Hp2.eou Test

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 her holiday pay should be. An employment tribunal
said it was wrong for companies (3) ____ to consider basic working hours when (4) ____ holiday pay. It ruled that thousands of
companies must recalculate their holiday pay. Tens of thousands of workers can now make (5) ____ from their 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 B. Assessable income C. Disposal 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 B. demonstration C. placement 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 B. whether C. which 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. which 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.
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M2 - EOU Test Unit 7
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?
2
What do the underlined parts refer to?
5. “Something that would normally__________” (Paragraph 2)
6. “__________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: __________
8. quiet and without much excitement: __________
Fill in each blank with a suitable word or phrase from the passage.
9. They__________ a large drop in unemployment over the next two years.
10. The shop was offering six months' interest-free __________ on electrical goods.
II. WRITING:
The following table gives statistics showing the aspects of quality of life in Bangladesh and the USA. Report the main features
and make comparisons where relevant, using the notes below.
Country GNP per head Daily calorie Life expectancy Infant mortality
(1982: US supply per head at birth (years) (per 1000 live
dollars) births
Bangladesh 140 1877 40 132
USA 13160 3653 74 12
Notes:
Paragraph 1: starting with: The table ...
Paragraph 1: writing about the USA, using the phrases: developed country, the higher GNP, much higher, the lowest rate
Paragraph 2: writing about Bangladesh, using the phrases: had by far the lowest quality of life, one hundred times smaller
than, were about half those of, 10 times greater
III. LISTENING
PART ONE: Listen to the recording twice and choose the appropriate answer to each question.
Advertisement
1. What does the business provide?
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A. Lawn maintenance C. Interior decorating
B. Security services D. Internet access
2. According to the speaker, what will be offered for a limited time?

A. A sale on equipment C. A discounted price
B. A free consultation D. A trial period
3. What is mentioned about the business?

A. It has the most affordable rates. C. It was featured in a publication.
B. It is the only business of its kind in the area. D. It hired additional staff members.
Announcement
4. Where most likely is the announcement being made?
A. At a hotel C. At an airport
B. On a ship D. At an employee lounge
5. What problem does the speaker mention?

A. Some bags have been lost. C. There has been a traffic jam.
B. There was some bad weather. D. Prepare their belongings.
PART TWO: Listen to a talk twice and complete the notes.
Training session to help make the (6) .................... .................... worthwhile

+ Department directors’ responsibility: assigning (7) .................... .................... to interns & mentoring & teaching them about
business.
+ Security badges: be (8) .................... for .................... only & used by interns until getting (9) .................... ....................
badges from security desk.
+ If someone fail to arrive by 1:00 P.M. (10) .................... .................... , inform immediately
This is the end of the test.
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END-OF-UNIT TEST – M2 - Unit 8
Duration: 75 minutes
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. Some manufacturers were accused of ............... , in other words selling goods abroad at a lower price than they were sold
domestically.
A. dumping B. revaluing C. flooding D. devaluation
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
M2 - EOU Test Unit 8 5
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. The government has offered tax incentives to new companies in hopes of ............... the economy.
A. consuming B. boosting C. breaking D. controlling
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
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.
What does each of the following underlined words / phrases refer to?
4. …. for most of its existence, of an advertising department (paragraph 1)
5. … they must establish a brand for years to come by giving it emotional qualities … (paragraph 2)
Which words in the passage mean the following?
6. 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 …………….
7. relating to a company or group …………….
8. expensive items that are bought from choice and not necessity …………….
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
Announcement
1. Where most likely is the announcement being made?
A. At Mr. Lamb’s studio C. At an international publishing expo
B. At a newspaper company D. At an art gallery
2. According to the speaker, who is Theodore Lamb?
A. A publisher B. An artist C. A critic D. A curator
3. What are the listeners reminded to do?
A. Attend an official reception C. Enroll in a sculpture class
B. Write an article on modern sculptors D. View a temporary exhibit
Talk
4. What does Choice Co. most likely specialize in?
A. Designing interiors C. Installing equipment
B. Moving furniture D. Removing pests
5. What are listeners asked to do?
A. Meet at another location C. Give instructions to workers
B. Label their personal belongings D. Cover some furniture with plastic

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) .................... ....................

