*0109105691*

English
Standard Test Question Paper

Version: EN000

A Member of the Association of Language Testers in Europe (ALTE)

PV3 UCLES !!"

BLANK PAGE

Candidate Information Can#i#ate $ame% )ami*+ name% )irst name% Can#i#ate $umber% E'amination Centre% (ate% &&&&&&&&&&&& &&&&&&&&&&&& &&&&&&&&&&&& &&&&&&&&&&&& &&&&&&&&&&&&

Test About ,,! minutes Listening About -! minutes. As +ou *isten/ 0rite +our ans0ers in this 1uestion Paper. 2hen the *istening test finishes/ +ou ha3e - minutes to cop+ +our ans0ers onto +our Ans0er Sheet. 4! minutes. 2rite +our ans0ers on +our Ans0er Sheet.

Reading and Language Knowledge

LI"TENING
PART ONE Questions 1 1 A
(!!!s)
,!!! 9!! 4!! 5!! ,st 1tr 1tr

1!

You will hear 10 short recordings. For questions 1 10, circle one letter A, B or C for the correct answer. You will hear each recording twice. 2hich graph is the spea6er referring to7
*ast +ear8s sa*es

B
(!!!s)
,!!! 9!! 4!!

*ast +ear8s sa*es

n# 1tr

3r# 1tr

5th

5!! ,st 1tr

n# 1tr

3r# 1tr

5th 1tr

*ast +ear8s sa*es

(!!!s)
,!!! 9!! 4!! 5!! ,st 1tr

n# 1tr 3r# 1tr 1tr

5th

# A

:o0 man+ ne0 ;obs 0ere create# in <anuar+7 B

108,000

193,000

240,000

$ A

2hat #oes the compan+ import7 B

% A

2hat pre3ente# the consignment from being #e*i3ere# on time7 B

& A

2here has the compan+ so*# most of its ne0 pro#ucts7 B

'

2hich compan+ #o the+ #eci#e to use for their re=bran#ing e'ercise7 A B C $eptune >o*#berg :amb*eton

2h+ #i#n?t the 0oman accept the ;ob offer7 A B C She thought the compan+ 0as #isorganise#. She 0asn?t happ+ 0ith the pac6age. She 0ants to 0or6 for a *arger organisation.

2hat #oes the man sa+ about the course7 A B C @t 0as ba#*+ organise#. There 0ere not enough spea6ers. @t 0as not 0e** atten#e#.

* 2hat information #oes >a**ico Lt# nee# from its supp*ier7 A B C 1! the #e*i3er+ #ate for some goo#s an up#ate on prices for some components insurance #etai*s for the transportation of or#ers

2h+ #i# the construction compan+ #eci#e to sponsor the go*f championship7 A B C Sponsorship 0i** generate more pub*icit+ than tra#itiona* a#3ertising. @t gi3es customers a positi3e association 0ith the compan+. The returns from other sponsorship ha3e been 3er+ goo#.

PART T+O Questions 11

##

You will hear three conversations. Fill in the numbered spaces, using the information you hear. You will hear each conversation once only.

Con,ersation One Questions 11 1% Look at the form below. You will hear a man telephoning to place an order.

Interte-. Pu/li-ations
Order 0orm 1ate2

June 21

Order Ta3en /42 5116 Mr 777777777

Gina

Customer Name2

Interte-. a--ount num/er2 Com8an4 name2 Address2

51#6 777777777

Brandmart Inc.

51$6 The 777777777, Hope i!!e, "hio 51%6 777777777

Pu/li-ation Title2 Quantit42

12 #1$.99

Pri-e 8er item2 Con,ersation Two Questions 1& 1)

Look at the note below. You will hear a man leaving a message for his company s printing department about changes needed on a print order. 9essage from2 %au! &'o(, )ccount* +epartment ,-o. re/erence 51&6 7777777777777:) Re;uirements2

0etterhead1 %ut correct 51'6 7777777777777: In oice %ro 2orma1 Inc!ude *pace /or 'ritin3 in the 51(6 7777777777777: 45pen*e* /orm*1 )dd cate3or6 /or 51)6 7777777777777: , i*itor*7

Con,ersation T.ree Questions 1* ## Look at the notes below. You will hear a woman telephoning a customer to ask for feedback on her company s service. Customer )ee#bac6 on Engineer?s 3isit Engineer<s name2 !om "ngels "tart date of wor32 51*6 7777777777 Customer<s general -omments2 Qualit4 of wor32 problem of two#day wait for delivery of a 5#!6 7777777777 his 5#16 777777777 was very good

good, especially on machinery for 5##6 7777777777

PART T=REE "e-tion One Questions #$ #(

You will hear five people talking about the difficulties they faced when they gave up full# time $obs to become freelance consultants. %s you listen, decide which difficulty each speaker mentions. &hoose your answer from the list A I, and write the correct letter in the space provided. You will hear the five pieces once only. A B not *ea#ing a team *ac6 of promotion prospects *oss of status *ac6 of training opportunities financia* insecurit+ *ac6 of @T support ;u#ging 0hich ;ob offers to turn #o0n no informa* input from co**eagues *ac6 of a#ministrati3e support

E>am8le2 77 I 77

#$ #% #& #' #(

Person , .................................. Person ..................................

