Being a salesman, the most important thing is to understand people.You

1.Being a salesman, the most important thing is to understand people.You’ve got to know what they’re thinking. If you can figure that out, you can get them to do a lot. They come in with an idea about what they want. You get them talking about themselves, about what they like.If it’s a man, you talk about football, or something like that. If it’s a woman, you can ask her about fashions. That way they get comfortable with you. You ask a lot of questions and get them saying yes. Then they just get into the habit of saying yes.In the end, you can put them into anything you want, if you’re really good. For example, if they need a little car for the city, you send them home a truck. Of course, I wouldn’t really do that. It wouldn’t be right. You’ve got to sell on this job, but you also have to be fair. It’s not fair to take advantages of people too much. There are some people in this business who’d do anything. But I don’t believe in that.To be a good salesman, the most important thing is to __________. 选项： A: learn from different kinds of people B: understand what people are thinking C: see what people usually do in daily life D: watch what changes people have made

2.Passage ThreeBeing a salesman, the most important thing is to understand people. You’ve got to know what they’re thinking. If you can figure that out, you can get them to do a lot. They come in with an idea about what they want. You get them talking about themselves, about what they like.If it’s a man, you talk about football, or something like that. If it’s a woman, you ask her about fashions. That way they get comfortable with you. You ask them a lot of questions and get them saying yes. Then they just get into the habit of saying yes.In the end, you can put them into anything you want, if you’re really good. For example, if they need a little car for the city, you send them home a truck. Of course, I wouldn’t really do that. It wouldn’t be right. You’ve got to sell on this job, but you also have to be fair. It’s not fair to take advantage of people too much. There are some people in this business who’d do anything. But I don’t believe in that.44题. According to the last paragraph, the author believes that _________. 选项： A: it is right to do anything in business B: it is useless to believe in what customers say C: it is unfair to take too much advantage of people D: it is dangerous to listen to the advice of a salesman

3.’ve got to know what they’re thinking. If you can figure that out, you can get them to do a lot. They come in with an idea about what they want. You get them talking about themselves, about what they like.If it’s a man, you talk about football, or something like that. If it’s a woman, you can ask her about fashions. That way they get comfortable with you. You ask a lot of questions and get them saying yes. Then they just get into the habit of saying yes.In the end, you can put them into anything you want, if you’re really good. For example, if they need a little car for the city, you send them home a truck. Of course, I wouldn’t really do that. It wouldn’t be right. You’ve got to sell on this job, but you also have to be fair. It’s not fair to take advantages of people too much. There are some people in this business who’d do anything. But I don’t believe in that.④To be a good salesman, the most important thing is to __________. 选项： A: learn from different kinds of people B: understand what people are thinking C: see what people usually do in daily life D: watch what changes people have made

4.What do you say if you want to state that you understand something?选项： A:I get your point.; B:I must say it's not something I know very much about.; C:I don't know what you are talking about.; D:I can't follow you.

5.What do you say if you want to state that you understand something? 选项： A:I get your point.; B:I must say it's not something I know very much about.; C:I don't know what you are talking about.; D:I can't follow you.

6.What do you say if you want to make sure you are understood? 选项： A:I get you.; B:I can see that.; C:I can't follow you.; D:Do you get the message?

7. How do they feel after the conversation? He: What would you like for your birthday? She: I don’t care, anything is ok. He: No, really, what do you want? I’d like to get you something nice. She: You don’t have to get me anything, besides we can’t afford much right now. He: Well, how about if we just go out for dinner together then? She: Sure, that’s fine. I don’t really want anything. You always give me whatever I want anyway.

8. When you make small talk, what is the proper etiquette when it comes to asking questions? 选项： A、 You should not ask them questions. You don't want to be nosy. B、 You should ask them personal questions about their life problems. C、 You should ask them questions about non-controversial topics. D、 You should only talk about yourself.