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. implement 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. … they have to solve several problems. (paragraph 4)
5. … courses in the surrounding villages for making handicrafts which will be sold at Sauipe … (paragraph 7)
6. buildings and equipment that are used for a particular purpose ……………
7. a group of buildings that are built close together ……………
8. a reduction in the value of a country's currency ……………
9. Things such as transport, communications or banks are part of a country’s …………… .
10. The government is trying to bring teachers’ salaries in line with …………… by increasing them by 20%.
II. Writing
You are Antonio McGuire, Regional Manager of Rainbow Farms. Read the following letter of enquiry written on February
10, 20XX, and from the notes below write a reply to the letter.
Dear Sir or Madam
With reference to your advertisement of coconut oil in yesterday's New York Times, could you please send me a
copy of your latest catalog?
Thank you for your prompt response.
Yours faithfully,
Rachel
Notes:
+ paragraph 1: thanks for enquiry
+ paragraph 2: mentioning: finding attached product catalogue, hoping information provided can answer query, contacting
for further help / clarification if need be
III. Listening
Radio broadcast
1. According to the speaker, what is the purpose of Sunday’s event?
A. To raise money for repairs C. To promote local tourism
B. To celebrate an anniversary D. To introduce a new business
2. What is Curl Pascal’s occupation?
A. Actor B. Painter C. Athlete D. Politician
3. How can listeners be eligible to win a prize?
A. By calling the radio station C. By participating in a tournament
B. By visiting a Web site D. By donating a certain amount
Radio broadcast
4. What kind of structure will be built?
A. A basket ball stadium C. New headquarters
B. A retail complex D. A sport arena
5. What will happen in five years?
A. The city will host a competition.
B. A new mayor will be elected.
C. A company will celebrate a special anniversary.
D. A film festival will take place.

+ JMP: starting its own (6) .................... ....................
+ CEO: excited about project which introducing to the (7) .................... .................... of corporation
+ Suggestions for subjects in furniture issues: sending them to me (8) .................... ....................
+ To offset cost of printing: selling (9) .................... .................... & half-page ads
+ Catherine Moon from marketing department will (10) .................... this ....................
M2 – EOU Test Unit 9 12


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. performances D. levels
21. A good manager responds …………… his/her employees’ 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 thinks 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)
5. Chanting isn't compulsory though,' she adds, … (the last paragraph)
6. very loud …………...
7. a company that owns another ……………
8. very worried ……………
9. When Asda employees …………… , any customers in the store may also participate.
10. Asda believes the chant …………… employees and makes them work better.
II. Writing
Summarize the extracts from a meeting and complete part of the meeting minutes.
Sonia Afzal (SA): Now, I’d like to summarize the feedback gathered from meetings with staff. Generally, it concerns them that there
has been no pay increase for two years. Meanwhile, inflation has been running at average 3.2% over the 2-year period. It should be
noted that there is an increase in the number of staff leaving the company, and there are some problems with recruiting new staff.
Ben Harcourt (BH): Well, I will conduct a more detailed survey of cost of living increases. We need to present these to the
management in the 1st pay review meeting.
…
Minutes of Staff Association meeting – Sep. 21
1. Preparation for pay negotiation
SA gave a ……………………………………………………………………………………......
……………………………………………………………………………………………………
…………………………………………………………………………. .
BH volunteered ………………………………………………………………………………….
…………………………………………………………………………… .
2. …
III. Listening
Telephone message
1. Why is the speaker calling?
A. To apply to the Ministry of Foreign Affairs C. To request a delivery service
B. To terminate the contract D. To postpone an appointment
2. What special condition does the speaker request?
A. Immediate compensation C. Medical insurance
B. Extra protection D. Additional funds
3. What is the listener asked to do?
A. Contact the speaker’s colleague C. Meet at Regency Boulevard
B. Check the remaining supplies D. Send some documents to the speaker
Announcement
4. Why is the venue closing early?
A. To fix some faulty equipment B. To respond to a storm warning
C. To decorate the site D. To prepare for a celebration
5. What time will the mall’s closing next month?
A. At 7:00 P.M. C. At 9:00 P.M.
B. At 8:00 P.M. D. At 11:00 P.M.

