I. MULTIPLE CHOICE (8 marks) Circle the best answer to complete the ollowin! sentences 1.

A companys market -------------is the percentage of sales it has in a particular market. ". share 2. ". A. leader A. research A. position A. ollower '. A. customers B. research B. position B. value $. lea%er B. researcher $. !&ests C. segment C. share C. se!ment C. price C. developer C. tourists D. trends #. research D. follo!er D. segment D. leader D. shoppers Market-------------involves o taining information a out !hat consumers !ant or need. A market -----------is a group of customers of similar age# income level and social class.

$. %he market ------------- is the est-selling product or rand in a market. &. %he market ------------ is the second est-selling product or rand. At our hotel# !e give our -------------more than a high- (uality e)perience.

*. %he-------------are responsive and service- oriented# they o viously en+oy their +o s and !ant to help the clients. A. cre! ". nee%s A. place A. adopt B. assistants B. functions $. location B. market C. salemen C. success C. venue C. a%apt #. sta D. failure D. situation D. research ,. %he -orona is committed to meeting the------------of tadays international usiness travellers. .. %he////..of the hotel is ideal0 a three minute drive from the international airport. 11. Companies today are faced !ith a stark choice0 ----------or go under. 11. 2o lal operations allo! ma)imum economy of scale# !hile localisation makes it possi le to-------------------(uickly to market changes and to reach all market sectors. A. call ". rate A. lack B. demand B. range $. breach C. en(uire C. cost C. respond #. respon% D. round D. cost 12. %he unemployment-----------!ill soon reach 1&3. 1". %hey accused the striking !orkers of eing in------------of contract. 1$. %here !as a gro!ing ----------------of interest et!een her usiness dealings and her position as a politician. A. lack B. cost C. con lict D. rate

1&. Mr. 4isher prefers to do his small companys ookkeeping ---------- instead of hiring an accountant. A. he ". waste A. conflict A. level B. his B. spend $. cost B. partner C. him C. cost C. rate C. ro&n% D. situation D. agreement #. himsel 1'. 5riting letters y hand is a complete------------of time. 6 al!ays type them on the computer. 1*. 7)perts forecast that the--------------of living !ill decrease slightly ne)t year. 1,. 5e are starting a ne! --------------------of negotiations !ith 28C 9teel!orks ne)t month. 1.. Change is natural part of the human condition. :o!ever# !e often perceive it as a -------------to our sta ility# our self- esteem and our values. A. signal B. failure C. stimulus #. threat 21. Business leaders need to ear this in mind and introduce change carefully for it to e successful. %hey have to raise their staffs-------------------of the purpose of the intended change. A. mind A. democratic $. awareness B. caring C. intelligence C. market-driven D.reason #. hierarchical 21. Change is easier in flatter organisational structures than in-----------------------ones. 22. 9upportive style of management# together !ith ade(uate------------------# can also oots selfconfidence and so help staff cope etter !ith change. ". trainin! B. education C. measures D. do!nsi;ing 2". Business leaders should create an atmosphere of ------------------in !hich staff are encouraged to e)press their feelings. A. elief A. performed A. procedures B. suspicion B. performa le B. +ourneys C. tr&st C. per ormance C. directions D. faith D. perform #. receipts 2$. %his years e)cellent ------------- has earned our production plant reno!n in the company. 2&. Customer must ring in ------------ for their refunds !ithin t!o !eeks of the purcharse. 2'. %he computer la !ill e undergo------ renovations to meet the needs of our schools gro!ing student ody. A. matured B. producing C. s&bstantial D. consuma le 2*. Anyone !ho------- a ne! stove y C%< =td. %his !eekend receives a free four-piece set of stainless-steel saucepans. A. purchase A. into A. to make B. purchaser B. among B. to earn C. p&rchases C. !ithout C. to generate D. purchasing #. alon! #. to %o 2 2,. %he >ueen of :earts casino !ill e located some!here ------ the ne! high!ay. 2.. 5hich of the follo!ing does not go !ith the noun ?a profit@

