12．Allow me to introduce you to Terry，a window salesman from England．If I could take you back about 20years，you'd know Terry as a complete green hand，who was wet behind the ears in just about everything he attempted．A person couldn't sell false teeth to his own Granny，let alone he could compete with the other salespeople in the industry． You know，the kind who could sell snow to Eskimos．
Terry's boss decided to send him out on a practical field trip on his first day．So off he went，but he was extremely nervous．With his hands and his knees shaking，he approached the front door and knocked at it．And an old woman appeared．After dozens of cups of tea and pieces of biscuits，the woman signed a contract and purchased over 7，000worth of windows．
The woman had already talked with 6excellent salesmen that week，all of whom offered her cheaper ones!That's right-Terry's price was the most expensive and he was also the most inexperienced salesman there ever was．
So，what happened then？Here comes the secret．The woman said she liked the young lad more than the others．That's all there was to it．She didn't care about the extra expense．Even the other salesmen couldn't persuade her to pay less than this young lad was asking for．
The truth is that the young lad left on the woman the first impression that shone brighter than any of the salesman's talk．First impressions count，not the sales techniques，not the low prices．The actual"personality"the kid honestly gave was all that was required．If you market your own products and services，consider what impression you are giving to others．If you appeal to them，then you've already done half of the work．If this means redesigning your presentation，then so be it．If this means going out of your way to be polite，helpful and giving the best possible shopping experience to your customers，the so be it．
28．When Terry was offered the job of salesman，heB．
A．was good at sales techniques
B．knew little about sales skills
C．was believed in by his boss
D．was too young to do it
29．The underlined sentence in Paragraph 1suggests thatD．
A．Terry couldn't trade with Eskimos
B．Terry loved his Granny more
C．Terry was afraid to compete
D．Terry was too honest to do the job
30．What made the young lad succeed in selling the window to the old woman？A
A．First impression of good personality．
B．Being honest and childish．
C．High quality and expensive window．
D．Strange ways of sales．
31．The passage is most likely written toB．
A．general readers
B．new salesmen
C．window makers
D．new graduates．
分析 本文是一篇人物故事类阅读，属于记叙文，主要通过介绍了一个完全没有销售技能的销售员成功卖掉产品的故事，来给新的销售员提出的一些建议．
解答 28．B．细节理解题．根据第一段内容"If I could take you back about 20 years，you'd know Terry as a complete green hand，who was wet behind the ears in just about everything he attempted．"如果我把你带回到20年前，你会知道那时Terry完全是一个新手，对他尝试做的一切都没有经验．可知这里Terry做销售时，完全不了解销售技巧．故选B．29．D．句意理解题．画线部分的意思：一个不能把假牙卖给他奶奶的人，更不用说他能和这个行业的其他销售员竞争了．说明他太诚实了，不适合做销售这样的工作．故选D．
30．A．细节理解题．根据最后一段第一句"The truth is that the young lad left on the woman the first impression that shone brighter than any of the salesman's talk．"可知让老太太买他的玻璃的真正原因是Terry给她留下了很好的第一印象．故选A．
31．B．推理判断题．根据最后一段的表述"If you appeal to them，then you've already done half of the work．If this means redesigning your presentation，then so be it．If this means going out of your way to be polite，helpful and giving the best possible shopping experience to your customers，the so be it．"如果你吸引他们，那么你已经成功了一半；如果这意味着要重新设计你的出场，那么这样做吧；如果这意味着你要给你的顾客以新的购物体验，那么这样做吧．可知文章是写给销售新手看的，给他们提供了一些销售建议．故选B．
点评 本文是一篇人物故事类阅读，题目涉及多道细节理解题，句意理解题，推理判断题．做题时学生应仔细阅读原文，把握文章主要内容，联系文章上下文内容并结合所给选项含义，从中选出正确答案，一定要做到有理有据，切忌胡乱猜测．
