05_ML_Upper-Intermediate_Test_File_2006.pdf

Name/Class:

Entry Test

Listening

You will hear Alison Hellman, an HR manager, leaving a voicemail message for her assistant. Look at her diary page below and then answer the questions. You will hear the message twice.

Vocabulary

Use of English Reading

Grammar

Functions Reading Writing Speaking

2

1 Where will Alison travel to this week? 2 Which days will she be away? 3 Alison wants to reschedule the departmental meeting to Day: Time: 4 What else does Alison ask Sam to do about the meeting? a) check if the meeting room is free at the new time b) make sure the participants can come at the new time c) change the agenda 5 The new deadline for the monthly report is .......... . 6 When does Alison suggest holding the meeting with Sam and Teresa? Day: Time: 7 What other rearrangement must be dealt with urgently? 8 When should Sam tell the trainees about the changes? 9 The meeting with the legal team will be .......... . a) brought forward b) postponed c) cancelled 10 When will Alison be available to discuss other changes?

MARKET LEADER UPPER INTERMEDIATE TEST FILE

© Pearson Education Limited Limited 2000 2006 Photocopiable

Skills

Name/Class: mmar

ctions

Entry Test

Language

ading

A

Complete the gaps in the article below with the correct alternative.

Toy success story launched despite lost opportunity

riting

Richard Tait and Whit Alexander like to tell the story of how they came up with the marketing idea for their new board game. In the spring of 1997, they ………..11 in a Starbucks coffee shop in Seattle when they looked around and ……….12 lots of potential customers standing around. They ……….13 the deadline for taking the game to the annual Toy Fair in New York. So, instead of distributing their new game – ……….14 they called Cranium – through the toy industry’s traditional distributors, they made a deal with Starbucks. Later they expanded to Amazon, ……….15 online retailer. The idea for the game evolved when Mr Tait and his wife spent a rainy holiday weekend ……….16 board games with another couple.

aking

11 12 13 14 15 16 17 18 19

a) a) a) a) a) a) a) a) a) c) 20 a) 21 a) 22 a)

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It is strange to think that if the weather ……….17 sunny, they might never have thought of it. Cranium ……….18 by just $100,000 of their personal savings and promoted initially by word of mouth. But it became a brilliant success, and won the ……….19 toy of the year award for 2001. Cranium ……….20 more than 11m games. The company ……….21 release total sales figures, but they report that, in the past two years, they have increased sales ……….22 about 30 per cent annually.

are sitting b) were sitting saw b) were seeing have just missed b) just missed who b) which – b) which playing b) to play would have been b) would be was funded b) they funded Association’s of the Industry of Toys Industry of the Toy Association’s has now sold b) now sold should not b) might not of b) with

© © Pearson Pearson Education EducationLimited Limited2000 2006

c) c) c) c) c) c) c) c) b)

had sat have seen had just missed whose name the to playing had been being funded Toy Industry Association’s

c) has been selling c) will not c) by


3

Name/Class: Entry Test

B Match the questions and statements to the responses below. 23 A: What’s your opinion about the new appraisal system? B: ……………. 24 A: How about Monday morning – would that be convenient for you? B: ……………. 25 A: I think we should bring someone new onto the team. B: ……………. 26 A: I’ve passed my law exam! B: ……………. 27 A: I’m sorry I’m late. The traffic was terrible this morning. B: ……………. 28 A: Can I interrupt you a moment? I have a question about finance. B: ……………. 29 A: I’d like to know why I haven’t received the refund you promised me. B: ……………. 30 A: We really need delivery by the 15th. B: ……………. 31 A: What’s the food like in Indonesia? B: ……………. a) I think so too. b) It’s very good but rather spicy. c) I don’t think it’s going to work very well. d) I’m afraid I can’t make it then. e) That’s all right – we’re still on the first agenda point. f ) I’ll look into it right away. g) Congratulations! h) If you order now, that won’t be a problem. i) I’d like to finish if I may.

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Name/Class:

Listening Entry Test

Vocabulary

A Write a word in each gap to complete this covering letter for a job application.

Use of English Dear Sirs

Position of Marketing Assistant Reading

I am writing to ………. 32 for the position of marketing assistant, which is ………. 33 in the magazine ‘New Marketing’ this month.

Grammar

I am enclosing my ………. 34 which gives details of my qualifications and previous work ………. 35. As you can see, I am currently employed in the marketing department at Carwells Ltd, where I am ………. 36 for collecting and analysing market data. However, this is only a ………. 37 post which terminates at research Reading the end of December and I am therefore looking for a permanent post to start from January. I am available to attend an ………. 38 at any time.

Functions

I hope that you will ………. 39 my application for the post and look forward to hearing from you.

Writing

Speaking

Yours truly,

Brian Drake Brian Drake

B Cross out the verb that cannot be used with each noun. 40 41 42 43 44

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recruit / employ / fire / resign relocate / grow / run / open dominate / enter / decline / break into raise / make / boost / charge amend / hold / call / postpone


workers an office a market money a meeting


5

Name/Class: Entry Test

C Replace the words and phrases in italics in the memo with the best word or phrase below.

Memo To:

Ramola Santos

From:

Peter Stott

Subject:

Prices

I would like to draw your attention to the attached price lists from two of our main competitors. As you can see, both have reduced their prices by about 3 to 4 per cent. I would like to suggest that we reduce 45 our prices by at least the same amount.

As you know, we face intense 46 competition in this market, and our revenue 47 from sales has fallen considerably 48 in the last year. It will not be easy to market 49 our products if they are seen as overpriced 50. Could we have a meeting as soon as possible to discuss this?

45 46 47 48 49 50

6

a) fall a) unfair a) income a) plummeted a) reposition a) inexpensive


b) cut b) open b) cash b) soared b) develop b) too expensive

c) make lower c) tough c) deposit c) levelled off c) try to sell c) affordable


Name/Class:


Entry Test

A Read the article below and complete the gaps with the extracts (a–d).

Grammar

Food companies target health Functions conscious consumers Before Coca-Cola released an American brand, Minute Maid, into the UK market, the company spent nearly two years trying to understand what British consumers wanted. It discovered that the British wanted something a little different from Americans. As a result, while American Minute Maid orange juice is made from concentrate and water; in the UK, it contains no concentrate – just fresh juice. Coke’s move reflects a growing awareness among food companies that British consumers want more fresh fruit juices, bottled water and specialist health drinks. The UK’s leading food and beverage producers know they must be more innovative and ……………………. 51. Michael Steib, an analyst at Morgan Stanley, says: ‘Companies are taking [changes in consumer tastes] quite seriously.’ He adds that many are reconsidering their longterm strategy rather than

Reading

Writing

Speaking

a) b) c) d)

