Task 1 Read for Useful Information
Pre-reading Activity 1 Listen and Read Aloud
（略）
Pre-reading Activity 2 Express Yourself
☛ This section aims at introducing some topics for students to express themselves. Sentences like the following may be used:
◆ I’m not only a good talker, but a good listener as well.
◆ I believe in own abilities and can handle rejection.
◆ I have strong social skills and I am good at dealing with various conflicts.
◆ I am funny and humorous and can attract customers.
◆ I’m not patient.
◆ I’m not good at communicating with others.
Reading Activity 1 Read and Try to Understand
Passage 1
Language points
Para.1
1.essence n. [U] the most basic and important quality of something本质，实质
e.g. Speed was of the essence in a project of this type. 对于这种项目来说,速度至关重要。
We must try to get to the essence of things. 我们必须想法抓住事物的本质。
essential adj. extremely important and necessary基础的，基本的；必要的，关键的
e.g. The authorities have said they will attempt to maintain essential services.
当局已表示他们将努力维持公共基础服务。
It is essential that your diet is varied and balanced.
关键是你的饮食要多样化，并保持均衡。
2. complicated adj. difficult to understand or deal with, because many parts or details are involved复杂的
e.g. For young children, getting dressed is a complicated business.
对于年幼的孩子来说，穿衣服是一项复杂的工作。
Our brain is like a very powerful, very complicated computer.
我们的大脑就像一台非常强大，非常复杂的计算机。
complicate vt. to make a problem or situation more difficult使复杂化
e.g. These events will greatly complicate the situation. 这些事件将使局势变得极其复杂。
There is no need to complicate matters. 没有必要使问题复杂化。
complication n. [C] [U] a problem or situation that makes something more difficult to understand or deal with错杂
e.g. The bad weather added a further complication to our journey.
恶劣的天气给我们的旅行增加了更多的困难。
A further complication was Fred’s refusal to travel by air.
更麻烦的是弗雷德不肯坐飞机。
3. profit
1) n. [C], [U] money that you gain by selling things or doing business, after your costs have been
paid利润，收益
e.g. The group made a pre-tax profit of £11.05 million.
该集团的税前利润为1,105万英镑。
His purpose was to make a profit by improving the company’s performance.
他的目标是通过提高公司的业绩来实现盈利。
2) vt. to get money from doing something有益于……，对……有益的
e.g. It will profit you nothing to do that. 你做那件事没有什么好处。
It might profit you to learn about the company before your interview.
在面试之前了解一下公司可能会让您受益。
profit by (或 from) 得益于，从……中得到益处
e.g. A lucky group of students will profit by an exchange visit overseas.
一批幸运的学生将出国进行交流访问,他们将从中受益。
You could profit from listening to a wise man. 智者一席话,使人受益大。
profitable adj. producing a profit or a useful result有益的
e.g. Drug manufacturing is the most profitable business in America.
制药业是美国利润最丰厚的业务。
It was profitable for them to produce large amounts of food.
生产大量的食物能让他们获利。
4. you won’t become a great sales person until you learn what motivates the customer, and build
on that knowledge to create a personal connection with him.
Translation: 只有了解顾客的动机，并以这种了解为基础与他建立私人联系，才能成为一个伟大的销售人员。
Explanation: not...until指的是“直到……才”的意思。引导时间状语从句，从句不能用将来时，主句是一般将来时，从句用现在时。
motivate vt. to make someone want to achieve something and make them willing to work hard in order to do this激发，激励
e.g. You have first got to motivate the children and then to teach them.
你首先得激发孩子们的学习兴趣，然后再去教他们。
How do you motivate people to work hard and efficiently?
你是怎样激励大家奋发高效地工作的？
motivation n. [C, U] eagerness and willingness to do something without needing to be told or forced to do it动力，积极性
e.g. Jack is an intelligent pupil, but he lacks motivation.
杰克是个聪明的学生，但他缺乏动力。
My teacher was my biggest motivation to study Irish.
我的老师是我学习爱尔兰语的最大动力。
build on 依靠；以……为基础
e.g. We must build on our reputation to expand the business.
我们必须以信誉为基础扩大业务。
The new plan will build on the success of the previous programme.
