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1. Why does Robert L. Shook suggest that one should dress in a conservative way when conducting business?
People are more likely to be offended by leisure, unconventional clothes than by conservative clothes. Therefore dressing conservatively is the safer approach in business.
2. Why does the life insurance agent Sam Slade like to wear leisure clothes?
The reasons are threefold. First, he felt most comfortable in leisure clothes; second, he believed in modern society everyone was free to do whatever he liked without being judged; and third, he didn’t realize how appearance could affect his image and his business.
3. Why does the author refer to the inexpensive leisure suits Sam wears as luxury items?
They are luxury items in the sense that they cost Sam Slade the chance to earn more money, or a lot of potential money, though the leisure clothes themselves are not expensive.
4. What can we conclude from the fact that executives usually dress conservatively?
We can conclude that the executives do not approve of wearing leisure suits to work. To please them, we should dress the way they do, i.e. wear conservative clothes.
5. Will the mod-type prospects like entertainers prefer to deal with an agent who is dressed like Sam Slade? Explain their reasons.
No, they won’t. They also want to have an agent that they can completely trust and that will be around for a long time to give them service, and conservative dress signals this kind of stability.
6. Why does the author say that two expensive suits are worth more than a closetful of second-rate suits? What if one were on a tight budget?
Because the expensive suits can project the positive image one wants while the second-rate ones cannot. With a limited budget, one could buy two expensive suits and alternate them throughout the week.
7. Why does the author advise against flattering a customer’s daughter when one sees a girl’s picture on the wall of his office?
The girl in the picture may well be the customer’s wife or girl friend since you don’t really know that much about him, so it can be really embarrassing if you assume her to be his daughter.
8. Is it a good idea to open your conversation with a customer with some small talk since it can relax both parties? State your reasons.
The small talks are usually of no interest to the customer and waste his time. Compliments that come up during the small talks are in many cases insincere. Although the small talks may relax both parties to some extent, the benefit is outweighed by the potential negative results.
1. implement
2. detrimental
3. precipitated
4. liking
5. rectify
6. alternate
7. approve
8. budget
9. discriminating
10. eliminate
1B
2A
3B
4C
5D
6A
7C
8B
9D
10C
CLOZE
1 under
2 Asia’s
3 says
4 surgeons
5 typical
6 region
7 by
8 a
9 needle
10 top
11Westerners
12other
13that
14as
15to
16increasingly
17find
18on
19muscle
20to
1 After ten years in prison, he couldn’t adapt himself to being free again.
2 It is often said that “you only get one chance to make a first impression.” Therefore when meeting a prospect, you can’t afford to wear clothes that may leave a bad impression.
3 I feel relieved to see at the party that she was all dressed up and had her hair done.
4 It is surprising that most employees do not approve of his return to office.
5 Just as expected, the new government will aim for a 20% cost reduction across the board.
6 Many salespeople make the best of the fact that people judge by appearance, and dress in such a way that makes them look reliable and professional.
7 As a job seeker, dressing too casually can be detrimental to your odds of being hired.
8 We don’t have time for chitchat, so please stop beating around the bush and get to the point.
9 The weather has been so unpredictable lately that it alternates between rain and sunshine.
10 A half-century of Western intrusion has seriously unbalanced the traditional culture in this area
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