学历教育 - 外语类
听力原文：Man: Good morning everyone and welcome. Thanks for coming. My name is Bob Leduc. Today I will talk about some selling tactics. The following 3 simple selling tactics produce sales by responding to the way customers normally think and behave They work for any business—regardless of what you sell, how you sell or where you sell it.
Pay Attention to Getting AttentionCan you remember the last 3 advertising messages beamed at you？ Can you remember even one of them？ Most people can't, including your prospective customers. That's because they automatically ignore the steady stream of advertising directed at them. This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention—and get it fast—or your sales message will be ignored. Here are 3 proven ways you can capture a prospect's attention quickly: Make a dramatic statement: Example: "Even, My Doctor Uses These Health Products"; Surprise your prospects with something unexpected: Example, "Try our service without charge for one month; why aren't you making six figures？" And I'd like to tell you a tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away—unless something instantly catches their attention.
Emphasize the Human Relationship Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you. If you sell online or in some other ways where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are umquely qualified to provide what your customer wants. And there is a tip. Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective customers confident of your ability to deliver what you promise.Trigger Your Customer's Imagination Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits. Be specific. If you sell financial products, describe what it feels like to enjoy an affluent living without debt. If you sell boats, describe what it feels like cutting through the waves with your friends onboard. If you promote a business opportunity, describe what it feels like to be at home working without a boss. And I'd like to introduce a tip. Be sure your word pictures are dramatizing benefits and not describing features. People don't really care about the new high-tech insulation used in their beverage cooler (a feature). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit). These 3 selling tactics produce sales by responding to normal human behavior. Use them in your web pages, sales letters and personal presentations. The volume of business they produce will surprise you.？You will hear a business presentation about 3 simple selling tactics.
？As you listen, for questions 1-12, complete the notes, using up to three words or a number.
？After you have listened once, replay the recording.
SELLING TACTICS
NOTES
Business Presentation
Pay Attention to Getting Attention
1．A major obstacle of selling things is that your sales message will be______.Three proven ways you can capture a prospect's attention quickly:
2．Make a______.
3．Surprise your prospects______.
4．Include attention getting headlines on all______.
In this part, you are allowed 30 minutes to write a composition of no less than 120 words on The Increase in the Number of Chinese Traveling Abroad. Study the following chart carefully and base your composition on the information given in the chart.
Although the small town has been changing slowly, it looks quite (difference) __ from what it was.
Nancy ________(过着俭朴的生活), and supported the family by babysitting and washing.
Part B
Tourism is developing rapidly in China. Write an essay of approximately 120 words giving your comment on developing tourism.
Many people are paying more attention to the green food for some reasons. You are asked to write 160-200 words under the title of Green Food in China. You should base your composition on the outline given in Chinese below:
1) 绿色食品在中国越来越普及。
2) 绿色食品对人们生活质量的提高起到重要作用。
3) 如何为城市提供更多的绿色食品。
&8226;Read the article below about the people test.
&8226;In most of the lines 34-45 there is one extra word. It is either grammatically incorrect or does not fit in with the meaning of the text. Some lines, however, are correct.
&8226;If a line is correct, write CORRECT on your Answer Sheet.
&8226;If there is an extra word in the line, write the extra word in CAPITAL LETTERS on your Answer Sheet.
When an organization doesn't work right, executives are often quick to blame for "people problems". But that's wrongheaded, If an organization is not suited
34 to the skills and attitudes of its members, the problem lies in with the design,
35 not the people. For this test, first look at your key players -- the members of the
36 top management team and other individuals are deemed critical to the business.
37 For each, ask them whether the design provides the appropriate responsibilities
38 and reporting relationships and wins their commitment. If so, for example, your
39 CEO is a marketing type one and the design focuses her attention on
40 performance management, you have got a problem. Now look at the pivotal
41 jobs in the design -- the position that will need to be staffed by highly talented
42 people even if the organization is to work well. Typically, these will include the
43 heads of all key business units and the managers of all functions who involved
44 in critical cross-unit relationships . Do you have the career paths ready and development initiatives needed to create it and retain new talent for tomorrow？
45 Do you have outstanding people to staff these jobs today？
(34)
That couple has endured __________(如此多的感情和经济上的危机) that it is amazing that their marriage has lasted.
Africans regard __ as affective ways of knowing things.
听力原文：Man: I filled out the accommodation request form. in the pre-conference information pack, but I hope it's not too late to change my mind - I only sent it in last week. The thing is, I've now got an urgent appointment at the office, so I'll have to leave early - I've tried moving the meeting to another day, but that just isn't possible. It's a shame, because this is the first time I've been able to come.
(22)