Part II Cloze (1×20 points)Directions: There are 20 blanks in the following passage. For each blank there are
four choices marked A, B,C and D. You should choose the ONE that best fits into the
passage and mark the corresponding letter on the Answer Sheet.
The old idea that anyone with a little money can start a business and operate it
successfully is no longer invalid (无效果的). An equally important factor is business
relations with 41.
It is necessary to know what people want and to make it 42 to them in a
pleasant and convenient way. With 43 effort you will understand your buyer’s
needs, and know how to 44 him and make him appreciate the good points of your
45. Knowing how to 46 to customers is the secret of successful selling. They
appreciate it when you show a genuine, friendly interest in helping them to get the
best goods 47 their purpose.
All customers have the desire to get value in 48. Smart people are price and
value 49.They will not insist 50 lower priced goods if they can be shown that
higher priced goods will give them better value 51 use. Your function, as a 52, is
to help the buyer get the best 53 his money. This means that you must know your
goods, be able to discuss their construction and performance in an intelligent way
and be confident when you 54 the special qualities of your product or 55. If you
cannot tell the facts about these qualities, you should say, “I don’t know,” and
find them out.
Before approaching prospects with the idea of turning them into customers,
you need to gain their confidence, as many articles are bought because of our faith
in people as because of our faith in the 56.
Now we are ready to invite visitors. Who shall they be? Personal 57 is the best
way to learn the present and probable market for what you have to offer.
Recommendation by friends is also an excellent way to get in touch 58
prospects. That is why it is important to maintain customers. Tell them of your
appreciation every time they send in a prospect. Drop 59 at their offices or phone
them at their homes. Tell them about things that may interest or 60 them.
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