The best salespeople first establish a
mood of trust and rapport by means of "hypnotic pacing" statements and
gestures that play back a customer’ s observations, experience, or
behavior. Pacing is a kind of mirror-like matching, a way of suggesting: "I am
like you. We are in sync. You can trust me." The simplest form
of pacing is "descriptive pacing", in which the seller formulates accurate, if
banal, descriptions of the customer’s experience. "It’s been awfully hot these
last few days, hasn’t it ... You said you were going to graduate in June."
These statements serve the purpose of establishing agreement and developing an
unconscious affinity between seller and customer. In clinical hypnosis, the
hypnotist might make comparable pacing statements. "You are ham today to see me
for hypnosis." "You told me over the phone about a proble A. salespeople should study hypnosis to improve their sales skills B. the most successful salespeople use a lot of hypnosis techniques C. the best salespeople are unethical and will do anything to sell their products D. the top salespeople are persuasive
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[单项选择] Text 3
The best salespeople first establish a
mood of trust and rapport by means of "hypnotic pacing" statements and
gestures that play back a customer’ s observations, experience, or
behavior. Pacing is a kind of mirror-like matching, a way of suggesting: "I am
like you. We are in sync. You can trust me." The simplest form
of pacing is "descriptive pacing", in which the seller formulates accurate, if
banal, descriptions of the customer’s experience. "It’s been awfully hot these
last few days, hasn’t it ... You said you were going to graduate in June."
These statements serve the purpose of establishing agreement and developing an
unconscious affinity between seller and customer. In clinical hypnosis, the
hypnotist might make comparable pacing statements. "You are ham today to see me
for hypnosis." "You told me over the phone about a proble A. we are alike, particularly in our way of thinking B. we are going to like each other C. we don’ t have the same ideas, but we respect each other’s ideas D. we are in the same situation
[单项选择]The best salespeople first establish a mood of trust and rapport by means of "hypnotic pacing" statements and gestures that play back a customer’ s observations, experience, or behavior. Pacing is a kind of mirror-like matching, a way of suggesting: "I am like you. We are in sync. You can trust me." The simplest form of pacing is "descriptive pacing", in which the seller formulates accurate, if banal, descriptions of the customer’s experience. "It’s been awfully hot these last few days, hasn’t it ... You said you were going to graduate in June." These statements serve the purpose of establishing agreement and developing an unconscious affinity between seller and customer. In clinical hypnosis, the hypnotist might make comparable pacing statements. "You are ham today to see me for hypnosis." "You told me over the phone about a problem that concerns you." Sales agents with only average success tend to jump immediately into their memorized sales pitches or to hit the customer with a A. salespeople should study hypnosis to improve their sales skills B. the most successful salespeople use a lot of hypnosis techniques C. the best salespeople are unethical and will do anything to sell their products D. the top salespeople are persuasive
[单项选择]"The first and best of victories is for a man to conquer himself; to be conquered by himself is, of all things, the most shameful", says Plato. Self-control is at the root of all the advantages. Let a man give in to his impulses and feelings, and from that moment he gives up his moral freedom.What does the reader learn from the first paragraph A. The greatest victory for a man is to conquer everything except himself. B. One’s moral freedom is based on the control of himself. C. To control oneself is the most difficult in one’s life. D. If a person is too stubborn, he will feel most shameful.
[填空题]Which word in the first two paragraphs best explains why many women have to work
[单项选择] Text 4
The first technological revolution in
modern biology started when James Watson and Francis Crick described the
structure of DNA half a century ago. That established the fields of molecular
and cell biology, the basis of the biotechnology industry. The sequencing of the
human genome nearly a decade ago set off a second revolution which has started
to illuminate the origins of diseases. Now the industry is
convinced that a third revolution is under way: the convergence of biology and
engineering. A recent report from the Massachusetts Institute of Technology says
that physical sciences have already been transformed by their adoption of
information technology, advanced materials, imaging, nanotechnolugy and
sophisticated modelling and simulation. Phillip Sharp, a Nobel prize-winner at
that university, believes that those tools are about A. Transform. B. Endure. C. Burden. D. Give birth to.
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