……………………. 52. ‘It’s clearly a matter for the chief executive or chairman.’ Britvic, one of the UK’s biggest soft drinks producers and the owner of the Pepsi and 7UP brands in the UK, is among those trying to adapt. ‘Consumers have become more knowledgeable and want a range of drinks,’ it says. Meanwhile, food companies are focusing more closely on the nutritional value of their products. Consultants say this marks a significant change from past practice, when companies would concentrate on stretching the brand when they wanted ……………………. 53. ‘Instead of using colours and flavours as a way of differentiating products, you’re seeing more differentiation on the ingredient side,’ says Kathy Brownlie, programme manager of the food beverage ingredients practice at Frost Sullivan, a consulting firm. For example, Unilever has introduced three kinds of new fruit

and vegetable drinks under its Knorr Vie brand. Analysts say these have been a success. In the future, Unilever also expects to change the composition of its ice creams. Nestlé, too, has been cutting back on fat and salt in its products. It says it has taken all artificial ingredients out of its Ski yoghurt range and removed artificial ingredients and flavours from its confectionary range. Clearly, food and drink companies have spotted a market opportunity and are chasing it for all it is worth. Yet, anybody who has tried to find fruit yoghurt without added sugar knows that ……………………. 54.

just spending more money on research and development to introduce new products or change existing ones the industry has further to go offer products that can offer some kind of health benefit

B The text contains a number of ideas and opinions. Match the statements below to the companies that would agree with them. 55 People are now more aware of nutritional value and are demanding more choice. 56 British consumers are more health conscious than Americans. 57 It is important to reduce the ingredients that may damage health. 58 A successful strategy is to introduce new products that have healthy ingredients. 59 Food producers are recognising that healthier eating is an important long-term trend. 60 The food industry is using different ingredients – not just different flavourings – to distinguish new products. a) Coca-Cola b) Michael Steib, Morgan Stanley c) Britvic Photocopiable


d) Kathy Brownlie, Frost Sullivan e) Unilever f ) Nestlé MARKET LEADER UPPER INTERMEDIATE TEST FILE

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Name/Class:

Reading Use of English

Entry Test

Writing Reading Speaking Grammar


Tim Wilson, a business associate from the UK, will be visiting you at your office next week. You have not met before. He has just sent an e-mail to let you know that he will be arriving at 10 p.m. on Sunday night. Write a polite, friendly e-mail of 100–150 words to him. Include the following points: • company driver will meet Tim Wilson at airport (carrying a sign with his name) • room booked at Aspen Villas Hotel – hotel normally used by your company • informed hotel about late arrival • hotel: small, comfortable, quiet (see website: www.aspenvillas.com) • you will meet him 8.30 a.m. at hotel and walk to office (5 minutes) • wish him pleasant trip

You are going to have a speaking test that will last 10 to 15 minutes. The examiner will ask you to spend 5 minutes preparing the short presentation below. You may make notes if you wish.

A group of eight Americans has just arrived in your country and will be working at your company or college for the next six months. Make an informal presentation of about 5 minutes and include the following: • Welcome the group • Inform them about any daily routines they will need to be aware of (starting and finishing times, lunch, meetings, etc). • Describe any aspects of culture that may be different in your country and the US.

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Name/Class:

Progress Test 1 (Units 1–5) Listening

Vocabulary


Grammar


A Jason Fosse has a meeting with his manager, Denise Watts. Listen to the conversation and answer the questions below. You will hear the recording twice. 1 Jason tells his manager that he wants to a) leave the company. b) move to another department. c) try a different kind of work. 2 How long has Jason been in this job? a) less than a year b) less than 5 years c) more than 5 years 3 Denise Watts thinks a) that Jason has performed badly in his job. b) Jason is well suited to the job. c) Jason chose the wrong job. 4 What is the main reason for Jason’s decision? a) He has been offered another job. b) He doesn’t have a sense of fulfilment in the job. c) He doesn’t have a good relationship with his team leader. 5 Denise Watts a) accepts Jason’s decision. b) asks Jason to reconsider. c) promises an immediate solution to Jason’s problem. 6 At the end of the interview, Jason a) keeps to his first decision. b) changes his mind. c) postpones making a decision.

B Listen to the conversation again. If you hear an example of any of the functions below, tick them. Put a cross next to any you do not hear. 7 requesting a meeting 8 stating objectives 9 apologising 10 asking for repetition 11 showing sympathy 12 making a suggestion 13 agreeing 14 summarising

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© EducationLimited Limited2000 2006 © Pearson Pearson Education


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mmar

Progress Test 1

Language

tions

Name/Class:

Skills

A Use a word from each of the columns A, B and C to create a noun phrase. Match each noun phrase to the correct definition.

ading

riting

aking

A

B

C

tight

marketing

system

automated

sales

revenue

retail

monetary

franchise

annual

security

strategy

global

sales

regulations

15 16 17 18

an electronic device that checks who is entering or leaving a building a company’s plan or policy for promoting its products worldwide strict controls on the flow of money into and out of a country the amount of income received by a company over a year from its business activities 19 an arrangement by which a company gives a shop the right to sell its goods in return for a fee

B Complete the gaps in the article below with the correct alternative.

Deutsche Post moves on Exel Deutsche Post looks set to announce a takeover of Exel, the UK logistics company, which could create the world’s biggest logistics group. The German group ………. 20 a supervisory board meeting yesterday to approve the deal. Exel board members are due to meet next week to discuss the terms. Deutsche Post ………. 21 a mix of cash and shares that values Exel at around £12.40 a share. John Allan, chief executive of Exel, ……….22 head of the new

20 21 22 23 24 25 26 27

10

a) a) a) a) a) a) a) a)

logistics division. He ……….23 offered a place on the management board. If the deal goes ahead, it would give Deutsche Post a leading position in supply-chain management, and would be its largest acquisition so far. Deutsche Post ………. 24 keen in recent years to diversify away from its core postage and package businesses into a broader range of logistics services.

held offered is made had also been was is be made had warned


b) b) b) b) b) b) b) b)

It ………. 25 already the world leader in air and sea freight. Analysts have suggested that rival bids from other companies might also ………. 26 once Deutsche Post reveals its offer. However, the price could alarm some investors, who ………. 27 the group not to pay over £12 per share in recent days.

have been holding offers will be made has also been had been will be make have warned

c) c) c) c) c) c) c) c)

had been holding is offering will make was also has been had been have made will warn


Name/Class: Progress Test 1

C The verbs in italics all have the wrong prefix. Correct them.

Listening

Vocabulary

28 29 30 31 32

I think you have upcharged us. The price was €49 not €53. The project was badly undermanaged and fell behind schedule. I wanted the merger to go ahead, but I was overvoted at the meeting. All the economy class seats were full, so I was regraded to Business Class. When drawing up the budget, we misestimated the cost of materials.

A Complete the gaps in the memo below using the correct form of the words and phrases in the box.

Use of English

allocate interrupt

break down save

develop share

duplicate trust

face waste

Reading

Memo Grammar

To: From:

Writing Speaking

Tony Beech

Subject: Difficulties following merger Language

Functions Reading

Skills Simon Barnes

As you know, we are .......... 33 a lot of difficulties at present following the recent merger. We now have people from two different companies working together, but they are not working effectively as a team. A lot of the same work is being .......... 34 by different people, and this .......... 35 a lot of time; meanwhile, other tasks are not being done at all.

