题目内容
？Read the article below about sales.
？Choose the correct word to fill each gap from A, B, C or D.
？For each question (21-30), mark one letter (A, B, C or D) on your Answer Sheet.
Some people believe that you have to be a special kind of person to sell a product. Although it is clear that a successful sales rep does need special talents and an outgoing personality, many of the skills he uses are used by most of us. we build and (21) . relationships with different kinds of people, we listen to and take note of what they tell us and don't just enjoy the sound of our own voices and we explain things to them and share ideas with them.
A company may depend on its own sales team or on the salesmanship of its distributors, wholesalers or retailers. (22) any company needs to establish a personal relationship with its major clients (key accounts) and potential customers (prospects). It is often said that "people do business with people": a company doesn't just deal impersonally (23) another company, but a person in the buying department receives personal visits from people representing the company's suppliers on a regular basis—or in the case of department stores (24) chain stores, a team of buyers may travel around visiting suppliers.
Keeping sales people "on the road" is much more expensive (25) employing them to work in the office and much of their time is spent unproductively traveling. Telephone selling may use the time more productively (though in some countries this is illegal), but a face-to-face meeting and discussion is much more effective. Companies involved in the export trade often have a separate export sales department, (26) travel and accommodation expenses may be very high. Servicing overseas customers may consequently often be done (27) phone, telex or letter. And personal visits may be infrequent. Many companies appoint an overseas agent or distributor whose own sales force takes (28) responsibility for selling their products in another country.
A sales department consists of many people who are based (29) different parts of the country or the world, who don't have the day-to-day contact and opportunities for communicating with each other that office-based staff have. (30) this reason, companies hold regular sales conferences where their entire sales force can meet, receive information and ask questions about new products and receive training.
(21)
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An Organization that Supports the Arts
Aside from perpetuating itself, the sole purpose of the American Academy and Institute of Arts and Letters is to "foster, assist and sustain an interest" in literature, music, and art. This it does by enthusiastically handing out money. Annual cash awards are given to deserving artists in various categories of creativity: architecture, musical composition, theater, novels, serious poetry, light verse, painting, sculpture. One award subsidizes a promising American writer' s visit to Rome. There is even an award for a very good work of fiction that failed commercially--once won by the young John Updike for The Poorhouse Fair and, more recently, by Alice Walker for In Love and Trouble.
The awards and prizes are total about 750,000 a year, but most of them range in size from 5,000 to 12,500, a welcome sum to many young practitioners whose work may not bring in that much money in a year. One of the advantages of the awards is that many go to the struggling artists, rather than to those who are already successful. Members of the Academy and Institute are not eligible for any cash prizes. Another advantage is that, unlike the National Endowment for the Arts or similar institutions throughout the world, there is no government money involved.
Awards are made by committee. Each of the three departments----Literature (120 members), Art (83), Music (47)-----has a committee dealing with its own field. Committee membership rotates every year, so that new voices and opinions are constantly heard. The most financially rewarding of all the Academy - Institute awards are the Mildred and Harold Strauss Livings. Harold Strauss, a devoted editor at Alfred A. Knopf, the New York publishing house, and Mildred Strauss, his wife, were wealthy and childless. They left the Academy -Institute a unique bequest: for five consecutive years, two distinguished (and financially needy) writers would receive enough money so they could devote themselves entirely to "prose literature" (no plays, no poetry, and no paying job that might distract). In 1983, the first Strauss Livings of 35,000 a year went to short -story writer Raymond Carver and novelist- essayist Cynthia Ozick. By 1988, the fund had grown enough so that two winners, novelists Diane Johnson and Robert Stone, each got 50,000 a year for five years.
Which of the following can be inferred about Alice Walker' s book In love and Trouble？
Accurate, legible notes are invaluable aids to the student who is enrolled in a lecture course. Notes should be taken during lectures, and when the student is reading the texts prior to each session of the course. The key to good note-taking is to be able to listen a lot and to write only as much as is needed to re- cord the essence of a point or idea presented by the lecturer. Thus, students should endeavor to identify only the main points and ideas being presented and to mite them down in outline form. They should also strive to take good notes the first time and not play to recopy notes--or to do so only when clarity and conciseness demand it. Finally, they should review their notes for about five minutes on the same day that they take them, and go over them again for about half an hour at least once a week, according to a regular schedule or play. There are no course syllabus to be memorized; instead, the examinations will be based on the material presented in the lectures and textbooks.
