Test 1 READING AND WRITING 1 hour 30 minutes READIN PART ONE Questions 1-5 @ Look at questions 1-5. @ Ineach question, which sentence is correct? ‘e For each question, mark one letter (A, B or C) on your Answer Sheet. C AC ‘- Q . C When does Claudia Lang expect to arrive? Telephone message A 9.30 Claudia Lang caught 9.30 fight - due Be 11.30 , here 11.30 now, not 12.30. c 12.30 The correct answer is B, so mark your Answer Sheet like this: ABC om Te a a Staff must book annual leave six weeks in advance by getting the relevant form signed by Human Resources. A Staff are allowed six weeks’ holiday a year. B___ Staff must book holidays before the end of the year. C Staff must have their holiday requests approved. 20Reading Information for customers All goods transported by Fera Carriers are insured, but our policy excludes damage due to poor packaging. Customers will not necessarily qualify for compensation if goods are damaged. Customers should arrange insurance against damage before sending goods. Customers are able to claim a refund if packaging is damaged. ouD> MEMO To: Wei Yu From: Human Resources Date: 18 November Subject: Training ‘We can’t say whether your training application will be accepted until we can confirm that funds are available. A Wei Yu should re-apply for his training course at a later date. B There may not be enough money to pay for Wei Yu's course. © Human Resources cannot confirm which training course Wei Yu should take. Peter phoned from the station ~ services to London aren't running this morning. Meeting put off to 3 pm this afternoon, vane The 11 am meeting is postponed because Peter's train was cancelled. Peter will arrive at the 11 am meeting late because his train is delayed. The 11am meeting is rescheduled because Peter was late and missed his train. ouD> The safety team is carrying out checks in this area. ‘Access without a permit is denied until further notice. A permit is currently required for entry to this area. Special care should be taken when entering this area. Permission to enter this area can be obtained from safety staff. ouDTest 1 PART TWO Questions 6-10 ¢ Look at the advertisement below. It shows a list of workshops offered by a training company. © For questions 6-10, d page should attend. © For each question, mark one letter (A-H) on your Answer Sheet. # Do not use any letter more than once. {e which workshop (A-H) each person on the opposite WORKSHOPS Classifying consumers Communications with customers Factors in setting pricing levels How to encourage repeat business Making a GERD orecast Measuring consumer response to marketing Producing financial statements of past performance Researching potential markets 22Reading 6 Julia Strekalova wants to know how to calculate the amount she can charge customers for her marketing consultancy services. 7 Roger Walker's company wants to give him responsibility for his firm’s annual profit-and-loss account and balance sheet. Paolo Longo needs to be able to assess the effect on sales following his company’s recent product promotions. Zhon Mei Feng’s company wants her to learn to divide the market into groups, which it can target with different brands. Valerija Georgievska needs a course on working out how much money her firm can expect to have available each month. 23Test 1 PART THREE Questions 11-15 @ Look at the chart below. It shows a company’s turnover, operating profit and market share over a period of ten months. ‘© Which month does each sentence (11-15) on the opposite page describe? ‘© For each sentence, mark one letter (A-H) on your Answer Sheet. © Do not use any letter more than once. ‘Turnover, operating profit and market share TS Tumover mm Operating profit! —+ Market share & 8 | | Euros (m) 4 = SS NS ee a & & % increase in market share 2 & SReading Although operating profit dropped and market share experienced a decline, there was an upturn in the level of turnover. Both turnover and market share showed an increase this month, while operating profit suffered a decline. Despite the fact that market share fell and there was a decline in turnover, operating profit was equal to that of the previous month. While turnover experienced a downturn, both operating profit and market share showed signs of recovery. Although market share showed an improvement and turnover also increased, this had no effect on the month's operating profit. 25Test 1 PART FOUR Questions 16-22 © Read the job advertisement below. © Are sentences 16-22 on the opposite page ‘Right’ or ‘Wrong’? If there is not enough information to answer ‘Right’ or ‘Wrong’, choose ‘Doesn't say’. © For each sentence (16-22), mark one letter (A, B or C) on your Answer Sheet. Vacancies for Store Managers Scene Video has been quietly successful in recent years, and we now have 23 stores worldwide — including 15 in Canada — with a further ten on the way. We are now offering exciting management opportunities. ‘As store manager, you'll have unusual independence — which will make ‘most retail management posts seem easy compared with ours! You will be in charge of a store with over 40 staff, and you'll have a salary to match. Whether you've worked in retail management or in another field involving customer relations, we want to hear from you. You'll be a strong leader, full of ideas and ambition, and commercially aware, preferably with knowledge of the retail industry in one of the countries where we have stores. If you are willing to relocate, you could be on track for fast promotion. To find out what part you can play in our continuing success, you are invited to an informal Introductory Evening at any of our stores (details below). Or visit our website for more information and to download an application form. Please post this, together with a handwritten letter explaining why you are suited to the job. 26Reading Scene Video is planning to open more stores. A Right B Wrong C Doesn't say Scene Video believes its store managers have a harder job than other store managers. A Right B Wrong € Doesn't say ‘Scene Video's salaries are higher than for similar positions in other retail businesses. A Right B Wrong © Doesn't say It is essential for applicants to have experience as store managers. A. Right B Wrong © Doesn't say Most successful applicants will have to spend time working in different countries. A. Right B Wrong © Doesn't say The Introductory Evenings are targeted at