C 1 E 0 G

Person 3 .................................. Person 5 .................................. Person - ..................................

= I "e-tion Two Questions #) $#

You will hear five people talking about methods of promoting products that five different food companies are currently using. %s you listen, decide which method each company is currently using. &hoose your answer from the list A I, and write the correct letter in the space provided. You will hear the five pieces once only. A B running a #irect mai*ing campaign a##ing ne0 pro#ucts to the range re#ucing the price of the pro#ucts gi3ing a0a+ a free pro#uct 0ith e3er+ purchase intro#ucing ne0 pac6aging for an e'isting pro#uct gi3ing incenti3es to stoc6ists running a specia* offer 0ith another compan+

E>am8le2 77 I 77

#) #* $! $1 $#

Person , ............................ Person ............................

C 1 E 0 G

Person 3 ............................ Person 5 ............................ Person - ............................

= I

gi3ing out samp*es of pro#ucts in shops *aunching a me#ia campaign

PART 0O?R "e-tion One Questions $$ $$ $)

You will hear a web designer called 'aul (oherty giving advice about creating a website to a group of people who own a small business. For questions 33 38, circle one letter A, B or C for the correct answer. You will hear the talk twice. Pau* (ohert+ a#3ises getting i#eas from 0ebsites 0hich A B C ha3e been set up b+ *oca* competitors. are offering a range of #ifferent goo#s. are base# abroa#.

$%

Accor#ing to Pau* (ohert+/ 0hat is the a#3antage of using a 0ebsite #esigner7 A B C @t ma+ be cheaper than #oing it +ourse*f. @t is *i6e*+ to be Auic6er than #oing it +ourse*f. @t 0i** be more professiona* than #oing it +ourse*f.

$&

Pau* (ohert+ sa+s that 0hen pro#ucing +our o0n 0eb pages +ou shou*# A B C ma6e the pages bright an# co*ourfu*. use the same t+peface throughout. put +our *ogo on e3er+ page.

$'

Pau* (ohert+ sa+s that a goo# 0ebsite shou*# a*so inc*u#e A B C a counter to see ho0 man+ hits +ou?3e ha#. bac6groun# information on staff. a range of charts an# graphs.

$(

Pau* (ohert+ sa+s that man+ companies fai* to A B C #isp*a+ fu** contact #etai*s. up#ate their 0eb pages regu*ar*+. emp*o+ someone to chec6 emai*s.

$)

A to offer a ne0 tip each #a+. Pau* B (ohert+ one goo# 0a+ to get customers to return to a site is tothin6s pro3i#e a free ca*cu*ator. C to ha3e AuiBBes for customers.

"e-tion Two Questions $* $*

%%

You will hear part of a radio interview with )imon *utcher, a business analyst from a management consultancy firm. For questions 39 44, circle one letter A, B or C for the correct answer. You will hear the interview twice. As part of his ;ob/ Simon Cutcher is A B C he*ping to #esign a sa*es s+stem. 0or6ing at his c*ient8s offices. tra3e**ing 0i#e*+ to see c*ients.

%!

2hat #oes Simon Cutcher sa+ about the training pro3i#e# b+ his firm7 A B C There is an in#uction course for a** ne0 gra#uate emp*o+ees. $e0 gra#uate recruits choose 0hich courses the+ 0ant to #o. A** the intro#uctor+ courses are atten#e# o3er three #a+s.

%1

2hen Simon Cutcher ;oine# the compan+/ 0hat #i# he e'pect to be #oing7 A B C 0or6ing 0ith teams pro3i#ing technica* ser3ices 0or6ing on a 0i#e range of pro;ects 0or6ing more on the business si#e

%#

2ithin Simon Cutcher8s firm/ ne0 emp*o+ees go up the pa+sca*e A B C after a si'=month*+ re3ie0. accor#ing to their annua* performance. at the same time as their co**eagues e3er+ +ear.

%$

2hat #oes Simon Cutcher sa+ about his 0or6ing hours7 A B C :e has to 0or6 o3er the 0ee6en# if there are sche#u*es to meet. :e is prepare# to 0or6 *ong hours 0hen there are things to #o. :e finishes at " o8c*oc6 e3er+ e3ening so he can p*a+ sport.

