12．Allow me to introduce you to Terry，a window salesman from England．If I could take you back about 20years，you'd know Terry as a complete green hand，who was wet behind the ears in just about everything he attempted．A person couldn't sell false teeth to his own Granny，let alone he could compete with the other salespeople in the industry． You know，the kind who could sell snow to Eskimos．
Terry's boss decided to send him out on a practical field trip on his first day．So off he went，but he was extremely nervous．With his hands and his knees shaking，he approached the front door and knocked at it．And an old woman appeared．After dozens of cups of tea and pieces of biscuits，the woman signed a contract and purchased over 7，000worth of windows．
The woman had already talked with 6excellent salesmen that week，all of whom offered her cheaper ones!That's right-Terry's price was the most expensive and he was also the most inexperienced salesman there ever was．
So，what happened then？Here comes the secret．The woman said she liked the young lad more than the others．That's all there was to it．She didn't care about the extra expense．Even the other salesmen couldn't persuade her to pay less than this young lad was asking for．
The truth is that the young lad left on the woman the first impression that shone brighter than any of the salesman's talk．First impressions count，not the sales techniques，not the low prices．The actual"personality"the kid honestly gave was all that was required．If you market your own products and services，consider what impression you are giving to others．If you appeal to them，then you've already done half of the work．If this means redesigning your presentation，then so be it．If this means going out of your way to be polite，helpful and giving the best possible shopping experience to your customers，the so be it．
28．When Terry was offered the job of salesman，heB．
A．was good at sales techniques
B．knew little about sales skills
C．was believed in by his boss
D．was too young to do it
29．The underlined sentence in Paragraph 1suggests thatD．
A．Terry couldn't trade with Eskimos
B．Terry loved his Granny more
C．Terry was afraid to compete
D．Terry was too honest to do the job
30．What made the young lad succeed in selling the window to the old woman？A
A．First impression of good personality．
B．Being honest and childish．
C．High quality and expensive window．
D．Strange ways of sales．
31．The passage is most likely written toB．
A．general readers
B．new salesmen
C．window makers
D．new graduates．
分析 本文是一篇人物故事類閱讀，屬于記敘文，主要通過介紹了一個完全沒有銷售技能的銷售員成功賣掉產(chǎn)品的故事，來給新的銷售員提出的一些建議．
解答 28．B．細(xì)節(jié)理解題．根據(jù)第一段內(nèi)容"If I could take you back about 20 years，you'd know Terry as a complete green hand，who was wet behind the ears in just about everything he attempted．"如果我把你帶回到20年前，你會知道那時Terry完全是一個新手，對他嘗試做的一切都沒有經(jīng)驗．可知這里Terry做銷售時，完全不了解銷售技巧．故選B．29．D．句意理解題．畫線部分的意思：一個不能把假牙賣給他奶奶的人，更不用說他能和這個行業(yè)的其他銷售員競爭了．說明他太誠實了，不適合做銷售這樣的工作．故選D．
30．A．細(xì)節(jié)理解題．根據(jù)最后一段第一句"The truth is that the young lad left on the woman the first impression that shone brighter than any of the salesman's talk．"可知讓老太太買他的玻璃的真正原因是Terry給她留下了很好的第一印象．故選A．
31．B．推理判斷題．根據(jù)最后一段的表述"If you appeal to them，then you've already done half of the work．If this means redesigning your presentation，then so be it．If this means going out of your way to be polite，helpful and giving the best possible shopping experience to your customers，the so be it．"如果你吸引他們，那么你已經(jīng)成功了一半；如果這意味著要重新設(shè)計你的出場，那么這樣做吧；如果這意味著你要給你的顧客以新的購物體驗，那么這樣做吧．可知文章是寫給銷售新手看的，給他們提供了一些銷售建議．故選B．
點評 本文是一篇人物故事類閱讀，題目涉及多道細(xì)節(jié)理解題，句意理解題，推理判斷題．做題時學(xué)生應(yīng)仔細(xì)閱讀原文，把握文章主要內(nèi)容，聯(lián)系文章上下文內(nèi)容并結(jié)合所給選項含義，從中選出正確答案，一定要做到有理有據(jù)，切忌胡亂猜測．
