TRƯỜNG ĐẠI HỌC NGÂN HÀNG TP.

HỒ CHÍ MINH
KHOA NGOẠI NGỮ
PROGRESS TEST 3
Tên học phần: TIẾNG ANH THƯƠNG MẠI 1
Thời gian làm bài: 45 phút

PART ONE: Questions 1 – 12 (6.0 pts)

Choose the correct answer for each question below. Write the letters in the table that follows.
1. The automobile parts we requested for our customer got here on _____.
A. authority B. condition C. schedule D. appointment
2. Higher broadband speeds ______ a big increase in online distance-learning courses.
A. leads to B. causes from C. lead to D. result from
3. They might even consider selling direct to the consumer ______ their own websites.
A. by B. for C. via D. through
4. ______ is a business tool that analyses the social, technological, economic, environmental and political aspects.
A. STEEP Analyst B. STEEP Analysis C. SWOT Analyst D. STEP Analysis
5. The subject of _____ will remain very high on the agenda.
A. CO2 provision B. CO2 production C. CO2 release D. CO2 emissions
6. ______ are particularly important when it comes to the question of energy and the decreasing availability of natural
resources such as oil, fresh water, and minerals.
A. Economic factors B. Environmental factors C. Political factors D. Social factors
7. ______ or base salary is the initial rate of compensation that you receive as an employee in change for your services.
A. Base pay B. Basic pay C. Base payment D. Base wage
8. Short-term cash incentives continue to be popular motivational tools at U.S. ______ companies.
A. privately own B. subsidiaries C. privately owned D. subsidy
9. The ______ of climbing to the top of the corporate ladder is best defined in the new book published by Scott
Thompson, one of the most successful businesses in history.
A. compassion B. dimension C. introduction D. challenge
10. Creative thinking techniques include ______, lateral thinking, and parallel thinking.
A. consolidating B. gathering C. separating D. brainstorming
11. ______ helps people to generate a large number and variety of ideas and approach problems from different angles.
A. Evaluative thinking B. Divergent thinking C. Logical thinking D. Emotional thinking
12. Verbal communication skills are highly ranked on the candidate evaluation checklists used by many _____.
A. job interviewers B. job interviews C. job applicants D. job directors

1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
11. 12. 13. 14. 15. 16. 17. 18. 19. 20.

PART TWO: Reading Comprehension: Questions 13-22 (2.0 pts)

Text 1: Read the article below about hiring good sales persons.
For each question 13 – 17, write one letter A, B, C or D for the answer you choose in the table that follows.
How can a company produce good salespeople? Surely if the product is what people want, it will sell itself? In fact,
though, there is a multi-million dollar industry out there, and everyone is in competition, all chasing the same targets.
Suddenly it is not so easy after all. For the long-term growth and profitability of a company, building a high-
performing team of salespeople is crucial.
What does the recruitment officer have to consider when interviewing a potential salesperson? He might ask, for
example, how much energy the individual has, and how efficient they can be. Crucially, how will they deal with
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rejection that is part and parcel of a salesperson’s life? Will they persist or will they turn tail and quit? How motivated
are they by the hunt for new customers, and how much attention will they give to the maintenance of the current
ones? Are they likely to share information, or hoard secrets? What is their attitude to risk-taking? And just how
much sheer effort will they put in to be successful?
But it is not just the responsibility of finding the right person. That is an essential, and cost incurring process in itself,
but having found that winning personality, it is crucial that they stay with the company. If, after the company has
recruited, trained and groomed the right person, they then leave to work for the competition, how much wasted profit
does that represent for the company, which then has to embark on the whole costly process again?
It is therefore important to identify factors that help drive a successful salesperson. The first and perhaps most obvious
is money. Sales effectiveness is measured by money. If you sell, you get paid. Often, if you don’t sell there is no
financial reward at all, as many such jobs are performance-based. This establishes the competitive nature of the job.
However, the competition is an internal one, where the person is actually in competition with themselves. This is
where targets are essential, as the successful salesperson is constantly trying to improve their previous records. It is a
powerful desire to excel which motivates them to succeed. A successful demonstration of this acts as a positive
influence on their morale, and ultimately the sense of fulfilment they get from the job.
B. Many resources used in finding and molding that
13. What reasons are given for constructing a team of
person would have been better used elsewhere.
good salespeople?
C. A sales team likes to stick together once it is formed.
A. The competition already has them, so you should too.
D. If successful, they could be head-hunted at the
B. If the product is already great, a great sales team will
expense of the original company.
have no problem.
16. According to the text, how does money help the
C. It should positively affect the viability and size of the
effectiveness of a salesperson?
company over time.
A. It is a performance indicator of the most motivating
D. Selling is good for business.
kind.
14. Why is facing up to the possibility of being turned
B. If you want to get paid you have to sell.
down an essential skill in a salesperson?
C. You can buy anyone if you pay them enough.
A. It increases the individual’s efficiency.
D. Without money, you won’t achieve anything.
B. Unfortunately it is an everyday occurrence, so you
17. What other motivators have been suggested to
have to get used to it.
influence such a person?
C. Persistence is not always enough.
A. A sense of belonging to the group of a good company.
D. In the long run, you can’t change people’s minds any
B. A feeling of superiority from doing better than the
other way.
others.
15. According to the text, why is important to establish a
C. Wanting always to do better than you did before.
good working relationship with an employee?
D. Constantly hitting targets makes you feel good.
A. There are not that many good sales people out there.
Text 2: Read the article below.
For each question 18 – 22, write one letter A, B, C or D for the answer you choose in the table that follows.
Gaz International Sells Its Siberian Oil Operation to Local Company
ZURICH- Yevgeni Star, a mid-sized Russian oil company, has bought the Siberian oil and gas operations of Zurich-
based Gaz International. While no official figures have been released by either firm, the deal is believed to worth in the
vicinity of $145 million.
Until recently, Gaz International had been seeking to expand its exploration and refining operations, but it has
reportedly been frustrated by local regulatory bodies. Gaz International shares rose by 1% as news of the sale filtered
into the media.
Yevgeni Star, which has some cross - shareholdings with large industrial corporations in related and unrelated fields,
notably in the energy and shipbuilding sectors, will become one of Russian’s leading players in the vital strategic area
of energy supplies.
Explaining the reasons for the sale, Gaz International CEO Fritz Faschier told reporters yesterday, “Our board of
directors believes that this is the ideal time to consolidate our operations by concentrating on less- risky investments
while at the same time boosting our interests in research and development. I mean, in particular, research into
alternative fuels and energy sources. I have no doubt that this deal is in the interests of both parties.”
It is known that the deal includes significant technology transfers. A team of Gaz International engineers and
administrators will train Yevgeni engineers in the operation of exploration and extraction technology developed by the
international giant.