%%

2hat #oes Simon Cutcher thin6 of his compan+ as a p*ace to 0or67 A There is *itt*e time to *earn things +ou pre3ious*+ 6ne0 nothing about.

B C

There are too man+ targets to be achie3e# each +ear. There are 3er+ rigi# an# inf*e'ib*e structures in p*ace.

"e-tion T.ree Questions %& &! %& You will hear a conversation between "li+abeth and *ill, two members of the purchasing department, about dealing with their colleagues in ,!. For questions 45 50, circle one letter A, B or C for the correct answer. You will hear the conversation twice. E*iBabeth is concerne# about ho0 the @T #epartment ma6es purchases because it has fai*e# to A B C %' in3o*3e the purchasing #epartment enough. fo**o0 a#3ice gi3en b+ the purchasing #epartment. issue purchase or#ers to the purchasing #epartment.

2hat opinion #oes Ci** e'press about the con#uct of @T personne*7 A B C The+ #on?t appreciate input from staff in other #epartments. The+ rare*+ choose their supp*iers successfu**+. The+ often ignore instructions gi3en b+ purchasing staff.

%(

Ci** is re*uctant to approach the compan+ #irectors for change because he thin6s A B C the #irectors 0ou*# si#e 0ith the @T #epartment. too much 0or6 0ou*# be create# for the purchasing #epartment. interna* compan+ re*ationships 0ou*# be #amage#.

%)

E*iBabeth suggests persua#ing @T staff of the 3a*ue of her #epartment?s s6i**s b+ A B C offering them training in 6e+ areas of the purchasing process. comp*eting e3a*uation Auestionnaires for @T about their supp*iers. 0riting a p*an high*ighting 0here the t0o #epartments can 0or6 together.

%*

Ci** sa+s that companies 0ho supp*+ @T #epartments often A B C insist on contracts that run too *ong. #ictate contract terms 0ithout negotiation. fai* to fu*fi* contract terms for after=sa*es care.

&!

E*iBabeth suggests fin#ing prob*ems in pre3ious @T purchases in or#er to

A B C

pre3ent the @T #epartment being in3o*3e# in future purchasing. support her case to assist purchasing in the @T #epartment. 0ea6en the @T #epartment?s position in the compan+.

T.at is t.e end of t.e Listening "e-tion: @ou now .a,e & minutes to -o84 4our answers onto 4our Answer ".eet:

REA1ING and LANG?AGE KNO+LE1GE

PART ONE "e-tion One Questions &1 &(

Look at the following messages and notices. For questions 51 57, mark one letter A, B or C on your %nswer )heet.

E>am8le2 STORE CONTENTS IN A COOL PLACE OUT OF DIRECT SUNLIGHT A B C The contents shou*# be 6ept at a constant temperature. The contents are sensiti3e to heat an# *ight. The contents must be 6ept froBen. ! A C C

&1 9anagement +riting Com8etition )or e'ce**ence in management 0riting There are si' priBes to be 0on in t0o sections% Cest Management Coo6 an# Cest Management Artic*e. Participants in the competition A B C ma+ enter in #ifferent categories of management 0riting. 0i** recei3e top Aua*it+ pub*ications on management if the+ 0in. must ha3e pub*ishe# se3era* boo6s or artic*es on management.

,5

&#

8e.*ter* Inc.
The *po(e*man /rom 8e.*ter* Inc. *aid that, in *pite o/ a dec!ine in 3enera! .u*ine** con/idence, the compan6 'a* p!ea*ed 'ith it* impro ed pro/ita.i!it6, re*u!tin3 /rom 3ain* in producti it6. Accor#ing to the spo6esman/ the compan+ A B C is confi#ent it 0i** generate significant*+ impro3e# profits. 0i** in3est profits it has ma#e in increase# pro#uction. has increase# its profits b+ pro#ucing goo#s more efficient*+.

&$ To% A** Desearch Staff )rom% < S0ann/ :uman Desources Sub;ect% <ob e3a*uation sessions This is ;ust a remin#er of the ;ob e3a*uation sessions 0hich ta6e p*ace ne't month. Eou shou*# spare some time to be present at these sessions/ as it is 3er+ much in +our interest to atten#. A B C Eou can on*+ atten# the sessions in +our free time. Eou must te** :D if +ou are intereste# in the sessions. Eou 0i** benefit from atten#ing the sessions.

&% Ma6e +our mone+ 0or6 for +ou. )or free financia* a#3ice ma6e an appointment to spea6 to our sa3ings an# *oan staff. A B C Eou can arrange to see someone about 0a+s to sa3e +our mone+. Eou can pa+ someone to he*p +ou organise a *oan. Eou can ma6e more mone+ b+ getting a ;ob here.

