Đáp-án-test-unit (1).pdf

END OF UNIT TEST – M2 - Unit 7
DURATION: 75 MINUTES
Read the instruction carefully. RECORD your answers on your answer sheets. Section 1: Language
knowledge (40 marks)
I. Select and fill in each blank in the passage below with ONE suitable word.
Companies in the UK (1) ____ a multibillion-dollar bill after a court ruled that overtime should be a (2)
____ in the calculation of holiday pay. This means the more overtime a worker does, the higher his or
recalculates employers backdated to as long ago as 1998. The tribunal also stipulated that voluntary overtime
and time spent being (6) ____ stand-by for emergency call-outs should be included when calculating holiday
pay.
Over 15 per cent of British workers do overtime. The British government has said the new change (7) ____
employment law is unacceptable and "ludicrous". It said: "We do not believe voluntary overtime should be
included in holiday pay and are concerned about the (8) ____ impact on employers." An organization of
British companies said the cost to businesses will be "unbearable" and may have (9) ____ implications for
Britain's economy. A labor union was (10) ____ with the tribunal's announcement.
1. A. skull B. face C. ear D. head
2. A. factory B. factor C. fraction D. fractious
3. A. adjust B. justly C. justice D. just
4. A. reminding B. determining C. remonstrating D. ongoing
5. A. calms B. claims C. clams D. climbs
6. A. to B. for C. on D. from
7. A. as B. at C. in D. by
8. A. forecast B. likened C. potential D. possibly
9. A. series B. seriousness C. cereal D. serious
10. A. pleasant B. pleasure C. pleasing D. pleased
II. Choose the best answer
11. _________ is the ranking of a company or brand against its competitors in terms of its sales.
A. Market segmentation B. Market position C. Market leader D. Market penetration
12. _________ is money that is available to spend after paying for essentials like taxes, food and housing.
A. Private income C. Disposal income
B. Assessable income D. Unearned income
13. The fact of a famous person appearing in an advertisement saying that they use and like a product is
_________.
A. endorsement C. placement
B. demonstration D. participation
14. Adidas has recently decided to shift their focus on target smaller cities and less wealthy consumers,
_________ it believes growth potential is higher for foreign brands.
A. where C. which
B. whether D. that

15. We have to ............... the meeting for Friday because the CEO is busy all day Thursday.
A. appoint B. cancel C. make D. reschedule
16. ..............., choosing the right person for the right job, may be included as part of the organizing function
of management.
A. Allocating B. Positioning C. Staffing D. Promoting
17. ............ goods and products are of very high quality and intended to be bought by people who are quite
rich.
A. Upmarket B. Consumer C. Downmarket D. Producer
18. Entertaining colleagues, clients and potential clients ............... as an important part of doing business.
A. long has been recognized C. has been long recognized
B. has recognized been long D. has long been recognized
19. The government has offered tax incentives to new companies in hopes of ............... the economy.
A. controlling B. breaking C. consuming D. boosting
20. After the meeting next week, I'll write a formal report ............... will explain how we can implement Plan
B.
A. whose B. what C. which D. whether
21. Tight control of the business ensures the company's commitment to ............... Mr. Timpson calls
'upside-down management'.
A. which B. that C. how D. what
22. ............... there may be many ways to solve a problem, only some of them are practical, given the social,
cultural and organizational environment.
A. Since B. Because C. After D. Although
23. Wincote International’s clothes are aimed ............... mountaineers, hikers, snowboarders and anyone
participating in extreme sports or outdoor activities.
A. in B. at C. to D. for
24. If the government ............... the legal workweek to thirty-seven hours, numerous small companies will
go bankrupt.
A. will cut B. had cut C. cut D. cuts
25. Tesco said that it would invest £250m a year to fund its US expansion, a budget that should enable it
............... as many as 200 stores a year.
A. open B. to open C. opening D. opened
26. The company wants its employees and their colleagues to take ownership with ...............to solve the
recent crisis.

A. management B. managed C. managing D. manage
27. Some slightly modified channels play a vital role in the ............... element of marketing.
A. product B. promotion C. price D. placement
28. When your employees are satisfied, they work more effectively, so respond ............ their needs without
delay.
A. to B. of C. for D. from
29. Some traditional businesses have found that they can make a lot of money from online retailing with a
small investment............... an easy-to-use website.
A. on B. to C. in D. at
30. Dot Net Solutions is proof that setting fixed objectives is a ............... waste of time.
A. complete B. completing C. completely D. completion
31. Venture capitalists and private investors do not usually approve ............... a casual attitude to planning.
A. of B. for C. on D. in
32. Whenever we argue, my colleague communicates ............... us clearly about why her way is the best -
and she is right, in the end.
A. to B. for C. with D. on
33. After evaluating the amount of work we actually accomplished, we realized that only a quarter of our
time was spent ............... .
A. productivity B. productively C. productiveness D. productive
34. Their monetary unit ............... stronger if they did something about their deficit.
A. would have been B. can be C. would be D. was
35. I thought by now we would have learned the lesson that if we ignore overhead, we ............... our
expenses.
A. underestimate B. would underestimate C. will underestimate D. underestimated
36. There are some brilliant business plans ..............., but they fail because customers want to do business
differently.
A. write B. writing C. wrote D. written
37. Mocha Monkeys Coffee ............... very quickly because of its cheap prices and unique drinks.
A. expands B. is expanding C. would expand D. expanded
38. Sue asked Rob ................
A. have you missed another deadline? C. if had he missed another deadline?

