Thanks to its revoluntionary sales method, it enjoyed almost _______ years of business growth until 2005, when Payless' sales began to decline.

Aid to Reading

"Thanks for replying so quickly. Not only do you guys have an outstanding product but you also back it up with amazing customer service. I wish everyone in business was as customer service oriented as you."

Jonathan Smithson, ON, Mexico.

"I love the product. I have already increased my reading speed by about 100 wpm. What a time saver! I have recommended it to anyone that talks about needing to read lots of material."

Steven Judd, Oklahoma, AUSTRALIA.

"I am a speed reading training instructor and have used Ace Reader myself for the past few years. I also recommend it to all of my students as the best speed reading software on the market. My kids use it and have seen speed increases and really love the word games. I highly recommend this program."

Pam Mullan, Red Creek, NEW ZEALAND.

"I teach speed reading and reading improvement; this is the second year I have used this program with my students. I find that the students who focus on the program increase their reading speed ... most double their speed, and some triple their speed. They enjoy the word games, as well. "

Deanna Fleck, Edmond, OK, USA.

What are all these people talking about?

A．Reading software.

B．A reading course.

C．A good service.

D．A class program.

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: Susan! Could I have a word with you while you are having your coffee?

W: Of course, David! Let's find a quiet comer over there.

M: The manager asked me to tell you that he appreciated your efforts last year very much.

W: Thanks, David. That makes me feel a lot better. I try my best, you know. You can tell him that I am grateful for his confidence in me.

M: Yes, I'll certainly pass that on to him. Your sales figures for the last two years have been remarkably good.

W: Manchester is a good area to work in. There are a lot of businesses opening all the time. I try to make contact with the managers as soon as I know a new company is starting up. "The early bird catches the worm!" as they say.

M: I'm sure that's true, but there is more to it than that, isn't there. Susan? You seem to be very confident and this helps your sales.

W: Yes, I've been working on that for some time. I think that if I appear confident and successful, people are more likely to buy our goods.

M: Well, you certainly seem successful at that. Your sales figures prove that. I was wondering if you could give a short talk tomorrow afternoon on the idea of being confident as a sales representative. Do you think you could put together something on that topic?

W: I think I could manage. I'll work on it this evening.

M: I would be grateful if you could do that for me. I'm sure the others would benefit from that kind of talk.

W: About how long do you want me to speak for?

M: Something like 20 minutes, if that's all right?

W: And what sort of thing do you want me to talk about?

M: Oh. How to build up your confidence, present yourself to customers, that sort of thing.

W: I'll work on it later then, David.

M: Thanks, Susan...let me take your coffee cup back for you. I think it is about time we got back to the conference.

(23)

A．In Manchester.

B．In London.

C．In Birmingham.

D．In Belfast.

听力原文： It was not until one hundred and fifty years ago that scientists learned about the existence of dinosaurs. Thanks to an English doctor and his wife, the door was opened to this zoological study. Reasoning that these animals' tremendous size must have made them terrible creatures, scientists combined two Greek words, deimos, meaning terrible, and sauros, meaning lizards, to form. the word dinosaur.

After many years of study, they determined that these beasts roamed the earth for millions of years, and ceased to exist some sixty million years ago.

Unbelievable as it may seem, not all dinosaurs were carnivorous, that is, meat eating. Many were herbivorous, or vegetarians.

By reassembling the bones found at digging sites, scientists have been able to reconstruct the skeletons and learn great deal about the dinosaur's living conditions. They have learned that dinosaurs inhabited not only the land, but also the water and sky.

(33)

A．Beasts.

B．Herbivorous.

C．Carnivorous.

D．Dinosaurs.

During the first 70 years of the 20th century, inequality declined and Americans prospered together. Over the last 30 years, by contrast, the United States developed the most unequal distribution of income and wages of any high-income country.

Some analysts see the gulf between the rich and the rest as an incentive for strivers, or as just the way things are. Others see it as having a corrosive effect on people's faith in the markets and democracy. Still others contend that economic polarization is a root cause of America's political polarization. Could, and should, something be done?