What is the main idea of the first paragraph？
All over the world men and women and boys and girls enjoy sports. Sports help people to live happily as well as keep fit. Today I'd like to say something about one of the most popular sports--jogging. The National Adult Physical Fitness Survey showed that 6.5 million adult Americans jog for exercise. The popularity of jogging has been heightened by medical claims of the benefits derived from regular participation in this activity. Regular jogging is credited with promoting a "training effect" that conditions the heart to do more work with less effort; increases the efficiency of the respiratory system by strengthening the muscles that assist breathing; increases blood volume in the body, thereby increasing the oxygen -carrying capacity of the circulatory system; promotes blood vessel flexibility; aids the digestive system; and helps to maintain proper body weight through the high calorie expenditure, It is reasonable to assume that the number of adult joggers will increase if this activity is properly taught and encouraged through school physical education programs. Children should be taught how to jog as well as to understand the benefits that result from regular jogging. It is recommended that motivational programs such as the National Varsity Club Sport Award be utilized to pro- vide added incentive for school jogging programs. In addition to learning the physiological effects of training noted above, students should be given the following information as guidelines for their personal jogging pro- grams.
When jogging, run in an upright position, avoiding the tendency to lean. Keep your back as straight as you can and still remain comfortable, and keep head up. Don' t look at your feet.
Hold arms slightly away from body, with elbows bent so that forearms are approximately parallel to the ground. Occasionally shaking and relaxing the arms and shoulders will help reduce the tightness that some- times develops while jogging. Periodically taking several deep breaths and blowing them out completely will also help you to relax.
It is best to land on the heel of the foot and rock forward so that you drive off the ball of the foot for your next step. ff this proves difficult, try a more flat - footed style. Jogging only on the balls of the feet, as in sprinting, will produce severe leg soreness.
Keep steps short, letting foot strike the ground beneath the knee instead of reaching to the front. Length of stride should vary with your rate of speed. Breathe deeply with mouth open. Do not hold breath. If for any reason you become unusually tired or uncomfortable, slow down, walk, or stop.
How many adult Americans jog for exercise according to The National Adult Physical Fitness Survey ？
Sigmund Freud, an Austrian neurologist, was the founder of psychoanalysis and, some Would say, of modern psychology itself. The main hypothesis of Freud's theory is that human behavior. is determined primarily by unconscious motives. These unconscious motives can be discovered through the use of free association, that is, through talking out problems with the patient. Freud's theory of personality involved three broad areas of investigation into human behavior. structural, dynamic, and developmental. Structurally, Freud divided the human personality into id, ego, and superego. The id is the completely unconscious part of self. It is the repository(资源) of one's instinctual needs and drives. Freud posed that it consisted of everything psychological that was inherited.
The ego is the rational aspect of the personality. It governs the impulsive needs created by the id and decides which needs can and will be satisfied according to the conditions of the environment. The superego is the conscience, the ethical(伦理的 ) or moral aspect of personality: It is formed by the traditional values and ideals of the society or culture in which a person is born. The superego strives for the ideal. The "con- science" part provides guilt feelings when moral values are violated. The "ego-ideal" part provides feelings of pride when the self acts in consonance with traditional values of the group.
Freud's dynamic concepts involved instinct, libido, and anxiety. Generally, we term behavior. as instinctive if it occurs without any apparent opportunity of its having been learned. Freud's "instinct" differed in that it. refers to an inborn bodily condition represented by "wish" and "need". Libido is descriptive of one's emotional or psychic energy. This energy enables life "instincts" to perform. their work and is derived from primitive biological urges--for example, the sex drive. Thus, the libido is usually goal directed. Anxiety, in psychological terms, is an uncontrollable state of fear often unrelated to a specific object or event. Freud's developmental concepts included identification, displacement, defense mechanisms and psycho- sexual stages. Identification labels the behavior. of an individual who imitates another person or group(movie star, gangster, etc. ). Displacement occurs when the instinct is blocked and the frustrated energy is then diverted to substitute objects. Defense mechanisms (repression, projection, and reaction) describe behavior. reacting to relieve extreme pressure and to defend the ego. Psychosexual stages refer to the five set stages of an individual, from birth through adolescence: oral (breast-sucking babyhood), anal (toilet-training period), phallic(36 years' development of sexual feelings), latancy (intermediate stage between phallic and be-ginning of puberty (青春期), and genital(formation of genuine relationships and the end of narcissism (自我陶醉)
Freud's two disciples broke with the master largely over the centrality of sex in Freud's theorizing. Alfred Adler maintained that man was more a social being than a sexual one, and that individuals are primarily motivated by social interests. Carl Jung also differed from Freud on what determines the motivation for human behavior. He stressed goal direction beyond childhood, as well as the influence of the ancestral past in such things as magic, power, and hero worship.
Freud's concepts included a ______.
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