Another problem is that the two groups of people have very different ways of working, but they are not getting together to .......... 36 ideas. Sometimes, communication .......... 37 completely and then work is .......... 38 while we try to sort the problem out. Everyone blames everyone else and I think it will be a long time before the team members develop a good relationship and learn to .......... 39 each other. It would .......... 40 the company a lot of time and money if we could .......... more effective working practices. We really need to .......... 42 some time to this. I propose that we schedule a meeting for next Wednesday at 10 a.m. to discuss the issues involved and try to find some solutions. 41

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B Match the definitions to the words and phrases underneath. 43 A market for a special kind of product that may not have many buyers. a) niche market b) captive market c) closed market 44 The purchasing behaviour of customers. a) shopping trends b) buying habits c) procurement patterns 45 To offer a large quantity of a product for sale so that there is more than people want to buy. a) outsell the market b) overflow the market c) saturate the market 46 An amount of money offered to an employee when a company tells them to leave. a) exit package b) severance pay c) black handshake 47 The quality of workers who remain faithful to the company they work for. a) corporate identity b) longevity c) employee loyalty 48 A breakdown in health due to stress and overwork. a) burnout b) burn off c) burn up

C The five idioms below are incorrect. Correct them by replacing the final word with a final word from one of the other idioms. 49 talk at cross picture ………………………… 50 put you in the grapevine ………………………… 51 beat about the wavelength ………………………… 52 heard it on the bush ………………………… 53 on the same purposes …………………………

D Rewrite the words or phrases in italics in the sentences below using the correct form of the multiword verbs in the box. call off

count on

draw up

let down

set up

54 We have successfully negotiated a deal and now we are drafting the contract. ………………………… 55 We’ve scheduled a meeting with the French team tomorrow, but they’re unable to travel so we’re going to have to cancel it. ………………………… 56 They’re planning to establish a new subsidiary in the Bahamas. ………………………… 57 I hope we can rely on you to complete the report by the deadline. ………………………… 58 Our new agent hasn’t brought us any new business. He has disappointed us. …………………………

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Name/Class: ading Progress Test 1

Skills

mmar

ctions

Language

ading

riting

aking

Complete the telephone conversation with appropriate phrases from the list. A: Hello. You don’t know me but I’m Harriet Ford. .......... 59 by Doug Barlow – we used to work together in the logistics department at Zenith. B: Oh yes! A: I’m looking for a speaker for a conference we’re planning and Doug .......... 60. B: I see. A: .......... 61 or shall I call you back later? B: Well, I’m expecting a client to arrive at any moment. But perhaps .......... 62 briefly what the conference is about and when it is. A: OK. Well it’s a conference on supply-chain management which will be held in Miami. And we’re looking for a well-known speaker to open the event on October 14th. B: Well, it’s .......... 63 to invite me, but unfortunately I’m not free on October 14th. A: Oh that’s a pity. Well, maybe we could schedule your talk for the second day of the conference. Would you be free on 15th? B: The problem is I’ll be in San Francisco on 14th and it will be quite a rush to get across to Miami for the next day. A: Yes, .......... 64. B: But let me think about it and get back to you. Meanwhile, .......... 65 about the conference? A: Yes, of course. I’ll e-mail all the details to you. a) b) c) d) e) f) g)

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mentioned you might be able to help me Is this a convenient time I was given your name very kind of you I quite understand you could explain could you let me have more information



13

ProgressUse Test 1of

Name/Class:

English

Reading

A Read the article mark each of the statements below True or False.

In Grammar someone else’s job for a day If you could do any job at all for one day, what would it be? An easy question to answer, you may think. But when Campaign for Learning, an education charity, said they would arrange for me to take on any job I wanted for a day, I was flummoxed. Going through some newspapers, I found references to two studies: one suggesting that workers in Wales have the highest job satisfaction in Britain, another suggesting that company directors are the happiest among all professionals. Which is why I drove to an engine plant in Wales last week to be a company director for a day. I arrived to meet Bob Murphy, the 42-year-old plant manager, at 9.30am. On the wall of his office, there was a picture of an eagle and the slogan: ‘Focus: If you chase two rabbits, both will escape.’ I explained how

Functions

5

30

Reading

10

35

Writing

15

20

25

40

Speaking

45

50

I had chosen to spend the day at his plant. Our first task was to attend a meeting of the senior team members who run the plant, which itself runs 24 hours a day, five days a week, producing 622,000 engines a year. A manager got the meeting rolling by saying: ‘The block and head CMMS went down late yesterday evening, which delayed the change of the VCT.’ I couldn’t understand a word of what they were talking about. After the meeting, Bob Murphy told me: ‘We are going to go for a walk around the plant now. I do three walks a day. I don’t think you can manage from a desk – the factory floor is where the action is.’ I thought these walks would last a few minutes each, but since the 25-year-old plant covers 6 hectares, they lasted some time longer – most of the day, in fact. They were interspersed with

55 various meetings about many things I did not understand. By the end of the day at 4:30pm (or rather at the end of my day – Bob works from 5am to 6:30pm, 60 and comes in at the weekends too), we must have walked five or six miles1. But in spite of the pain in my feet, I was glad I went for the Welsh factory option. It 65 was nice to discover that there are some management jobs that do not simply involve chairing meetings and sitting at a computer screen. And it was 70 interesting to meet so many people who seem to be content with the jobs they have. 1

8 – 10 kilometres

66 It was the writer’s idea to take on someone else’s job for a day. 67 He made his choice after reading articles in the press. 68 A survey has indicated that Welsh company directors enjoy their jobs most. 69 The author spent a day at a factory that makes engines. 70 He arrived there at the same time as the plant manager. 71 He went to a meeting where people used a lot of jargon and abbreviations. 72 In between walking round the site, the author and Bob attended several meetings. 73 Bob Murphy spends most of his day chairing meetings. 74 The author regretted having chosen to visit this factory. 75 His experience contradicted the findings of the studies he had read about.

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B Choose the best answer to each question. 76 What do you think ‘flummoxed’ (line 8) means? a) completely confused b) certain about how you fee c) delighted 77 The message on Bob’s office wall means a) if you work hard, you’ll achieve more. b) don’t be afraid to set high targets. c) if you try to do two things at once, you’ll fail. 78 The word ‘itself’ in line 33 refers to a) the meeting. b) the senior management team. c) the plant. 79 A manager ‘got the meeting rolling’ (line 36). Do you think that means a) started the meeting? b) interrupted the meeting? c) made everyone laugh? 80 Which statement best describes Bob Murphy’s attitude to management? a) Don’t get involved in everyday problems. b) Face-to-face communication is vital. c) To maintain authority, managers should distance themselves from the workforce.