Athena Recruitment Center
+ next five days, our (6) .................... will be .................... everything to successfully enter the (7) .................... ....................
+ Syllabus: placing a strong emphasis on helping you (8) .................... your ....................
+ Name card given will act as ID  (9) .................... all .................... & allowing to use database (searching for businesses with
recent (10) .................... .................... )
THE END
KEYS – EOU TEST – M2 - Unit 10
Section 1 (40 marks)

I. (10 marks)
1. A (it) 2. B (harder) 3. A (a) 4. C (worse) 5. D (to)
6. B (so) 7. C (directors) 8. A (who) 9. D (leadership) 10. C (productivity)
II. (30 marks)

11. C 12. D 13. C 14. B 15. D
16. D 17. B 18. C 19. A 20. D
21. A 22. B 23. B 24. C 25. D
26. B 27. A 28. D 29. D 30. C
31. A 32. C 33. C 34. C 35. B
36. D 37. B 38. A 39. C 40. A
Section 2 (60 marks)
I. (20 marks)
1. C 6. raucous
2. A 7. a parent company
3. C 8. alarmed
4. customers 9. chant
5. Asda's spokeswoman 10. motivates
II. Writing (20 marks)

SUGGESTED ANSWER
Minutes of Staff Association meeting – Sep. 21
1. Preparation for pay negotiation
SA gave a summary of the feedback gathered from meetings with staff. General concern that there had been no pay
increase for two years, while inflation had been running at average 3.2% over the 2-year period. An increase in the
number of staff leaving the company also noted, and some problems with recruiting new staff.
BH volunteered to conduct a more detailed survey of cost of living increases to present to the management in the 1 st
pay review meeting.
2. …
III. Listening
Part 1 Part 2
1. C 6. instructors ... teaching
2. B 7. job market
3. A 8. perfect ... resume
4. C 9. wear ... times
5. D 10. employment openings
SCRIPT - UNIT 10
Part 1
Telephone message
Hi, I’m calling from the Bloomington Agency. We need to have some papers couriered to the Ministry of Foreign Affairs
this afternoon. They have to be delivered to their building on Regency Boulevard by 4:00 P.M. today, and be returned to
our office before we close at 6. However, these documents are extremely valuable, and we need special security measures
to ensure their confidentiality. Can you provide such a service? My co-worker Omer Khan is in charge of this deal. Please
call him as soon as possible to discuss how the documents can be sent most efficiently. He’s at 555-9791, extension 43.
Announcement
Attention, shoppers. The West Pines Mall will be closing at 7:00 P.M. this evening. This is two hours earlier than our usual
closing time. In preparation for the upcoming holiday season, we will be installing some decorations. The highlight of our
seasonal displays is the Winter Wonderland Village. Here, children can have their pictures taken with Santa Claus and his
helpers. Also, to help you get your Christmas shopping done in time, we are extending our hours of operation, which will
be from 9:00 A.M. to 11:00 P.M. from next month until the end of the year. Thank you and have a good day.
Part 2
Welcome to the Athena Recruitment Center. Throughout the next 5 days, our instructors will be teaching you everything
you’ll need to know to successfully enter the job market.
Our syllabus places a strong emphasis on helping you perfect your résumé. The name card you’ve been given will act as
your ID. Please wear it at all times. It will also allow you to use our database, where you can search for any businesses with
recent employment openings. Now, let's meet some of our instructors.
Read the instruction carefully. RECORD your answers on your answer sheets.
I. Select and fill in each blank in the passage below with ONE suitable word.
Many of the products (1) ………… people in the Northern hemisphere depend on – (2) ………… as coffee, tea,
and chocolate – are (3) ………… in the warmer climates of the South. The prices consumers pay (4) …………
these commodities have not risen in real terms over the last 40 years, (5) ………… the value of fertilizers,
pesticide, machinery, and equipment (6) ………… from richer countries has increased (7) ………… . On top of
this, the market price of commodities frequently drops below the cost of producing them. (8) ………… a result of
this imbalance, (9) ………… of the people who grow these crops now have to work harder and longer for less
money. They are often isolated, and not in a position to negotiate when selling their (10) ………… .
1 (A) in which (B) that (C) where (D) when

2 (A) as far (B) as long (C) such (D) as well
3 (A) produced (B) proved (C) probated (D) proceeded
4 (A) in (B) for (C) with (D) to
5 (A) however (B) so (C) consequently (D) but
6 (A) exported (B) dispatched (C) imported (D) sold
7 (A) substantially (B) perfectly (C) completely (D) approximately
8 (A) From (B) In (C) With (D) As
9 (A) much (B) many (C) amount (D) almost
10 (A) produce (B) production (C) producing (D) productive