,-

&& Num/er of em8lo4ees

0ullAtime PartAtime Tem8orar4

@ear 1

@ear #

@ear $

A B C &'

The number of temporar+ staff remaine# a*most unchange# for three +ears. The number of fu**=time staff o3ertoo6 part=time staff in +ear . The number of part=time staff #ec*ine# stea#i*+ #uring the three +ears.

To%

Mar6eting (epartment Staff

)rom% Son+a Censon/ Mar6eting Manager Sub;ect% Last 0ee6?s conference P*ease pass the attache# notes on to an+ co**eagues 0ho 0ere at the conference but for some reason are not on our current emai* *ist. A B C &( "22I94 :4;"<)TI"; %:"G:)MM4 The 9ommercia! +epartment, current!6 !ocated ne5t to the Main :eception, 'i!! tran*/er to the )ccount* +epartment=* o//ice* on the /ir*t /!oor .6 19th June. The H: +epartment 'i!! then tran*/er to the 9ommercia! +epartment=* o!d o//ice. 2hich #epartment 0i** be *ocate# ne't to the Main Deception after the ,F <une7 A B C the Accounts (epartment the :D (epartment the Commercia* (epartment
th

There ma+ be peop*e 0ho shou*# recei3e information from the Mar6eting (epartment. A *ist of co**eagues 0ho atten#e# the conference is reAuire# b+ the Mar6eting Manager. The Mar6eting Manager 0ants to contact co**eagues at the conference for a number of reasons.

,4

PART ONE "e-tion Two Questions &) &) '$

&hoose the word which best completes each sentence. For questions 58 63, mark one letter A, B, C or D on your %nswer )heet. Management training 777777:: being #e3e*ope# for the ne0 s+stem. A B C 1 0ere has is ha3e

&*

P*ease 777777:: particu*ar care 0hen se*ecting emai* a##resses from the >*oba* A##ress List. A B C 1 bring ta6e ha3e ma6e

'!

The compan+ is current*+ 777777:: itse*f for reaction to the resu*ts for the current fisca* +ear. A B C 1 arranging organising preparing #e3e*oping

'1

2e use a s*i#ing 777777:: of charges/ #epen#ing on 3o*ume. A B C 1 *ist tab*e sca*e measure

'#

Man+ @T companies are tr+ing to brea6 777777:: the *ucrati3e graphics mar6et. '$ A B C 1 through off open into

The 3ehic*e auction group (ic6son 2i**is ha3e ha# a secon# +ear of high turno3er 777777:: tough competition from ri3a*s Southgate Cars. A B C 1 un*ess e'cept #espite a*though
,"

PART ONE "e-tion T.ree Questions '% '* -ead the article below about business start#ups and answer questions 64 69 on the opposite page. For questions 64 69, mark one letter A, B or C on your %nswer )heet.

0INANCING B?"INE"" "TARTA?P" Three 3enture capita*ists/ Michae* )*o0ers/ Deg >reenham an# Lee 2ang/ 0ere as6e# about financing business start=ups. Accor#ing to Michae* )*o0ers/ 0hen starting a ne0 business/ it is important to accept professiona* management/ an# hire an effecti3e CEG. Entrepreneurs shou*#/ e3en before the+ begin to raise mone+/ as6 ho0 the+ can use the *east financing possib*e. The+ shou*# purchase goo#s an# ser3ices at #iscounts/ an# reAuire customers to sett*e accounts prompt*+. 2hen >reenham is consi#ering 0hether to finance a ne0 3enture/ his biggest concern is price. 8@ am a*0a+s *oo6ing for great i#eas an# mar6et opportunities 0ith strong *ea#ership/ at reasonab*e prices.8 :e a*so *oo6s for entrepreneurs 0ho are ab*e to articu*ate the corporate 3ision/ an# he tries to be open=min#e# about financing first=time entrepreneurs. :e ac6no0*e#ges that man+ in3estors are un0i**ing to bac6 a +ounger person8s first business. >reenham 0as as6e# about 8ange*s8 H those rich peop*e 0ho sometimes put mone+ into uncertain business 3entures. :e agree# that ange* in3estors can be 3a*uab*e to a start=up/ in particu*ar because the+ can offer a#3ice an# access to usefu* peop*e. :e 0arne#/ ho0e3er/ that ange* in3esting is becoming increasing*+ sophisticate#/ an# sai# that in man+ cases it ma+ be preferab*e to obtain ear*+ high=ris6 capita* e*se0here. 2ang agrees that those entrepreneurs 0ith some capita* a*rea#+ can consu*t so=ca**e# ange*s. 8:o0e3er/ for those see6ing fun#s for the first time/ this norma**+ in3o*3es too much time. There is no substitute for aggressi3e*+ 0or6ing to bring in mone+ from fami*+ an# frien#s. @t is un*i6e*+ that bi#s for fun#ing from go3ernment programmes 0i** in rea*it+ be successfu*.8 Man+ start=up companies approach 3enture capita*ists 0ho manage organise# fun#s. >reenham *i6es to co=in3est 0ith other 3enture capita*ists so that there is more than one #ecision=ma6er 0hen there are prob*ems. :e suggests that in their search for capita*/ companies shou*# i#entif+ teams that ha3e a histor+ of successfu* co=operation. :e a##s that these in3estors/ in turn/ shou*# a*0a+s impose con#itions that are reasonab*e. Accor#ing to 2ang/ too man+ start=up companies o3er*oo6 mar6eting issues. 8@n the ear*+ #a+s/ the foun#er can focus too much on the pro#uct itse*f/ an# not on ho0 it is promote#. Entrepreneurs shou*# a*so intro#uce customers 0ho can attest to their entrepreneuria* s6i**s to potentia* in3estors. A*so/ the+ shou*# thin6 about ho0 to gi3e up contro*. @t #oes not matter u*timate*+ 0ho ta6es charge/ but entrepreneurs must #e3e*op suitab*e e'it strategies.8

