No one can behave（）, completely regardless of social conventions.

My Space and other Web sites have unleashed a potent new phenomenon of social networking in cyberspace,【1】at the same time, a growing body of evidence is suggesting that traditional social【2】play a surprisingly powerful and under-recognized role in influencing how people behave.

The latest research comes from Dr. Nicholas A. Christakis, at the Harvard Medical School, and Dr. James H. Fowler, at the University of California at San Diego. The【3】reported last summer that obesity appeared to【4】from one person to another【5】social networks, almost like a virus or a fad. In a follow-up to that provocative research, the team has produced【6】findings about another major health【7】: smoking. In a study published last week in the New England Journal of Medicine, the team found that a person's decision to【8】the habit is strongly affected by【9】other people in their social network quit—even people they do not know. And, surprisingly, entire networks of smokers appear to quit virtually【10】.

For【11】of their studies, they【12】of detailed records kept between 1971 and 2003 about 5,124 people who participated in the landmark Framingham Heart Study. Because many of the subjects had ties to the Boston suburb of Framingham, Mass. , many of the participants were【13】somehow—through spouses, neighbors, friends, co-workers—enabling the researchers to study a network that【14】12,067 people.

Taken together, these studies are【15】a growing recognition that many behaviors are【16】by social networks in【17】that have not been fully understood. And【18】may be possible, the researchers say, to harness the power of these networks for many【19】, such as encouraging safe sex, getting more people to exercise or even【20】crime.

(1)

A．so

B．but

C．as

D．although

听力原文：Man: Good morning everyone and welcome. Thanks for coming. My name is Bob Leduc. Today I will talk about some selling tactics. The following 3 simple selling tactics produce sales by responding to the way customers normally think and behave They work for any business—regardless of what you sell, how you sell or where you sell it.

1. Pay Attention to Getting Attention

Can you remember the last 3 advertising messages beamed at you? Can you remember even one of them? Most people can't, including your prospective customers. That's because they automatically ignore the steady stream of advertising directed at them. This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention—and get it fast—or your sales message will be ignored. Here are 3 proven ways you can capture a prospect's attention quickly: Make a dramatic statement: Example: "Even, My Doctor Uses These Health Products"; Surprise your prospects with something unexpected: Example, "Try our service without charge for one month; why aren't you making six figures?" And I'd like to tell you a tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away—unless something instantly catches their attention.

2. Emphasize the Human Relationship Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you. If you sell online or in some other ways where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are umquely qualified to provide what your customer wants. And there is a tip. Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective customers confident of your ability to deliver what you promise.

3. Trigger Your Customer's Imagination Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits. Be specific. If you sell financial products, describe what it feels like to enjoy an affluent living without debt. If you sell boats, describe what it feels like cutting through the waves with your friends onboard. If you promote a business opportunity, describe what it feels like to be at home working without a boss. And I'd like to introduce a tip. Be sure your word pictures are dramatizing benefits and not describing features. People don't really care about the new high-tech insulation used in their beverage cooler (a feature). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit). These 3 selling tactics produce sales by responding to normal human behavior. Use them in your web pages, sales letters and personal presentations. The volume of business they produce will surprise you.

?You will hear a business presentation about 3 simple selling tactics.

?As you listen, for questions 1-12, complete the notes, using up to three words or a number.

?After you have listened once, replay the recording.

SELLING TACTICS

NOTES

Business Presentation

Pay Attention to Getting Attention

1．A major obstacle of selling things is that your sales message will be______.Three proven ways you can capture a prospect's attention quickly:

2．Make a______.

3．Surprise your prospects______.

4．Include attention getting headlines on all______.

听力原文：M: Good morning everyone and welcome. Thanks for coming. My name is Bob Leduc. Today I will talk about some selling tactics. The following 3 simple selling tactics produce sales by responding to the way customers normally think and behave. They work for any business—regardless of what you sell, how you sell or where you sell it.