9.Before making a business call, what kind of questions can you reflect? 选项： A:Do you need to report to your boss? B:Do you need to get information? C:Do you want to sell something, or convince the person of an idea? D:Do you need to ask for the person’s help or support?

10.[单选题]Understanding the TestChoose the best answer for each of the following questions according to the test.Hey, I’m the Customer1. I’m the Customer.I have lots of money and I'm going to spend it. Take care of me and I’ll take care of you. I’ll encourage my friends to come to see you. I’ll come back when I need more of what you sell. All you've got to do is to satisfy me. Do you think I’m demanding too much? Hey, all I want is people to: Greet me and make me feel comfortable. Value me and let me know they think I’m important. Ask how they can help me. Listen to me and understand my needs. Help me get what I want or solve my problem. Invite me back and let me know I’m welcome anytime.2. Most of us form quick first impressions. We often decide whether we like people,want to do business with them, in the first few seconds, whether in face-to-face contact or over the telephone. Someone once told me people form 11 impressions of us in the first seven seconds of contact.3. Not long ago,I needed new business telephone lines and numbers. I called and was greeted by one of the friendliest voices I’d ever heard. Immediately, I felt comfortable. The person thanked me and put me completely at ease. Her greeting was most effective.4. Yours can be,too. All you have to do is to be aware of the importance of greeting people and then learn some simple techniques:5. Thank customers for coming in, contacting you, or seeing you. This is not what a new receptionist did the last time I went into the dental office. I walked in and stood at the counter for at least a minute. She knew I was there, but she didn’t acknowledge me. Finally she looked up, showed no reaction-no smile, no warmth-and said,“Sign in!” Her inattentiveness left me feeling less than thrilled about being there.6. Tune the world out then in. Another technique is to tune the world out and customers in. How often do you talk to yourself when you should be focusing on your customers? It’s easy to do this and it can be damaging to customer relations.7. “Let Me Know I’m Important!”8. Good customer service isn’t just painting a smile on your face and performing certain actions. People quickly see through thinly veiled attempts at niceness.9. Think:“You’re the customer-you pay my salary!”“There’s something about you I like!”“You make my job possible!”10. Once you have these values, you will see your job differently. Most people who work with people don’ really know what business they're in. Most think they’re in business to deliver products or services. They don’t know they’re in business to give benefits to people.11. Many in retailing, telemarketing, medical offices, or other places where people spend money,don’t know how to identify the real needs customers have. How do you go about identifying people’s needs? First, understand people’s needs aren’t for the product or service, but for what that will do for them. Customers don’t buy cars to have a vehicle?’ to drive. They do it so they can keep up with the Joneses, get good gas mileage, or save money.12. A most important part of your contact with customers will be to find out what their needs are — the payoff they want from what you sell. Ask “How may I help you?” Clichés such as “May I help you?” aren’t as complete. One calls for a quick turn-off response; the other calls for an explanation. Find out why they came in or contacted you. When you know why, you can better understand their individual needs. Ask open-ended questions. These call explanations because they contain the words who, what, where, why, when and how. Not only will these questions help you understand a person’s needs, you’ll also strengthen rapport by showing concern and listening.13. “Please Listen to Me.”14. After you ask how you can help, it’s time to do something few people do well- listen. Don’t listen casually; tune in to each person, cut out distractions and listen to their words, tone of voice and body language.15. Listening isn’t just hearing. It’s understanding feelings and emotions. It’s picking up subtle voice inflections and meanings. If the customer says,“I’m just looking”, maybe his body language is saying,“I’m interested in buying.”16. When you buy from someone, watch what the person does with his eyes. People often say the right words, but their eyes betray their true feelings. People who are really listening look into your eyes. When people aren’t looking into your eyes, it’s virtually16 impossible for them to hear everything you’re trying to tell them. When people are preoccupied, they almost never keep eye contact.17. Concentrated eye-contact helps you listen more effectively, andcustomers intuitively respect people who look them in the eyes. Listening is the highest form of persuasion. There's no better way to persuade your customers to buy from you than to listen.18. When you’ve greeted customers, valued them,asked how you can help them, and listened to them, it’s time to fill their needs. Remember, people don’t buy your product or service for what it is, but for what it will do for them.19. Whatever you’re selling or do for customers, you’ll help them better when you: Satisfy their wants or needs. Solve their problems. Give them extra value.20. Just as first impressions are memorable,so are last impressions. People carry their feelings with them when they leave you. There are three ways to make good impressions.21. Thank them for coming in or contacting you. This can be done with words, actions, or attitudes. If you are truly appreciative? You’ll communicate it,verbally or nonverbally. Always cheerfully express your appreciation whether people buy or not. This sets the stage for future success and referrals.22. Ask them to return soon. One reason why people love you to show appreciation is because it’s so uncommon. Notice the attitudes of people who serve you. Even when you purchase something,they don’t always leave you wanting to return. Let them get the idea you aren’t going to buy anything and you’ll usually be abandoned.23. Leave them wanting to return. When your attitudes and values are right, your actions will usually be right. Customers will have good feelings about you.24. Customers are becoming more demanding. They have more choices as to what they buy and from whom. One way to make them remember you favorably is to do something unexpected, out of the ordinary. Simple actions are most memorable — a small chocolate,a genuine “thank you" just before your customer leaves, an inexpensive gift. Be different; use your imagination.6. Open-ended questions are the ones which need（） A A. illustrations B B. explanation C C. a quick response D D. full attention

