[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. The best salespeople pick up their customers’ speech patterns.
B. The best salespeople are likely to agree to the customers’ remarks,
C. The best salespeople probably mirror the thoughts of the customer.
D. The best salespeople usually study hypnosis techniques.

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[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

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[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.

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[填空题]Which word in the first two paragraphs best explains why many women have to work

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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]What best describes the first English dictionary
A. It defined easy words as well as hard ones.
B. It was nothing more than a list of difficult words.
C. It presented good sentences to show how each word was actually used in speech and in writing.
D. It was the greatest improvement in the quality of dictionaries.

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