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AIDA concept

The AIDA model is more a model for effective selling rather than purchasing, although selling and purchasing can be considered as just two facet of the same selling process. The Name AIDA has been formed by first letter of four words that represent sequential steps in an effective selling process. These are Attention, Interest, Desire and Action.

As per AIDA model, a salesperson can achieve most effective results by following the four sequential steps while interacting with a prospective customer.
Attract attention: In this step the sales person only attracts the customers attention so that the customer will agree to continue the meeting with sales person and pay attention to what is being said.
Create interest: In this the step the salesperson provides information about the product that arouses the customer’s interest. This means that customer is interested to know more about the product, but is not really thinking of buying it.
Kindle Desire: Here the salesperson links the product and its features to the needs and wants of the customer. This results in customer perceiving the product as a means of satisfying his needs and wants, and doing this better than other competing products.
Take action: Just because the customer is convinced about utility of a product and desires to buy it does not mean that he or she will actually decide to buy it immediately. The salesperson must further lead the prospect to place the order. This is also called the process of closing the sale.

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(1)The Golden Gate Bridge separates San Francisco Bay from the Pacific Ocean. (2) She went to Japan Center, where the buildings and restaurants looked familiar. (3) But San Francisco did not look anything like New York. (4) It crosses from San Francisco to Oakland. (5) Many homes have views of the bay and ocean. (6) Here she was able to talk with people in her native language. (7) She expected to find the tall skyscrapers she had seen on postcards of New York. (8) The Bay Bridge is majestic. (9) Miyoko’s first stop on her flight from Tokyo to the United States was San Francisco. (10) Miyoko especially liked the two bridges that cross San Francisco Bay. (11) From them she learned that San Francisco is a most hospitable city for people from the Orient. (12) After seeing the many hills and bridges, Miyoko was surprised to learn that San Francisco has a very large Japanese population. (13) Even more beautiful is the Golden Gate Bridge, stretching from San Francisco to Marin Country. (14) For one thing, it is all built on hill.

Answer:

(9)
(7)
(3)
(14)
(5)
(10)
(8)
(4)
(13)
(1)
(12)
(2)
(6)
(11)

Miyoko’s first stop on her flight from Tokyo to the United States was San Francisco. She expected to find the tall skyscrapers she had seen on postcards of New York. But San Francisco did not look anything like New York. For one thing, it is all built on hill. Many homes have views of the bay and ocean. Miyoko especially liked the two bridges that cross San Francisco Bay. The Bay Bridge is majestic. It crosses from San Francisco to Oakland. Even more beautiful is the Golden Gate Bridge, stretching from San Francisco to Marin Country. The Golden Gate Bridge separates San Francisco Bay from the Pacific Ocean. After seeing the many hills and bridges, Miyoko was surprised to learn that San Francisco has a very large Japanese population. She went to Japan Center, where the buildings and restaurants looked familiar. Here she was able to talk with people in her native language. From them she learned that San Francisco is a most hospitable city for people from the Orient.

1. Paragraph I
( 3 ) a. Next, add anti freeze to your windshield washer fluid; otherwise, the fluid will freeze and possibly break the container.
( 1 ) b. First, put on snow tires if you plan to drive on snowy, icy roads very often.
( TS ) c. Driving in winter, especially on snowy, icy roads, can be less trouble some if you take a few simple precautions*.
( 4 ) d. Finally, it is also a good idea to carry tire chains, a can of spray to unfreeze door locks and a windshield scraper in your car when driving in winter weather.
( 2 ) e. Second, check the amount of antifreeze in your radiator and add more if necessary.

2. Paragraph 2
( 3 ) a. Furthermore, researchers are continuing to work on the development of an efficient, electrically powered automobile.
( TS ) b. Researchers in the automobile industry are experimenting with different types of engines and fuels as alternative to the conventional gasoline engines.
( 1 ) c. One new type of engine, which burns diesel oil instead of gasoline, has been available for several years.
( 4 ) d. Finally, several automobile manufactures are experimenting with methanol, which is a mixture of gasoline and methyl alcohol, as an automobile fuel.
( 2 ) e. A second type is the gas turbine engine, which can use fuels made from gasoline, diesel oil, kerosene, other petroleum distillates*, or methanol.