11.Before your interview 1.___________ everything you can about the company. Re-read your application, thinking through your own career and the questions they might ask you. You should try to anticipate the general questions which they will ask and also prepare some questions to ask them. To do well at the 2.___________ you will need to convince the team in which you will work. Before 3.___________an interview you should think about your responses to the following questions. Your answers may 4.___________ the job or company in question. Why do you want this job? What qualities do you think will be required for this job? What can you contribute? Why do you want to work for this company? What do you know about this company? What interests you about our product (or service)? What can we offer that your 5.___________ company cannot offer?[音频]

12.Task 1 Read the passage. Choose the best answer for each question. How to make the most of a career fair. If you get the opportunity to go to a career fair, you should make the most of it. Career fairs are a great way to speak to different employers. So, how can you take advantage of all that is on offer? The first thing you should do is to prepare yourself. Find out which organizations are going to be there and do your research. Make sure you know who you want to speak to and think about what you want to say. You should also prepare an up-to-date copy of your résumé to show to anyone who might be interested in your skills and experience. On the day of the career fair, you should make the right impression. You don’t have to wear your best suit, but dressing smartly will show that you are professional. If you think of the fair as an interview, then it’s more likely you’ll get one in future. It’s a good idea to arrive early on the day of the career fair. This can mean you don’t have to stand in a long queue. However, staying around until the end of the fair means you may have the chance to speak to an employer one to one. Finally, don’t forget to follow up on any interesting people you meet at the fair. If you’ve spoken to an employer, try to connect with him / her online. Stay in touch with potential employers and they will be reminded of who you are and what you can offer. 5. According to the writer, why should you connect with the employers you have met? 选项：A、So they will remember you and what you can offer.B、So you can ask them for an interview.C、So you can send them your CV.D、So you can arrange to meet them for coffee.

13.The most appropriate question in the interview is选项： A:Can you tell me something about your family? ; B:Is there anything I can do for you? ; C:What do you do? ; D:Do you get along well with your colleagues?