'%

)*o0ers sa+s that entrepreneurs shou*# A B C obtain fun#s from a range of sources. tr+ to get re#uce# prices from supp*iers. ta6e fu** contro* of management of the business.

'&

@n the secon# paragraph/ >reenham sa+s that he A B C is 0i**ing to pa+ more for specia* opportunities. is not prepare# to offer support to first=time entrepreneurs. *i6es entrepreneurs 0ho can #escribe their aims c*ear*+.

''

2hat a#3antage of 8ange*8 in3estors #oes >reenham mention7 A B C The+ ha3e e'perience of operating in comp*icate# business situations. The+ can he*p the entrepreneur fin# contacts. The+ are Auic6 to assess *e3e*s of ris6.

'(

@n the fourth paragraph/ 0hat #oes 2ang sa+ about entrepreneurs see6ing fun#ing for the first time7 A B C The+ shou*# a3oi# see6ing he*p from peop*e the+ a*rea#+ 6no0. The+ are *i6e*+ to get support from the go3ernment. The+ ma+ fin# that getting fun#ing from 8ange*s8 ta6es too *ong.

')

@n the fifth paragraph/ >reenham sa+s that ne0 companies see6ing fun#ing shou*# A B C *oo6 for in3estors that ha3e 0or6e# 0e** together in the past. ensure that start=ups are time# for 0hen con#itions are fa3ourab*e. reAuire that one 3enture capita*ist has #ecision=ma6ing po0ers.

'*

Accor#ing to the si'th paragraph/ ne0 companies shou*# A B C thin6 more carefu**+ about ho0 goo#s an# ser3ices 0i** be so*#. consu*t customers for fee#bac6 on the pro#uct. #e*egate responsibi*it+ to others from the beginning.

,F

PART ONE "e-tion 0our Questions (! (%

For questions 70 74, read the te.t below and think of the word which best fits each space. /rite only one word for each space on your %nswer )heet.

E>am8le2 :e is 3er+ intereste# 5!6 777:777: computers. Answer2 ! in

Business +orldwide2 -onne-tions on t.e mo,e 2e can gi3e +ou bac6 the time +ou current*+ spen# #ea*ing 0ith communications in3oices. @t?s 0hat e3er+ business person nee#s. As6 +ourse*f 5(!6 777777:: often +ou ha3e a chance to thin6 +our #ecisions o3er in peace. Eou8** a*most certain*+ fin# 5(16 777777:: are precious fe0 Auiet moments in +our #a+. That?s 5(#6 777777:: 0e?3e create# Cusiness 2or*#0i#e/ *ea3ing +ou time to get 5($6 777777:: 0ith other things. Sign up 0ith us/ an# 0ith one bi** an# one supp*ier for a** +our compan+?s mobi*e an# broa#ban# nee#s/ +ou?** soon fin# +ourse*f 0ith e3en 5(%6 777777:: space to thin6. Ca** us on 9!!! 55 3" 53 for a** the information +ou nee#.

REA1ING and LANG?AGE KNO+LE1GE

Part Two

PART T+O "e-tion One Questions (& )1

-ead the sentences below and the news reports about four companies on the opposite page. /hich share report does each sentence 75 81 refer to0 For each sentence, mark one letter A, B, C or D on your %nswer )heet.

E>am8le2 ! As a resu*t of recent sa*es/ this compan+ has change# its sa*es forecast.

Answer2 ! A C C (

(&

This compan+?s *atest sa*es figures 0ere more positi3e than recent in#ications suggeste#.