1. Pay Attention to Getting Attention Can you remember the last 3 advertising messages beamed at you? Can you remember even one of them? Most people can't, including your prospective customers. That% because they automatically ignore the steady stream of advertising directed at them. This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention—and get it fast—or your sales message will be ignored. Here are 3 proven ways you can capture a prospect's attention quickly, Make a dramatic statement: Example: "Even My Doctor Uses These Health Products" I Surprise your prospects with something unexpected: Example: "Try our service without charge for one month; why aren't you making six figures?" And I'd like to tell you a tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away—unless something instantly catches their attention.

2. Emphasize the Human Relationship Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example: If you sell face to face, spend some time early in the soiling process getting to know a little about your prospects and letting them get to know you. If you sell online or in some other way where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are uniquely qualified to provide what your customer wants. And there is a tip. Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective customers confident of your ability to deliver what you promise.

3. Trigger Your Customer's Imagination Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits. Be specific. If you sell financial products, describe what it feels like to enjoy an affluent living without debt. If you sell boats, describe what it feels like cutting through the waves with your friends onboard. If you promote a business opportunity, describe what it feels like to be at home working without a boss, And I'd like to introduce a tip. Be sure your word pictures are dramatizing benefits and not describing features. People don't really care about the new high-tech insulation used in their beverage cooler (a feature). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit). These 3 selling tactics produce sales by responding to normal human behavior. Use them in your web pages, sales letters and personal presentations. The volume of business they produce will surprise you.

&8226;You will hear a business presentation about 3 simple selling tactics.

&8226;As you listen, for questions 1—12, complete the notes, using up to three words or a number.

&8226;You will hear the recording twice.

SELLING TACTICS

NOTES

Business Presentation

Pay Attention to Getting Attention

1. A major obstacle of selling things is that your sales message will be______ Three proven ways you can capture a prospect's attention qu

Economics, as we know it, is the social science concerned with the production, distribution, exchange, and consumption of goods and services. Economists focus on the way in which individuals, groups, business enterprises, and governments seek to achieve efficiently any economic objective they select. (46)Other fields of study also contribute to this knowledge: Psychology and ethics try to explain how objectives are formed, history records changes in human objectives, and sociology interprets human behavior. in social contexts. Standard economics can be divided into two major fields. (47)The first, price theory or microeconomics, explains how the interplay of supply and demand in competitive markets creates a multitude of individual prices, wage rates, profit margins, and rental changes. Microeconomics assumes that people behave rationally. Consumers try to spend their income in ways that give them as much pleasure as possible. As economists say, they maximize utility. For their part, entrepreneurs seek as much profit as they can extract from their operations. The second field, macroeconomics, deals with modern explanations of national income and employment. Macroeconomics dates from the book, The General Theory of Employment, Interest, and Money (1935), by the British economist John Maynard Keynes. His explanation of prosperity and depression centers on the total or aggregate demand for goods and services by consumers, business investors, and governments. (48)Because, according to Keynes, inadequate total demand increases unemployment, the indicated cure is either more investment by businesses or more spending and consequently larger budget deficits by government. Economic issues have occupied peoples minds throughout the ages. (49)Aristotle and Plato in ancient Greece wrote about problems of wealth, property, and trade, both of whom were prejudiced against commerce, feeling that to live by trade was undesirable. The Romans borrowed their economic ideas from the Greeks and showed the same contempt for trade. (50)During the Middle Ages the economic ideas of the Roman Catholic church were expressed in the law of the church, which condemned the taking of interest for money loaned and regarded commerce as inferior to agriculture. Economics as a subject of modern study, distinguishable from moral philosophy and politics, dates from the work, Inquiry into the Nature and Causes of the Wealth of Nations (1776), by the Scottish philosopher and economist Adam Smith. Mercantilism and physiocracy were precursors of the classical economics of Smith and his 19th-century successors.

Well-behaved children can rise high in their life and gain respect from others as well.

A．Y

B．N

C．NG

A．We have got to the stage of real civilization.

B．We can keep the rules and behave properly in daily life.

C．Governments have learned to keep the rules.

D．We still behave like savages.