3. Paragraph 3
( 3 ) a. Later on, people began to write on pieces of leather, which were rolled into scrolls.
( 1 ) b. In the earliest times, people carved or painted messages on rocks.
( 2 ) c. In the middle Ages, heavy paper called parchment was used for writing; books were laboratoriously copied by hand.
( 4 ) d. With the invention of the printing press in the middle of the fifteenth century, the modern printing industry was born.
( TS ) e. Some form of written communication has been used throughout the centuries.

4. Paragraph 4
( 3 ) a. If there had been a big storm on the day of a baby’s birth, the baby might have been named thunder cloud.
( TS ) b. American Indian names are very descriptive, for Indian were usually named for physical attribute, for an occurrence in nature, or for animal.
( 1 ) c. Grey Eagle, red dog, Big bear, and spotted wolf are example of Indians named after animals.
( 2 ) d. Indians with distinctive physical characteristics might be given such names as big foot or crooked leg.

5. Paragraph 5
( 2 ) a. For one thing, Individual I.Q. scores vary considerably.
( 1 ) b. Many experts also question whether I.Q. scores are related to intelligence.
( 3 ) c. Furthermore, most psychologists agree that intelligence test are biased* in favor of middle-class children.
( TS ) d. The validity* of standardized intelligence test is being seriously questioned by educators and physiologists.
( 4 ) e. In fact, motivation seems to be just as important as intelligence in determining a person’s ability to learn.

Exercise 4 (page 74)
Forests
1. a. Parks in California too general
(b.) Redwood trees in California
c. The age of redwoods too specific
2. a. The land in Scotland too general
b. How trees hold earth in place too specific
(c.) Forests in Scotland
3.(a.) the importance of forests
b. Taking vacations in forests too specific
c. large forest too general
Exercise 5 (page 75)
Some Facts about Weather
1. topic : The Discover of Lightning
2. topic : Kind of Clouds
Exercise 6 (page 76)
The Use of Water
1. topic : Where drinking water comes from
2. topic : Water problems
3. topic : How to use water carefully
Exercise 7 (page 77)
Galileo Galilei
1. topic : Galileo’s interest in science
2. topic : Galileo’s first experiment about gravitation
3. topic : The disagree of Galileo’s scientific ideas
Exercise 8 (page 78)
Popular Drinks
1. topic : How to make a tea
2. topic : The dissemination of coffee
3. Orange juice is one of the most popular cold drinks
Exercise 9 (page 80)
Some Ideas about Clothes
1. (b.) Clothes can tell a lot about a person
2. (b.) Clothes have to be chosen carefully when you travel
3. (c.) Clothes today are different from clothes of the 1800s
Exercise 10 (page 81)
Chemistry in the Past
1. (b.) Chemistry lived before the 1700s
2. (a.) Robert Boyle helped build the science of alchemy
3. (b.) Antoine Lavoisier studied the size and weight of water

QUESTIONS 1 – 8

Carbon tetrachloride is a colorless and inflammable liquid that can be produced by combining carbon disulfide and chlorine. This compound is widely used in industry today because of its effectiveness as a solvent as well as its use in the production of propellants.

Despite its widespread use in industry, carbon tetrachloride has been banned for home use. In the past, carbon tetrachloride was a common ingredient in cleaning compounds that were used throughout the home, but it was found to be dangerous: when heated, it changes into a poisonous gas that can cause severe illness and even death if it is inhaled. Because of this dangerous characteristic, the United States revoked permission for the home use of carbon tetrachloride in 1970. The United States has taken similar action with various other chemical compounds.

1. The main point of this passage is that
1. carbon tetrachloride can be very dangerous when it is heated
2. the government banned carbon tetrachloride in 1970
3. although carbon tetrachloride can legally be used in industry, it is not allowed in home products.
4. carbon tetrachloride used to be a regular part of cleaning compounds

Answer : 3. although carbon tetrachloride can legally be used in industry, it is not allowed in home products.