('

There has been a resignation from this compan+ #ue to its *atest sa*es figures.

((

This compan+?s most recent sa*es figures ha3e not risen as rapi#*+ as in the pre3ious perio#.

()

>ro0th in one part of this compan+?s business has been faster than in a** others.

(*

This compan+ is e'pecting a #o0nturn in profits in the future.

)!

This compan+ has reporte# bigger profits than e3er before.

)1

This compan+?s performance has not been consistent across a** its out*ets.

A )ashion chain C*ou# $ine has poste# ha*f=+ear resu*ts that are a ne0 recor# for the compan+/ after pre=ta' profits *eapt ,FI on a +ear ear*ier to J , mi**ion. The group has been further encourage# b+ tra#ing o3er the ho*i#a+ perio#/ 0hich sa0 *i6e=for= *i6e sa*es impro3e I in the fi3e 0ee6s to <anuar+ 3. This impro3ement 0as s*o0er than the 4I increase reporte# in the prece#ing months H but comes #uring cha**enging times. B Mobi*e phone retai*er PhoneKing has sai# thir#=Auarter tra#ing 0as stronger than anticipate#/ an# upgra#e# its fu**=+ear profit e'pectations. The retai*er sai# re3enues in its retai* an# #istribution operations gre0 "."I on a *i6e=for=*i6e basis. @t a*so sai# that subscription connections ha3e gro0n b+ 3!.,I to 4F!/!!!/ an# are no0 outperforming other areas. )oun#er <u*ia 2hitehea# must be a happ+ 0oman. C Detai* group Mea#es announce# another 0ee6*+ gain in o3era** sa*es in spite of noticeab*+ mi'e# fortunes among its - #epartment stores. Signs of a s*o0#o0n #uring the *ast #a+s of its c*earance sa*e pro3e# unfoun#e# 0hen the group poste# an impro3ement for the 0ee6 to <anuar+ ,!. Gut=of=to0n branches 0ere 3er+ strong performers/ 0ith sa*es gains of up to 3 .4I. 1 C*othing retai*er >i*merton sai# its Chief E'ecuti3e ha# steppe# #o0n as a resu*t of a -. I fa** in sa*es. @ts retai* sa*es in the 0ee6s to <anuar+ ,! fe** ,,.3I on a *i6e=for=*i6e basis against the pre3ious +ear/ a*though this 0as margina**+ better than the group?s performance in the first ,- 0ee6s of that perio#. @t a#mitte# that profits for the UK retai* business ne't +ear 0ou*# probab*+ be *o0er than *ast +ear.

PART T+O "e-tion Two Questions )# )'

-ead this e.tract giving details about a marketing course. &hoose the best word to fill each space from the words below. For each question 82 86, mark one letter A, B, C or D on your %nswer )heet.

E>am8le2 :e 0ants +ou to 5!6 777777:: him the reason. ! A spea6 B te** A C C sa+ C ( 1 ta*6

Answer2 !

ALL-ROUND MARKETING
All-round Marketing is a course which you can take in many different parts of the country. It 5)#6 777777:: of interactive workshops designed to improve the way in which existing businesses market themselves their products and their services. !he courses range of practical guidance covers areas that are becoming 5)$6 777777:: important as businesses become more competitive. "ome of the topics dealt with are# attracting and 5)%6 777777:: customers seeing your business through customers eyes learning how to satisfy customers needs more effectively.

!he methods employed enable those attending to sharpen their skills and even to re-evaluate their 5)&6 777777:: to marketing their business. $ne aspect of the course that many course members have commented on is the welcome absence of marketing %argon. !he course deals with real 5)'6 777777::/ which are discussed in everyday language. )# A )$ A )% A consists gra#ua**+ sa3ing B B B in3o*3es progressi3e*+ ho*#ing C contains C regu*ar*+ C retaining C proce#ure C affairs 1 inc*u#es 1 increasing*+ 1 preser3ing 1 techniAue 1 situations

)& A approach )' A scenes

B s+stem B occasions

PART T+O "e-tion T.ree Questions )( *1 For questions 87 91, read the te.t below and think of the word which best fits each space. /rite only one word for each space on your %nswer )heet.

