1、大学英语六级（ 2013年 12月考试改革适用）模拟试卷 198及答案与解析 一、 Part I Writing 1 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 can cite examples to illustrate your point. You shoul
2、d write at least 150 words but no more than 200 words. Section A （ A） 80,000. （ B） 100,000. （ C） 400,000. （ D） 800,000. （ A） Helping people start their own small businesses. （ B） Providing accommodation for holidaymakers. （ C） Linking providers of spare rooms to holidaymakers. （ D） Linking providers
3、 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 out its church for big ceremonies. （ D） By charging travelers money for using
4、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） The US. （ B） Italy. （
5、C） China. （ D） Russia. 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 wat
6、er. （ D） Icy cold water. （ 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 moth
7、ers can take the paid parental leave. （ B） No parental leave can 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
8、 about the salary cut. （ B） They are in favor of taking the leave. （ C） They think women should benefit more. （ D） They have to take more responsibility for child rearing. Section C （ A） Everyone should admit that they have enemies. （ B） Humble people have fewer enemies. （ C） It is terrible to have
9、enemies. （ D） Generous people have no enemies. （ A） People are bom with them. （ B） They are invalid. （ C） People cannot get rid 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 improvemen
10、t. （ 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 by hand. （ C） Writing notes by hand is much better for long-term memory. （ D） Computers may hurt students academic performance.
11、（ 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 the teacher says. （ A） Turn off the computer and write notes by hand. （ B） Write down what the professor s
12、ays 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 “happiness“ in the title is less than 40. （ C） There is a huge wave of interest in ha
13、ppiness 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 memory. （ D） The focusing illusion. （ A） It is someone who lives
14、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. Section A 26 There is much discussion today about whether economic growth is desirable. At an earlier period, our desire for mater
15、ial wealth may have been【 C1】 _. Now, however, this desire for more than we need is causing serious problems【 C2】 _. Even though we have good【 C3】 _, we may be producing too much, too fast. Those who criticize economic growth argue that we must slow down. They believe that society is【 C4】 _certain l
16、imits on growth. These include the fixed supply of natural resources, the possible【 C5】 _effects of industry on the natural environment, and the continuing increase in the worlds population. As society reaches these limits, economic growth can no longer continue, and the quality of life will【 C6】_.
17、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【 C7】 _of economic growth believe that only more growth can create the capital needed to improve the quality of life in the world. Furthermore, they
18、 argue that only continued growth can provide the【 C8】 _resources required to protect our natural surroundings from industrialization. This debate over the desirability of continued economic growth is of【 C9】_importance to business and industry. If those who argue against economic growth are correct
19、, the problems they mention cannot be【 C10】 _. 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)intention B)constantly J)justified C)decrease K)negative D)enlarge L)positive E)financial M)pro
20、ponents F)fundamental N)rigidly G)ignorant O)specification H)ignored 27 【 C1】 28 【 C2】 29 【 C3】 30 【 C4】 31 【 C5】 32 【 C6】 33 【 C7】 34 【 C8】 35 【 C9】 36 【 C10】 Section B 36 Sales Techniques AYou have your sales team screened, hired, and trained on the features and benefits of your product and now it
21、s 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 not be off to the fast break(快攻 )you hope
22、 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 environment may require the same thing.
23、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 youre a seasoned sales professional no
24、w 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 company. These all led to the idea of
25、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 specific persuasion methods. This led to th
26、e 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 techniques lie in five stages of action. T
27、hese 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 make this deal that will save the com
28、pany 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 its competitors. Use testimonials(推荐书
29、 )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 closing techniques that range from hard
30、 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 smart choice and saving money(or get
31、ting 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. “ FMany more closing technique
32、s 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 existing customer? That in its
33、elf 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 deal from Joanna at XYZ company
34、, 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 relationship, shown you care,
35、 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 find solutions for them that ar
36、e 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 people were with those who hone
37、stly 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 friendly. My company received
38、 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 part of the power of relati
39、onship 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, you become a form of support
40、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 products in very competitive
41、 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 your competitor(who has p
42、robably 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 an emergency, your client
43、 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 yourself having to replace the
44、m! 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. 37 Arousing potential customers attention is the first
45、action among the five stages of sales techniques. 38 After the sales team is built up, the representatives should know the products first. 39 For a customer, the most successful visits of the salesmen should be the honest ones. 40 Using the techniquethe Deal/Concession Close, you can let your potent
46、ial customers feel that they are saving money. 41 In order not to lose your clients, you should contact with the clients frequently and make yourself always accessible(to them). 42 If you havent got any experience of selling, the author suggests that this article may be helpful. 43 Keeping a relatio
47、nship with your customer is worthwhile partly because he may speak for your company, which is helpful in making new sales. 44 It is helpful for you to find solutions when knowing your customers specific needs. 45 At the turn of the 20th century, sales techniques emphasized building relationships and
48、 closing techniques. 46 Relationship selling not only makes your clients dependent on you, but also helps your company win in competitive markets. Section C 46 Gulliver has a friend who recently gave up his job to study for “The Knowledge“ , the notoriously difficult programme that Londons black-tax
49、i drivers must pass through before getting a license. Would-be cabbies must first gain an encyclopedic(百科全书式的 )knowledge of the capitals central districtsome 25,000 streets and approximately 20,000 landmarksand be able to recite the best way of navigating between them. Studying for “The Knowledge“ typically takes from two to four years. The sacrifice used to be worth it. Although driving a taxi for a living is undoubtedly hard work, cabbies earn a decent wag