successful candidates. A Right B Wrong C Doesn't say 22 Application forms should be completed online. A. Right B Wrong © Doesn't say 27Test 1 PART FIVE Questions 23-28 © Read the article below about! © For each question (23-28) on the opposite page, choose the correct answer. © Mark one letter (A, B or C) on your Answer Sheet. ‘Im an extrovert, so selling fits my character,’ explains Phil Brook. ‘I started selling photocopiers, and it didn’t take me long to achieve the agreed sales targets. Then, in 1994, I realised the IT industry was about to explode, and | decided to try and sell IT. | met a guy who was setting up as a computer re-seller, and | worked for him for three years, expanding his company to a turnover of £3-£4m, We were among only a few people selling computer systems on lease, $0 we were attractive to reps offering finance. There was this guy from CTL Bank called Sean Williams who rang us dozens of times, trying to sell me IT finance. | was already getting finance from somebody else, but he kept on calling. That impressed me — | thought, if he’s any good, maybe I recruit him.’ Sean Williams adds, ‘When we finally met, we went out to lunch and became firm friends. | thought Phil was fun, and we had similar interests. The next day, we did a deal together, and | provided him with all the finance he needed. Then he Phil Brook and Sean Williams are friends who set up a company in 1997 providing finance to companies making IT purchases. Their firm, Syscap, now turns over £120m a year. realised, and I soon agreed, that there was a big opportunity to do independently what | was already doing for the bank. So he left his job and established Syscap. It took me a while to decide to join him, because | was among the top salespeople nationally at my bank, and my future was planned. But | knew when | did that it was the right decision. | knew we had the same ideas about work. When you work hard, you get there, whether you're good or not. It’s like golf. The more you practise, the luckier you get. With us, the more times we picked up the phone, the more deals we made. The business soon took off enormously. I've always had big ambitions, but | didn’t expect it to become as big as this.’ Phil thinks that the next few years look promising. ‘The competition in this trade is weak,’ he says, ‘so | believe we can turn this into a £1bn company. People in our industry find it amazing that Sean and | still get on so well after all this time. But I'm glad we do. It's our partnership that makes the job fun.” 28Reading Phil stopped selling photocopiers because he A was unable to meet the sales targets. B recognised an opportunity in another field. © became aware of their limited market potential. Why did Phil agree to meet Sean? ‘A He liked the way Sean did not give up trying. B He thought they would have a lot of common interests. © He needed someone to provide IT finance for his clients. Why did Sean not join Phil immediately at Syscap? A He had doubts about the profitability of the venture. B__He was unsure about giving up an established career. © He was afraid that working together would damage their friendship. In what way does Sean believe that business is like golf? A You cannot achieve your goals without taking risks. B To do well, you need a combination of ability and ambition. C If you do something enough times, you'll eventually be successful. Sean says he is surprised that A he and Phil are still good friends. B their company has been so successful. more people do not set up their own businesses. What makes Phil confident about their company’s future growth? A__ the strength of the friendship they have B__ being in a commercial field which is rapidly expanding © having few serious challengers for their position in the marketplace 29Test 1 PART SIX Questions 29-40 © Read the introduction to a company report below. © Choose the correct word to fill each gap from A, B or C on the opposite page. © For each question (29-40), mark one letter (A, B or C) on your Answer Sheet. a GLOBAL CHALLENGES, LOCAL ACTIONS Every day around the world, 150 million people choose our products. They buy them (28) that they can feed their families and keep their homes clean. By making and selling brands that (30) people's everyday needs, we have (31) . into one of the world’s largest consumer goods businesses. We believe that the very business of (32) business’ ina responsible way (33) positive social effects. We NOt (34) .nmnnne create wealth, we also share it. As (36) .. global company, we play our part (36) . addressing global social and environmental concerns such as health and hygiene, and water quality. However, we do not believe (37) is practical to respond to these concerns purely (38) an international level. Nor do we believe that our company can make a difference (39) . working in a number of partnerships. That is (40) .. we work together with local agencies and governments. 308 8B 3 8 88 SBS RF BB > > > DP Db D > > join grown do has even the on there at until whether although catch risen doing gets just a for it with except why 2 98 8 Oo ° Reading so meet increased done takes only this in what of without where 31| Test 1 PART SEVEN Questions 41-45 ¢ Read the email and memo below. ‘© Complete the form on the opposite page. @ Write a word or phrase (in CAPITAL LETTERS) or a number on lines 41-45 on your Answer Sheet. Thank you for your enquiry about arranging a factory visit for your management students. Our tours in the period you mentioned are as follows: Date Company Feb 13% Dewhurst Tools Feb 20" Stark Components Feb 27" Stark Components March 6% GMF Metals March 13" Dewhurst Tools Paul Johnson Helmsley Educational Tours Availability fully booked places available fully booked places available places available MEMORANDUM Thorpe College Jan Partridge Leo Norris November 18" Factory visit Jan ~ Could you book the earliest possible visit, please? We've got 15 on the management course next term, and of course either you or | will have to go too. Remember that we've got a guest speaker on Feb 20", so that’s out. As I'm on holiday soon, they'd better send information to you. The invoice should come to the Course Secretary before it goes to Accounts. 32HELMSLEY EDUCATIONAL TOURS Booking form Organisation requesting tour: (a1) Date of tour: (42) Total number of people: (43) Full name of contact person: (44) Invoice to be sent to: (45)