Enter Your Name :

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

a b c d

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

a b c d

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

a b c d

4. In paragraph8 'key criterion' is closest in meaning to:
(a)an important evaluation
(b)a crucial analysis
(c)an important point
(d)insignificant

a b c d

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

a b c d

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

a b c d

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

a b c d

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

a b c d

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

a b c d

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

a b c d

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

a b c d

12. In paragraph 2 'tailored to' is closest in meaning to:
(a)adopted for
(b)appropriate to
(c)presented to
(d)adapted to

a b c d

13. In paragraph 5 'thorough' is closest in meaning to:
(a)reliable and accurate
(b)complete and carefree
(c)thoughtful
(d)fruitful

a b c d

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

a b c d

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

a b c d

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

a b c d