新计划将以先前计划的成功为基础。
connection n. [C] the way in which two facts, ideas, events etc are related to each other, and one is affected or caused by the other关系，联系
e.g. What is the connection between the two ideas? 这两个意念之间有何联系?
The minister denied there was a direct connection between the two issues.
部长否认两者之间有直接的联系。
in connection with与……有关; ……连同
e.g. I am writing to you in connection with your job application. 此信是有关你求职一事的。
Tell me all you know in connection with that matter.
把你知道的关于那件事的所有情况都告诉我。
connect vt. ＆ vi. to join two or more things together连接；联合
e.g. You must connect this wire with that one. 你必须把这条电线和那条接起来。
A good student must connect what he reads with what he sees around him.
一个好学生应该将他读到的东西与他在周围看到的东西联系起来。
connect to连接，相连
e.g. You can connect to the internet in the cafe. 你可以在咖啡店里上网。
If you have a laptop, just connect to the hotel internet service.如果你有笔记本电脑的话, 把它和旅馆的互联网系统连接上就可以了。
connect with与……相连；同……联系
e.g. Go to seek them out and connect with them. 把他们找出来并与他们取得联系。
In China, for most people, internet cafes are still the way they use to connect with the Internet.
在中国，对于大多数人来说，网吧仍然是他们用来连接互联网的方式。
5. Closing the deal requires focusing on the customer in your conversation.
Translation: 达成交易需在谈话时密切关注客户。
Explanation: Closing the deal 动名词短语作主语。动名词短语作主语时整个动名词短语为句子的主语，谓语动词用单数。
conversation n.[C, U]an informal talk involving a small group of people or only two; the activity of talking in this way会话，谈话
e.g. The conversation slows down the action of the play.
这些对话使剧情进展有所减缓。
They had a short conversation in German and seemed to be disagreeing about something.
他们用德语进行了简短的交谈，似乎对某些事情持不同意见。
conversational adj. as used in conversation; not formal会话的，谈话的
e.g.The article is written in a conversational style.
该文是以对话的形式写成的。
Some software is designed to run in conversational mode.
有些软件被设计成会话模式。
6. This builds the mutual trust that’s needed to make the sale happen.
Translation: 这样才能建立完成销售所必须的彼此间的信任。
Explanation: 本句主干为This builds the mutual trust…，其中mutual trust由that引导定语从句修饰。
mutual adj. (of a feeling or action) experienced or done by each of two or more parties towards the other or others相互的，彼此的
e.g. Diplomats hope the meetings will build mutual trust.
外交官们希望会议能增进彼此的信任。
Negotiations between unions and management are made more difficult by mutual distrust.
工会和资方之间的谈判由于互不信任而愈加困难。
mutually adv. something that is mutually acceptable etc is acceptable etc to both or all the people
involved 相互地
e.g. We eventually arrived at a figure that was mutually acceptable.
我们最终达成了一个双方都能接受的数字。
It was a mutually agreed upon decision.
这是双方共同商定的决定。
Para. 2
7. adapt vt .to gradually change your behavior and attitudes in order to be successful in a new
situation调整;适应于
e.g. I suggested he should adapt himself to his new conditions.
我认为他应该使自己适应新的情况。
Many city vehicles have been adapted for use as school buses.
许多城市车辆已改为校车。
adapt to （使）适合；（使）适应
e.g. This book is adapted to the youth. 这本书适合青年人。
When you go to a new country, you must adapt yourself to new manners and customs.
当你新到一个国家时，你必须使自己适应新的风俗习惯。
adapt for调整；使适合于；为……改编
e.g. The author is going to adapt his stories for television.
这位作家打算将他的小说改编成电视片。
This place is adapted for the residence of the sick. 这地方宜于病人居住。
8. potential adj. likely to develop into a particular type of person or thing in the future 潜在的
e.g. Advertisers want to reach as many potential customers as possible.
广告商希望尽可能多地接触潜在客户。
For the first time she realized the potential danger of her situation.
她第一次意识到自己处境的潜在危险。
n.[U] the possibility that something will develop in a particular way, or have a particular effect 潜力; 可能性
e.g. The company certainly has the potential for growth. 该公司当然具有增长潜力。
She has the potential to become a champion. 她有成为冠军的潜力。
9. Matching your customer’s conversational style promotes your ability to connect with him, which is the first step in making a sale.
