EXCELLENCE IN READING 3

EXCELLENCE READING 3 CONTENTS 2 6 A Master Salesperson 10 Achievement Has No Boundries 14 Agatha Christie 18 Easy Cheesy Macaroni 22 Grill With Raisins 26 1 Hands Off The Wheel 30 Hilarious Crimes 34 Look Good On A Budget 38 New Drivers 42 Pablo Picasso 46 Pest Free Pets 50 Set Your Goal 54 Southern Treats 58 Technological Psychics 62 The Gift Of Giving Unique Jewels

UNIT 1 A Master Salesperson PRE-READING QUESTIONS A Look at the picture and answer the questions below. 2 1. What do you see in the pictures? 2. Have you ever sold anything? What was it? 3. How do you think a salesperson should be? Why? B Scan through the passage and choose the best title. a. A Master Salesperson b. Dealing with Payments c. Leaders of the Era

Even if you haven’t sold candy door-to-door for a school fundraiser, you still 3 have sales experience. You sell an idea when you persuade someone to your point of view or an image when you meet someone for the first time. So, even if you don’t plan on becoming a professional salesperson, you adapt some of the traits of a master salesperson. Paul J. Meyer is the author of “Pink Slip Proof: How to Control All Future Paychecks.” “I’ve met a tremendous amount of talented, successful people. They’ve taught me a great deal, and I’ve appreciated every one of them,” said Meyer. “When you look closely, it’s no secret how they arrived at their present income and position.” In his book, Meyer listed five basic qualities shared by every master salesperson: Persuasive and convincing The ability to persuade isn’t limited to leaders. Any time you help someone see something your way, you have made a sale. The top salespeople use every technique such as stories, dreams, color and humor. Focused on service Meyer cited the “golden rule” of service which is “Serve others as you would like to be served”. A salesperson who goes out of their way to focus on service will likely win their customers’ loyalty. Honest If you’re a known liar, no one’s going to trust you enough to buy what you’re selling. “The top salespeople are honest. They keep their word, work hard, are responsible, incredibly dependable and act with complete integrity in all they do,” said Meyer. Self-motivating Master salespeople motivate themselves to accomplish goals, no matter how they feel or what other people say. “Self-motivation requires the development of inner strength. It also requires will power, overwhelming desire, and the determination to reach any goal you personally want to achieve,” said Meyer. Careful and considerate The best salespeople genuinely want to leave their clients better off than they found them. They don’t sell to make money, but to give their clients a needed product or service.

Excellence in Reading 3 VOCABULARY QUESTIONS A Match the words below with their definitions. 1. integrity a. someone who can make others believe 2. traits b. to make someone feel sure about something 3. convince c. very good or very big 4. tremendous d. a typical characteristic or feature 5. persuasive e. the quality of being honest and of doing only good things 6. determination f. reliable, trustworthy 7. dependable g. the act of making a decision 8. appreciate h. to understand the value of something B What do the following words mean? Look at your dictionary if necessary. 1. fundraiser means _____________________________________________. 2. quality means ________________________________________________. 4 3. humor means ________________________________________________. 4. loyalty means ________________________________________________. 5. trust means __________________________________________________. 6. accomplish means _____________________________________________. AFTER READING QUESTIONS A Read the statements below, and then find out if the sentences are true or false. 1. The top salespeople use every technique such as stories, dreams, color and humor. 2. Paul J. Meyer is the editor of “Pink Slip Proof: How to Control All Future Paychecks.” 3. All of the salespeople keep their words, work hard and act responsible and incredibly dependable. 4. The best salespeople don’t sell to make money, they sell to give their clients the service or product they need. 5. Paul J. Meyer has met a lot of salesman but he hasn’t learned anything from them.

Excellence in Reading 3 5 B Answer the questions below according to the passage. 1. What does Paul J. Mayer list in his book? a. Five basic qualities shared by every master salesperson. b. Four basic qualities shared by every master salesperson. c. Three basic qualities shared by every master salesperson. 2. What is the ability to persuade not limited to? a. Consumers. b. Leaders. c. Producers. 3. What is the “golden rule” of service? a. “Serve others as they wouldn’t like to be served”. b. “Serve other as you wouldn’t like to be served”. c. “Serve others as you would like to be served”. 4. What will happen if you’re a known liar? a. No one will trust you but they will still buy what you’re selling. b. Everyone will trust and buy what you’re selling. c. No one will trust you enough to buy what you’re selling. 5. What does self-motivation require? a. The development of physical appearance. b. The development of inner strength. c. The development of making speeches. 6. What do the best salespeople genuinely want? a. To leave their clients better off than they found them. b. To leave their clients worse off than they found them. c. To leave their clients the way they found them. C The main idea of the text is about _______ 1. the tendency of salespeople to lie. 2. the importance of responsibility and dependability. 3. the basic qualities shared by everyday consumers. 4. the basic qualities shared by every master salesperson. 5. the innovative techniques of selling products.