Reading Read the guide to selling below and choose the best word A, B, C or D to fill gaps 1-15. 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 c7_______-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________ 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