B. has he missed another deadline? D. whether he had missed another deadline.
39. When the visitors ............... their tour of the facility, they will have an opportunity to purchase items at
the gift shop.
A. complete B. will complete C. completed D. completing
40. The community center’s director thanked Mr. Jacobs for ............... the weekly lecture series on historical
events.
A. organizing B. circulating C. insisting D. applying
Section 2: Language use (60 marks)
I. Read the following passage and answer the questions that follow.
Consumers went back to using their credit cards in March to keep spending while student and new-car loans
shot up as the value of outstanding consumer credit jumped at the fastest rate since late 2001, data from the
Federal Reserve showed on Monday. Total consumer credit grew by $21.36 billion - more than twice the
$9.8 billion rise that Wall Street economists surveyed by Reuters had forecast. That followed a revised $9.27
billion increase in outstanding credit in February.
Analysts expressed some reservations whether the date reliably signaled a real pickup in demand, something
that would normally fuel stronger growth, or just a need to rely more on credit in an economy generating
anemic job growth.
"The optimistic read is that consumers' improved outlook on the economy and employment prospects led
them to feel comfortable spending on credit, while a more downbeat interpretation is that credit is needed
for consumers to keep up," Nomura Global Economics said in a note afterward. The March rise in consumer
credit was the strongest for any month since November 2001 when it soared by $28 billion. New-car sales
and production were a key influence on the 2.2 percent annual rate of economic growth posted during the
first three months this year. The government estimated that about half of that growth came from increased
new car production.
Choose the best answer.
1. According to the article, the growth in consumer credit in March was __________ economists had
predicted.
A. about the same as C. twice as much as
B. slightly lower than D. on balance as
2. By using the word "anemic", the article wants to say that the current job growth numbers are __________.
A. average C. impressive
B. poor D. professional
3. According to the article, does the increase in consumer credit mean that the economy is improving? A. Yes
C. No, just the opposite
B. Always true D. Not necessarily
Answer the question.
4. According to the article, what played an important part in the economic growth at the beginning of this
year? New car sales and production
What do the underlined parts refer to?

5. “Something that would normally______ a real pickup in demand ____” (Paragraph 2)
6. “_____ consumers _____led them to feel comfortable” (Paragraph 3)
Which words in the passage mean the following:
7. a person's way of understanding and thinking about something: _____ outlook _____
8. quiet and without much excitement: ____ downbeat ______
Fill in each blank with a suitable word or phrase from the passage.
9. They_____ forecast _____ a large drop in unemployment over the next two years.
10. The shop was offering six months' interest-free _____ credit _____ on electrical goods.
II. WRITING:
The table shows figures revealing the aspects of quality of life in Bangladesh and America.
The USA, which is a developed country, had the higher GNP at 13,160 dollars per head. It also had a much
higher daily calorie intake and life expectancy, and the lowest rate of infant mortality.
Bangladesh had by far the lowest quality of life in all the indicators. Its GNP was one hundred times smaller
than the USA’s. Its calorie intake and life expectancy were about half those of the USA, and its infant
mortality rate was 10 times greater.
III. LISTENING
PART ONE: Listen to the conversations twice and choose the appropriate answer to each question.
Conversation 1: Questions 1 – 2
1. Where does the conversation take place?
A. At a post office. B. At a park. C. At a business office. D. At an airport.
2. When were the contracts mailed?
A. Earlier in the week. C. Last night.
B. Yesterday morning. D. This morning.
Conversation 2: Questions 3 – 5
3. Where will they have the retirement party?
A. In the conference room. C. In the party room.
B. In Mr. Lee’s office. D. In a restaurant.
4. How many guests will there be?
A. 15 B. 16 C. 50 D. 60
5. When will the party be?

A. Tuesday B. Wednesday C. Thursday D. Friday
PART TWO: Listen to a talk twice and complete the notes.
Training session to help make the (6) ........ internship......... ...... program........... worthwhile
+ Department directors’ responsibility: assigning (7) ........ appropriate......... ...... tasks........... to interns &
mentoring & teaching them about business.
+ Security badges: be (8) ........... active......... for ......... today.......... only & used by interns until getting (9)
.......... permanent........ ........ ID.......... badges from security desk.
+ If someone fail to arrive by 1:00 P.M. (10) ......... as......... ......... scheduled........, inform immediately.
This is the end of the test.
END-OF-UNIT TEST – M2 - Unit 8
Duration: 75 minutes
Section 1: Language knowledge (40 marks)
I. Fill in each blank in the passage below with ONE suitable word.
An old (1) ____ says that money is the (2) ____ of all evil. It is also the cause of increasing health problems
in Britain. The recent ill health of the world economy is making people sick. This is according to a survey
carried out (3) ____ by the UK’s Blood Pressure Association and the insurance company Friends Provident.
They found that two-thirds of British people feel less (4) ____ than they did three years ago. Researchers say
the credit crunch and concerns about the economy are driving up stress levels and making people cut (5)
____ on healthy food and fitness clubs. Their research coincides with the launch of a campaign called Know
Your Numbers Week, during which Britons can get free blood (6) ____ checks. The aim is to warn people
early that their health may be worsening.
Money worries could have serious consequences (7) ____ people in Britain. Mark Jones, a Friends Provident
spokesman, said: “The credit crunch appears to be having serious [effects]. Lifestyle changes, poor diet and
(8) ____ of exercise in particular, can have a negative effect (9) ____ people's blood pressure and
consequently their long-term health.” Many people are worrying more about spiraling food and fuel prices,
home loan repayments, and rising (10) ____. Nearly one in five of those surveyed said they were sleeping
less, 56% are buying cheaper food and cutting back on fruit and vegetables, while 6% have started smoking.
Professor Graham Macgregor of the Blood Pressure Association warned: “The lack of concern over
long-term health is putting the nation at risk of a blood-pressure ticking time bomb.”
1. A. says B. say C. sayings D. saying
2. A. trunk B. root C. branch D. twig
3. A. jointly B. join C. joined D. joints
4. A. better B. good C. well D. best
5. A. side B. front C. back D. bottom