2. The word “widely” in line 2 could most easily be replaced by
1. grandly
2. extensively
3. largely
4. hugely

Answer : 2. extensively

3. The word “banned” in line 4 is closest in meaning to
1. forbidden
2. allowed
3. suggested
4. instituted

Answer : 1. forbidden

4. According to the passage, before 1970 carbon tetrachloride was
1. used by itself as a cleanser
2. banned in industrial use
3. often used as a component of cleaning products
4. not allowed in home cleaning products

Answer : 4. not allowed in home cleaning products

5. It is stated in the passage that when carbon tetrachloride is heated, it becomes
1. harmful
2. colorless
3. a cleaning compound
4. inflammable

Answer : 1. harmful

6. The word “inhaled” in line 7 is closest in meaning to
1. warmed
2. breathed in
3. carelessly used
4. blown

Answer : 2. breathed in

7. The word “revoked” in line 8 could most easily be replaced by
1. gave
2. granted
3. instituted
4. took away

Answer : 4. took away

8. It can be inferred from the passage that one role of the U.S. government is to
1. regulate product safety
2. prohibit any use of carbon tetrachloride
3. instruct industry on cleaning methodologies
4. ban the use of any chemicals

Answer : 4. regulate product safety

Questions 9 – 16

The next artist in this survey of American artist is James Whistler; he is include in this survey of American artist because he was born in the United States, although the majority of his artwork was completed in Europe. Whistler was born in Massachusetts in 1834, but nine years later his father moved the family to St. Petersburg, Russia, to work on the construction of a railroad. The family returned to the United States in 1849. Two years later Whistler entered the U.S. military academy at West Point, but he was unable to graduate. At the age of twenty-one Whistler went to Europe to study art despite familial objections, and he remained in Europe until his death.

Whistler worked in various art forms, including etchings and lithographs. However, he is most famous for his paintings, particularly Arrangement in Gray and Black No. 1: Portrait of the Artist’s Mother or Whistler’s Mother, as it is more commonly known. This painting shows a side view of Whistler’s mother, dressed I black and posing against a gray wall. The asymmetrical nature of the portrait, with his mother seated off-center, is highly characteristic of Whistler’s work.

9. The paragraph preceding this passage most likely discusses
1. a survey of eighteenth-century art
2. a different American artist
3. Whistler’s other famous paintings
4. European artists

Answer : 2. a different American artist

10. Which of the following best describes the information in the passage?
1. Several artists are presented
2. One artist’s life and works are described
3. Various paintings are contrasted
4. Whistler’s family life is outlined.

Answer : 2. One artist’s life and works are described

11. Whistler is considered an American artis because
1. he was born in America
2. he spent most of his life in America
3. he served in the U.S. military
4. he created most of his famous art in America

Answer : 1. he was born in America

12. The world “majority” in line 2 is closest in meaning to
1. seniority
2. maturity
3. large pices
4. high percentage

Answer : 4. high percentage

13. It is implied in the passage that Whistler’s family was
1. unable to find any work at all in Rusia
2. highly supportive of his desire to pursue art
3. working class
4. military

Answer : 3. working class

14. The word “objections” in line 7 is closest in meaning to
1. protests
2. goals
3. agreements
4. battles

Answer : 1. protests
15. In line 8, the “etchings” are
1. a type of painting
2. the same as a lithograph
3. an art form introduced by Whistler
4. an art form involving engraving

Answer : 4. an art form involving engraving

16. The word “asymmetrical” in line 11 is closest in meaning to
1. proportionate
2. uneven
3. balanced
4. lyrical

Answer : 2. uneven

Questions 17 – 23

The locations of stars in the sky relative to one another, do not appear to the naked eye to change, and as a result stars are often considered to be fixed in position. Many unaware stargazers falsely assume that each star has its own permanent home in the nighttime sky.
In reality, though, stars are always moving, but because of the tremendous distances between stars themselves and from stars to Earth, the changes are barely perceptible here. An example of a rather fast-moving star demonstrate why this misconception prevails; it takes approximately 200 years for a relatively rapid star like Bernard’s star to move a distance in the skies equal to the diameter of the earth’s moon. When the apparently negligible movement of the stars is contrasted with the movement of the planets, the stars are seemingly unmoving.

