Section B

Directions：In this section，you are going to read a passage with ten statements attached to it.Each statement contains information given in one of the paragraphs.Identify the paragraph from which the information is derived.You may choose a paragraph more than once.Each paragraph is marked with a letter.Answer the questions by marking the corresponding letter on Answer Sheet 2.

How to Build Team Spirit and Get Best Sales Performance

A）It is a well-known fact that an organisation can achieve a greater success if a few people get united and work towards a goal together.An ordinary team can perform better provided they are motivated.There are many instances，where a team approach has succeeded better compared to an organisation which is riddled with politics and managers who only think about themselves.In fact this is a basic problem among Indians as they always tend to develop“Frog Syndrome（综合征）”.The frog syndrome does not allow other colleagues to go up in the ladder，which leads the organisation to become an ordinary organisation.Today the biggest problem in India many companies are facing is how to develop team spirit among people.This is a very crucial point for the organisation to make difference in today’s highly competitive environment. How can we develop such things today？Of course，there are many ways which are given below.

Develop team not individual only

B）The role of manager is to ensure that the people become cohesive（有凝聚力的）and feel proud to be the member of the team.It is quite possible provided the manager himself is a team leader.He has to set the right target，create enthusiasm among the people，develop a positive attitude among the people and motivate them at the right time.If done，it is nothing succeeds like success.

Right team spirit

C）Right team spirit brings within the organisation an exciting feeling to an insider as well as outsider.There is always willingness to walk an extra mile among people to achieve the set objective.This leads to more pleasant atmosphere within the organisation.How many companies have succeeded in doing the same？ Does it bring smile to an ordinary person working in the organisation？If yes，that organisation really can survive for a longer time.

SMILE within the organisation

D）A happy employee always tends to achieve better.Many companies tend to take care of external customers but tend to forget the internal customers.Hence，companies should do retrospective（回顾的）analysis on satisfaction level of the internal employees.But how many companies bother to do that？A real smile can help the organisation to achieve better sales.

SMILE=sell more in less effort

E）How many people can bring a smile on the face of a person？Therefore，there are few organisations which do it very well.However，this is possible provided the manager becomes a mentor（指导者）. Manager should be a mentor to the people

F）People always look towards a manager as mentor who can correct，guide and give constructive criticism. Manager should go where the colleagues working under him require him to go.He should help his colleagues during the need of the hour.Can a manager develop himself to be a mentor so that people can rely on his advice？A manager，if redevelop himself as a mentor，can definitely bring the team spirit among the people.But how many managers can be a mentor？Many times a manager himself complains a lot and creates a polluted environment within the organisation as his personality may not be fit to do a particular job.Therefore，a manager should analyse his own personality along with his colleagues’and ensure that his personality along with his colleagues’personality be suited to do the particular job.Application of sales grid（网）approaches will definitely help him to understand his own personality as well as his colleagues’. This analysis can help to take corrective action and will create a greater sense of responsibility and motivation among the people.We must motivate ourselves to motivate others.

G）This is possible provided a manager make the job more challenging.In fact during the recent survey conducted by the author in India，the No.1 motivator factor is job enrichment.How many managers try to create innovations（革新）in their job functions of their colleagues and associates？How many managers remove the fear of instability？How many managers ask themselves what new things they or their teams have done？If this is done regularly，the demotivation does not arise.Ordinary people can perform extraordinary things provided they bring the motivation and team spirit among the people.This is quite possible and a manager has a role to play.He should be proactive（主动的）in building team spirit and take action.

Recognise team destroyers and take corrective measures

H）There are certain people who because of the past experience can destroy the team spirit.Therefore，it is suggested that managers should identify“this complainer”at right time and take corrective measures immediately.The cancerous cell should not be allowed to develop or proliferate（扩散）.Proper counselling can help the manager to correct the situation.He should not develop a double personality.For example，in the office the tap is leaking，however，he does not bother as he feels that it is the job of administration but when he goes home he makes sure that the leakage of the tap is corrected.The dichotomy（分裂）behaviour of the person cannot help him to develop team spirit.The manager should develop fatherhood of a spastic （痉挛的）child who is very caring，understanding his child.He has to therefore correct him，mend him with hope that the future will be bright.

Educate the colleague doing the work in a positive manner

I）Managers must educate a colleague while working.The recent study among the field force revealed that the field representatives like to have a leader who is good at product knowledge and selling skills.During the visit of a leader if he ensures that he gives one or two new points to his colleagues，then the interaction between the two becomes more fruitful.Fox example，if a zonal manager visits his team he may take up the product training in the conference or during the field work followed by a written test of the same subject. This concept was tried by the author in one of his client’s companies where he noticed that the representative never used to respect his senior because of his lack of knowledge on the product.This process of inculcating（教授）the habit of interactions between the two brought a better team spirit and respect for each other.This activity resulted into higher productivity of the area.

36.One influence the analysis about a manager’s personality and his colleagues，may have on them is that they will be more responsible and motivated.

37.The“cancerous cell”in the passage refers to people who destroy the team spirit.

38.For some Indian companies，the problem that needs to be solved urgently is how to build team spirit among staff.

39.Companies should devote themselves to making their employees happy because it can help them achieve better sales.

40.Field representatives would like their manager having a good command of product knowledge and selling skills，according to a recent study.

41.Managers in the Indian companies usually hinder the way of other colleagues’career development.

42.The manager develops himself as the team leader may increase the possibility of the people feeling proud to be a member of a team.

43.The most effective motivator factor in Indian workplace is job enrichment.

44.A manager should not develop a double personality because it is not good for the development of team spirit.

45.It is difficult for many managers to become a mentor who can offer reliable advice to their colleagues at the right time.