E>am8le2 :e is 3er+ intereste# 5!6 777:777: computers. Answer2 ! in

T=E 0?T?RE NEE1" O0 CO9PANIE" E'ecuti3es 0ho respon#e# to a recent sur3e+ be*ie3e that fai*ure to inno3ate is one of the greatest ris6s facing businesses in the ne't fe0 +ears. @n a##ition/ a#3ances in techno*og+ 0ere cite# b+ a*most 4! per cent of the e'ecuti3es 5)(6 777777:: being the sing*e most critica* force changing the g*oba* mar6etp*ace. 5))6 777777:: e'ecuti3es/ for the most part/ remain optimistic about g*oba* business prospects/ the+ rea*ise that there 0i** be #ifficu*t times ahea#. The+ recognise that/ 5)*6 777777:: the+ are to sur3i3e in the high*+ competiti3e mar6et con#itions of the coming +ears/ #ri3ing inno3ation an# harnessing a#3ances in techno*og+ 0i** be of 3ita* importance. The @T in#ustr+ is certain to p*a+ 5*!6 777777:: e3er more important ro*e in managing the comp*e' operations of to#a+?s companies. @n#ee#/ the fastest gro0ing businesses to#a+ are those that ha3e p*ace# @T 5*16 777777:: the core of their management strateg+.

PART T+O "e-tion 0our Questions *# *(

&hoose the word which best completes each sentence. For questions 92 97, mark one letter A, B, C or D on your %nswer )heet.

*#

The contractors 0ere commen#e# for comp*eting the ne0 sports sta#ium on time an# 777777:: bu#get. A B C 1 0ithin un#erneath through #uring

*$ The Mi##*eham )i*m )esti3a*/ he*# in <u*+/ significant*+ 777777:: the to0n?s tourist in#ustr+. A B C 1 *% )o**o0ing a L mi**ion #ea*/ <ohnson no0 ho*#s 777777:: soft=#rin6s a#3ertising rights at the tournament. A B C 1 pri3ate e'c*usi3e se*ecte# restraine# pushe# inf*ate# heightene# booste#

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Shares in Donson Chemica*s 777777:: a #ramatic reco3er+ this morning. A B C 1 presente# #isp*a+e# acte# stage#

*' This boo6 stresses that a management training programme has its greatest 777777:: 0hen #irect*+ *in6e# to business strateg+. A B C 1 *( The Signet >roup is one of the region?s *ea#ing in#ustria* ser3ice groups/ 0ith 777777:: firms operating right across the area. A B C 1 au'i*iar+ subsi#iar+ anci**ar+ supp*ementar+ connection impression mar6 impact

PART T+O "e-tion 0i,e Questions *) 1!$

-ead the article below about a successful merger between two companies and answer questions 98 103 on the opposite page. For questions 98 103, mark one letter A, B, C or D on your %nswer )heet.

9ERGER" CAN BE "?CCE""0?L Mergers are a*0a+s hea#*ine ne0s. Some financia* commentators e3en regar# them as an in#icator of the economic hea*th of a nation. 2hich is strange 0hen +ou consi#er that most mergers an# acAuisitions fai*. The #ea*s themse*3es go through/ an# regar#*ess of the high costs/ the ban6ers get pai#. Cut then the e'pecte# economies of sca*e pro3e e*usi3e an# there are c*ashes of corporate cu*tures. Emp*o+ees become ner3ous an# *ess efficient as the+ 0orr+ about *osing their ;obs. (epen#ing on 0hose research +ou be*ie3e/ -! to 9! per cent of acAuisitions fai* to fu*fi* the strategic ob;ecti3e for 0hich the+ 0ere #esigne#. >i3en a** this/ it is interesting to see a merger 0hich is successfu*. An# that is 0hat seems to ha3e happene# 0hen Promo an# Truc6 A#s merge#. E3a Len#e* starte# Promo in ,FF,/ the same +ear Pau* 2atson foun#e# Truc6 A#s. Coth companies #i# the same thing% the+ ran poster campaigns on truc6s for ma;or a#3ertisers. @t 0as a ne0 me#ium an# both companies e'pan#e# Auic6*+. @t *oo6e# so eas+ an# profitab*e that *ots of sma** operators came into the business H 0hich 0orrie# both of them because the+ fe*t that these ne0 companies #i# not rea**+ 6no0 0hat the+ 0ere #oing. This/ the+ fe*t/ cou*# ha3e a negati3e effect on a** companies in this sector. So Len#e* an# 2atson forme# a tra#e association to protect the reputation of their businesses. 8Gut of a** these companies that mushroome# up/8 sa+s 2atson/ 8a*most none ha3e sur3i3e#. The+ ;ust #i#n8t offer a professiona* ser3ice.8 Gnce the+ ha# the mar6et *arge*+ to themse*3es/ Len#e* an# 2atson compete# in some situations an# co**aborate# in others. 2hene3er one ha# more campaigns than the+ cou*# han#*e/ the+ 0ou*# subcontract to the other. )ina**+/ Len#e* suggeste# that her compan+ bu+ Truc6 A#s. @t he*pe# that Len#e* an# 2atson ha# 6no0n an# respecte# each other for +ears. The+ 6ne0 from the tra#e association that the+ ha# man+ business 3a*ues in common. An# the+ 6ne0 the+ 0ou*# *ose business opportunities if the+ #i# not get bigger. @n negotiations Len#e* an# 2atson 0ere not afrai# to tac6*e the prob*ems that so man+ companies a3oi#. The+ agree# that/ as Promo 0as the *arger compan+ as 0e** as the acAuirer/ Len#e* 0ou*# be the ne0 boss an# 2atson her #eput+. There 0as no nonsense about ;oint *ea#ership or e3er+thing sta+ing the same. Turning t0o 0or6forces into one is ne3er eas+. 8Gnce the merger ha# gone through/ @ 0as re*ie3e# that there ha# been no re#un#ancies/8 sa+s Len#e*. 8@ ha#n8t rea*ise#/ though/ ho0 much *o+a*t+ there 0as to the Truc6 A#s bran#. This impresse# me but a*so 0orrie# me as 0e ha# 0ipe# a0a+ the bran# o3ernight. So @ brought in *ots of po*icies to ma6e e3er+one fee* part of the team an# then @ sa0 e3er+ emp*o+ee in#i3i#ua**+ to e'p*ain the a#3antages of the merger for them.8 8Merger costs are high/8 sa+s Len#e*. 8Lega* e'penses a*one can 0ipe out an+ upsi#e. Cut not this time. @ #i#n8t thin6 0e8# co3er our huge *ega* fees for a +ear/ but 0e manage# to #o it in three months. @n fact/ those costs ma#e us push har# for ne0 business.8