17. Which of the following is the best title for this passage?
1. What the Eye Can See in the Sky
2. Bernard’s Star
3. Planetary Movement
4. The Evermoving Stars

Answer : 4. The Evermoving Stars

18. The expression “naked eye” in line 1 most probably refers to
1. a telescope
2. a scientific method for observing stars
3. unassisted vision
4. a camera with a powerful lens

Answer : 3. unassisted vision

19. According to the passage, the distance between the stars and Earth are
1. barely perceptible
2. huge
3. fixed
4. moderate

Answer : 1. barely perceptible

20. The word “perceptible” in line 5 is closest in meaning to which of the following
1. Noticeble
2. Persuasive
3. Conceivable
4. Astonishing

Answer : 1. Noticeble

21. In line 6, a “misconception” is closest in meaning to a(n)
1. idea
2. proven fact
3. erroneous belief
4. theory

Answer : 3. erroneous belief

22. The passage states that in 200 years Bernard’s star can move
1. around Earths’s moon
2. next to Earth’s moon
3. a distance equal to the distance from Earth to the Moon
4. a distance seemingly equal to the diameter of the Moon

Answer : 4. a distance seemingly equal to the diameter of the Moon

23. The passage implies that from Earth it appears that the planets
1. are fixed in the sky
2. move more slowly than the stars
3. show approximately the same amount of movement as the stars
4. travel through the sky considerably more rapidly than the stars.

Answer : 4. travel through the sky considerably more rapidly than the stars.

1. So many people ARE waiting outside.ENGLISH : GRAMMAR (VERB SUBJECT AGREEMENT
2. The office next door WAS closed all day yesterday.
3. The print on the labels IS so small.
4. The carpet HAS so many stains on it that it NEEDS to be replaced.
5. The Trade Union members’ meeting IS downstairs in the Conference Room.
6. Mr. and Mrs. Taylor HAVE moved in the next door to us.
7. Two cars and a coach WERE involved in the motorway accident.
8. His application form for the new job, which WAS posted yesterday, HAS gone missing.
9. My neighbor PLAYS his music so loud that the walls almost VIBRATE.
10. Ricardo DOES not care whether United or City IS winning.
11. The bouquet of flowers HAS just arrived.
12. He MAKES use of the computer now, and even WRITES reports for the manager with it.

(1)The Golden Gate Bridge separates San Francisco Bay from the Pacific Ocean. (2) She went to Japan Center, where the buildings and restaurants looked familiar. (3) But San Francisco did not look anything like New York. (4) It crosses from San Francisco to Oakland. (5) Many homes have views of the bay and ocean. (6) Here she was able to talk with people in her native language. (7) She expected to find the tall skyscrapers she had seen on postcards of New York. (8) The Bay Bridge is majestic. (9) Miyoko’s first stop on her flight from Tokyo to the United States was San Francisco. (10) Miyoko especially liked the two bridges that cross San Francisco Bay. (11) From them she learned that San Francisco is a most hospitable city for people from the Orient. (12) After seeing the many hills and bridges, Miyoko was surprised to learn that San Francisco has a very large Japanese population. (13) Even more beautiful is the Golden Gate Bridge, stretching from San Francisco to Marin Country. (14) For one thing, it is all built on hill.

Answer:
1. (9)
2. (7)
3. (3)
4. (14)
5. (5)
6. (10)
7. (8)
8. (4)
9. (13)
10. (1)
11. (12)
12. (2)
13. (6)
14. (11)

Miyoko’s first stop on her flight from Tokyo to the United States was San Francisco. She expected to find the tall skyscrapers she had seen on postcards of New York. But San Francisco did not look anything like New York. For one thing, it is all built on hill. Many homes have views of the bay and ocean. Miyoko especially liked the two bridges that cross San Francisco Bay. The Bay Bridge is majestic. It crosses from San Francisco to Oakland. Even more beautiful is the Golden Gate Bridge, stretching from San Francisco to Marin Country. The Golden Gate Bridge separates San Francisco Bay from the Pacific Ocean. After seeing the many hills and bridges, Miyoko was surprised to learn that San Francisco has a very large Japanese population. She went to Japan Center, where the buildings and restaurants looked familiar. Here she was able to talk with people in her native language. From them she learned that San Francisco is a most hospitable city for people from the Orient.

Put number 1 above the most specific word. Put number 2 the less specific word. And put number 3 above the most general word.