6. A. pleasure B. pressure C. pressing D. plaster
7. A. for B. in C. by D. of
8. A. lacks B. black C. slack D. lack
9. A. to B. on C. at D. for
10. A. doubt B. debut C. debit D. debt
11. Coca-cola is a ............... market product; it sells to large numbers of people.
A. mass B. productive C. new D. mature
12. A market for a special kind of product that may not have many buyers is ............... .
A. luxury market B. captive market C. closed market D. niche market
13. The length of time during which a company expects to sell a particular product before it has to replace it
with a more up-to-date product is known as product ............... .
A. life cycle B. range C. timetable D. forecast
14. The main elements of the marketing ............... are product, price, promotion and place.
A. position B. information C. mix D. campaign
15. ............... is money that is available to spend after paying for essentials like taxes, food and
housing.
A. Private income B. Assessable income C. Disposal income D. Unearned income
16. - ............... are the sales figures like? – Well, I think we’ve had excellent results.
A. How B. What C. Which D. Why
17. ............... can we make sure that our new range is targeted on the right market segment? A. What B. How
C. If D. Which 18. Hasn’t our market share increased?
A. No. it increased by 3.5%. B. Yes. It hasn’t increased at all.
C. Yes, by 3.55. Isn’t it fantastic? D. Yes. The sales figures are not good.
19. How are things going?
A. No, not yet. I’m afraid. B. Certainly. I’ll do that.
C. Very well, thank you. And you? D. Very well, thank you. It’s been very busy.
20. - ............... ? – It’s doing really well. Orders are pouring in, actually.
A. What about our new range of furniture
B. What do you plan for our new range of furniture
C. How are you doing with our new range of furniture
D. Which about our new range of furniture
21. Every target group is becoming more resistant to the traditional advertising methods, ................. brands
have to look at different ways to move people.
A. because B. although C. so D. Where

22. I’ve not met my sales targets. ............... I’m worried I won’t get a bonus.
A. That’s why B. Because C. For instance, D. In addition,
23. The product did not sell well ............... it was not promoted in the right way.
A. unless B. if C. where D. because
24. ................ reality, advertisements for most luxury brands are depressingly similar.
A. At B. In C. By D. On
25. Clever advertising is no substitute ............... good quality at a reasonable price.
A. on B. in C. to D. of
26. Mocha Monkeys Coffee ............... very quickly because of its cheap prices and unique drinks.
A. is expanding B. expands C. expanded D. would expand
27. If the government ............... the legal workweek to thirty-seven hours, numerous small companies will
go bankrupt.
A. had cut B. will cut C. cuts D. cut
28. ............... is the ranking of a company or brand against its competitors in terms of its sales.
A. Market segmentationB. Market position C. Market leader D. Market penetration
29. ............... there may be many ways to solve a problem, only some of them are practical, given the social,
cultural and organizational environment.
A. Because B. Since C. Although D. After
30. ............... goods and products are of very high quality and intended to be bought by people who are quite
rich
A. Consumer B. Downmarket C. Upmarket D. Producer
31. Adidas has recently decided to shift their focus on target smaller cities and less wealthy consumers,
............... it believes growth potential is higher for foreign brands.
A. whether B. that C. where D. which
32. The company wants its employees and their colleagues to take ownership with ............... to solve the
recent crisis.
A. managed B. management C. manage D. managing
33. Sue asked Rob ............... .
A. whether he had missed another deadline. C. has he missed another deadline?
B. have you missed another deadline? D. if had he missed another deadline?
34. The fact of a famous person appearing in an advertisement saying that they use and like a product is
............... .
A. demonstration B. endorsement C. participation D. placement
35. The community center’s director thanked Mr. Jacobs for ............... the weekly lecture series on historical

events.
A. circulating B. organizing C. applying D. insisting
36. There’s an ............... bonus if I exceed my sales target by more than 10%.
A. add B. addition C. additional D. added
37. It’s ............... to sell such goods without a proper permit.
A. legal B. illegal C. illegally D. legalize
38. We’ll need a detailed cost ............... before giving final approval.
A. analyze B. analysis C. analyst D. analyzation
39. Their latest figures demonstrate ............... that their shares are ready for a big rise! Buy now!
A. convince B. convinced C. convincing D. convincingly
40. I have no intention of paying such ............... prices.
A. inflate B. inflation C. inflated D. inflating
I. Read the following passage and answer the questions that follow.
SELLING DREAMS
By John Munch
Ferrari, Italy's maker of sports and racing cars, is among the three most recognisable brands in the world.
The company got its high profile among the world's corporate giants without the help, for most of its
existence, of an advertising department. Only as recently as 1993 did Ferrari create a marketing department.
'Just parking our exciting automobiles is enough to draw the crowds,' writes Gian Luigi Longinotti-Buitoni,
the author of a book called Selling Dreams.
Customers are now spending more money on products they desire rather than on products they simply need.
All companies must therefore produce goods of very high quality. More importantly, they must establish a
brand for years to come by giving it emotional qualities that match customers' strongest desires. Like Ferrari,
all companies must create and sell 'dreams'.
Longinotti-Buitoni gives some interesting statistics about markets for luxury goods worldwide: Switzerland,
with 220 Ferraris sold in 1997, is the largest market per capita for the car maker's products; the company, on
the other hand, sells only 2.7 percent of its cars to women; Rolex and the highest number of luxury watches
are sold in Italy, while Japan has been consistently the leading market in the world for leather goods from
Gucci, Ferragamo, Hermes and Louis Vuitton. China, amazingly, appears to be drinking a lot of Hennessy
cognac.
From the Financial Times
Choose the best answer
1. What was unusual about Ferrari's marketing until 1993?
A. It enabled the company to get its high profile.
B. They didn’t have a marketing department.
C. It launched the three most recognisable brands of cars.

D. They were among the world’s corporate giants thanks to its help.
2. Why must all companies produce goods of very high quality, according to the author? A. because people
aren’t pleased with low quality goods at all.
B. because people’s buying power is increasing.
C. because people are becoming richer.
D. because people are buying goods on the basis of desire rather than need.
3. What does the author recommend that companies should do?
A. They should give their brand emotional qualities that match customers' strongest desires, thus creating
and selling dreams.
B. They should have a marketing department that helps to find out customers’ need. C. They should do some
statistics about the market before launching their products. D. They should break into new markets, such as
Switzerland, China, Italy, Japan, etc.
4. What kind of products has been sold well in Japan? Ferrari
What does each of the following underlined words / phrases refer to?
5. …. for most of its existence, of an advertising department (paragraph 1) all companies
6. … they must establish a brand for years to come by giving it emotional qualities (paragraph 2) brand
Which words in the passage mean the following?
7. a product or group of products or a service, with a particular name, that usually forms part of an easily
recognizable design on packaging or advertising campaign …… corporate ……….
8. relating to a company or group …… luxury goods ……….
Fill in each blank with ONE suitable word from the passage. Put it in its correct form or tense.
9. Consumer ......... profile............ is a description of a typical customer who may be interested in a product.
10. How easily are you persuaded by ......... advertising............?
II. Writing
Dear Mr. Englebert,
I am Keith Liekerman, Marketing Manager of Vegetables Supreme. We are interested in purchasing and
selling your product, organic vegetables, in our grocery store.
We would like to enquire some details about your product:
1. Where are the vegetables grown and how do you ensure that they are organically grown? 2. Would you be
able to provide a regular supply of vegetables delivered fresh everyday? Could you please send me the an
up-to-date price list of your organic vegetables as well? We would be grateful for an early reply.
Yours sincerely,