*)

Accor#ing to the first paragraph/ 0hat is one reason 0h+ mergers an# acAuisitions often fai*7 A B C 1 The costs in3o*3e# are too high. The companies in3o*3e# ha3e #ifferent attitu#es to business. The merger or acAuisition is not gi3en a c*ear goa*. Staff *ea3e because the+ fee* their ;obs are not secure.

**

Len#e* an# 2atson thought that man+ of the sma**er operators in the in#ustr+ A B C 1 *ac6e# professiona* stan#ar#s. ha# e'pan#e# too Auic6*+. 0ante# to set up a tra#e association. 0ere ma6ing e'cessi3e profits.

1!!

Cefore the merger/ Len#e* an# 2atson 0ere a0are that the t0o companies A B C 1 0ere a*rea#+ beginning to *ose business. ha# #ifferent strengths an# 0ea6nesses. 0ere #oing too much subcontracting. ha# simi*ar i#eas about business.

1!1

(uring negotiations/ Len#e* an# 2atson #eci#e# that A B C 1 the t0o of them cou*# not 0or6 together. one person 0ou*# be in charge of the ne0 compan+. there 0ou*# be no ma;or changes in the ne0 compan+. the siBe of Promo cou*# *ea# to prob*ems.

1!#

2hat #i# Len#e* #o after the merger ha# been comp*ete#7 A B C 1 She began putting staff in #ifferent teams. She refuse# to ma6e an+ staff re#un#ant. She e'p*aine# to a** staff ho0 the merger 0ou*# benefit them. She congratu*ate# the staff on their *o+a*t+ to the ne0 compan+.

1!$

2hat #oes Len#e* sa+ about the compan+8s *ega* costs7 A B C 1 The+ 0ere c*eare# more Auic6*+ than e'pecte#. The+ ha# to be sett*e# 0ithin a +ear. The+ 0ere not so high as she ha# e'pecte#. The+ 0ere re#uce# in return for ear*+ sett*ement.

PART T+O "e-tion "i> Questions 1!% 11!

% colleague has given you this $ob advertisement for checking. ,n some lines there is one wrong word. ,f there is a wrong word, write the correct word on your %nswer )heet. ,f there is no mistake, put a tick 12 on your %nswer )heet. E>am8le2 P*ease note that there has been a increase in the prices of some goo#s in the ne0 cata*ogue. ! !!

an

+e are loo3ing for a "enior Em8lo4ment Ad,iser to /e /ased in our O>ford offi-e: 1!% 1!& 1!' 1!( 1!) 1!* 11! Senior Emp*o+ment A#3isers support staff members on a 3arious of comp*e' issues concerne# 0ith con#itions of ser3ice. App*icants must been e#ucate# to #egree *e3e* e*se eAui3a*ent. The+ nee# up=to=#ate 6no0*e#ge of emp*o+ment *a0 an# goo# practice/ gaining through ha3ing significant e'perience of a#3ising emp*o+ees on matters re*ate# to emp*o+ment *a0. The successfu**+ can#i#ate 0i** a*so ha3e 0e**=#e3e*ope# 0ritten an# a#3ocac+ s6i**s for enab*e himMher to submit cases on beha*f of staff an# represent emp*o+ees on issues of assessment an# promotion.

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