Translation: 迎合客户的会话风格能促进你与他的关系，这是做销售的第一步。
Explanation: which引导非限制性定语从句，指代前面句子的整体内容。
promote vt. to help something to develop or increase促进，推进
e.g. We launch a big advertising campaign to promote our new toothpaste.
我们发动了一场声势浩大的广告宣传攻势，旨在推销新型牙膏。
The meeting discussed how to promote cooperation between the two countries.
会议讨论了如何促进两国的合作。
promotion n. [C], [U] an activity intended to help sell a product, or the product that is being
promoted促进；促销
e.g. During 1984, Remington spent a lot of money on advertising and promotion.
1984年，雷明顿公司在广告和促销方面花费了大量的资金。
Let’s do this show tonight and it’ll be a great promotion.
我们今晚做这个节目吧，它会是一次很好的宣传。
Para. 3
10.confirm vt. to show that something is definitely true确认，证实
e.g. The experiment confirmed my theory. 实验证实了我的理论。
Please confirm your telephone message by writing to me.
请写信证实你在电话中传达的消息。c
onfirmation n [C] [U] a statement, document etc that says that something is definitely true确认，证实
e.g. There has still been no official confirmation of the report. 该报告尚未得到官方确认。
I’m still waiting for confirmation of the test results. 我仍在等待考试结果的通知书。
11.roll out滔滔不绝地讲出来
e.g. Standing on the stage, he rolled out his address of welcome. 他站在舞台上高声致欢迎词。
The speech rolled out from his lips. 他滔滔不绝地演讲。
12. promise
1) vt.＆vi. to tell someone that you will definitely do or provide something or that something will
happen保证，承诺
e.g. We promise to deliver your order on time. 我们保证你方订货能准时交货。
Will you promise to reserve the goods for us? 您能保证为我们保留此货吗?
2) n. [C], [U] a statement that you will definitely do or provide something or that something will definitely happen诺言，承诺
e.g. I’m hoping you’ll keep your promise to come for a long visit.
我希望你遵守诺言来这儿多待几天。
An oral agreement is not enough; we must have a written promise.
只有口头协议是不够的；我们必须有一个书面承诺。
13.take an interest in对……感兴趣
e.g.I think it necessary for students to take an interest in all subjects.
我认为学生有必要对所有科目感兴趣。
I also take an interest in local sports clubs in the area.
我也对该地区的当地体育俱乐部感兴趣。
14. rush into匆忙进入
e.g. We must not rush into anything without careful planning.
任何事情我们没有经过仔细筹划就不可贸然行事。
He will not rush into any decisions. 他不会仓促做出任何决定。
Para. 4
15.block
1) n.[C] something that prevents movement or progress障碍物，阻碍
e.g. The car successfully bypassed the block. 汽车顺利地绕开了障碍物。
What do you do when you get a mental block? 当你碰到思维阻碍时,你怎么办?
2) vt. to prevent anything moving through a space by being or placing something across it or in it阻止，妨碍
e.g. These trees will block the effects of rain on soil. 这些树将阻止雨水把土壤带走。
What block developing steps of automobile maintenance? 是什么阻碍了汽车维修业的脚步?
16.rejection n.[U] the act of not accepting, believing in, or agreeing with something拒绝
e.g.Your trouble is that you can’t take rejection. 你的问题是不能接受拒绝。
The rejection of such plans does not mean we are not interested.
拒绝这样的计划并不代表我们不感兴趣。
reject vt. to refuse to accept, believe in, or agree with something拒绝
e.g.I think the president was correct to reject the offer. 我认为总统拒绝这一提议是正确的。
His proposal that the system should be changed was rejected.
他提的关于修改制度的建议被拒绝了。
17. Effective sales people understand that most people say no, but keep trying until they hear a different answer.
Translation: 高效的销售人员懂得大多数人会说“不”，但他们会一直努力，直到听到一个不同的答案。
Explanation: keep doing sth.意为：“不断/反复/坚持做某事”，动作是主语本身发出来的，常与表示延续动作的动词与静止状态的动词连用，如：hope, think, wonder, dream, sit, stand, lie, sleep等。
18.emotion n. [C] [U] a strong human feeling such as love, hate, or anger情感，感情
e.g. The speaker appealed to our emotions rather than to our minds.
演讲者激发了我们的情感而不是启发我们的思考。
Each of these thoughts creates an emotion.