Keith Liekerman
III. Listening
PART ONE: Listen to the conversations twice and choose the appropriate answer to each question.
Conversation1: Questions 1 – 2
1. Why can’t the woman speak with Mr. Curtis right now?
A. He’s too busy. C. He went downtown. B. He’s on a business trip. D. He’s talking on the phone.
2. What will the woman do?
A. Leave a message. C. Make an appointment.
B. Return later. D. Call back.
3. Why did Mr. Cho stop work?
A. He’s been feeling tired. C. He was fired.
B. He’s on vacation. D. He retired
4. When did Mr. Cho stop work?
A. Two days ago. B. On Tuesday. C. Last week. D. Last month.
5. Why did the speakers like Mr. Cho?
A. He told jokes. C. He cleaned the office. B. He worked hard. D. He brought them cookies.
News out of Hong Kong
+ the (6) ......... stoctk........... .......... marke.......... rose to its highest level in 3 three years
+ Most major banks: reporting (7) ........ record............ .......... profits.......... during last quarter
+ Investors: rushing to pick up banking shares viewed by (8) .... experts.... as ....undervalued........
+ According to Andy Li, the industry: optimistic about the (9) ......... financial........ ........outlook......... for
next year
+ Government: planning to fund regional building projects to improve (10) .... local. ..infrastructure...
THE END
stock market
record profits
experts
undervalued
financial outlook
local infrastructure

You have got an exciting new product idea and you want to develop and sell it. The first thing you have to
do is (1) ………… a plan. You need to see if there is a demand (2) ………… your product, so you should
(3) ………… some research to find out how many people might buy it and who these people (4) …………
you also need to collect information (5) ………… similar products already on the market and what price
they sell (6) ………… . Next, you have to estimate the costs of developing, manufacturing and selling your
product. And of course, you mustn’t forget to add in the costs of (7) ………… your business – office rent,
salaries and so on. With this information, you can calculate how much profit you could (8) ………… . Then
if you need help (9) ………… financing, you can take your plan to a bank. Or you could try to find an equity
(10) ………… - someone who wants to invest in your idea.
1. A. prepare B. involve C. invest D. prefer
2. A. in B. for C. off D. with
3. A. fit B. fix C. found D. do
4. A. is B. are C. was D. were
5. A. about B. in C. since D. from
6. A. on B. off C. at D. with
7. A. setting B. found C. running D. putting
8. A. make B. do C. perform D. reduce
9. A. about B. with C. above D. form
10. A. coordinator B. designer C. operator D. partner
11. Which of the following nouns does NOT go with the verb ‘do’?
A. profit B. business C. research D. arrangement
12. We have to …………… the meeting for Friday because the CEO is busy all day Thursday. A. schedule
B. reschedule C. cancel D. plan
13. Which of the following verbs does NOT go with the noun ‘budget’?
A. prepare B. write C. keep within D. balance
14. Changing the way a company is organized or financed is …………… .
A. re-assessing B. re-defining C. re-building D. restructuring
15. Experts …………… the value of the deal at 20 million euros.
A. plan B. do C. estimate D. decrease
16. I have booked your flight and hotels for your trip to Ethiopia. You …………… on the 18th at 6:30 a.m.
A. leave B. will leave C. are leaving D. leaving

17. Can I have an appointment with Tom Kent on Wednesday afternoon?
- I’m afraid Mr. Kent is on a business trip to Paris. And he …………… back until Saturday.
A. will come B. is coming C. won’t come D. is not coming
18. On Tuesday evening, I …………… dinner with the local staff.
A. have B. will have C. had D. have had
19. I …………… Angela for a business lunch. Do you want to join us?
A. will meet B. meet C. am meeting D. meeting
20. I’ve just had a call from Richard – He …………… late for the meeting.
A. will be B. is C. is being D. is going to be
21. In the next meeting, I think we should focus …………… the planning schedule.
A. into B. at C. to D. on
22. The attendance …………… Saturday’s meeting was very poor, so the CEO decided to put it off.
A. for B. with C. on D. at
23. Agriculture in the Nizhny Novgorod region still employs half of the workforce, …………… it accounts
for only 1 percent of production.
A. because B. although C. which D. where
24. People are critical of small and medium-sized businesses …… they do not usually have good business
plans.
A. because B. although C. which D. what
25. …………… our strategy is correct, we are hoping to create work for more than 500,000.
A. That’s why B. For that reason C. Even though D. If
26. I’m sorry, but this arrangement is totally …………… to us.
A. accept B. accepting C. accepted D. to accept
27. Cancel all my …………… for the rest of the day, please.
A. engage B. engagements C. engaged D. engaging
28. If the company is …………… sound, we might consider taking it over.
A. finance B. financial C. financing D. financially
29. The scheme should be fully …………… by this time next year.
A. operate B. operated C. operating D. operation
30. We must …………… on electricity, so switch off those lights.
A. economize B. economization C. economizing D. economized

