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

II. Choose the best answer

11. Coca-cola is a ............... market product; it sells to large numbers of people.

EOU Test.M2.U8.PreInter 1
 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. Some slightly modified channels play a vital role in the ............... element of marketing.
A. product B. placement C. promotion C. price
25. Clever advertising is no substitute ............... good quality at a reasonable price.

EOU Test.M2.U8.PreInter 2
 A. on B. in C. to D. of
26. Consumer ............... can be defined as where and how people buy things.
A. behaviour B. profile C. goods D. price index
27. Companies start to look at using technology such as the iPad when ............... data to doctor.
A. present B. presented C. presenting D. presents
28. ............... 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
29. We are trying to lose our cheap image ............... move upmarket with more expensive goods.
A. so B. but C. and D. or
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. Chinese products can rebrand themselves as not just cheap ............... desirable.
A. so B. but C. and D. or
33. The clothes were aimed at anyone ............... in extreme sports or outdoor activities.
A. participating B. participated C. participates D. to participate
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. When a market is filled so completely that no more products can be added, it is ............... .
A. shared B. saturated C. segmented D. researched
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

Section 2: Language use (60 marks)

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.
Answer the question.
4. What kind of products has been sold well in Japan?
What does each of the following underlined words / phrases refer to?
5. …. for most of its existence, of an advertising department (paragraph 1)
6. … they must establish a brand for years to come by giving it emotional qualities … (paragraph 2)
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 …………….
8. relating to a company or group …………….
Fill in each blank with ONE suitable word from the passage. Put it in its correct form or tense.
9. Consumer ..................... is a description of a typical customer who may be interested in a product.
10. How easily are you persuaded by .....................?

II. Writing
 You are Mr. Keith Liekerman, Marketing Manager of Vegetables Supreme. From the notes below, write a
letter of enquiry to Mr. Fidel Englebert asking for the price list and some details about the product.
Dear Mr. Englebert,
I am …………………………………………………………………………………………………… . 
We would like to enquire some details about your product:
1. Where ……………………………………………………………………………………… ?
2. Would you be able to ……………………………………………………………………… ?

Could you please ……………………………………………………………………………………… ?

We would be grateful ………………………………………………………… .
Yours ………………… ,

Keith Liekerman
Notes:
+ paragraph 1: saying who you are & showing interest in purchasing and selling organic vegetables
+ paragraph 2: enquiring some details about the product (where the vegetables are grown and how to
ensure that they are organically grown & providing regular supply of vegetables delivered fresh everyday )
+ paragraph 3: asking for the price list.
+ paragraph 4: closing the letter

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.
Conversation2: Questions 3 – 5
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?

EOU Test.U2.M2 5
A. He told jokes. C. He cleaned the office.
B. He worked hard. D. He brought them cookies.
PART TWO: Listen to a talk twice and complete the notes.
News out of Hong Kong
+ the (6) .................... .................... rose to its highest level in 3 three years
+ Most major banks: reporting (7) .................... .................... during last quarter
+ Investors: rushing to pick up banking shares viewed by (8) .................... as ....................
+ According to Andy Li, the industry: optimistic about the (9) .................... .................... for next year
+ Government: planning to fund regional building projects to improve (10) .................... ....................

THE END
 KEYS - EOU TEST – M2 - Unit 8
Section 1 (40 marks)
I. (10 marks)
1. D. saying 2. B. root 3. A. jointly 4. C. well 5. C. back
6. B. pressure 7. A. for 8. D. lack 9. B. on 10. D. debt

II. (30 marks)

11. A 12. D 13. A 14. C 15. C
16. B 17. B 18. C 19. D 20. A
21. C 22. A 23. D 24. B 25. C
26. A 27. C 28. B 29. C 30. C
31. C 32. B 33. A 34. B 35. B
36. C 37. B 38. B 39. D 40. C

Section 2 (60 marks)

I. Reading comprehension (20 marks)
1. B 2. D 3. A 4. (They are) leather goods. 5. (of) Ferrari
6. all companies 7. brand 8. corporate 9. profile 10. advertising

II. Writing (20 marks)

SUGGESTED ANSWER
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 (20 m)

Part 1 Part 2
1. B 6. stock market
2. C 7. record profits
3. D 8. experts ... undervalued
4. D 9. financial outlook
5. A 10. local infrastructure
SCRIPT - UNIT 8

PART 1

1. Man: Thank you for calling, but I’m sorry to have to tell you that Mr. Curtis is out of town on business.
Would you like to leave a message?
Woman: Thank you, but . . . uh . . . I think I’d like to make an appointment for when he returns. I’d like
him to take a look at some contracts for me.
Man: Well, Mr. Curtis will be returning tomorrow. I could schedule an appointment for you later in the
week.
Woman: Thank you. That would be fine.

2. Woman: Things just haven’t been the same since Mr. Cho retired last month. There’s no one here to tell
us jokes.
Man: It’s hard to work without Mr. Cho making us laugh.
Woman: Do you know what else isn’t the same? Ms. Green didn’t bring cookies today.
Man: That’s because Ms. Green is on vacation this week. She’s the one who always brings them.

PART 2
In positive news out of Hong Kong today, the stock market rose to its highest level in three years
following announcements from the financial sector. With most major banks in the region reporting record
profits during the last quarter, investors rushed to pick up banking shares viewed by experts as
undervalued.
Mr. Andy Li, a spokesperson for the Hong Kong Trade Association, said that the industry was optimistic
about the financial outlook for the next year. In addition, the government plans to fund regional building
projects to improve local infrastructure. This is expected to draw even more investors to the area.