Exercises
A. Determining the main idea.
Choose the best answer. Do not refer to the text.
The main idea of the article is that ________. ( C )
(a) doctors, lawyers, especially politicians must follow the Credibility Principle
(b) the Credibility Principle is particular important in business dealings
(c) you must follow the Credibility Principle in order to develop the winning image and to assure success in your career in the long run
(d) the ability to apply the Credibility Principle will help determine your success at one time or another
B. Comprehending the text.
Choose the best answer.
1. Which of the following is not mentioned in the passage as the examples of unfulfilled promises? ( C )
(a) A computer salesman delayed delivery.
(b) A tailor failed to have your suit or dress altered by the promised date.
(c) The person who does what he says he will do is very rare.
(d) The swimming pool was not completed by the time as the contractor assured.
2. The author supports his idea by providing ________. ( D )
(a) a detailed analysis
(b) a case in point
(c) a set of statistics
(d) facts and his personal experience
3. Dwight Knight loses much of the goodwill owing to the fact that __________. ( C )
(a) he is an incompetent lawyer
(b) he lacks the ability to "put out a good product"
(c) he constantly fails to meet promised deadlines
(d) he cares too much whether he inconveniences you or not
4. "Perhaps the most infamous individuals who make promises that they don't fulfill are politicians." By this the author means all the following except that __________. ( C )
(a) politicians tend to make a lot of empty promises to get votes
(b) politicians are more likely to break their promises
(c) people excluling politicians are notorious for breaking promises
(d) politicians often say things that they won't do
5. Which of the following information about the author is NOT true? ( D )
(a) He believes that no one has a right to disrespect for other's time.
(b) He always obeys the Credibility Principle to the letter except an unforeseeable accident or illness.
(c) He only failed to meet promised deadline once in the last fifteen years because of sickness.
(d) Keeping commitments was more important to his father than it is to him now.
6. According to the author, it is advisable for salesmen to give slightly lower figures than they actually anticipate in sales volume for the upcoming year, because of all the following except ONE. Which is the exception? ( B )
(a) They will appear foolish when they fail to produce what they have promised.
(b) Their projections are always so unrealistic that it is impossible for them to hit the figures.
(c) At the year's end, they will pleasantly surprise their companies by the "extra" business they have received.
(d) It is better to give their companies more than they expected rather than to disappoint them by giving them less.
7. You must establish credibility early with your bank(s) if ________. ( A )
(a) you're planning to do business with them for a long period of time
(b) you have already had a good relationship with them
(c) you'll visit them for a loan with much doubt
(d) you're going to make a good impression on them with inflated projections
8. As a result of the frustration Lynn Flynn inflicted upon Mr. and Mrs. Barr, _____________.( C )
(a) the latter failed to vacate their old house before the buyer moved in
(b) the latter finally bought the dream home from the former
(c) the latter told more than twelve other customers to stay away from the former
(d) the former lost at least eight other old customers
9. Many highly talented people don't achieve very good results in their career because_______ ( A )
(a) they start out well but fail to stick to the end
(b) they have a poor start but fine finish
(c) they lack the ability to do a fine job
(d) they frustrate everyone who deals with them by cheating
10. According to the passage, which of the following statements on the Credibility Principle is true? ( C )
(a) The Credibility Principle is followed by the vast majority of people.
(b) The Credibility Principle is more important to businessmen than to other people.
(c) The violation of the Credibility Principle results in a losing image.
(d) The violation of the Credibility Principle will not do much harm to a person who has all the talent necessary to do a fine job.
C. Understanding vocabulary.
Choose the correct definition according to the text.
1. All of us have suffered these kinds of frustrations and agonized over such broken promises. ( D )
(a) spent time anxiously trying to make a decision about
(b) made a long and anxious effort when criticizing
(c) worried anxiously about
(d) suffered painfully because of
2. Oh, Mr. Knight is tied up in conference until noon. ( C )
(a) away
(b) tired out
(c) busy
(d) arranged
3. When he finally does allow you to be put through on the phone, he meekly mumbles, "You know, those contracts are really much more complicated than first meets the eye."( D )
(a) impolitely and impatiently
(b) rudely and complainingly
(c) quietly and politely
(d) gently and uncomplainingly
4. My "ex" personal physician, Boris, almost made me mad enough to give him a black eye for the abuse he inflicted upon me. ( B )
(a) look at him angrily
(b) beat him hard
(c) give him a black look
(d) hit him with something black
5. Like a fool, I stood in this stark examining room for fifteen minutes before the good doctor finally burst through the door. ( C )
(a) cold
(b) dark
(c) bare
(d) silent
6. This is just plain disrespect for others' time, and no one has a right to treat anyone so rudely. ( A )
(a) clear
(b) complete
(c) simple
(d) ordinary
7.Consequently, we vowed to always obey the Credibility Principle to the letter. ( C )
(a) literally
(b) unmurmuringly
(c) exactly
(d) meekly
8. The majority of businesses ignore the Credibility Principle, and in their zest to make a good impression on a loan officer, they oversell. ( A )
(a) eagerness
(b) intention
(c) inspiration
(d) attempt
9. We like to believe that others are going to follow through when we deal with them, but many simply will not. ( D )
(a) act as ordered
(b) have a great interest
(c) keep in sight
(d) carry out exactly to the end
10. No matter how many times we called her, she stalled us and gave excuses about why this house or that house wouldn't be suitable. ( C )
(a) rejected
(b) stalked
(c) delayed
(d) stopped
11. Life is simply too short to go through the same exasperating situation twice with the person who let you down because he didn't deliver the goods as originally promised. ( D )
(a) embarrassing
(b) irritating
(c) desperate
(d) disagreeable
12. Many people whose talent borders on genius achieve only mediocre results in their career because they lack the necessary follow-through to actually perform well. ( B )
(a) very bad
(b) very good
(c) the best
(d) not very good
D. Discussing the following topics.
1. What is the importance of the Credibility Principle?
答案
According to the text, the "Credibility Principle" means: Do whatever you say you are going to do. Everyone should be responsible for what he says (promises). Once you say you will do something, do as you've promised. Empty promises or delayed actions are disappointing and annoying to others, and may even ruin your career. We should remember the author's admonition: "The failure to perform as promised is a loosing image, and you must avoid it like the plague." The ability to apply the Credibility Principle is the winning image you must develop.
2. Have you ever broken your promises to anyone? If yes, have you had to pay for that?
Open to discussion.
3. What do you think the image of a good student is like? Illustrate a winning image and a losing image with examples.
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