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Yevgeni Star operators were also keen to acquire Gaz International’s license to explore and develop northern oil fuels
until 2015. The current production of 10,000 barrels a day is expected to at least double over the next 5 years.
Due to the complex nature of legal arrangements surrounding the transfer of licenses and technological information,
the deal is not expected to be sewn up before January of next year. Approval for the license transfer must be negotiated
with Russian authorities while several major Swiss banks will vet the financial arrangements and the details of
technology transfer.
18. What is true about Gaz International? B. The president of Gaz International
A. It is a Russian-owned company. C. A spokesperson for Yevgeni Star
B. It took control of another company. D. A Russian authority
C. Its stock price has slipped due to a false rumor. 21. According to the article, when will the deal be
D. It was involved in a multi-million dollar transaction finalized?
recently. A. In 2015
19. Which of the following will be the result of a deal B. In five years
mentioned in the article? C. Within the following weeks
A Gaz International will become the leading company in D. By early next year
its field. 22. What is the main cause of the delay in closing the
B Yevgeni Star seems to have gotten the better end of the deal?
deal. A. Both companies want to take it slow.
C Gaz International will now focus on establishing its B. Some complications have surfaced regarding legal
business in new areas. issue.
D Yevgeni Star will distribute shares to its top C. The Russian authorities usually take a long time to
management staff. process a new license.
20. Who is Mr. Fritz Faschier? D. There are many details to be worked out.
A. A reporter for a local newspaper
PART THREE: Cloze test: Questions 23 – 32 (2.5 pts)
- Read the article below about trading. Choose the best word to complete each gap.
- For each question 23-32, write the answer A, B, C or D in the box that follows the text.
Marketing finds out what products or services customers want or need and provides them at a price which leaves a
(23)………… for the business.
Modern marketing management is very customer (24)……….; it asks what they really need and if the business is
meeting those needs. Such (25)………. businesses will change the product or service to suit the customer.
Marketing begins with analysis of the social, (26)………., economic, environmental and political factors that will have
an impact on customer demand for what the organization offers in the marketplace.
We will be looking later (27)……… a range of techniques for primary market research (original data and internal
company information) and (28)……… market research (published statistics) that can help managers to find out what
customers want or need and what they are prepared to (29)……….
Then managers can make (30)…… decisions about the marketing mix - the product, pricing, promotion and place -
which can all be summarized in the (31)…….. for presentation internally and to various (32)……….: investors, banks,
clients, competitors and so on.'
23 A. profit B. profitability C. return D. interest
24 A. aim B. focused C. targets D. targeted
25 A. market-driving B. market- orientation C. market-driven D. market- trend
26 A. technological B. technology C. technical D. techniques
27 A. at B. after C. for D. into
28 A. second B. tertiary C. twice D. secondary
29 A. pay into B. pay for C. pay to D. pay out of
30 A. better- informing B. better-informed C. good-information D. well-informing
31 A. marketing study B. marketing report C. market report D. marketing plan
32 A. stakeholders B. shareholders C. bondholders D. owners

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THIS IS THE END OF THE TEST

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