"1. 5hich of the follo!ing does not go !ith the noun ? ankruptcy@ ". to %i'i%e A. to attract A. to repay A. ho!ever B. to face $. to pa( B. to !rite off B. so C. to e close to C. to encourage C. to in'oice C. although D. to go into D. to make an D. to run up #. beca&se "1. 5hich of the follo!ing does not go !ith the noun ?investment. "2. 5hich of the follo!ing does not go !ith the noun ?de ts. "". 9ales of our range of fruit +uices improved---------------!e made the packing more attractive. "$. As you can see from the graph# sales did very !ell in the second (uarter. 9ince Aune# -----------# there has een a gradual drop. ". howe'er A. ecause A. ecause A. although ". %espite A. ho!ever B. so $. %espite B. although B. so B. although $. altho&!h C. despite C. ho!ever C. so C. despite C. ecause C. ecause D. although D. although D. ho!ever #. beca&se D. ho!ever D. despite "&. Brofits continued to rise-----------------a slight increase in production cost. "'. 5e plan to centralise distri ution# ----------------costs are likely to decrease. "*. 9eptem er can e a difficult month----------------sales often fall after the summer holiday. ",. -------------the ooming market for mo ile communications# Alfitels share price fell steadily. ".. -------------our production costs have gone do!n y "3# profit have not improved significantly. $1. 5e launched our advertising campaign three months ago. ----------------# sales have not recovered yet. A. Despite A. so ". en%orses B. Because B. ho!ever B. persuades C. Howe'er C. ecause C. launches D. 9o #. altho&!h $1. Brofits !ent up---------------sales did not seem to improve. $2. 6f a cele rity --------------a product# they say ho! good it is in advertisements. $". Bill oards# those large signs used for advertising# are often called ?------------------ in British 7nglish. A. leaflets B. slogans C. hoar%in!s $$. Manufacturers of toiletries and cosmetics fre(uently offer free --------------------for customers to try out their ne! products. ". samples A. pu lic B. commercials $. point)o )sale C. posters C. eye-catching $&. Advertising done at the place !here a product is sold is called ?---------------advertising. $'. --------------of sports or arts events can e a po!erful method of advertising. "

A. Cesearch

B. 7ndorsement

C. *ponsorship

$*. 6f you hear a out a ne! product from a friend or relative# this is called ?--------------advertising. A. !ord-for-!ord B. mouth-to-mouth C. wor%)o )mo&th $,. Dutdoor advertising is gro!ing rapidly ecause the cost of %8 --------------- has risen dramatically. A. commercials A. up B. pu licity B. over C. research C. o&t D. !ith $.. =eos een to Eigeria many times. :e kno!s the culture inside----------. &1. 5eve told you everything a out this +o opportunity in F; ekistan. Eo! you tell us !hat you think. %he all is ------------- your court. A. over B. up C. !ith #. in &1. 9ometimes it doesnt really matter if you dont kno! the culture. Gou +ust need to maintain a good-natured attitude and go ------------- the flo!. ". with B. out C. in D. over &2. 6 had all sorts of pro lems !ith my ne! colleague# ut no! 6ve had it----------- !ith her# and !e !ork really !ell together. A. up A. out A. in $. o&t B. up B. out C. over C. o'er C. !ith D. in D. !ith #. &p &". 6f any of the presentations runs--------------schedule# !ell e late for the final plenary meeting. &$. 5ith this conference ne)t month# !ere all ------------- to our eyes in !ork at the office. &&. Ee! department heads must attend meetings ------------- in order to e e)posed to ne! ideas from other team mem ers. A. fre(uent B. fre(uenting C. re+&entl( D. fre(uency &'. Dur aim is to focus on customers needs and satisfaction y ------ introducing e)ceptional gooods. A. consist $. consistentl( C. consistent D. consisting &*. Dur firm received ------ from numerous clients for our e)cellent !ork over the past t!enty years. A. compliment B. complimented C. compliments D. complimentary &,. Beginning ne)t April# financial enefits !ill e availa le ------ to those customers !ho signed the necessary contract. A. e)clusiveness $. e,cl&si'el( C. e)clusionary D. e)clusion &.. Customers are advissed to dou le-check their orders to ensure that they !ill e sent ------ the correct address. A. until B. upon C. among #. to '1. =ast !eeks performance !as +udged to e a ma+or ------ even though it received no local media coverage. $

