Reading Practice : 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. Choose the best word A, B,C or D to fill gaps1-15 (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 答案填写字母选项即可,不需要输入单词