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Progress Test 1

Name/Class:

Reading Writing Speaking

You work for a group of marketing consultants. Last week, you gave a presentation at a conference in Warsaw about marketing on the web. After your talk, a woman named Francesca Radici came to talk to you and mentioned that her company might be interested in hiring your services. Unfortunately, you didn’t have time to discuss her requirements in detail, but she gave you her business card. Write a letter of 100-150 words to Mrs Radici, including the following points: • remind her about when and where you met • apologise for not having more time to talk to her at the conference • refer to her interest in your consultancy services • refer to a brochure you are enclosing, and to your company’s website www.webwaymarketing.co.uk • point out that your company has a lot of experience in web marketing • offer to phone or visit her company to discuss her company’s needs

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Name/Class:

Progress Test 2 (Units 6–9) Listening

Vocabulary


Grammar

Functions Reading

A

You will hear five short extracts from meetings. In each case, match the extract with the question or problem being discussed. There are three problems that cannot be used. 1 Extract 1: ………. 2 Extract 2: ………. 3 Extract 3: ………. 4 Extract 4: ………. 5 Extract 5: ………. a) b) c) d) e) f) g) h)

how to stay within budget whether to recruit an extra team member how to deal with a crisis whether to take on a risky investment how to help sales staff deal more efficiently with orders how to overcome problems with deliveries and distribution whether to expand online retailing how to improve communication between teams

B Now listen again. In which extract do you hear someone doing each of the following?

Writing Speaking

Photocopiable

6 7 8 9 10

identifying the cause of a problem signalling a suggestion expressing concerns about an idea resolving conflict agreeing, but with a condition


Extract ………. Extract ………. Extract ………. Extract ………. Extract ……….


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mmar

Progress Test 2

Language

ctions

Name/Class:

Skills

A

In the job advertisement below, some lines contain a mistake. Identify the mistakes and write the correct form on the line on the right. Mark any correct sentences with a tick (✓).

ading We are a global-recognised brand and a leader in the world of collectibles. We have a range of fantastically opportunities for sales executives who are totally committed to achieving success. We are looking for bright, energetic, high motivated individuals who want to work hardly and earn the rewards they deserve. Candidates must be flexibly and be prepared to travel at weekends as well as during the week.

riting

aking

11 ………. 12 ………. 13 ………. 14 ………. 15 ………. 16 ……….

B Write the correct form of each of the verbs in brackets. 17 A promise: If you …………… (call) me tomorrow, I …………… (have) the answer to your query.

18 A warning: Don’t touch the wire, or you …………… (get) an electric shock. 19 Speculation: If we …………… (expand) our product range, we …………… (be) able to boost sales. 20 An invitation: If you …………… (be) free on Saturday, perhaps you …………… (like) to come for dinner? 21 Reflecting on the past: If we …………… (do) more market research, we …………… (find out) that no one wants to buy this kind of product any more.

C Write the most appropriate modal verb (positive or negative) in each gap. The meaning is given in brackets. 22 You …………… have gone to the presentation on team-building. It was excellent! (it was recommended) 23 She …………… have gone home already – it’s only 3 p.m. (it’s impossible) 24 There were only two people who could have left this message. It wasn’t John, so it …………… have been Manuel. (that’s the logical conclusion) 25 You …………… have made all those photocopies. I’d already printed out copies for everyone. (it wasn’t necessary) 26 I …………… have taken the airport bus, but the last one had left so I got a taxi. (if there had been a bus…)

D Write the correct preposition in each gap in the text below. Venture capitalists specialise ………. 27 providing finance to new businesses. They usually invest ………. 28 smaller, risky ventures and often don’t ask ………. 29 security. Instead, they loan money ………. 30 the business in return for a share ………. 31 business ownership. The entrepreneur may lose control of the business, but benefits ………. 32 having access ………. 33 funds which could not be raised any other way. For the venture capitalists, there is always a risk ………. 34 losing their money if the business fails. But by spreading the risk across a number of different ventures, the investors hope that at least some start-ups will eventually be highly successful and will bring them a big return ………. 35 their investment.

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Name/Class:

Listening

Vocabulary


Progress Test 2

A Cross out the verb that cannot be used in front of each noun. 36 37 38 39 40 41

play / spread / minimise / eliminate surf / hit / search / browse on arrange / secure / borrow / pay back solve / resolve / deal with / avoid reach / sign / break / share pay / charge / receive / carry

the risk the Net a loan conflict an agreement interest

B Match each person with the team where they will be best suited.

Grammar


Photocopiable

Skills Alex: organised, efficient, practical Barbara: communicative, sociable, flexible Charlie: honest, reliable, stable Donna:Language decisive, tough, focused 42 We’re looking for someone who is open and trustworthy; someone who doesn’t panic or get excited and who always gets the job done no matter what. Person: ………. 43 Ideally, our new team member should enjoy working with people and should get on well with others. He or she should be able to explain things clearly to customers. And – as our work is never routine – it is important to be able to adapt quickly to changing situations. Person: ………. 44 The ideal candidate must be able to deal with all kinds of difficult situations, and take control when something goes wrong. He or she must be able to keep a clear head and not get distracted when things happen fast. Person: ………. 45 We have some brilliant and creative people in our team but we’re not always good at handling everyday routines. We need someone to remind us about what to do and when – someone who knows where everything is kept, and can suggest the best way to do things. Person: ……….



19


C Match the words and phrases on the left with those on the right to create a saying about money. 46 Money 47 Money doesn’t grow 48 Money can’t buy 49 Money for 50 Don’t throw good money after 51 A fool and his money 52 The love of money is

a) b) c) d) e) f) g)

old rope bad talks the root of all evil you love on trees are soon parted

D Choose one word from column A and one from column B to make phrases and match them to each of the definitions below. A

B

delivery hire business invoice merchant bank government cash

discounting overdraft purchase grant charge flow angel bank

53 a facility that allows bank customers to take out more money from their bank account than they had in it 54 buying expensive goods by making regular payments over a period of time 55 money given by the government to start or support a new business 56 the amounts of money going into and coming out of a company, and the timing of these amounts 57 an amount added to the invoice that relates to the cost of transportation of goods to the customer’s premises 58 a bank that deals with business rather than the general public 59 a private investor who contributes money and experience to new businesses 60 lending a business an amount of money that is equal to that owed by its suppliers or customers

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Name/Class: ading

Progress Test 2

mmar

Skills

ctions

Language

ading

Writing

eaking

Complete the dialogue with the phrases below. Manager: We agreed a budget of $5,000. Tell me: ……………………. 61 more than that? Vicky: Well, ……………………. 62 that we’re going to be visiting customers in remote parts of the country. So we’ll need to hire a car. Petrol is expensive – and then there are some additional entertainment costs… Manager: But ……………………. 63 – car hire shouldn’t cost more than $250 to $300. Even with petrol and additional entertainment costs, I don’t understand why you need more than $5,500. Vicky: ……………………. 64 hire a luxury car. It wouldn’t impress our customers if we turned up in a cheap model. Manager: OK – ……………………. 65. But I’m afraid I can’t approve a budget increase of $1,000. It’s just too much! Vicky: So ……………………. 66 Manager: Well ……………………. 67 go through all the other costs and see if you can make some savings elsewhere. Vicky: ……………………. 68 – I’ve already cut down on everything as far as I can. Manager: Well, then you must go through it again – in detail. I might agree to an increase of $750 ……………………. 69 you can really justify it. a) b) c) d) e) f) g) h) i)

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I’d agree with you there how do you think we should deal with this? why do you need hold on Unfortunately, I think we’ll probably have to provided one thing you could do is my main concern is I don’t think that would do much good



21

ProgressUse Test 2of

Name/Class:

English

Reading

Read the article and answer the questions below.