". s&ccess A. accept

B. succeed $. noti (

C. successful C. deliver

D. successfulness D. present

'1. Blease ----------- Ms. Condell that no one has received their paychecks yet. '2. 7mployees on official usiness are offered -------- for any e)penses incurred for meals H related to !orkshops# usiness meetings# or company-related events. A. investment B. dimension C. reimb&rsement D. e)penditure '". Fnder!ood 7nergy 9ervices 6nc. offers ---------- enefits to full-time employees# including dental insurance. A. attraction A. him A. preventa ility $. attracti'e B.himself B. prevention C. attract C. his C. preventing D. attracted D. he #. pre'entable '$. Mr. 5hatley unintentionally took Ms. Botvins timeta le# thinking it !as -----------. '&. 9ince the invention of seat elts# certain automo ile fatalities are no! often ---------. ''. Customers at Brussian Blue Books are reminded to keep their receipt ------------- proof of purchase !hen they place an order. A. off B. e)cept C. as D. though '*. 9everal staff heads ----------- a etter understanding of the importance of motivation and team!ork from the last !orkshop. A. gaining B. !ill gain C. !aine% D. !ere gained ',. Anyone ----------- e)periences complications !ith the ne! soft!are is encouraged to ring this matter to Mr. 2ru ers attention in room 211. ". who ". econom( A. pound A. lu)urious A. cool ". well)ma%e A. cool A. !ell-made B. !hich B. economic $. park B. timeless B. !ell-made B. fashiona le $. ashionable B. stylish C. !hom C. econimist C. pool C. %&rable C. se)y C. stylish C. relia le C. l&,&rio&s D. !hose D. economics D. port D. !ell-made #. timeless D. timeless D. dura le D. se)y '.. 6 had an -----------------class ticket# ut they upgraded it to first class. *1. %he car ---------------!as almost empty# and 6 parked very easily. *1. A product that does not !ear out is ------------------. *2. A product that remains eautiful and does not ecome old-fashioned is ------------. *". A product that is manufactured !ell and assem led to a high standard is ---------------. *$. A product that is popular for a short period of time is --------------. *&. A product that is e)pensive# comforta le and eautiful -----------------. *'. %he share price fell "1 percent to 1'.1 p on the =ondon------------------yesterday. &

A. up-market

B. lack market

C. open-market

#. stock market

**. 9mithson plans to reduce its ----------------in plant and e(uipment over the coming t!o years as part of its effort to return to profita ility. ". in'estment B. revenues C. share price D. staff *,. 5hen replying to an advertisement# candidates often fill in aIan----------------and !rite aIan covering letter. A. curriculum vitae A. health care $. application orm C. reference B. dicussion C. inter'iew D. letter of invitation D. physical e)amination *.. %he employer !ill then invite the est candidates to attend aIan -------------------. ,1. %hese days# successful candidates have to !ork aIan----------------in a company. %his is usually three or si) months. A. full-time +o ". mentor B. temporary B. C7D C. part-time C. C4D #. probationar( perio% in'itation D. manager ,1. 5hich !ord or phase refers to an older# more e)perienced person !ho help you@ ,2. %he starting salary of the successful ---------------------!ill e decided on the asis of (ualifications and e)perience. ". applicant A. reference A. to call for A. to shortlist A. to intervie! ". to work A. slush fund B. contractor $. a shortlist B. to hold B. to advertise B. to shortlist B. to enter into $. bribes C. employer C. group C. to appl( C. to take up C. to re+ect C. to terminate C. compensation D. intervie!er D. team D. to carry out D. to appoint some ody to #. to a%'ertise D. to sign D. onuses ,". %he intervie! panel !ill dra! up-----------------of only five candidates. ,$. 5hich of the follo!ing does not go !ith the !ord ?an intervie!. ,&. 5hich of the follo!ing does not go !ith the !ord ?a post. ,'. 5hich of the follo!ing does not go !ith the !ord ?applicants. ,*. 5hich of the follo!ing does not go !ith the !ord ?a contract. ,,. %he police are investigating our C7D for allegedly receiving----------------.

,.. 5hich of the follo!ing does not go !ith the !ord ?an intervie!. A. to call for B. to hold C. to appl( D. to carry out .1. 2ood leaders have---------------the a ility to step into someone elses shoes H ecause they are good listeners. ". empath( A. deal B. charisma $. sol'e C. passion C. ignore D. sympathy D. grapple ' .1. 2ood leaders are open# al!ays !illing to discuss and -------------------- pro lems.

.2. =eaders are very good at --------------------their staff. 7na ling each of them to ecome a creative independent team player. A. strengthening B. persuading C. caring #. empowerin! .". 7very individual gains the confidence and a ility to ------------ the kind of decisions !hich !ill help the company achieve its long- term goals. A. do A. talk A. to register A. to apply for a A. to encourage A. to produce an ". c&t)throat 111. 111. ". &n air A. fierce B. arrive B. discuss B. to come up !ith B. to get a B. to stimulate B. to notice an B. heavy B. tough $. stron! C. make C. de ate C. to compete C. to issue a C. to brainstorm C. to %o C. strong C. strong C. unfair D. a ide #. comm&nicate D. to patent #. to in'ent D. to facilitate D. to call for D. unfair D. fierce D. heavy .$. 2ood leaders have clear vision# and they are a le to ----------------this to their employees. .&. 5hich of the follo!ing does not go !ith the !ord Jan inventionK. .'. 5hich of the follo!ing does not go !ith the !ord JpatentK. .*. 5hich of the follo!ing does not go !ith the !ord JinnovationK. .,. 5hich of the follo!ing does not go !ith the !ord JimprovementK. ... %he -------------competition in BCs is keeping prices relatively lo!. 9onara reduced their prices so much that they !ere accused of ----------competition. %he C7D says the ----------pound is responsi le for the fall in e)ports.