14.[单选题]Understanding the TestChoose the best answer for each of the following questions according to the test.Hey, I’m the Customer1. I’m the Customer.I have lots of money and I'm going to spend it. Take care of me and I’ll take care of you. I’ll encourage my friends to come to see you. I’ll come back when I need more of what you sell. All you've got to do is to satisfy me. Do you think I’m demanding too much? Hey, all I want is people to: Greet me and make me feel comfortable. Value me and let me know they think I’m important. Ask how they can help me. Listen to me and understand my needs. Help me get what I want or solve my problem. Invite me back and let me know I’m welcome anytime.2. Most of us form quick first impressions. We often decide whether we like people,want to do business with them, in the first few seconds, whether in face-to-face contact or over the telephone. Someone once told me people form 11 impressions of us in the first seven seconds of contact.3. Not long ago,I needed new business telephone lines and numbers. I called and was greeted by one of the friendliest voices I’d ever heard. Immediately, I felt comfortable. The person thanked me and put me completely at ease. Her greeting was most effective.4. Yours can be,too. All you have to do is to be aware of the importance of greeting people and then learn some simple techniques:5. Thank customers for coming in, contacting you, or seeing you. This is not what a new receptionist did the last time I went into the dental office. I walked in and stood at the counter for at least a minute. She knew I was there, but she didn’t acknowledge me. Finally she looked up, showed no reaction-no smile, no warmth-and said,“Sign in!” Her inattentiveness left me feeling less than thrilled about being there.6. Tune the world out then in. Another technique is to tune the world out and customers in. How often do you talk to yourself when you should be focusing on your customers? It’s easy to do this and it can be damaging to customer relations.7. “Let Me Know I’m Important!”8. Good customer service isn’t just painting a smile on your face and performing certain actions. People quickly see through thinly veiled attempts at niceness.9. Think:“You’re the customer-you pay my salary!”“There’s something about you I like!”“You make my job possible!”10. Once you have these values, you will see your job differently. Most people who work with people don’ really know what business they're in. Most think they’re in business to deliver products or services. They don’t know they’re in business to give benefits to people.11. Many in retailing, telemarketing, medical offices, or other places where people spend money,don’t know how to identify the real needs customers have. How do you go about identifying people’s needs? First, understand people’s needs aren’t for the product or service, but for what that will do for them. Customers don’t buy cars to have a vehicle?’ to drive. They do it so they can keep up with the Joneses, get good gas mileage, or save money.12. A most important part of your contact with customers will be to find out what their needs are — the payoff they want from what you sell. Ask “How may I help you?” Clichés such as “May I help you?” aren’t as complete. One calls for a quick turn-off response; the other calls for an explanation. Find out why they came in or contacted you. When you know why, you can better understand their individual needs. Ask open-ended questions. These call explanations because they contain the words who, what, where, why, when and how. Not only will these questions help you understand a person’s needs, you’ll also strengthen rapport by showing concern and listening.13. “Please Listen to Me.”14. After you ask how you can help, it’s time to do something few people do well- listen. Don’t listen casually; tune in to each person, cut out distractions and listen to their words, tone of voice and body language.15. Listening isn’t just hearing. It’s understanding feelings and emotions. It’s picking up subtle voice inflections and meanings. If the customer says,“I’m just looking”, maybe his body language is saying,“I’m interested in buying.”16. When you buy from someone, watch what the person does with his eyes. People often say the right words, but their eyes betray their true feelings. People who are really listening look into your eyes. When people aren’t looking into your eyes, it’s virtually16 impossible for them to hear everything you’re trying to tell them. When people are preoccupied, they almost never keep eye contact.17. Concentrated eye-contact helps you listen more effectively, andcustomers intuitively respect people who look them in the eyes. Listening is the highest form of persuasion. There's no better way to persuade your customers to buy from you than to listen.18. When you’ve greeted customers, valued them,asked how you can help them, and listened to them, it’s time to fill their needs. Remember, people don’t buy your product or service for what it is, but for what it will do for them.19. Whatever you’re selling or do for customers, you’ll help them better when you: Satisfy their wants or needs. Solve their problems. Give them extra value.20. Just as first impressions are memorable,so are last impressions. People carry their feelings with them when they leave you. There are three ways to make good impressions.21. Thank them for coming in or contacting you. This can be done with words, actions, or attitudes. If you are truly appreciative? You’ll communicate it,verbally or nonverbally. Always cheerfully express your appreciation whether people buy or not. This sets the stage for future success and referrals.22. Ask them to return soon. One reason why people love you to show appreciation is because it’s so uncommon. Notice the attitudes of people who serve you. Even when you purchase something,they don’t always leave you wanting to return. Let them get the idea you aren’t going to buy anything and you’ll usually be abandoned.23. Leave them wanting to return. When your attitudes and values are right, your actions will usually be right. Customers will have good feelings about you.24. Customers are becoming more demanding. They have more choices as to what they buy and from whom. One way to make them remember you favorably is to do something unexpected, out of the ordinary. Simple actions are most memorable — a small chocolate,a genuine “thank you" just before your customer leaves, an inexpensive gift. Be different; use your imagination.3. "It’s easy to do this and it can be damaging to customer relations.”“To do this” refers to( ) A A. to tune the world out and customers in B B. to talk to yourself when you should be focusing on your customers C C. to focus on your customers D D. to let the customers know that they are important

