1、大学英语六级（2013 年 12月考试改革适用）-试卷 198及答案解析(总分：118.00，做题时间：90 分钟)一、Writing(总题数：2，分数：4.00)1.Part I Writing（分数：2.00）_2.For this part, you are allowed 30 minutes to write a short essay. You should start your essay with a brief description of the picture and then express your view on The Value of Labor. You ca
2、n cite examples to illustrate your point. You should write at least 150 words but no more than 200 words.（分数：2.00）_二、Listening Comprehens(总题数：11，分数：50.00)3.Part II Listening Comprehension_4.Section A_A.80,000.B.100,000.C.400,000.D.800,000.A.Helping people start their own small businesses.B.Providing
3、 accommodation for holidaymakers.C.Linking providers of spare rooms to holidaymakers.D.Linking providers of parking spaces to drivers.A.About 34,000.B.About 800,000.C.About 20,000.D.About 200,000.A.By collecting donations from its believers.B.By promoting its online religion services.C.By renting ou
4、t its church for big ceremonies.D.By charging travelers money for using its parking spaces.A.In the basement.B.On the ground floor.C.On top floors.D.In the penthouse.A.In 236 BC.B.In the Middle Ages.C.During World War I.D.During the Industrial Revolution.A.Wind.B.Gas.C.Steam power.D.Solar power.A.Th
5、e US.B.Italy.C.China.D.Russia.5.Section B_A.Humans social structure is the most complicated.B.Humans are able to cooperate with each other.C.Prediction is the key to humans survival.D.Humans are sensitive and motivated.A.Boiling hot water.B.Slightly hot water.C.Room temperature water.D.Icy cold wate
6、r.A.Watching “warm“ videos.B.Watching control videos.C.Watching “cold“ videos.D.All of the above.A.To solve economic problems.B.To increase gender equality.C.To follow the international trend.D.To increase the number of population.A.Only mothers can take the paid parental leave.B.No parental leave c
7、an be taken after the child is 8.C.Only families of two working parents can enjoy the paid leave.D.Parents must reserve the paid parental leave in advance.A.2 weeks.B.10 weeks.C.2 months.D.3 months.A.They worry about the salary cut.B.They are in favor of taking the leave.C.They think women should be
8、nefit more.D.They have to take more responsibility for child rearing.6.Section C_A.Everyone should admit that they have enemies.B.Humble people have fewer enemies.C.It is terrible to have enemies.D.Generous people have no enemies.A.People are bom with them.B.They are invalid.C.People cannot get rid
9、of them.D.They can destroy peoples ambitions.A.Fear.B.Worry.C.Doubt.D.Overcaution.A.It makes people mentally ill.B.It hinders peoples improvement.C.It gives people too much stress.D.It makes people successful.A.Typing notes on computers is less effective.B.Many college students prefer writing notes
10、by hand.C.Writing notes by hand is much better for long-term memory.D.Computers may hurt students academic performance.A.Because they are too lazy to write down too many words.B.Because they write slower than they type.C.Because they cant remember all the words.D.Because they cant understand what th
11、e teacher says.A.Turn off the computer and write notes by hand.B.Write down what the professor says word-for-word.C.Type slowly to summarize the main points.D.Use some technologies for writing notes by hand on computers.A.People seldom talk about happiness these days.B.The number of books with “happ
12、iness“ in the title is less than 40.C.There is a huge wave of interest in happiness among researchers.D.There are a few traps that make it possible to think straight about happiness.A.The huge wave of interest in happiness.B.A reluctance to admit complexity.C.A confusion between experience and memor
13、y.D.The focusing illusion.A.It is someone who lives in the past.B.It is someone who is capable of re-living the past.C.It is someone who maintains the story of our life.D.It is similar to the remembering self.三、Reading Comprehensio(总题数：8，分数：60.00)7.Part III Reading Comprehension_8.Section A_There is
14、 much discussion today about whether economic growth is desirable. At an earlier period, our desire for material wealth may have been 1. Now, however, this desire for more than we need is causing serious problems 2. Even though we have good 3, we may be producing too much, too fast. Those who critic
15、ize economic growth argue that we must slow down. They believe that society is 4certain limits on growth. These include the fixed supply of natural resources, the possible 5effects of industry on the natural environment, and the continuing increase in the worlds population. As society reaches these
16、limits, economic growth can no longer continue, and the quality of life will 6. People who want more economic growth, on the other hand, argue that even at the present growth rate there are still many poor people in the world. These 7of economic growth believe that only more growth can create the ca
17、pital needed to improve the quality of life in the world. Furthermore, they argue that only continued growth can provide the 8resources required to protect our natural surroundings from industrialization. This debate over the desirability of continued economic growth is of 9importance to business an
18、d industry. If those who argue against economic growth are correct, the problems they mention cannot be 10. To find a solution, economists and the business community must pay attention to these problems and continue discussing them with one another.A)approaching I)intentionB)constantly J)justifiedC)
19、decrease K)negativeD)enlarge L)positiveE)financial M)proponentsF)fundamental N)rigidlyG)ignorant O)specification H)ignored（分数：20.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_10.Section B_Sales TechniquesAYou have your sales team screened, hired, and trained on the feature
20、s and benefits of your product and now its time to put their “feet on the street!“ But what about their sales approach? Did you think through the possible sales techniques can your team make an informed choice about what would work most effectively for your product and market? If not, your team may
21、not be off to the fast break(快攻)you hope for. Take the time to think about what approach would work best for the sales environment your reps will be facing.BIf youre in a consulting or service-oriented business you know that its going to require a relationship building process, but a product sales e
22、nvironment may require the same thing. The art of selling is not as straight forward as you may think. If you havent been out there and sold before(as many new business owners havent)then you may benefit from going through this workshop and identifying what you think might work for your business. If
23、 youre a seasoned sales professional now in a sales management position there may also be a thing or two for you.CEarly books about sales techniques(were talking about the early 1900s)included key words like ethics, service, relationships, hard work, doing the best job possible, and loyalty to your