112. 6 cant elieve there are so many complaints a out our ne! range of iscuits. %here //.. e something !rong !ith one of the ingredients. ". m&st 11". ". are 11$. A. maight B. !ill B. should $. can-t C. can C. !ill C. mustnt D. should D. must D. couldnt 9ales--------------very likely to continue to rise till the summer. %hey havent done any market research# so these figures----------- e accurate.

11&. %hey---------------- e doing !ell ecause they have +ust closed do!n t!o of their su sidiaries. A. mustnt B. shouldnt C. can-t D. may 11'. 5e cant make a firm prediction at this stage# ut !e-------------- e a le to get the ne! model out in time for the spring trade fair. A. !ont $. mi!ht not C. mustnt D. shouldnt 11*. %hey---------------- e doing !ell ecause they have +ust closed do!n t!o of their su sidiaries. *

A. mustnt

B. shouldnt

C. can-t

D. may

11,. %he -----------------for fa) machines and photocopiers e)isted for many years efore these inventions !ere adopted. A. technicities B. techni(ues C. technicians #. technolo!ies 11.. 6nventions are not al!ays adopted as (uickly as !e imagine# or for the ---------------that they !ere originally intended for. A. utilities $. &ses C. utilisations D. usefulness

II. rea%in! comprehension (. marks)

Ma%e in E&rope $( /o /ohnson 0re% 1apner an% 2ichar% Mc3re! Almost every fashion la el outside the top super- lu)ury rands is either already manufacturing in Asia or thinking of it. Coach# the F9 leather goods maker# is a classic e)ample. Dver the past five years# it has lifted all its gross margins y manufacturing solely in lo!- cost markets. 6n March 2112 it closed its factory in =ares# Buerto Cico# its last company-o!ned plant# and outsources all its products. Bur erry has many Asian licensing arrangements. 6n 2111 it decided to rene! 9anyos Aapanese licence for ten years. %his means that almost half of Bur errys sales at retail value !ill continue to e produced under licence in Asia. At the same time ho!ever# Aapannese consumers prefer the groups 7uropean-made products. 9anyo is no! reacting to this demand for a sno alternative to the Bur erry products made in its factories across Asia y opening a flagship store in %okyos 2in;a# !here it sells Bur erry products imported from 7urope. 6n intervie!s !ith the 4%# many e)ecutives say the top lu)ury rands !ill continue to e seen# particularly in Asia# as 7uropean. Domenico De 9ole of 2ucci says0 ?%he Asia consumer really does elieve H !hether its true or not H that lu)ury comes from 7urope and must e made there to e the est.K 9erge 5ein erg# Chief 7)ecutive of Binault Brintemps Cedoute# !hich controls 2ucci# says it !ill not move 2uccis production offshore. Get some in the industry recognise that change may e round the corner even for the superlu)ury rands. Batrio Bertelli# Chief 7)ecutive of Brada# says0 ?%he JMade in 6talyK la el is important ut !hat !e are really offering is a style# and style is an e)pression of culture. :e therefore recognises that (uality fashion items may not al!ays need to e produced in 6taly. Amitava chattopadhyay# Brofessor of Marketing at 6nsead# the usiness school# says0 ?A rand is a set of associations in the mind of the consumer and one of these is the country of origin. 4or lu)ury goods# the role of the rand is crucial. %o damage it is a cardinal sin and no rand manager !ill !ant to get the alance et!een manufaturing location and the rand image !rong. 4rom the financial times 4hich o these statements are tr&e5 1. Coach no longer has a factory in Buerto Cico. 2. Coach# like many other companies# is outsourcing its products to produce costs. ". 9ome Aapanese people choose to uy Bur erry products made in 7urope rather than in Aapan. ,

$. 9anyos store in %okyo sells Bur erry products made only in Asia. &. According to Domenico De 9ole# the est lu)ury products are made in Aapan. '. 2ucci is planning to outsource some of its products. *. Batri;io Bertelli elieves that lu)ury fashion products should al!ays e made in 7urope. ,. Amitava Chattopadhyay says that companies need to pay careful attention to !here they manufacture their products.