1.How would you describe the writer's style?
(a)persuasive
(b)critical
(c)personal
(d)argumentative

2. In paragraph 3 ' in order to' is used:
(a)to describe an effect
(b)to describe a cause
(c)to describe a purpose
(d)to describe an effort

3. In paragraph 5 the main point is to:
(a)provide an example of the suggestive approach
(b)assess the suggestive approach
(c)compare the suggestive and the narrative approaches
(d)describe the advantages of the suggestive approach

4. In paragraph 8 'key criterion' is closest in meaning to:
(a)an important evaluation
(b)a crucial analysis
(c)an important point
(d)insignificant

5. According to the passage which of the approaches is the most complicated?
(a)the narrative approach
(b)the consultative approach
(c)the suggestive approach
(d)no significant difference

6. According to the writer:
(a)too many organisations are content with a consultative approach
(b)too many organisations adapt their sales presentations unnecessarily
(c)too many organisations are content with individual approaches to individual companies
(d)too many organisations are content with a narrative approach

7. In paragraph 8 'this' refers to:
(a)salespeople use tailored presentations
(b)salespeople use expensive methods
(c)salespeople use a consultative approach
(d)salespeople use standardised methods

8. The writer is probably:
(a)an academic
(b)a journalist
(c)a businessman
(d)a professional writer

9. In paragraph 1 "selling process " is in inverted commas because:
(a)the writer is using direct speech
(b)the writer is suggesting that it is more than a simple selling process
(c)the writer is suggesting that it is not really a selling process
(d)the writer is quoting from another source

10. In paragraph 2 'depends on' is closest in meaning to:
(a)results in
(b)starts with
(c)requires
(d)allows

11.In paragraph 2 'basically' is closest in meaning to:
(a)simply
(b)essentially
(c)principally
(d)largely

12. In paragraph 3 'tailored to' is closest in meaning to:
(a)adopted for
(b)appropriate to
(c)presented to
(d)adapted to

13. In paragraph 6 'thorough' is closest in meaning to:
(a)reliable and accurate
(b)complete and carefree
(c)thoughtful
(d)fruitful

14. In paragraph 8 'they' refers to:
(a)salespeople
(b)customers
(c)industries
(d)organisations

15.In paragraph 2 'well suited' could be replaced by which of the following?
(a)appropriate
(b)well designed
(c)well adjusted
(d)modified

16.In paragraph 3 'quite' could NOT be replaced by which of the following?
(a)entirely
(b)completely
(c)fairly
(d)very