15.If we want to make friends, we should( ). Do you need friends? I'm sure your answer is "Yes, of course. Everybody does! " You need friends when you play and when you work. If you have friends, you will feel happy. If you have no friends. you will feel lonely (寂寞的). Do you know how to make friends? There is only one good way―You make friends by being friendly. A friendly person is interested in other people. He is always helpful if you want to make friends with a new classmate, you can talk with him, tell him about the other classmates in your class and try your best to be helpful to him. (1.0) 选项： A、be politely to them B、be friendly to them. C、be afraid of them D、when we talk with them.

16.If you do not want to show your preference, or do not have one, what would you say?选项： A:I think the boots are better.; B:Don't ask me. It's your own business.; C:Both of them are ugly.; D:I like them both the same.

17.You know how wonderful you are，and you know that others know how wonderful you are，but what do you do when admiration crosses over the line into jealousy？For most teens there will come a day when you realize that one of your friends is jealous and that this jealousy is hurting your friendship. When this happens it can seem like there is nothing that you can do，but the good news is that there is. Don't let jealousy spoil your relationships. Tackle it head on and you might be back to normal much sooner than you think.It can be hard to walk up to a friend and ask them what the problem is，but if you want to save your friendship you'll have to do just that. Don't approach them and ask why they are jealous of you (unless of course you want to appear totally conceited)，just take some time alone with them and let them know that you've been feeling like there's been something coming between you. If they refuse to respond，then use the opportunity to explain how you have been feeling. Chances are that something you say will strike a nerve and your friend will open up as well.When you figure out what is annoying your friend，ask him or her what (s)he thinks would make the situation better.If，for example，(s)he says that (s)he feels like (s)he doesn't get to spend any time with you because of your being off with your new friends from the swim team then maybe you could invite her along the next time or block off one day a week for just the two of you. Remember，though，that whatever solution you decide on should be a compromise. Don't limit your own talents or opportunities simply because your friend is unhappy. Try instead to include him or her in your new life and see how that works out.Even the best of friendships can be tinged by jealousy. This destructive emotion is rarely productive and can turn best friends into worst enemies. Before taking extreme action，chat with your jealous friend to see if the two of you can work out a compromise. If you can't，be prepared to know exactly how far you will go to keep your friend and how far you won't.The purpose of the passage is ________. 选项： A:to explain what causes jealousy B:to offer some advice on making friends C:to introduce the way to cope with a jealous friend D:to explain how destructive the jealous emotion is