每一个思想创造一种情感。
emotional adj. relating to your feelings or how you control them情感的，情绪的
e.g. Experts say the result of these reactions can be depression and other emotional problems.
专家说这些反应的结果可以导致抑郁和其他情感问题。
For the same reason we all have similar emotional expressions like smiling and crying.
基于同样的原因，我们也拥有哭和笑这样类似的情感表达。
19. aspect n. [C] one part of a situation, idea, plan etc that has many parts方面，方位
e.g. She has already expressed her dissatisfaction with this aspect of the policy.
她对政策的这一方面已经表达了不满。
The training program covers every aspect of the job.
训练计划的范围包括了这种工作的各个方面。
20. wind down to gradually reduce the work of a business or organization so that it can
be closed down completely逐步结束
e.g. The company has been winding down its business for 10 months because it was operating
unprofitably. 该公司已停业10个月，因为它的运营无利可图。
The speaker will soon wind down his speech. 演说者就要结束他的讲话了。
Para. 5
21. proposal n. [C] a plan or suggestion which is made formally to an official person or group, or
the act of making it提议，建议
e.g. The president was in full agreement with the proposal. 总统完全赞同该提议。
Britain and France have expressed some disagreement with the proposal.
英国和法国对这项提案已经发表了一些反对意见。
propose vt.＆vi. to suggest something as a plan or course of action提议，建议
e.g. Britain is about to propose changes to some institutions. 英国将提议对一些机构进行改革。
The report also proposes expanding the airport. 该报告还建议扩大机场。
22. confident adj. sure that something will happen in the way that you want or expect确信的，有信心的
e.g. I have every reason to be confident of our victory. 我有充分的理由坚信胜利是属于我们的。
I am confident our cooperation will succeed. 我确信我们的合作会成功。
confidence n. [U] the feeling that you can trust someone or something to be good, work well, or produce good results信心，自信
e.g. She felt nervous, increasingly lacking in confidence about herself.
她感到紧张，对自己越来越没有信心。
What they said was a real knock to my self-confidence.
他们的话是对我自信心的一次重大打击。
23. issue
1) n. [C] a subject or problem that is often discussed or argued about问题
e.g. His ideas and mine jump together on this issue. 在这个问题上，他和我的意见完全一致。
I suggest that you keep off political issues in negotiations with them.
我建议你在与他们谈判时避开政治问题。
2) vt.＆vi. to officially make a statement, give an order, warning etc. 颁发,发出
e.g. The police have issued an appeal for witnesses.
警方发出了寻找目击证人的呼吁。
Work permits were issued to only 5% of those who applied for them.
工作许可证只发给了5%的申请人。
24. Study his behavioral implications as you wait for his response.
Translation: 在等待他的回应时研究他的行为有什么言下之意。
Explanation: as与when，while都是引导时间状语从句的从属连词，含义都是“当……的时候”。但它们有区别：用when时，从句的动作可以与主句的动作同时发生，也可以先于主句的动作发生；用while时，从句的动作为一过程，主句动作与从句动作同时进行或在从句动作过程中发生；用as时，主句和从句的动作同时发生，具有延续的含义。
Para. 6
25. follow up 跟进
e.g. If there is no response to your press release, follow it up with a phone call.
如果对您的新闻稿无任何回应，请通过电话跟进。
This experiment was quickly followed up by others using different forms of the drug.
其他使用不同形式的药物的人迅速对该实验进行了跟进。
26.update
1) n. [C] the most recent news or information about something更新；升级
e.g. The speed of the computation affects the sampling size and speed of updates.
计算速度影响采样大小和更新速度。
The report provides a brief update on the progress of the project.
报告简述工程项目的最新进展。
2) vt. to make something more modern in the way it looks or operates更新；升级
e.g. They decided to update the computer systems.
他们决定更新计算机设备。
Luckily, most modern firewalls automatically update themselves once a week.
