寧夏廣播電視大學商務(wù)英語Unit3 形考成績-單元自測3（10分）答案

1、試卷總分:100 得分:100一、選擇填空題（每題10分，共5題）Okay then, so to confirm: a 6% discount but you pay all the shipping and installation costs._. Ill call you tomorrow.Sorry, its not clearThat sounds all rightSorry, we didnt discuss about that答案:B2. Could you be so kind as to turn down that rock “n” roll? Im preparin

2、g for tomorrows meeting report. _.Its none of you businessNo, I dont think soSure. Sorry to disturb you答案:C3.When the rest of the room _ emotional, stay cool and use logic to negotiate and close.getgetsgot答案:B4._ has good reputation will sooner or later be successful in his business.WhateverWhoeverW

3、hichever答案:B5.Their skill and _ has got them on the sales team.?lazinessdiscourageenthusiasm答案:C二、閱讀理解/翻譯/完形填空（題型隨機）（共50分）6.閱讀理解：根據(jù)文章內(nèi)容，判斷正誤（每題10分）。The Golden Rules of NegotiatingThe art of negotiating is a difficult skill for most of us, even good salespeople. Here are three golden rules for you to

4、 follow:Always Start the Negotiations.You must initiate the process. This is because whoever controls the start of the negotiations tends to control where they end. If you let the other party start negotiations, you will be constantly giving up control, often without even realizing it. For instance,

5、 when you ask someone what his project budget is, you are allowing him to start the negotiations. You will then spend your time chasing his number rather than finding the best solution. So, never let the other party control the negotiations.Always Negotiate in Writing.The purpose of negotiations is

6、to arrive at a formal written agreement, not tell a story or spend time talking. From the first moment you begin a proposal, you should create a document and take it to the client. It will include all the points of agreement and become real to the prospective customer. Negotiating first and then hav

7、ing to create a document adds unnecessary time to a transaction. But if you build your written agreement as you negotiate, you are prepared to ask for a signature the moment the decision to buy is made.Always Stay Cool.The negotiation table can be loaded with agendas, egos and emotions. Great negoti

8、ators know how to stay cool, providing leadership and solutions, while the rest of the room becomes insanely invested in personal agendas and useless emotions. Crying, getting angry and blowing off steam may make you feel good, but such behavior will not benefit you while negotiating. When the rest

9、of the room gets emotional, stay cool and use logic to negotiate and close.If you let the other party start negotiations, you will be completely grasp the control, often without even realizing it.So, never let both parties control the negotiations.Negotiating first and then having to create a document doesnt need necessary time to a transaction.Great negotiators know how to stay cool, providing leadership and solutions, while the rest of the room becomes wild or helpless during the nego