1. Music, rock music, twentieth-century music
2. Japanese mountain, mount fuji, mountain
3. Problems, water pollution problems, pollution problems
4. Pine tree, evergreen tree, tree
5. Musicians, Michael Jackson, popular musician
6. Nicaragua, country, central American country
7. Man, Dr. Diamond, dentist
8. Place, boston, city
9. The New York Times, newspaper, reading material
10. Group, diamond family, people
11. Storm, tornado, wind storm
12. President, person, political leader
13. Shirt, white shirt, clothing
14. Flute, musical instrument, wind instrument 1
15. Company, IBM corporation, Organization

Answer

1. 1.Rock music, 2. twentieth-century music, 3. music
2. 1. Mount Fuji, 2. Japanese mountain, 3. Mountain
3. 1. Water pollution, 2. Pollution problems, 3. Problems
4. 1.pine tree, 2. Evergreen tree, 3. Tree
5. 1. Michael Jackson, 2. Popular musician, 3. Musician
6. 1. Nicaragua, 2. Central American country, 3. Country
7. 1. Dr. Diamond, 2. Dentist, 3. Man
8. 1. Boston, 2. city, 3. Place
9. 1. The New York Times, 2. Reading material, 3. Newspaper
10. 1. Diamond family, 2. Group, 3. People
11. 1. Tornado, 2. Wind storm, 3. Storm
12. 1. President, 2. Political leader, 3. Person
13. 1. White shirt, 2. Shirt, 3. Clothing
14. . Flute, 2. Wind instrument, 3. Musical instrument
15. 1. IBM corporation, 2. Organization, 3. Company

Survey Question Read Recite Relate Review

SQ4R method improves both comprehension and grades.
Before you read,
Survey
the chapter
•The title, headings, and subheadings.
•Captions under pictures, charts, graphs or maps.
•Review questions or teacher-made study guides.
•Introductory and concluding paragraphs.
•Summary.
•Try to get an overview of what lies ahead.

Question
while you are surveying
•Turn the title, headings, and/or subheadings into questions.
•Read questions at the end of the chapters or after each subheading.
•Ask yourself, “What did my instructor say about this chapter or subject when it was assigned?”
•Ask yourself, “What do I already know about this subject?”
•Example, the heading “Stages of Sleep” might lead you to ask: “Is there more than one stage of sleep?” What are they and how do they differ?” Asking questions helps you read with a purpose.
Note: If it is helpful to you, write out these questions for consideration. This variation is called SQW4R

When you begin to
Read
•Look for answers to the questions you first raised.
•Answer questions at the beginning or end of chapters or study guides.
•Reread captions under pictures, graphs, etc.
•Note all the underlined, italicized, bold printed words or phrases.
•Study graphic aids.
•Reduce your speed for difficult passages.
•Stop and reread parts which are not clear.
•Read only a section at a time and recite after each section.

Recite
after you’ve read a section:
•Orally ask yourself questions about what you have just read and/or summarize, in your own words, what you read.
•Take notes from the text but write the information in your own words.
•Underline/highlight important points you’ve just read.
•Use the method of recitation which best suits your particular learning style.
•Remember to look for answers as you read and to recite or take notes before moving on.
•Recite key terms and concepts.

Relate
•It is easier to remember ideas that are personally meaningful.
•When you study a chapter, try to link new facts, terms, and concepts with information you already know.

Review
an ongoing process.
•When you’re done reading, skim back over the chapter, or read your notes. Then check your memory by reciting and quizzing yourself again.

Perum.Sukasari
D2 185 Bandung
West Java, Indonesia
22 January 2013

Ms. Lim Chan
Personnel Manager
Royal Golden Eagle Ltd.
Chen-ho Tower
57-58 Raffles Road
Taiwan

Dear Ms. Chan,
Re: Finance Manager Assistant

With reference to the advertisement in Jobstreet.com on January 11, 2011, I am writing to apply for the position of Finance Manager Assistant. With my relevant educational background, I believe I am qualified for the position in your company.

I am a fresh graduate of Telkom Institute of Management, majoring in Business Administration. I am proficient in languages and know how to use various computer software for handling documents. With strong presentation and negotiation skills, I spent significant time learning corporate finance , accounting management, capital budgeting and investment analysis.

At present, I am studying an MBA at the Telkom Institute of Management to further upgrade my knowledge in the field and plan to take other language course to enhance my language skills.

Attached is my curriculum vitae and I am most willing to provide any further information at your request. I look forward to the opportunity to discuss my suitability for the above position at an interview.

Yours faithfully

Ryan Yuniardo, S.AN