Grammar

Holding on to the dotcom dream

Outside Euroffice.co.uk’s offices in south London is a poster showing Martin Luther King saying: ‘I have a dream.’ It was put there by George Karibian, founder of the company that calls itself the UK’s biggest online office supplier. It’s an important message for his young, eager employees, with their designer jeans and spiky hair. Most likely none of them expected their careers to involve selling dull items such as pens, paper and other office supplies to small businesses. Even Mr Karibian admits he got there almost by accident. His company has thrived, even after the dotcom bubble burst and he spent more than a year struggling to raise cash to keep it going. Partly that is because he sold a dream – to himself, his employees, his suppliers, and his financial backers, which kept them all on his side. With overconfidence typical of the dot-com era, he was convinced he was

Functions 5

35

Reading 10

40

Writing

45

15 Speaking

20

25

30

50

55

60

building not an office products supplier, but ‘the next Google’. To raise money, Mr Karibian was forced to surrender control of the business to a venture capital company, Net Partners, which has provided £2m in funding. Other dotcom competitors who received fortunes during the bubble years burned through the cash and went out of business. But the Wharton graduate paid fanatical attention to detail. From day one, he scrutinised every aspect of cash management, the value of his marketing expenditure, the functioning of his website and the efficiency of an internet business. Mr Karibian also set in place disciplines that he believes saved his business where others failed. The first was marketing, crucial to an online business that can only survive if clients come to its site and stay there. Euroffice

65

70

75

80

85

tested 78 different marketing initiatives and hired a statistician to see which was the cheapest way to get the most hits. Mr Karibian regularly profiles his clients to see who merits the most attention. Repeat customers are given the fullest service, including loyalty programmes. Clients making big purchases are sent gifts. ‘I hate gifts. But the numbers tell us they work,’ he says. The company, he says, has grown at 65 per cent this year, but he remains insecure and believes it needs to triple in size to ensure survival. He is considering broadening his small business supplies to include insurance, for example. His Google fantasy remains intact. ‘The dream we’re selling is growth,’ he says.

70 How would you describe Euroffice? a) a successful online retailer b) a bricks and mortar retailer c) an online auction house 71 Mr Karibian’s dream is a) to expand to the size of Google. b) to switch from selling office supplies to other products. c) to be the UK’s biggest online office supplier. 72 The people who work for Euroffice a) wear formal clothes. b) are mature. c) are enthusiastic. 73 Who are the main customers? a) the general public b) small firms c) large corporations 74 When the dotcom bubble burst, Mr Karibian a) lost all the money that had been lent to him. b) lost hope. c) convinced everyone that the company would be successful.

22




Listening

Vocabulary


Grammar


75 How did Mr Karibian raise funding for his business? a) He borrowed from family and friends. b) He persuaded investors to put capital into his business. c) He got a bank loan. 76 What happened to many of Mr Karibian’s dotcom competitors? a) They spent too much and went bankrupt. b) They couldn’t raise much money. c) They were taken over by bigger companies. 77 What is Mr Karibian’s approach to marketing? a) advertise on the Net b) retain the best customers by offering rewards c) provide fun and entertainment 78 How does Mr Karibian feel about the future? a) He feels the business is at risk unless it expands. b) He is confident of continued success. c) He doesn’t worry about the future. 79 Who or what is the ‘Wharton graduate’ (line 46)? a) Net Partners b) Mr Karibian c) a dotcom competitor 80 What do you think the meaning of ‘scrutinised’ (line 48) is? a) pay negligible attention b) disregard c) examine very thoroughly

You represent a firm of venture capitalists. You have investigated three new businesses that are all seeking venture capital funding. You should recommend the one that is the least risky and offers the best prospects for a good return on your investment. Using the notes below, write a memo of 200–250 words to the new business funding committee. Give a brief assessment of each business and end with your recommendation.

AccessFace

Bandarama

Chauffeur-de-luxe

Electronics engineer invented a security device based on facial recognition – seeks funding to manufacture and market it.

A group of young computer professionals have devised a new computer game and want to market it.

Invention is effective – should have a good market.

Game is fun and creative. The group has lots of other ideas.

Not yet patented.

Will be difficult to enter this market – highly competitive.

An existing company – offers luxury chauffeur-driven car hire to companies. Two partners – committed and ambitious. Strong customer base established. They want to expand - open regional offices. Expansion often difficult but prospects good if managed well. Partners have demonstrated good business skills.

Inventor has no business experience.

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23

Name/Class:

Progress Test 33 (Units (Units 10–14) 9–12) Listening

A Listen to the conclusion of a presentation and answer the questions below. 1

Vocabulary 2

Use of English Reading 3

Grammar


24

MARKET LEADER TEST FILE

The presentation was about a) management styles. b) why companies fail. c) the importance of managing people. The speaker was addressing a) professional people running small firms. b) employees of small firms. c) trainee managers in a large corporation. What were the three main issues that were covered in the talk? a) communication b) consistency Skills c) context d) content e) Language control f ) cooperation

B Listen to the question and answer session that follows the presentation and answer the questions below. 4 The first questioner wants to know a) what motivates employees. b) how to give staff the chance to improve themselves. c) how to reward staff for good work. 5 The first questioner is a) polite. b) aggressive. c) unclear about what she wants to know. 6 Tick the suggestions the speaker makes when answering the first question. a) give people new things to learn b) congratulate people when they do a good job c) give people the chance to work overtime for more pay d) help people who are inexperienced e) offer staff long-term security f ) offer financial rewards for good work 7 The second questioner a) disagrees with the speaker. b) asks for clarification. c) asks for more information. 8 The second questioner is a) polite. b) aggressive. c) vague. © Pearson Education Limited Limited 2000 2006 Photocopiable


9

ening

ulary

nglish

ading

mmar

Skills

ctions

Language

The speaker believes that a) you need formal training to become a good manager. b) you develop management skills mainly through experience. c) different managers acquire skills in different ways. 10 The speaker believes that many managers may find it difficult to a) manage the business side. b) manage people. c) take time away from work for training. 11 The questioner wants to know a) the number of small firms in the UK. b) the number of partnerships that fail each year. c) the proportion of small firms that do not succeed because they have poor managers. 12 When the second questioner asks another question, the speaker a) gives a satisfactory answer. b) answers impolitely. c) is unable to answer.