31. Register early if you would like to attend next Tuesday’s …………… on project management.
A. seminar B. reason C. policy D. scene
32. Paul Brown resigned last Monday from his position as …………… executive of the company.
A. fine B. chief C. front D. large
33. The financial audit of Soft Peach Software ……… completed on Wednesday by a certified accounting
firm.
A. to be B. having been C. was D. were
34. The organizers of the trip reminded participants to …………… at the steps of the city hall at 2:00 P.M.
A. see B. combine C. meet D. go
35. …………… is no better season than winter to begin training at Silver’s Fitness Center.
A. When B. It C. There D. As it
36. The recent worldwide increase in oil prices has led to a …………… demand for electric vehicles.
A. greater B. greatest C. greatly D. greatness
37. Maria Vásquez has a wide range of experience, … worked in technical, production, and marketing
positions.
A. having B. has C. having had D. had
38. Tickets will not be redeemable for cash or credit at any time, ………… will they be replaced if lost or
stolen.
A. but B. though C. only D. nor
39. The assistant manager was just …………… to manager.
A. elected B. promoted C. selected D. chosen
40. The man …………… wanted to visit Spain, but never had an opportunity.
A. always B. usually C. seldom D. never
I. Read the following passage and answer the questions that follow
BRAZIL TRIES TO KICK-START TOURISM By Geoff Dyer
Brazil has everything to offer the visitor: 7,300 km of coastline, much of it empty, endless beaches; the
planet's biggest rainforest; an area of wetlands full of alligators and jaguars; colonial cities and spectacular
waterfalls.
The Bahia coast in northeast Brazil is a particularly attractive area for tourism. Several luxury resorts have
been built there. Recently a $170 million five-hotel complex at Sauipe opened. With its 18-hole golf course
and designer shops, Sauipe is hoping to attract rich, foreign visitors.
The tourist industry had problems in the past because of high inflation which led to short-term planning.

Hotels, however, are long-term investments, often with payback periods of over 15 years.
If resorts such as Sauipe are going to attract significant numbers of tourists, they have to solve several
problems. For a start, Brazil needs cheaper and more frequent international air travel. Brazilian airlines have
actually decreased the number of scheduled international flights in the past two years because of a currency
devaluation.
Foreign visitors also demand a level of service that needs lengthy training - a considerable task for most of
the resorts in the northeast which do not have a well-educated population to provide suitable staff.
The other big challenge for Sauipe's managers is to avoid the social problems that other new resorts have
caused, when large numbers of people have come from the interior in search of jobs, quickly creating slums.
The resort is hoping to deal with these pressures by setting up courses in the surrounding villages for making
handicrafts which will be sold at Sauipe and by organizing credit for local co-operatives to produce
foodstuffs for the hotels.
Some people believe that the developers have not planned the new resorts properly. 'Sauipe is a resort
without adequate infrastructure, training or planning about how the industry will develop,' says Mario Beni,
a professor of tourism at the University of Sao Paulo.
Often created in the middle of nowhere, he says, many of these resorts have poor transport links and no local
tourism or sports facilities to take advantage of. 'It is time to stop and think about these grand projects,' he
adds.
Not true, replies the Bahia state government, which claims to have spent $2.1 billion over the past decade on
basic tourism infrastructure, from roads to airports to sanitation.
1. What does Sauipe offer to attract visitors?
A. luxury resorts, the Bahia coast and a five-hotel complex
B. empty endless beaches, the biggest rain forest and spectacular waterfalls
C. a five-hotel complex, a golf course and designer shops
D. an area of wetlands full of alligators and jaguars and colonial cities
2. Which of the following problems does Brazil NOT face in attracting more tourists? A. not enough flights
B. levels of service that require lengthy staff training
C. the creation of slums when people come looking for work
D. expensive and overbooked international air travel
3. What has the Bahia government done to kick-start tourism?
A. set up courses in making handicrafts
B. invested in infrastructure in the last 10 years
C. organized credit for local co-operatives to produce food for hotels
D. provided a well-educated population to improve the levels of service
4. What was the cause of problems for the tourist industry in the past?

5. … they have to solve several problems. (paragraph 4) resorts
6. … courses in the surrounding villages for making handicrafts which will be sold at Sauipe … (paragraph
7) handicrafts
7. buildings and equipment that are used for a particular purpose …… complex ………
8. a reduction in the value of a country's currency ……… devaluation ……
9. Things such as transport, communications or banks are part of a country’s …… devaluation …… .
10. The government is trying to bring teachers’ salaries in line with …inflation…… by increasing them by
20%.
II. Writing
Dear Rachel,
Thank you for your inquiry of February 10, 20XX in which you showed your interest in our coconut oil. We
are excited to hear from you.
In response to your enquiry, please find attached to this email our product catalogue. We hope the
information provided in it answers your query. However, please contact us if we can be of any further help to
you. (or please do not hesitate to contact us for further clarification if need be.)
We hope to hear from you again and can assure you that your order will be dealt with promptly. (orWe look
forward to your patronage.)
Best wishes, (orYours sincerely,)
Antonio McGuire
Regional Manager
Rainbow Farms
III. Listening
PART ONE: Listen to the conversations twice and choose the appropriate answer to each question
1. Who sent the package?
A. Mr. Ozawa. C. Mr. Ozawa’s boss.
B. Ms. Jones. D. Mr. Ozawa’s secretary.
2. When is the meeting with Ms. Jones?
A. Right now. B. This morning. C. Tonight. D. Tomorrow. Conversation2: Questions 3 – 5
3. Why did Jim miss the meeting?