18.Passage ThreeOne of the important things in the world is friendship. In order to have friends, you have to be a friend. But how can you be a good friend at school?Listen—Listen when they are talking. Don’t say anything unless they ask you a question. Sometimes it’s not necessary for you to have anything to say; they just need someone to talk to about their feelings. Help them —if your friend is ever in need of something, be there to help them .You should try to consider them first, but you needn’t do everything they want you to do. Try to take an extra pencil or pen with you to classes in case they forget one. Have a little extra money in your pocket because they may forget something they need._______—Try to make plans with your friends. Go shopping, go for ice cream, have a party, go to a movie and so on. Take time to know each other even better by doing something you both enjoy. By planning things together, you both can have a good time. And you’ll remember these things when you are all old. 43题. Which of the following can be put in the blank of the last paragraph? 选项： A: Make plans B: Enjoy yourself C: Understand your friends D: Play with your friends

19.Passage ThreeOne of the important things in the world is friendship. In order to have friends, you have to be a friend. But how can you be a good friend at school?Listen—Listen when they are talking. Don’t say anything unless they ask you a question. Sometimes it’s not necessary for you to have anything to say; they just need someone to talk to about their feelings. Help them —if your friend is ever in need of something, be there to help them .You should try to consider them first, but you needn’t do everything they want you to do. Try to take an extra pencil or pen with you to classes in case they forget one. Have a little extra money in your pocket because they may forget something they need._______—Try to make plans with your friends. Go shopping, go for ice cream, have a party, go to a movie and so on. Take time to know each other even better by doing something you both enjoy. By planning things together, you both can have a good time. And you’ll remember these things when you are all old. 44题. According to the passage, if you want to make friends, you have to _______. 选项： A: be rich B: be powerful C: be healthy D: be a friend

20.读小短文，判断正误。 A job interview can be a difficult thing. You have to meet a new person and tell him/ her all about yourself. That person must like you ,and choose you for the job. It isn't surprising then that most people are scared of job interviews. Here are some tips to help you. First, you should practice. Find some common job –interview questions and try to think of good answers to these questions. Also , try to think of some good questions that you can ask the interviewer. Second, you should find out more about the place you want to work at. Get online and do some research about the company. Third, you should make sure you have nice, formal clothes for your interview. Dressing neatly is very important at a job interview. When you first meet someone, your clothes say a lot about who you are, Finally, you should arrive at the interview on time. Being punctual is important because no one wants an employee who will be late for work. During the interview, try to relax and talk about your best qualities .Be honest about your weaknesses and talk about how you want to improve. After the interview, you should do one more thing. Write a note thanking the interviewer for his/ her time. If you follow these tips , you might get your dream job! Question4 ： Being punctual is very important at interview.

21.读小短文，判断正误。 A job interview can be a difficult thing. You have to meet a new person and tell him/ her all about yourself. That person must like you ,and choose you for the job. It isn't surprising then that most people are scared of job interviews. Here are some tips to help you. First, you should practice. Find some common job –interview questions and try to think of good answers to these questions. Also , try to think of some good questions that you can ask the interviewer. Second, you should find out more about the place you want to work at. Get online and do some research about the company. Third, you should make sure you have nice, formal clothes for your interview. Dressing neatly is very important at a job interview. When you first meet someone, your clothes say a lot about who you are, Finally, you should arrive at the interview on time. Being punctual is important because no one wants an employee who will be late for work. During the interview, try to relax and talk about your best qualities .Be honest about your weaknesses and talk about how you want to improve. After the interview, you should do one more thing. Write a note thanking the interviewer for his/ her time. If you follow these tips , you might get your dream job! Question:3 . You should dress neatly for a job interview.

22.If you are leaving your job because ______, you don’t want to say that. Instead, you say you really need to be in a place where you can get _____or mentoring.

23.If you are leaving your job because __________________ , you don’t want to say that. Instead, you say you really need to be in a place where you can get _____________ or mentoring.

24.You’re a guest in a British or American friend’s home. Your friend asks if you would like something to drink. You really would like a drink. What would you do? 选项： A、“Yes, please.” B、“Yes, that would be lovely.” C、“No, thank you” and wait for your friend to ask you again. D、“That’s O I can get it myself.”