A Complete the text below using the correct form of the verbs in brackets. ………. 13 (be) part of a team is much more interesting than ………. 14 (work) alone. For one thing, different team members can alternate job tasks. So if one

ading

person is tired of ………. 15 (repeat) the same task, he or she can stop ………. 16 (do) it and let someone else take over. By ………. 17 (develop) skills in a variety

riting

of tasks, each team member is able ………. 18 (expand) their range of experience, which can be useful when ………. 19 (apply) for jobs.

aking B Make complete sentences using the sentence halves and a linking word from the box below. Remember to use correct punctuation. although

despite

however

20 You can’t predict when a crisis might happen 21 The company has not been successful in increasing sales at home. 22 Peter Clark always asks his team for their opinion before making a decision 23 Many companies are moving jobs offshore; this doesn’t mean 24 Before agreeing to a merger, companies need to be sure they have common strategies and goals.

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in addition

whereas

a) Mary Jones is a much more autocratic manager. b) that there will be a shortage of jobs at home. c) you can make sure you are prepared for it when it comes. d) there are a number of practical issues to consider. e) spending huge amounts on advertising.


25


C Expand each of the following headlines into a full grammatical sentence. There is no need to write abbreviations in full (e.g. EU). 25 GE profits up 15% 26 EU and US to resume flight talks 27 Nokia, China Putain announce joint venture 28 New Burberry chief’s $27m package 29 China and US fail to strike textile deal. 30 ASCO boss told: up profits or quit

D Rewrite the sentences below using the words in brackets.

Listening

Vocabulary

31 32 33 34 35

We will definitely have the results by Friday. (We are certain…) It is likely that our profits will fall in the next quarter. (probably) Maybe our competitors will launch their product first. (It is possible…) I doubt whether anyone will notice the mistake. (It is unlikely…) I’m afraid it will be impossible for me to get to the meeting. (There’s no chance...)

A Choose the correct word from the box to complete each sentence. compensate

disclose

handle

monitor

set

take


Grammar

Functions

36 Telephone calls are sometimes recorded so that we can ………. the performance of sales staff. 37 It is our policy to ………. customers for any loss of business they have suffered as a result of delays. 38 We feel it is important to ………. high standards of service. Skillsnot to ………. any confidential information to third parties. 39 We guarantee 40 We’ve appointed two new customer service staff to ………. complaints. 41 If a customer reports a problem, we will ………. action to resolve it.

Language B Match the management styles in the box to the descriptions of the people below.

Reading collaborative delegating empowering hands-on task-oriented

Writing Speaking

26


42 Jan believes in working closely with her team to make sure they do everything right. ………. 43 William likes to give his staff responsibility for and control over their own job area. ………. 44 Patrick is totally focused on getting the job done. He doesn’t always think about the feelings of his people. ………. 45 Katrin is very good at bringing people together and creating harmony in her team. ………. 46 Luisa runs her department by involving her staff and giving them responsibilities. ……….



C Choose one of the idioms to complete each sentence below. ahead of its time nitty-gritty at the cutting edge

pass the buck get to the bottom of it

ground rules steam-rollered

47 This hydrogen cell car is …………… of new technology. 48 None of the staff wants to take responsibility when things go wrong – they just …………… to their manager. 49 OK, we’ve talked a lot in general terms. Now let’s get down to the …………… . 50 Before we start working on this project together, we need to establish some …………… . 51 There seems to be some sort of disagreement between the two production teams and we have to …………… . 52 I didn’t really agree with the new directive, but I was …………… into accepting it. 53 I don’t think society is ready for this kind of technology – it’s really …………… .

D Match the terms in the box with their definitions below. acquisition

54 55 56 57 58 59 60

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bid

contingency

joint venture

liability

MBO

stake

a business activity in which two or more companies have invested together when a company’s top managers buy the company they work for when one company buys another one a price offered to buy goods or shares money invested in a business; a shareholding responsibility for an action, or for damage or loss an event that might happen – especially one that might cause problems



27

Reading


rammar

Skills

nctions

Language

Match the questions and statements to the responses below. There is one response that cannot be used. 61 A: Do you mind if I use your phone? B: ……………. 62 A: So you think there could be problems meeting the new deadline? B: ……………. 63 A: Just how many new customers have you gained? B: ……………. 64 A: Did you know that Perry’s has taken over JCT? B: ……………. 65 A: How was your trip? B: ……………. 66 A: Would you like to join us for a drink? B: ……………. 67 A: We’re opening a new office in Kuala Lumpur next month. B: ……………. 68 A: It takes hours to go through all my e-mails! B: …………….

Reading

Writing

peaking

a) b) c) d) e) f) g) h) i)

Listening

Vocabulary


Grammar

Functions

A

I’d love to. Yes I do. Are you? I know what you mean. Not bad. No – really? I think so too. Not at all. I’m afraid I can’t answer that.

Read the article and identify the paragraph (i–vii) in which you can find information about the following: 69 how US retailers are using information about their customers 70 Best Buy’s five main customer segments Skills 71 the impact on sales of Best Buy’s new strategy 72 a comparison of the way different stores have been segmented 73 Best Buy’s objective for the next half year Language


28




Customised shops bring in the customers i)

Manhattan’s 23rd Street lies between New York’s fashion district, with its small stores including flower shops and jewellers, and Chelsea, with its architects’ offices, advertising agencies and upmarket apartments. So when the local Best Buy electronics store was trying to identify its main customer groups, small business was an obvious choice. John Zittrauer, a store salesman, estimates that one out of every three customers who enters the store has some connection with small business. ii) This summer, Mr Zittrauer was designated as a ‘business technology professional’ after spending two weeks training to respond to the likely needs of individuals running a business at home, or from a small office. The store he works in has undergone drastic remodelling and now includes a business help desk and a broader range of business software. iii) The changes are part of a

broader strategy by Best Buy, the largest US retailer of consumer electronics. Within six months, it plans to have over half of its 700 stores across the US converted to what it calls its ‘customer centricity’ model. Each converted store will cater to one or more of five distinct customer groups, with the appropriate store fittings – like the business help desk – and product selections. iv) The strategy reflects a broader trend in the US retail sector. National retailers are learning to analyse the vast quantities of data now available on their customers, allowing them to adapt their stores and their staff to meet the tastes of the local market. v) Best Buy first launched its ‘segmented’ store programme after two years of customer research and testing that led it to identify its five target customer groups: business users, early adopting people, older family males, affluent professionals and busy suburban women. vi) At the Manhattan store on 23rd

Street, the other main focus group is ‘early adopting people’: mostly young males who want the latest in personal technology. The recent store conversion included installing two separate stations for testing computer games products. In contrast, the Best Buy in the wealthy Long Island suburb of Huntington includes a carpeted studio area for listening to top-of-the-range home entertainment systems and staff trained to visit customers’ homes and advise them on planning and installing. Stores targeting the ‘busy suburban woman’ include personal shoppers who can be booked in advance to offer shopping advice. vii) The segmented stores have delivered rapid results; in its most recent quarter, the converted stores delivered comparable sales growth of 9.4 per cent, against the 3.5 per cent seen in the rest of the chain.