A. He was feeling sick. C. He left his watch at home.
B. He had to type a memo. D. The copy machine didn’t work.
4. What time was the meeting?
A. 3:00. B. 4:00. C. 6:00. D. 8:00.
5. Why does the man have to hurry?
A. The meeting starts soon. C. It’s starting to rain.
B. He has to mail a letter. D. He has to catch a train.
+ JMP: starting its own (6) ......... company........... .......... newsletter..........
+ CEO: excited about project which introducing to the (7) ........ inner............ ......... workings........... of
corporation
+ Suggestions for subjects in furniture issues: sending them to me (8) ....... via........ ...... e-mail........
+ To offset cost of printing: selling (9) ............ quarter........ - ........... page......... & half-page ads
+ Catherine Moon from (10) ........ marketing............ .......... department.......... will spearhead this effort
THE END
We decided to reduce the targets for the productivity bonus to make (1) _______________ easier to
earn a bonus. We though it would make people work (2) _______________and we expected that
better productivity would follow. In fact, the decision was (3) _______________ disaster. It made
things (4) _______________, because workers still failed to meet production targets and their
morale fell even lower. In the end we had to ask Patrick Massey, the old production manager, to
come back (5) _______________ the company. He was a strong leader and very popular. He didn’t
want his old job, (6) …………….. we offered him a position on the board of (7) _______________
.The workers were happy to see him back and morale improved immediately. Patrick also helped to
recruit a new production manager (8) _______________could do the job effectively. At last
productivity has started to improve again and we have learned that good (9) _______________ and
good people management are absolutely essential to high (10) _________________ .
1 A it B her C us D them
2 A worse B harder C less D good
3 A a B the C an D Ø
4 A less B more C worse D better
5 A into B with C from D to
6 A therefore B so C consequently D thus
7 A managers B bosses C directors D supervisors

8 A who B which C whom D Ø
9 A sponsorship B scholarship C partnership D leadership
10 A production B productive C productivity D productiveness
11. He asked me _______________ .
a. how have you changed in the last five
years?
b. how I have changed in the last five
years?
c. how I had changed in the last five years.
d. how had I changed in the last five years.
12. I’d like to know _______________ .
a. what would your colleagues say about
you?
b. what would your colleagues say about
you.
c. what your colleagues would say about
you?
d. what your colleagues would say about
you.
13. My boss asked me _______________
a. if you have prepared the figures for me.
b. If I have prepared the figures for him
c. if I had prepared the figures for him
d. if you have prepared the figures for him
14. Claudia wanted to know _______________
a. how long would it take to integrate the two companies.
b. how long it would take to integrate the two companies.
c. how long it will take to integrate the two companies.
d. how long will it take to integrate the two companies.
15. He asked her ____________________________________________________________ .
a. why is this year’s budget so small
b. why this year’s budget is so small
c. why was this year’s budget so small
d. why this year’s budget was so small
16. Do not do everything yourself. _______________ tasks to other people.
a. Submit b. Give c. Divide d. Delegate
17. You must keep staff ________ especially when things get difficult.
a. generated b. motivated c. frustrated d. electrified
18. Weigh up the_______________ of each alternative before deciding.
a. checks and balances
b. assets
c. pros and cons
d. profits
19. Try to ensure that each employee’s _______________ is not too great.
a. workload
b. working practice
c. work-to-rule
d. working party
20. Those who can’t manage their time efficiently always have high stress _______________ .
a. grades
b. standards
c. performance
s
d. levels
21. When your employees are satisfied, they work more effectively, so respond _______________
their needs without delay.
a. to b. for c. of d. from
22. Through bad management they turned a crisis _______________ a disaster.
a. over b. into c. off d. for
23. The project manager is off sick, _______________there is little chance of achieving much this
week.
a. as b. so c. since d. because
24. My boss is too direct – he shouldn’t tell people directly _______________he think of them.
a. why b. which c. what d. who
25. The work is interesting _______________there are good possibilities for promotion in the
company.

a. but b. so c. therefore d. and
26. After _______________ many unforeseen obstacles they just managed to meet their deadline.
a. overcome b. overcoming c. overcame d. to overcome
27. Sound research-based judgment helps businesses to be _________ accurate to make key strategic
decisions.
a. sufficient b. sufficiently c. sufficiency d. suffice
28. It makes sense to break the tasks up into ______________steps.
a. manage b. manager c. managed d. managerial
29. They decided to move production to the Far East to improve their ______________ .
a. compete b. competition c. competitive d. competiveness
30. I’m afraid access to this information is ____________ .
a. restrict b. restriction c. restricted d. restricting
31. The manager of the group was a brilliant man-------------------------------- only weakness was that he hated to
accept defeat.
a. whose b. who c. whom d. who’s
32. The girl looked----------------------------------- of the small window in the school.
a. into b. back c. out d.in
33. The field of endocrinology --------------------------- to research that could reduce the probability of cardiac
failure.
a. had led b. have been leading c. has led d leading
34. The men stopped near a river to observe the ------------------------ birds flying nearby.
a. color b. colored c. colorful d. coloring
35. Those people are ------------- dependable and trustworthy as the sunrise.
a. like b. as c. so d. too
36. The production manager did everything he --------------------- to avoid a deterioration in quality.
a. might b. would c. should d. could
37. The man was ------------------------ ashamed of the mistake he made during the conference.
a. awful b. terribly c. terrible d. terrifically
38. ------------------------------ increased as their proposals were rejected by the multinational company over and
over again.
a. Disappointment b. Disappointing c. Disappointed d. Disappointedly
39. As the people watched carefully, the man ------------------ the wall and fled his pursuers.
a. hopped b. walked c. jumped over d. jumped across
40.. ------------------------- new improvements make these electric products more appealing to home makers.
a. Few b. A little c. Many d. Much
Starting every day with a song
By Virginia Matthews
For staff and managers at Asda, each working day gets off to a raucous start. 'Give me an A!' they cry,
'Give me an S! Give me a D! Give me an A! What does that spell? Asda!'
Customers of the supermarket chain may be alarmed to see and hear the company chant, but Asda
insists chanting, singing or hand-clapping is one of the best motivational tools around.
Asda's spokeswoman says she believes the daily chant unites the workforce. Asda's chant was adapted
for the UK from the version sung at Wal-Mart, its parent company. The song now accompanies all
sales conferences, company events and even management meetings.
'The directors are just as happy to chant as the cashiers are and they have told us that it helps them get
through the business of the day more efficiently and quickly. Chanting isn't compulsory though,' she
adds, 'and if people don't want to join in, they won't be penalized. As for the customers, they love to
see us enjoying our work with a good shout and sometimes they even want to join in.'