11. If the division head had not resigned last month, our company probably ………… its sales record.

A. will have broken B. had been breaking C. would have broken D.
would break
12. The director ………… he was in a hurry. He ………… me to ask his deputy.
A. told / said B. said / told C. tell / say D. say /
talk
13. If we ………… our order, they would give us a bigger discount.
A. will increase B. increased C. could increase D. increases
14. Members of the Sales Department will start calling clients ………… the rest of the staff plans the
event.
A. whether B. during C. since D. while
15. We ………… a staff meeting next Monday.
A. are having B. will be having C. have had D. have
16. Although the solution was obvious, it had never been ………… .
A. proposed B. exposed C. opposed D.
imposed
17. Managers should be prepared to ………… responsibilities to their employees whenever possible.
A. hand B. delegate C. send D. listen
18. They ………… a large drop in unemployment over the next two years.
A. campaign B. motivate C. forecast D. create
19. City Insurance ………… the market into three by issuing three types of policy.
A. ranks B. modernizes C. ranges D. segments
20. The hospital has already ………… on its drugs budget.
A. overspent B. arranged C. organized D. reduced
21. Holistic marketing will make ………… marketing budget more difficult.
A. buying B. moving C. adopting D. allocating
22. You should visit the websites of any companies, complete a practice test or two and see how you ………… .
A. figure out B. measure up C. weed out D. tap into
23. Accountancy bodies that ………… training serve the needs of their domestic market.
A. coach B. delegate C. oversee D. face
24. Globalization is said to be leading to cultural ………… .
A. divergence B. convergence C. divides D. mistakes
25. The suppliers did not deliver the goods on the agreed day. It was a clear ………… of contract.
A. breach B. litigation C. legislation D. liability
26. Though ………… lasted more than a year, employees still have not finished preparing for the merger with
MT&L, Inc.
A. expenditures B. prospects C. negotiations D. alterations
27. It was an unpopular policy and caused a number of ………… within the party.
A. responses B. conflicts C. profiles D. agents
28. The decision of the city planners ………… the opinion of the citizens.
A. refers B. reacts C. reflexes D. reflects
29. She always has good ideas and easily finds solutions to problems. She is a very ………… person.
A. emotional B. formal C. creative D. patient
30. The government is considering measures to ………… prices.
A. stabilize B. charge C. mobilize D. focus
31. A good manager should respond ………… to his employees’ concerns promptly.
A. to B. in C. with D. for
32. Next year, our agent in Shanghai will be in charge ………… distributing our products throughout China.
A. for B. of C. by D. from

33. What will be the proportion of content ………… advertising? 80 per cent / 20 per cent?
A. with B. upon C. towards D. to
34. The company is growing ………… the rate of 10 % a week.
A. at B. in C. with D. on
35. Advertising agency is a business which advises companies ………… advertising and making ads.
A. to B. on C. over D. by
36. Changes in last quarter’s ………… process were criticized at first.
A. budgeted B. budgeters C. budgetary D. budget’s
37. Initial ………… for the project was not followed by later public acceptance.
A. enthusiastic B. enthusiastically C. enthusiasm D. enthusiast
38. Herman & Corrie Teas has had problems recently ………… top-class executives to fill management positions.
A. to attract B. attract C. attracted D. attracting
39. ACSA charges clients a fee ………… on the value of the property.
A. basing B. based C. to base D. base
40. The company president has ………… denied the rumors.
A. consistently B. consisted C. consistent D. consistency