B In the following questions about the article, more than one answer is correct. Tick all the correct answers. 74 Changes at Best Buy’s electronics stores include: a) closing poorly-performing stores b) extending each store’s customer base c) sending sales staff on special courses d) offering a broader range of products at each store e) refitting stores to appeal to certain types of customer f ) providing a more personal service to wealthy customers 75 Which two groups were identified as the main customers at the 23rd Street store? a) people who run small businesses b) well-off professional people c) females who live outside the city centre and lead active lives d) those who are the first to buy any new technology 76 Which of the following are provided at the Huntington store? a) a business help desk b) comfortable facilities for trying out high quality music systems c) computer games stations d) sales staff who can call at your house

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29

Name/Class:

Reading Progress Test 3 Writing

Read the first paragraph of a summary of a consultant’s report below, and the notes underneath it. Then write the rest of the summary using the subheadings and information given. You should write about 200-250 words.

Speaking A comparative study of team-work in Hungary and Japan Background

Company X (Japanese) and Company Y (Hungarian) are to set up a joint venture in which a team of software engineers from each company will work together to build a state-of-the-art computer-aided design system. Consultants & Co were requested to carry out a study into the working patterns of teams in each company.

Purpose Identify areas of difference › possible friction? Make recommendations (how to improve cooperation between teams?)

Method Two week study period: consultants followed teams, observed patterns of communication and decision-making.

Findings Hungarian team

Japanese team

work as individuals

work as a group

engineers specialised

engineers more generalised

meetings rare

meetings frequent

communication via e-mail or through team leader

brainstorm ideas together

leader coordinates and directs.

decisions by consensus.

communication face-to-face

Conclusion Very different! › serious problems possible › joint venture at risk. Important to establish common approach

30



Name/Class:

Exit Test (general review) Listening

Vocabulary


Grammar


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A Listen to an interview with Jon Larsen, CEO of a Danish advertising agency, and complete the sentences below. 1 Jon Larsen’s company was founded in ............... . 2 The company is changing its name from Verner-Martins to ............... . 3 The proportion of spending on internet advertising is (at the time of the interview) ............... per cent. 4 In a few years, Jon expects this percentage to be ............... . 5 In Jon’s example, a car manufacturer arranged a series of ............... ............... to promote its new model. 6 To attend these events, people had to register their ............... or ............... . 7 Last year, the advertising industry grew by ............... per cent. 8 The total value of the industry worldwide is ............... .

Skills B Now listen again and choose the best answer to each of the following questions. 9 Jon says that his company is changing its name because Language a) they want to market their services in the UK. b) they want to show that they are up-to-date with new ideas. c) the old name is hard to pronounce. 10 The use of TV commercials in advertising campaigns is a) growing. b) at a peak. c) no longer as important as it once was. 11 What is Jon’s opinion of pop-up ads? a) they are effective b) people often feel annoyed with them c) people don’t pay attention to them 12 Jon believes the advertising industry will a) decline in the long term. b) stay at the same size for the next few years. c) continue to expand. 13 In what way is the industry changing, according to Jon? a) advertising is becoming more expensive b) it is becoming more global c) agencies have to offer more things 14 Jon gives an example of a new promotional technique in which a) people sell the product to their friends. b) no direct advertising is used. c) consumers receive text messages about products.



31

Skills

mmar

Name/Class:

Exit Test

Language

ctions

A In the article below, there is one mistake on each line. Identify the word that is wrong and write the correct word in the gap.

ading

From high to low in just seven days

riting

A week ago Refco is one of the world’s biggest finance companies, with a market value of $3.6bn following its high successful flotation in August. Now the company has collapsed and trading in its shares have been suspended. Initially, internal investigators have been unable to find anything fundamentally wrong. But on Monday the company found out that a $430m debt was owing by the chief executive. On the same day, he paid it forward, with interest. The problem was that the statement the company put out explaining what has happened left many unanswered questions. Refco is completely dependent of the confidence of its customers. If they fear of the security of their assets they will attempt to withdrawing them, which is exactly what happened this week.

aking

15 ………. 16 ………. 17 ………. 18 ………. 19 ………. 20 ………. 21 ………. 22 ………. 23 ………. 24 ……….

B Rewrite the underlined part of each sentence below to create a noun phrase. Do not use relative clauses (clauses with ‘who’, ‘that’ or ‘which’). Example: We have to review our strategy because the conditions in the market are increasingly difficult. We have to review our strategy because of the increasingly difficult market conditions. 25 We are looking for a person who is professional and has good qualifications. We are looking for ………. . 26 Our sales have declined rapidly in recent months. In recent months, we have seen ………. . 27 He has been consistent in producing reports which are accurate. He has produced ………. . 28 The company has demonstrated that they are extremely effective in planning for disasters. The company has demonstrated ………. . 29 Lastminute.com is a service company which operates online and has been highly successful. Lastminute.com is a ………. .

32



Name/Class: Exit Test

C Complete the sentences below with the appropriate multiword verb. Where there is a pronoun in brackets, decide whether to put it between the two parts of the verb or at the end. break into

break off

bring out cut off look into

put off

30 We have discontinued that line and we are going to ………. ………. a new line next month. 31 The company is strong in Europe and the US and now they want to ………. ………. the Asia Pacific market. 32 Hello? Are you still on the line? Oh dear – I think we’ve been ………. ………. . 33 I’m afraid I won’t be able to come to the meeting on Friday. Can we ………. ………. ………. till next week? (it) 34 I’m sorry to hear you’ve got a problem. Don’t worry. Leave it with me and I’ll ………. ………. ………. . (it) 35 The negotiations were not going well, so we decided to ………. ………. ………. . (them)

D Choose the best answer to complete each gap in the article.

Smiles, white lies, um, er...What I mean is no Saying ‘no’ to invitations can be very difficult. A standard answer to ‘Can you come to lunch?’ is: ‘Thank you but I’m a bit busy at present.’ But what would you say if the next question .......... 36: ‘When will you be free?’ .......... 37 you tell a lie or be honest? If you .......... 38 want lunch with someone it may be because they are boring, or not important enough, or because you would prefer to have a sandwich at your desk. It is easier and less rude to tell a lie. I would not advise anyone to say no to their boss. A manager I know asked his secretary if she would mind typing a letter for him. ‘I’d rather not, if you .......... 39 mind,’ she replied. A month later, she was selected for redundancy in a company reorganisation. If she .........., 40 ‘Yes, of course’ she might still be working there.

36 37 38 39 40

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a) was a) Would a) did not a) would a) said


b) b) b) b) b)

is Will do not won’t had said

c) c) c) c) c)

would be Won’t would not don’t would have said


33

Listening

Name/Class:

Exit Test

Vocabulary


Grammar

Functions Reading

A

Choose a word or phrase from the list to replace each of the underlined words or phrases without changing the meaning. fringe benefits

dire retreat

independently old-fashioned rosy succinct uncertain

remuneration

41 42 43 44 45 46 47

We don’t see any future in this market so we’ve decided to withdraw. Our sales subsidiaries operate autonomously. I’ve been offered an attractive pay package with the new job. The job also comes with a number of perks. Skills Hugo got excellent exam results and his future looks promising. His speech was short and to the point. Share prices are falling fast and the financial analysts have issued Language dreadful warnings. 48 I’m afraid your chances of success are somewhat doubtful. 49 That manager’s attitudes to women are a bit behind the times!

