. He was s
11、o excited that he couldnt sleep the whole night. Thereissomethingwrongwiththe machine.How(What) aboutgoingoutforawalkaftersupper? He is a student. So am I. The more exercise you take, the stronger you are. Students these days often have a lot of worries.Sometimes they have problems with their school
12、work, and sometimes with their friends. Unless we talk to someone, well certainly feel worse.He thinks the first step is to find someone you trust to talk to. Students often forget that their parents are always there to help them.Now more and more foreigners are interested in Chinese culture. The ke
13、y on my desk is gone. I wonder who takes it away. If you dont leave now, you will miss the final bus. What interesting movie it was! I almost fell asleep. what sad news! Thousands of people lost their lives in the earthquake in Nepal.Dont forget to keep in touch with your teachers and classmates aft
14、er you graduate.As long as we work hard, China Dream is sure to come true.My grandfather is 70, but he still looks handsome.We plant trees in March every year.If you dont know the truth, please keep silence.Please visit our website to buy some special goods.Do you think we teenagers should keep away
15、 from the Internet? How are you getting along with your family? She will set off for home at once as soon as she hears from her mother.Mr. Xi asks each of us Party members to be strict with ourselves.Thank you for giving me a lift in your car. I take pride in Chinese inventions after visiting the mu
16、seum last week.He has come up with many different ideas to solve these problems already.Train tickets to Beijing were sold out half an hour ago. In These short messages are so boring that they are not worth reading.I have been used to shopping online instead of going to the shopsThe actress is so mo
17、des t that she never shows offDont make such silly mistakes any moreNo one paid attention to what he saidThese photos remind me of what l saw during my stay in JapanThe population of China is much large than that of America。来源:学科网The programme is worth watching it is necessary for us to spend some t
18、ime on our hobbiesHe has been away from his hometown for several yearsThe film is so successful that it is famous all over the worldHe has no choice but to develop a good habitThey havent decided what to do with these old computersWe havent decided where to spend our holidaysNo one paid any attentio
19、n to his new workWould you mind turning off the radio on the desk?He would rather be laughed at than fight with other boysIt was too late when she realized what she really wantedI want to know if your parents are strict in your schoolwork.We have to make a decision as soon as possibleSome people wou
20、ld rather live in tents than in hotelsFather has been away from his hometown for yearsThe news seems to spread faster than I expectedDo you know how long such wet weather will last?Children shouldnt spend too much time playing computer gamesYoud better hand in your homework on timeDo you know why pe
21、ople are all dressed like that?来源:学#科#网She refused to reply when being asked about her ageSomething has gone wrong with your carThe man was seen to break into the bankActions must be taken to prevent the fire from spreadingI left home earlier than usual to avoid the rush hourThe TV set has been on for several hoursDecisions should be made not to allow smoking indoorsThis problem is well worth paying attention toI wonder whether the film is suitable for people of ou
