一、选择填空，从A、B、C三个选项中选出一个能填入空白处的最佳选项。（每题10分）
1．Businesses can use free samples to build rapport and ______ customers ______ products or services.
engage…to…
engage…in…
engage…for…
2．An example of soft sell is to distribute free samples ______ customers often respond favorably.
to which
in which
which
3．Our new type of treadmill ______ release next month.
is due to
is due for
is due
4．So I have a number of other ______ up my sleeve, as well.
tricks
strict
trace
5．The newly-designed ad ______ brought about a higher click through rate by the end of next month.
will
have
will have
6．We sell insurance cover, the ______ you pay will depend on the cover you require.
fee
fare
charge
7．We will have flown for 13 hours by the time we ________ to New York.
will get
get
have got
8．Moreover, reservations by credit card four weeks ______ guarantee availability of the room size required.
in advance
in addition
in agreement
9．______ your price be competitive and date of shipment acceptable, we intend to place a large order with you.
If
Should
If should
10．She is the CEO of Roston Sport Accessories________ I told you.
who
whom
about whom
二、阅读理解（每题10分）
11．阅读下面的文章，根据文章内容判断文章后的句子是正确（T）还是错误（F）。
The marketing mix consists of ‘the four Ps’: providing the customer with the right product at the right price, presented in the most attractive promotion and available in the easiest place. The product is not just an assembled set of components: it is something customers buy to satisfy a need they feel they have. The image and the design of the product are as important as its specifications. Then the product must be priced so that it competes effectively with rival products in the same market. In addition, the product should be presented to customers through advertising (e.g. TV commercials, newspaper advertisements or posters), packing (e.g. design, labels, materials), publicity, public relation and personal selling. Finally, the product must be available to customers through the most cost effective channels of distribution. A consumer product must be offered to end-users in suitable retail outlets, or available on hire purchase or by mail order.
The author of the article intends to explain to us what the marketing mix is. 1
2. Customers’ satisfaction matters greatly to a product. 2
3. The price of a product must be exactly the same as rival products in the same market. 3
4. To make your product known to the public, advertising is the only consideration you need to take into account. 4
5. A product can reach customers, according to the text, through retail outlets, hire purchase, mail order and online sales. 5
(1)
(2)
(3)
(4)
(5)
12．阅读下面的文章，根据文章内容给题目选择正确的答案。
Hard sell and soft sell are important business terms and useful strategies for sales staff to know and understand. Both of them can work. The effect depends on the type of customers and the type of products.
A hard sell is a kind of more direct and forceful sales tactics. The sales person just keeps explaining how good the product is, why people should buy it and even how the prices might increase if the consumer walks off.
A soft sell is a different approach. The sales person tries to build trust with consumers. He doesn’t put pressure on them to buy things, just recommending a product and letting the consumers make their own decisions.
An example of soft sell is to distribute free samples to which customers often respond favorably. Businesses can use free samples to build rapport and engage customers in products or services. Recommending products between friends is a little bit like doing soft selling. People don\’t really care if someone else buys the product. They are just giving their honest opinions and trying to be helpful.
Humor in advertising is also used to attract the consumer\’s attention and get them interested in the products or services. Customers often resist hard sales tactics, thus making soft-selling much more effective for success.
What\’s the topic and main idea of the passage? 1
A. Selling Strategy – Sales Staff
B. Sales Staff – What Sales Staff Should Know
C. Selling Strategy – Hard Sell and Soft Sell Strategies
2. Customers often _________ hard sales tactics, thus making soft-selling more effective for success. 2
A. resist
B. oppose
C. object
3. Examples of soft sell mentioned in the passage include __________. 3
A. telling customers how good a product is
B. recommending products among friends
C. putting pressure on customers to buy products
4. Making humorous advertisements is one of the approaches companies use to __________. 4
A. reduce selling costs
B. arouse people\’s interests
C. avoid the shortage of sales staff
5. According to the passage, __________. 5
A. soft sell is expensive
B. hard sell is rarely resisted by customers
C. soft sell is preferred by business companies
(1)
(2)
(3)
(4)
(5)