B Choose two verbs from the list that could both be used in each

Writing Speaking

sentence below.

accept handle

achieve jeopardise

admit make

damage deal with penetrate provide

enter

reach

give

take

50 51 52 53 54 55

We employ 5 staff to ………. customer complaints. Normally the departmental manager should ………. the decision. The project failed because we failed to ………. our goals. The delegates at the conference were asked to ………. feedback. The company is refusing to ………. liability for the loss. He warned that taking this action could seriously ………. international relations. 56 The plan is to ………. the market with our new design.

34



Name/Class: Exit Test

C Match the words in column A to the words in column B to make phrases and match them to the definitions below.

ening

A

B

auction

centre

distribution

package

income

house

takeover

distribution

retail

bid

severance

chain

57 money and other advantages offered to an employee when a company tells them to leave 58 the way in which wealth is shared by people in a country 59 an attempt to get control of a company by buying most of its shares 60 the location where goods are stored before being sent out to customers 61 a number of shops or stores owned or managed by the same company 62 a company that arranges sales in which items are sold to the highest bidder

bulary

nglish

ading

mmar

Skills

ctions

Language

ading

Writing

Match each of the functions to the most appropriate phrase below. 63 State the goals of a meeting 64 Ask for opinions 65 Encourage contributions at a brainstorming. 66 Signal that you want to say something. 67 Resolve a conflict. 68 Soften a request. 69 Summarise the points so far. a) b) c) d) e) f) g)

aking

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I’d like to make a suggestion. Let’s recap before we go on. What we need to achieve today is … Does anyone have any feelings about …? We were hoping to pay a little less. Fire away! How do you think we should deal with this?



35

Name/Class:

Use of English

Exit Test

Reading

A Read the article and complete the gaps with the extracts (a–f ).

BanGrammar the bureaucracy and bring in the bulldozers Skills The table in Jean-François Dehecq’s chief executive suite in Paris has room for no more than a handful of people to gather round. SanofiAventis, the company he runs, may have become one of the world’s largest pharmaceutical companies, but he believes this table remains big enough for all those needed to take the key decisions. Apart from Mr Dehecq, that means just three other long-standing colleagues in whom he has total confidence. ‘We .......... 70,’ he says. ‘We sit around this little table and make decisions and apply them the next morning. There are no committees, no mucking around.’ This is one of a number of his defiantly distinctive approaches to management. While executives in many ‘big pharma’ groups complain that they are spending too much time in large committees, trapped by

Functions Reading

Writing

Speaking

heavy bureaucracy, Mr Dehecq believes he .......... 71. He cites the plan of a group of his managers to build a new $100m vaccines plant in the US. ‘We challenged it, and then we said “Right, let’s go”. The reaction of these guys was, “So which committee do we go to now?” I said tomorrow morning you get the bulldozers on the site and start building. We .......... 72.’ That same small group of executives came into play when engineering Sanofi’s largest takeover with the purchase of the rival French group Aventis in a highly unusual, hostile takeover battle. Mr Dehecq says the saga began as a survival strategy for Sanofi, indicating that Pfizer, the world’s largest drugs group, .......... 73 that were eyeing his business for acquisition because of its profitability.

Language

Despite the fact that Aventis was larger, Mr Dehecq launched an aggressive takeover and went on to acquire his rival in a €50bn deal. After the merger, most of Aventis’s top management lost their jobs, as he .......... 74. ‘Otherwise we would be stuck in the mud like all the big mergers with only 2 or 3 per cent revenue growth this year, while we are generating 11 per cent.’ As for the future, he hints that any of his three close colleagues could take on his role when he comes up for retirement in three years, and with the board’s approval he has chosen a preferred successor – whose identity he will not reveal – who shares his vision. ‘The essential thing is that we don’t end up working by committees. If we .......... 75.’

a) can best keep his company alive by retaining a direct approach that cuts away bureaucracy b) imposed Sanofi’s vision and style c) was among a number of pharmaceutical companies d) do that, we are dead e) just took the decision f ) don’t need to talk to understand each other

B Now answer these questions about the article. 76 How would you describe Jean-François Dehecq’s approach to management? a) cautious b) consultative c) decisive 77 What characterises other pharma groups’ decision-making? a) a long, complex process b) a fast, direct approach c) a lack of red tape 78 Why did Jean-François Dehecq initially decide to acquire Aventis? a) his own company was threatened with a takeover b) Sanofi couldn’t compete with the large pharma groups c) he wanted to improve profitability 79 As a result of the merger a) Jean-François Dehecq has had to change his management style. b) the company is growing slowly. c) senior managers at Aventis were sacked. 80 What do we know about the next CEO of Sanofi-Aventis? a) He or she will make radical changes to the way the group is run. b) He or she has already been chosen. c) His or her appointment has already been announced. 36



Use of English Name/Class:

Reading

Exit Test

Reading

Writing Grammar Speaking

You work in the engineering department of a manufacturing firm. Your firm needs to purchase a new motor for the pumping system at your plant and you have been Skills asked to investigate three models that would all be suitable from a technical point of view.

Functions

Use the data below and write a memo of 200 to 250 words to the Purchasing Language Manager. Tell him which motor you would recommend and give your reasons.


Motor A

Motor B

Motor C (*new model)

Purchase price

$1,300

$1,900

$2,900

Annual running cost (based on energy use)

$3,066

$3,942

$2,628

Guarantee

1 year

3 years

5 years

$100 per year

$100 per year

Cost of service contract (after guarantee expires) $80 per year

You are going to have a speaking test that will last about 15 minutes. There will be two parts: Part A: You will be asked to prepare a short (3–4 minute) presentation. Part B: You will have to ask for information about a conference venue, which you should then summarise and evaluate. Part A: Presentation Choose one of the topics below and prepare a short presentation. You should begin with a suitable introduction, divide the main information into about three main parts, and end with a conclusion. You can make notes, but should not try to read the whole presentation. You will have about 15 minutes to prepare. 1 Make a presentation about a company. Give information about its activities (products or services), its size, nationality of main offices or plants, subsidiaries etc, and its strengths in the market. 2 Make a presentation about a job: either the job you have, or one you would like to have. Describe what the job involves, why you chose it, and what is most challenging or rewarding about it. 3 Make a presentation about a business person: either someone you work with or a well-known person. Talk about what this person does, what they have done or achieved in the past, and what special skills they have that you admire. Part B: Gathering information and summarising You work for a media company. Your company wants to take over a video games producer as a way to enter the video games market. Ask the examiner for information about two possible companies: StarSports (based in the US) and Silver Clouds (based in France). Try to get the following information about each company: • type of game the company produces • sales performance: how well they are selling • when the company was set up

• market value • profit last year • share price trend

You can ask as many questions as you like to get facts and check your understanding. You can make notes. When you have all the facts, you will be asked to make a summary comparing the two companies. You should then say which one you think offers the best potential for a takeover.

Photocopiable



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05_ML_Upper-Intermediate_Test_File_2006.pdf

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