SHARES FALL AS BskyB PLANS FOR LONG TERM
British Sky Broadcasting saw more than £2bn ($3.6bn) wiped off its market value on Wednesday after
Europe’s largest pay-television group outlined growth plans. Investors took fright at proposals to increase
marketing and infrastructure investment to attract customers to the pay-TV market and the pressure this puts on the
company’s short-term profitability. The share fell 19 percent, or 114p, to a two-year low of 448p.
James Murdoch, BskyB’s Chief Executive, said “a short term fall in operating margin” was expected in 2006,
with significant growth from 2007 onwards. “There will be a reduction in terms of margin in the short term because
of the increased volume of subscribers coming in those years,” he added.
Some analysts’ fears that growth was running out of steam under the existing business model were worsened
by yesterday’s disappointing news that just 81,000 new subscribers were added in the final quarter of last year to
7.4m. But Mr. Murdoch said BskyB was on track to meet its target of 8m subscribers by the end of 2005. He also
set out a new target of 10m subscribers by 2010. Although £25m will be spent on advertising and a further £450
would be invested in its infrastructure over four years.
Pre-tax profit almost quadrupled to £480m in the year to June 30, compared with £122 the previous year.
Group turnover was £3.66bn, up from £3.19bn in 2003. The full year dividend was 6p, payable from earnings per
share of 15.5p, up from 9.6p. BskyB expected the penetration of pay television to reach 80 percent of UK
households in the long term, compared with 43 percent at the end of this period.
It is believed that it would benefit from increasing take-up of pay television as younger customers arrive on the
market, and by technological advances. Mr. Murdoch said: “As a management team you have to be focused on the
long term, on creating real, durable value…we’ve only scratched the surface here. This is especially a business that
has its best year ahead.”

1. Which statement is NOT TRUE?
A. Its market value- the total current value of BskyB’s shares- is now £2 billion.
B. BskyB’s share price has fallen.
C. The share fell 19%.
D. There were under 100,000 new subscribers in the last quarter of last term.
2. James Murdoch thinks……
A. The number of new subscribers will continue to rise in the long term.

B. BskyB will spend £25bn on advertising in the next few years.
C. A further £450 would be invested in its human resources development over four years.
D. The company did not expect that happened.
3. Which statement is TRUE?
A. BskyB had turnover of below £3bn and already reaches 80% of UK homes.
B. BskyB had turnover of £3.66bn and will reach 43% of the UK homes.
C. BskyB had turnover of £3.66bn and will reach 80% of the UK homes.
D. BskyB had turnover of below £3.19bn and already reaches 80% of UK homes
Answer the question.
4. What could technological advances help BskyB?
What does each of the following underlined words/ phrases refer to?
5. ... and the pressure this puts on the company’s short-term profitability. (Paragraph 1)
6. It is believed that it would benefit from increasing take-up of pay television (Paragraph 5)
Which words / phrases in the passage mean the following?

7. a person who pays to receive a service
8. the act or process of making a way into or through something
Fill in the blank with ONE suitable word from the passage. Put it in its correct form or tense if necessary.
9. His ………………… that the system should be changed was rejected.
10. Cigarettes ………………… has been banned.
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.
III. LISTENING: (20 marks)

PART ONE: Listen to the conversations twice and choose the appropriate answer to each question
Conversation 1: Questions 1 – 2
1. When will the meeting be held?

A. Today B. Tonight C. Tomorrow morning D. Tomorrow afternoon
2. Where does the woman want to have the meeting?
A. In the cafeteria B. In the reading room
C. In the assistant’s office D. In the conference room
Conversation 2: Questions 3 – 5
3. When is the man leaving for his vacation?
A. On Monday B. On the weekend C. In two weeks D. In a month
4. Where will he spend his vacation?
A. In the mountains B. On a boat C. At the beach D. By a lake
5. How often does he take a vacation?
A. Once a month B. Once a year C. Twice a year D. Three times a year
PART TWO: Listen to four extracts from a radio business-news program and complete the notes.
Business News:
+ this month inflation: up by 1.2%; the (6) ………………. ………………. : now 5 %
+ Laser plc: reports that (7) ………………. ………………. 12% to just over $1.8 bn, with (8) ……………….
increasing a ………………. 18%
+ General Engineering: would (9) ………………. its ………………. by 1/3 over the next 3 years " loss of
5,000 jobs
+ Central Bank: has reduced (10) ………………. ………………. by 0.5%. World economy: will grow by

Duration: 75 mins

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. formal B. informal 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. After moving to another state, the children …………… wrote to their parents.
A. hardly B. hardly never C. hardly ever D. hard ever
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. Last week, he …………… a strict warning from his father.
A. receives B. received C. was receiving D. had to receive
39. His self-confidence, values …………… sense of responsibility enabled him to achieve success.
A. or B. and C. also D. but
40. The weather forecast stated that it would …………… snow in the evening.
A. may B. probably C. can D. could