24、company. These all led to the idea of building a friendship and relationship with your customers so they would keep coming back.(Sound familiar?)After about 10 years, other ideas began to surface. Door-to-door salesmen discovered that they could increase their sales by using specific words and speci
25、fic persuasion methods. This led to the perfecting and proliferation(激增)of sales techniques that focused not on the customers needs or building a relationship, but on closing techniques and methods that rated a one-time sale, which was their only interest.DThe foundations of most modern sales techni
26、ques lie in five stages of action. These began in the 1950s and include:(1)Attention: You have to get the attention of your prospect through some advertising or prospecting method.(2)Interest: Build their interest by using an emotional appeal such as how good they will look to their boss when they m
27、ake this deal that will save the company thousands of dollars!(3)Desire: Build their desire for your product by showing them its features and letting them sample or test-drive it.(4)Conviction: Increase their desire for your product by statistically proving the worth of your product. Compare it to i
28、ts competitors. Use testimonials(推荐书)from happy customers.(5)Action: Encourage the prospect to act. This is your closing. Ask for the order. If they object, address their objections.EThere are then many variations of closing techniques that can help get the business. There is a plethora(过剩)of closin
29、g techniques that range from hard sell to soft sell and everything in-between. Some of these include:(1)A Direct CloseSimply ask for the order when you are sure your prospect is ready.(2)A Deal/Concession(让步)CloseUsing this closing technique gives the prospect the feeling that they are making a smar
30、t choice and saving money(or getting more value). Use it with phrases like “ Order today and I can add this other module for only 10 percent more. “(3)A Time-Driven CloseThis one works well with statements like, “prices are going up next week, so you should go ahead and let me place your order today
31、. “FMany more closing techniques exist, but were going to focus on one of the more successful techniques for building a large and loyal customer base. That focus is, once again, Relationship Selling.GDid you know that it costs more than five times as much to get a new customer as it does to keep an
32、existing customer? That in itself should help you understand the value of building a relationship with your customers and turning them into both repeat buyers and spokespeople for your company. Word of mouth referrals are still one of the best ways to make new sales. If Joe tells Ed he got a great d
33、eal from Joanna at XYZ company, then Ed is more likely to go to Joanna and also buy(or at least be receptive if Joanna calls him to set up an appointment.)HRelationship selling is all about building a friendship or relationship with your prospects and listening to their needs. Once youve built that
34、relationship, shown you care, and earned their trust, you are on the road to making them a customer. Knowing their needs and finding out their secret fears(for example, your client may confide to you, “If I cant make this project work within budget, my boss will probably replace me!“)can help you fi
35、nd solutions for them that are exactly on-target with their needs and build an even stronger relationship. With a relationship in place, working out details is a breeze. Those details become obstacles if you dont have the existing relationship.IAs a client, some of my best experiences with sales peo
36、ple were with those who honestly listened to my needs, and showed an interest in more than just the business. They came in with a low pressure, open, and honest approach and won my business. I didnt mind setting up appointments for their visits. I looked forward to them. It was in low pressure and f
37、riendly. My company received good service, good prices, and everyone was happy. I knew they would react quickly if I had problems or emergency needs. So, when competitors called, I quickly told them we were happy with our current vendoreven if they may have been able to give us a better price! Thats
38、 part of the power of relationship selling!JMost people react negatively to high pressure sales. In relationship selling, high pressure is not typically part of the equation, simply because its hard to have a friendly relationship with a client who feels pressured by you. In relationship selling, yo
39、u become a form of support for your clients. Your services or products become something they depend on, and the more you can suit their needs and make their jobs easier, the better they will respond to additional sales offers. Youll also find that relationship selling benefits companies that offer p
40、roducts in very competitive marketsparticularly if there isnt a lot of difference between products!KPart of relationship selling involves mamtaining regular contact. If you neglect a client who has trust in your integrity as a person and as a salesperson, that client may finally be forced to turn to
41、 your competitor(who has probably been calling regularly to get their business). So, make sure you not only build the relationship, but keep regular contact and keep all channels of communication open. Make available several methods of contact for any type of emergency need. Or you may find that, in
42、 an emergency, your client was forced to contact that persistent competitor and discovered that, “Hey, he/shes a nice person too! And their product is maybe even a little better! Hmmmm!“ So, the lesson is, make sure you maintain contact and are always accessible to your clients, or you may find your
43、self having to replace them!LAn important part of relationship selling is also having the technology available to manage and maintain those relationships. That often comes in the form of contact management software or a good Customer Relationship Management(CRM)system.（分数：20.00）(1).Arousing potentia
44、l customers attention is the first action among the five stages of sales techniques.（分数：2.00）填空项 1:_(2).After the sales team is built up, the representatives should know the products first.（分数：2.00）填空项 1:_(3).For a customer, the most successful visits of the salesmen should be the honest ones.（分数：2.
45、00）填空项 1:_(4).Using the techniquethe Deal/Concession Close, you can let your potential customers feel that they are saving money.（分数：2.00）填空项 1:_(5).In order not to lose your clients, you should contact with the clients frequently and make yourself always accessible(to them).（分数：2.00）填空项 1:_(6).If y
46、ou havent got any experience of selling, the author suggests that this article may be helpful.（分数：2.00）填空项 1:_(7).Keeping a relationship with your customer is worthwhile partly because he may speak for your company, which is helpful in making new sales.（分数：2.00）填空项 1:_(8).It is helpful for you to find solutions when knowing your customers spec