幸运的是，大多数现代防火墙每星期都会自动升级。
参考译文
如何成为一个优秀的销售人员
销售职业的本质并非复杂，优秀的销售人员努力为他们的雇主和自己增加利润。然而，只有了解顾客的动机，并以这种了解为基础与他建立私人联系，才能成为一个伟大的销售人员。达成交易需在谈话时密切关注客户。这样才能建立完成销售所必须的彼此间的信任。
调整你的方法
推销时要领会销售对象的言下之意并调整自己的讲话习惯。迎合客户的会话风格能促进你与他的关系，这是做销售的第一步。
关注客户的需求
以提问形式来确定客户的需求，而不要在客户详述需求前抖出销售方案。大多数人在没有看到你有兴趣关注他们时，他们是不会认账购买的。另外，如果你一开始就直奔主题，展开推销攻势，他们才不会感兴趣。同时也不要长篇大论地讲解。虽然表现懂行是很重要，但不要过头。
坚持不懈
别让拒绝拖延你的努力。大约40%的顾客在购买前会至少说一次“不”。高效的销售人员懂得大多数人会说“不”，但他们会一直努力，直到听到一个不同的答案。多关注工作绩效，少感情用事。哪怕只有一个人接受了你的推销，那也是个好的开端。
发起与客户的互动
谈话结束后继续关注你的客户。询问客户是什么原因导致他们不使用你的产品或服务，
继而奉上你的提议，但要在你确定那些遗留的问题得以解决后。即使到了这个阶段，如果客
户没有得到你与他的互动，客户仍有可能失去购买兴趣。在等待他的回应时研究他的行为有什么言下之意。
其他的考虑
为产生销售做好准备。获取潜在客户的购买意向并在一个更好的时间后跟进，或者把他
的名字放入你会定期发邮件的收信人名单里。你有机会再试一次而获得成功。然而，如果客
户要求你不要再给他打电话也不要有挫败感—他只是说你的产品或服务不适合他。
☛ Fill in each blank with one word according to the passage you have just read.
Reading Activity 2 Read and Think Critically
（略）
After-reading Activity 1 Develop Your Vocabulary
☛ Complete each sentence with the proper form of the word given in brackets.
1. It is essential (essence) that your diet is varied and balanced.
2. I cannot connect (connection) the two things in my mind.
3. Environmental protection and economic development are mutually (mutual) improved.
4.We may say that innovation is the motivation（motivate）of the development.
5. All of us have feelings and emotional (emotion) reactions to certain things in life.
6. This summer school presents an opportunity to experience all aspects (aspect) of dance.
7. Drug manufacturing is the most profitable (profit) business in America.
8. She felt nervous, increasingly lacking in confidence (confident) about herself.
9. I think the president was correct to reject（rejection）the offer.
10. These machines are constantly updated (update) by improving the design of the computers.
After-reading Activity 2 Know More Expressions
☛ Tell the meaning of each expression after the given example.
e.g. build on that knowledge to create connection 依靠了解来建立联系
build on our reputation 依靠信誉
build on past successes 依靠过去的成功
build on your support 依靠您的支持
e.g.roll out your offer 推出销售方案
roll out a business plan 推出商业计划
roll out new programs 推出新项目
roll out all tablets 推出所有平板产品
e.g.rush into your sales pitch 匆忙展开推销
rush into a new job 匆忙从事新工作
rush into buying the expensive boots 匆忙买下昂贵的靴子
rush into a decision 匆忙做出决定
e.g.take an interest in them 对他们感兴趣
take an interest in learning English 对学习英语感兴趣
take an interest in traveling 对旅游感兴趣
take an interest in the sports club 对体育俱乐部感兴趣
e.g.follow up at a better time later 稍后在一个更好的时间跟进
follow up the operating cost 跟进运营成本
follow up a human resources project 跟进人力资源项目
follow up quality issues 跟进质量问题
After-reading Activity 3 Listen and Write
☛ Listen to the following sentences and fill in the missing letters of each word. Check whether you really understand their meanings and can spell them correctly.
1.The poem is so complicated（复杂的） that I cannot make out its meaning.
2.The firm has identified 60 potential（潜在的） customers at home and abroad.
3.John has tried to adapt (适应) to the local customs.
4.The main topic of conversation（谈话）was the likely outcome of the election.
5.The meeting discussed how to promote（促进） cooperation between the two countries.
6.Please confirm（确认） your acceptance of this offer in writing.
7.If you make a promise（承诺）, you should keep it .
8.There was a block（障碍物） in the pipe and the water couldn’t flow away.
9.The president was in full agreement with the proposal (提议).
10.This is a big issue（问题）. We need more time to think about it.