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. … during the opening stage of the talks, as well as during their exploratory phases. (Article B)
5. They communicate in an informal and direct manner on a first-name basis. (Article C)
6. the methods you use to get what you want …………….
7. when you find out what other side wants …………
8. the way things are done on official occasions …………
9. The sales manager phoned her ……………. in another company to renew the exclusive distribution
contract.
10. An agreement was reached after lengthy ………………
II. Writing
You ordered a copy machine on Friday, March 16, 20XX. It arrived a day early with some damage. From the
notes below, write a letter of complaint to the store manager.
Dear Sir or Madam

I am writing ……………………………………………………………………………………… .
I appreciate your …………………………………………………………………………………
…………………………………………………………………………………………………….. .
I trust you will ……………………………………………………………………………. .
I look forward ……………………………………… .
Yours ………………
(Name)
Notes:
+ paragraph 1: opening
+ paragraph 2: mentioning: appreciation for early delivery & the reason of complaint: damage to the front
door (the machine works, but the door doesn't close)  enclosing a Polaroid photo of the door
+ paragraph 3: the demand: replacing the door as soon as possible
III. Listening
Telephone message
1. Where does the speaker most likely work?
A. At a fitness center C. At a medical clinic
B. At a television station D. At a newspaper company
2. What is Mr. Coltrane asked to do?
A. Volunteer at a fund raiser C. Participate in a discussion
B. Teach a course D. Write a report
3. According to the speaker, how did he first encounter Mr. Coltrane’s work?
A. By attending an academic conference C. By purchasing one of his books
B. By seeing an advertisement for his business D. By reading a professional journal
Radio broadcast
4. What most likely is the speaker’s job?
A. A weather forecaster C. A radio technician
B. A show host D. A political analyst
5. What will Janet Bickerman be doing?
A. Introducing new albums C. Traveling the country
B. Meeting some politicians D. Analyzing some information
Silicon Software Solutions – unveiling newest (6) .................... .................... software
+ program: allowing customers to (7) .................... their .................... advertising spending automatically
+ user-friendly interface: designed to be easy to learn for new buyers & providing some more
(8) .................... .................... requested by long-term clients
+ free trial offer available exclusively to (9) .................... ....................
+ showing entrance tickets to representatives at our (10) .................... ....................
28

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END OF UNIT TEST – M2 - Unit 7

1. A. skull B. face C. ear D. head

II. Choose the best answer

Choose the best answer.

Answer the question.

Which words in the passage mean the following:

2. According to the speaker, what will be offered for a limited time?

3. What is mentioned about the business?

5. What problem does the speaker mention?

PART TWO: Listen to a talk twice and complete the notes.

Training session to help make the (6) .................... .................... worthwhile

This is the end of the test.

M2 - EOU Test Unit 8 7

Dear Mr. Englebert,

We would like to enquire some details about your product:

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

We would be grateful ………………………………………………………… .

PART TWO: Listen to a talk twice and complete the notes.

END-OF-UNIT TEST – M2 - Unit 9

Section 2: Language use (60 marks)

Dear Sir or Madam

Thank you for your prompt response.

PART TWO: Listen to a talk twice and complete the notes.

M2 – EOU Test Unit 9 12

Section 1: Language knowledge (40 marks)

II. Choose the best answer

PART TWO: Listen to a talk twice and complete the notes.

Section 1 (40 marks)

II. (30 marks)

II. Writing (20 marks)

1 (A) in which (B) that (C) where (D) when

II. Choose the best answer

M2 - EOU Test Unit 11 18

M2 - EOU Test Unit 11 19

Section 2: Language use (60 marks)

Choose the best answer

M2 - EOU Test Unit 11 20

Which words / phrases in the passage mean the following?

Dear Mr. Englebert,

We would like to enquire some details about your product:

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

We would be grateful ………………………………………………………… .

III. LISTENING: (20 marks)

M2 - EOU Test Unit 11 21

END-OF-UNIT TEST – M2 - Unit 11

Section 1: Language knowledge (40 marks)

M2 - EOU Test Unit 11 22

M2 - EOU Test Unit 11 23

Section 2: Language use (60 marks)

M2 - EOU Test Unit 11 24

M2 - EOU Test Unit 11 25

Dear Sir or Madam

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