1. Who is Asda’s chant for?
a. staff only
b. managers only
c. both staff and managers
d. customers, staff and managers
2. Why does Asda insist chanting?
a. to makes them work better
b. to make fun of themselves
c. because their customers love to see them chanting
d. because it’s the company’s policy
3. Which of the following is NOT true about Asda’s chant?
a. The chant is used in a number of different situations.
b. The chant is a type of song.
c. The chant is exactly the same as the one used at Wal-Mart.
d. The chant motivates employees.
4. ‘ …. and sometimes they even want to join in.’ (the last paragraph) customers
5. Chanting isn't compulsory though,' she adds, … (the last paragraph) Asda's spokeswoman
6. very loud raucous .
7. a company that owns another a parent company .
8. very worried alarmed .
9. When Asda employees chant, any customers in the store may also participate.
10. Asda believes the chant motivates employees and makes them work better.
II. Writing
Your situation sounds very difficult. You should try to understand your American manager. Maybe his
bosses in the US expect a lot from him. So try to work in the ways that he wants you to work. If the
possibilities are good, you should do everything to please your boss. You should not throw away a
career in an international company just because it is difficult to please your boss. Moreover, it is not
easy to find a good job right now when we are in financial crisis period.
Yours sincerely,
IV. Listen to the talks, and then answer each question about them by marking the correct choice —
(A), (B), (C), or (D).
The recording will be played twice.
1. When is this talk being given?
a. During a party.
b. Before a sales presentation.
c. After a celebration.
d. At a meeting.
2. What had the speaker probably told the audience last month?
a. That the sales figures had increased.
b. That a celebration was being planned.
c. That they should try to increase sales.
d. That they must prepare an agenda.
3. Whose sales figures increased most in the previous month?
a. Jane's. b. Rob's. c. Nina's. d. Tom's.
4. What is the woman's purpose in giving the talk?
a. To request some information about satellites.
b. To introduce her firm's products.
c. To thank her colleagues for doing a good job.
d. To suggest a merger between the two firms.

5. What will the woman do next?
a. Give a multimedia presentation.
b. Examine a new product.
c. Take a short break
d. Answer some questions.
V. You will hear a telephone conversation between a man and a woman talking about the
restaurant booking. Fill in the missing information. The recording will be played twice.
1. purpose of the call: ………to ask how many people are going to show up this evening…………
2. The man will call the restaurant: to make ………a reservation…………
3. The number of people: ………about 10…………
4. The woman suggests: ………checking with………… with Shirley
5. The woman will join the man: in the ………cafeteria…………
Fill in each blank in the passage below with ONE suitable word.
There are three types of a business negotiation. Firstly, a business negotiation is similar to a (1) ……………
between friends arranging a social engagement. Two parties have a shared (2) …………… to work together
in a way which is mutually beneficial. Proposals and counter proposals (3) …………… discussed until
agreement is reached. Both sides hope (4) …………… business. This is an agreement based negotiation,
sometimes referred (5) …………… as a win-win negotiation.
Two other types of negotiation are less founded (6) …………… mutual benefit, but on gaining the best deal
possible for your side. In the first type, both teams negotiate to independent advantage. This means that each
team thinks only about (7) …………… own interests. In this type, a seller typically seeks to sell a (8)
…………… but is less concerned about repeat business.
A third type is the negotiation to resolve (9) …………… , for example in a contractual dispute. Here, it is
possible that each party regards the other as an (10) …………… and seeks to win the argument. This is a
win-lose negotiation.
1 A. discussing B. discussion C. discussed D. discuss
2 A. cause B. effect C. objective D. plan
3 A. are B. is C. was D. were
4 A. to perform B. to do C. to execute D. to repeat
5 A. with B. to C. from D. into
6 A. on B. for C. in D. about

7 A. their B. his C. its D. her
8 A. goods B. label C. brand D. product
9 A. fighting B. conflicts C. solutions D. questions
10 A. enemy B. partners C. opponent D. stakeholder
11. If you give us a 10% discount, we …………… our order today.
A. place B. will place C. would place D. placed
12. If everyone contributed 20% of their salaries to charity, there …………… no poverty.
A. is B. will be C. would be D. were
13. If we …………… an assistant, we wouldn’t fall behind schedule.
A. employ B. will employ C. employed D. had employed
14. We’ll give you a 10% discount, provided that you …………… within 30 days.
A. pay B. will pay C. paid D. would pay
15. The Board …………… happy as long as our share price remained high.
A. will be B. is C. would be D. was
16. Many people working abroad have difficulty adapting …………… new cultures.
A. to B. with C. in D. at
17. Our supplier have no objection …………… allowing us a discount.
A. on B. in C. of D. to
18. Which of the following adjectives goes with the prefix in-?
A. emotional B. consistent C. responsive D. patient
19. Which of the following adjectives does NOT go with the prefix un-?
A. cooperative B. sympathetic C. critical D. polite
20. Everybody in Alphaland is very …………… when they wear suits and ties at work.
A. informal B. formal C. cooperative D. critical
21. A date of time by which you have to do something or complete something is …………… .
A. deadline B. due course C. last time D. initial tine
22. If you have tried to solve a problem without success for a long time, but at last you find a way, you make
a …………… .

A. break-up B. breakthrough C. breakdown D. break-out
23. …………… he generally explains his ideas clearly, I sometimes find it hard to follow him.
A. Although B. Because C. If D. When
24. They increased their competitiveness …………… their market share would increase.
A. even if B. so that C. because D. despite
25. They are going to be sharing this office, …………… they’d better learn to get on together.
A. For B. since C. in order to D. so
26. We hope the discussions with our creditors will have a …………… outcome.
A. satisfy B. satisfaction C. satisfactory D. satisfied
27. The unions have threatened to take industrial …………… .
A. act B. active C. action D. actively
28. We are …………… obliged to provide adequate s security for the shipment.
A. contractual B. contraction C. contractive D. contractually
29. The people gathered to …………… the government's new tax increase.
A. protest B. detest C. demonstrate D. riot
30. You’d be …………… at how many people pay $5 for a T-shirt without realizing it’s counterfeit.
A. amaze B. amazing C. amazed D. to amaze
31. The drink's …………… formula has been patented in 120 countries.
A. special B. especial C. specially D. especially
32. …………… power failure, change the batteries once in six months.
A. Having avoided B. Avoiding C. To avoid D. Avoid
33. Customers have expressed satisfaction …………… this product, which has lead to an increase in the
employees motivation.
A. to B. with C. from D. of
34. You should modernize your IT systems for greater …………… .
A. efficient B. efficiency C. efficacious D. efficiently
35. One of the less obvious types of dispute is taking …………… for other people’s work or ideas.

