剑桥商务英语中级 P70 完形填空 解析版

How to sell…

It’s not quite true that a great salesperson can sell anything to anyone. For a _1_ , they might not need it --- and sales is all about meeting needs _2_ , selling is one of those things that can happen to anyone, no _3_ what their job description, so here are the basics.

Step 1 Build trust

You need to _4_ trust with the person to whom you are selling. They don’t have to be your best friend but essentially people don’t buy from people they hate or distrust.

Step 2 Don’t misunderstand the customer

Understand the needs of the other person. Then it’s up to the salesperson to _5_ that the benefits of their goods or services match the requirements. Without that, you have no sale,

Step 3 Ask clever questions

Ask questions to find out what the customer’s problems and issues are. Then think _6_ what the needs must be. It’s often more _7_ than asking the obvious, ‘What do you need?’

Step 4 Know your stuff

It _8_ without saying: know your product and understand the marketplace into _9_ you are selling.

Step 5 Don’t overload people with_10_

You need to know every product specification but your customer doesn't. Essentially, he or she needs to know how it will make their life _11_ . If later on they want the dimensions, they’ll find it on your website.

Step 6 Salespeople are not necessarily born

The classic _12 of a salesperson is someone who is outgoing. But like customers who come in all personality types, sales people can _13_ . The main thing is to be able to reflect and react to a customer’s personality.

Step 7 Be prepared to fail

It doesn't matter how good you are, you will get _14_ . Sales is full of knockbacks, so don’t get hung up on it _15_ on to the next customer.

1. A. beginning B. start C. customer D. first

2. A. However B. Although C. Because D. Whatever

3. A. much B. more C. way D. matter

4. A. set up B. find C. establish D. know

5. A. perform B. compare C. present D.demonstrate

6. A. along B. through C. out D. across

7. A. clear B. efficient C. effective D. better

8. A. goes B. moves C. does D. makes

9. A. what B. which C. whom D. Where

10. A.details B. offers C. discounts D. prices

11. A. good B. better C. well D. best

12. A. vision B. look C. focus D. image

13. A. change B.vary C. listen D. buy

14. A. sent back B. recruited C. turned down D. contracts

15. A. Phone B. Try C. Move D. Contact