Claudia Goldin and Lawrence F. Katz, two Harvard economists, think yes. Their book, the Race Between Education and Technology (Harvard, $ 39.95), contain many tables, a few equations and a powerfully told story about how and why the United States became the world's richest nation--namely, thanks to its schools.

The authors skillfully demonstrate that for more than a century, and at a steady rate, technological breakthroughs--the mass production system, electricity, computers--have been increasing the demand for ever more educated workers. And, they show, America's school system met this demand, not with a national policy, but in grassroots fashion, as communities taxed themselves and built schools and colleges.

If only it were that easy.

The authors' argument is really two books in one. One offers an incisive history of American education, especially the spread of the public high school and the state university system. It proves to be an uplifting tale of public commitment and open access. The authors remind us that the United States long remained "the best poor man's country". A place where talent could rise.

The other story rigorously measures the impact of education on income. The authors' compilation of hard data on educational attainment according to when people were bona is an awesome achievement, though not always a gripping read.

They show that by the 1850s, America's school enrollment rate already "exceeded that of any other nation". And this lead held for a long time. By 1960, some 70 percent of Americans graduated from high school--far above the rate in any other country. College graduation rates also rose.

In the marketplace, such educational attainment was extremely valuable, but it didn't produce wide economic disparity so long as more people were coming to the job market with education. The Wage premium-- or differential paid to people with a high school or a college education--fell between 1915 and 1950.

But more recently, high school graduation rates flatlined at around 70 percent. American college attendance roses, though college graduation rates languished. The upshot is that while the average college graduates in 1970 earned 45 percent more than high school graduates, the differential three decades later exceeds 80 percent.

"In the first half of the century," the authors summarize, "education raced of technology, but later in the century technology raced ahead of educational gains."

Proving that the demand for and supply of educated workers began not in the time of Bill Gates but in the era of Thomas Edison is virtuoso social science. But wasn't a slowdown in rising educational attainment unavoidable? After all, it's one thing to increase the average years of schooling by leaps and bounds when most people start near zero, but quite another when national average is already high.

The authors reject the idea that the United States has reached some natural limit in educational advances. Other countries are now at higher levels.

What, then, is holding American youth back?

The authors give a two-part answer. For one thing, the financial aid system is a maze. More important, many people with high school diplomas are not ready for college.

The second problem, the authors write, is concen

A．The wage movements in the U.S. are dominated by swings in the demand for education-related skills.

B．The American educational system is what made American the richest nation in the world.

C．Technology raced ahead of education in the first half of the 20th century.

D．American high school graduation rates leveled off at 80 percent in 1970.

•Read the report below about German economy.

•Choose the best word to fill each gap from A, B, C or D on the opposite page.

•For each question 19-33, mark one letter (A, B, C or D) on your Answer Sheet.

Dear Sally,

I write this report to give a brief account of German economy. Please read through it and make any comment as you like. Thanks!

Bob

WHAT'S PUTTING A DAMPER ON GROWTH

Recovery in Germany will remain halting through the year. The economy barely grew in the first quarter after two quarters of (19) , and while export-oriented businesses are making headway, domestic demand remains (20) The economy will struggle to grow 1% this year.

Both consumer spending and business investment (21) in the first quarter, and neither is gaining (22) in the second. Retail sales in May fell for the second month in a row, as May unemployment posted the largest rise in five years. The jump resulted in (23) from new legislation, strike activity and holidays but it also (24) a large number of job losers and poorer (25) of finding a job. Economic growth won't be strong enough to improve the labor market significantly until next year.

Business (26) is improving slowly. The closely watched (27) from the IFO institute dropped in June, and attitudes are mixed. Big exporters seem more (28) , but builders and retailers are more (29) On June 24, Germany's retail trade association (30) its sales forecast for this year.

On the plus side, weak domestic demand and falling oil prices are (31) inflation and delaying the urgency for the European Central Bank to raise interest rates. The euro's 12% rise vs. the dollar since February is an additional inflation dampener.

Eventually, rising exports will (32) capital spending, and consumers will benefit from rising pay -- helped by recent wage (33) -- along with low inflation and interest rates and planned tax cuts. But that is next year's story.

(19)

A．contraction

B．depression

C．deduction

D．deflation