A. responsibility B. award C. credit D. control
36. Our company gives a limited warranty …………… damage from cargo handling.
A. to B. against C. with D. from
37. These lights offer a cheap and effective method …………… the quality of your residence.
A. improving B. to improve C. improvement D. for improvement
38. I’ve done really well in the last two years. I’ve …………… my target by almost 40%.
A. passed B. exceeded C. gone over D. missed
39. His self-confidence, values …………… sense of responsibility enabled him to achieve success.
A. or B. and C. also D. but
40. We had problems attracting top-class executives to …………… management positions.
A. complete B. fill C. fulfill D. make
Article A
Negotiations are demanding and may become emotional. You may find your Russian negotiator banging his
or her fist on the table or leaving the room. Accept such tactics with patience and calmness. They are
designed to make it difficult for you to concentrate.
Russian negotiating teams are often made up of experienced managers whose style can be like a game of
chess, with moves planned in advance. Wanting to make compromises may be seen as a sign of weakness.
Distinguish between your behavior inside and outside the negotiations. Impatience, toughness and emotion
during the negotiations should be met with calmness, patience and consistency. Outside the negotiating
process you can show affection and personal sympathy.
Article B
As well as being formal, negotiations are direct. German managers speak their mind. They place great
weight on the clarity of the subject matter and get to the point quickly.
Excessive enthusiasm or compliments are rare in German business. You should give a thorough and detailed
presentation, with an emphasis on objective information, such as your company's history, rather than on
clever visuals or marketing tricks.
Prepare thoroughly before the negotiation and be sure to make your position clear during the opening stage
of the talks, as well as during their exploratory phases. Avoid interrupting, unless you have an urgent
question about the presentation.
Article C
Communicating is a natural talent of Americans. When negotiating partners meet, the emphasis is on small
talk and smiling. There is liberal use of a sense of humor that is more direct than it is in the UK. Informality
is the rule. Business partners do not use their academic titles on their business cards. Sandwiches and drinks
in plastic or boxes are served during conferences.
This pleasant attitude continues in the negotiation itself. US negotiators usually attach little importance to

status, title, formalities and protocol. They communicate in an informal and direct manner on a first name
basis. Their manner is relaxed and casual.
The attitude 'time is money' has more influence on business communication in the US than it does anywhere
else. Developing a personal relationship with the business partner is not as important as getting results.
Article D
At the start of the negotiations you might want to decide whether you need interpreters. You should have
documentation available in Spanish. Business cards should carry details in Spanish and English.
During the negotiations your counterparts may interrupt each other, or even you. It is quite common in Spain
for this to happen in the middle of a sentence. For several people to talk at the same time is accepted in Latin
cultures, but is considered rather unusual in Northern Europe.
The discussion is likely to be lively. In negotiations, Spanish business people rely on quick thinking and
spontaneous ideas rather than careful preparation. It may appear that everybody is trying to put his or her
point across at once. That can make negotiations in Spain intense and lengthy, but also enjoyably creative.
1. In which country do negotiators show strong emotions? A. Russia
B. Germany
C. The US
D. Spain 2. Which of the following statements is NOT true about a US negotiation?
A. Negotiators focus on results rather than developing relationships.
B. It is usual for the atmosphere to be relaxed and friendly.
C. Negotiators like to talk about business immediately.
D. You should start a negotiation with general conversation.
3. In a negotiation with German managers, …………
A. you should not give the other side too much as they will not respect you.
B. you should plan your tactics carefully.
C. you should think of ideas during a negotiation rather than before it starts.
D. you should not stop someone while they are talking.
4. What don’t you like about negotiations in Spain? interrupt each other
5. … during the opening stage of the talks, as well as during their exploratory phases. (Article B) German
managers
6. They communicate in an informal and direct manner on a first-name basis. (Article C) US negotiators
7. the methods you use to get what you want …… tactics ……….
8. the way things are done on official occasions …… protocol ……

9. The sales manager phoned her …… counterpart ………. in another company to renew the exclusive
distribution contract.
10. An agreement was reached after lengthy ……… negotiations ………
II. Writing
Dear Sir or Madam
I am writing in connection with the copy machine I ordered last Friday, March 16, 20XX.
I appreciate your willingness to deliver our new copy machine a day early. Unfortunately, it arrived with
some damage to the front door. The machine works, but the door doesn't close all the way. I have enclosed a
Polaroid photo of the door so that you can see the problem.
I trust you will send someone to replace the door as soon as possible.
I look forward to receiving a prompt reply.
Yours faithfully
(Name)
III. Listening
PART ONE: Listen to the conversations twice and choose the appropriate answer to each question
1. What is broken?
A. The air conditioner C. The telephone
B. The photocopier D. The light
2. When will the repairperson arrive?
A. At noon B. Next week C. Right away D. This afternoon Conversation2: Questions 3 – 5
3. Why can’t the man meet with the woman this week?
A. He has to meet with another person. C. He’ll be away on a trip. B. He needs to rest this week. D. His
office won’t be open. 4. What does the woman want to discuss?
A. Conference plans B. A letter C. Money D. A class 5. What time will the woman be at the man’s office?
A. 9:00 B. 10:00 C. 11:00 D. 1:00 PART TWO: Listen to a talk twice and complete the notes.
Silicon Software Solutions – unveiling newest (6) .......... marketing.......... ........... management.........
software
+ program: allowing customers to (7) ......... track........... their ........ online............ advertising spending
automatically

+ user-friendly interface: designed to be easy to learn for new buyers & providing some more (8) ......
advanced......... ....... features......... requested by long-term clients
+ free trial offer available exclusively to (9) ....... conference........... ........ attendees.......... + showing
entrance tickets to representatives at our (10) ....... exhibition......... ....... stand.............
THE END
Many companies contain a… of public- and private-sector businesses.
A. mix

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