Test 1
READING 1 hour
READING
PART ONE
Questions 1-7
• Look at the statements below and the company news reports on the opposite
page.
• Which news report (A, B, Cor D) does each statement 1-7 refer to?
• For each sentence 1-7, mark one letter (A, B, C, or D) on your Answer Sheet.
• You will need to use some of the letters more than once.
Example:
0 This company is going to reduce staff numbers.
A B C D
==-=
1 A strong currency has had a negative effect on the company.
2 The workforce has made it difficult for this company to become more efficient.
3 The use of specialists led to very high costs.
4 Increased competition has contributed to this company's difficulties.
5 This company has reached an agreement on a new project.
6 Part of this company was up for sale.
7 This company has expanded its manufacturing base.
18
Reading
A
Walger, the bus maker, has entered into a joint venture with IMCO Bus Corporation to
participate in coachbuilding operations in Mexico. The two companies have just
announced the $70 million acquisition of Mexican Coachworks, the largest bus and
coach builder in Mexico, with 2,400 employees and three factories. Walger retains a
60% interest in the coachbuilding venture. Analysts have expressed surprise, given the
current exchange rate.
B
Jetline Airports has said that it spent £2.1 million on its failed attempt to dispose of its
duty-free retail division. The chief executive said the company's six-month search for a
buyer ran up heavy consultancy expenses which left half-year pre-tax profits at £4.5
million. h also emerged that the Director of Finance received a £500,000 settlement
when he left the company.
c
GRD, the manufacturing giant, plans to cut 1,500 jobs at its Portland factory over the
next five years after union refusal to increase productivity. A company representative
said that although they have invested more than $42 million in the new .plant and
improved technology, the trade unions are still unwilling to increase output. As a
result, GRD have been forced to downsize the Portland plant.
D
Maybrooke, the Scottish department store, reported a fall in trading profits in the first
half of the year from £545,000 to £462,000, on sales which were down two per cent.
They blame the disappointing first half on the strength of the pound, which hit the
company's tourist business, as well as an increase in traffic and parking problems in
the city centre, and the growth of out-of-town shopping centres.
19
Test 1
PART TWO
Questions 8-12
• Read the article below about changes in working hours~
• Choose the best sentence from the opposite page to fill in each of the gaps.
• For each gap 8-12, mark one letter (A-G) on your Answer Sheet.
• Do not use any letter more than once.
• There is an example at the beginning (0).
GETTING THE BEST FROM YOUR STAFF
Ed Smith, a senior manager for Trustco Ltd in Worcester, used to work a
minimum of 70 hours a week. He travelled regularly between the UK and USA
and began to feel he had become almost a stranger to his wife and his two young
sons. (0) ........G. ........ This idea worked. ·
These days, he still goes to work very early but he also leaves early. He now sees
his children before they go to bed and then does about an hour's work by
computer from home in the evening, keeping in touch with American colleagues.
(8).................. . The key to Ed Smith's changing his hours was persuading his
employer ·that he and other staff were more productive when they worked the
hours that suited them. This is easier said than done, of course. (9).................. .
Many of them are slow to realise the benefits of letting employees work fewer or
more flexible hours.
A recent survey of five thousand senior managers found that nearly half of them
always worked more than their contract hours, while many worked evenings and
weekends. A majority thought that this not only had a negative· effect on their
family relationships and their health, but also reduced their. productivity.
(10) .................. . It seems that it is job satisfaction that is the deciding factor when
it comes to employee productivity.
However, the good news is that more employers are now starting to realise that
they are only going to get higher output from their staff if those staff are happy
and want to be at work. (11) .................. . His company have brought in changes
partly for competitive reasons. The research and development part of the
business employs highly trained scientists, who are expensive to replace.
(12) .................. . The employees seem to be very happy with the new arrangements
.,, ...,,....u,u. as a result, productivity rates have gradually but consistently increased and
turnover rates have fallen dramatically. According to Ed Smith, many
.......~JUCO) would benefit from a similar scheme, and everyone, from directors to
es' families, would have something to gain.
Reading
Example: A B C D E F G
=c=~=c=~c=J=-
A Ed Smith's new working hours are just one example of the attempt to alter
corporate culture.
B This adds to the increasing evidence that long hours are not necessarily useful
hours.
C They are often willing to accept that happy employees produce more.
D He admits to feeling much happier,, and believes he has established a balance
between work and home life.
E It can be difficult to persuade organisations that a change of this type. is in their
interest, too.
F To keep them happy, 'trust time' has been introduced, where the company trusts
employees to do what is required~ in whatever time it takes.
G Realising that he was putting himself under too much stress, he decided to try
to change hi.s working hours.
21
Test 1
PART THREE
Questions 13-18
• Read the article below about exporting and the questions on the opposite page.
• For each question 13-18, mark one letter (A, B, Cor D) on your Answer Sheet,
for the answer you choose.
PROBLEMS FACING POTENTIAL EXPORTERS
Many firms fail because when they begin exporting they have not researched the target markets or
developed an international marketing plan. To be successful, a firm must clearly define goals, objectives
and potential problems. Secondly, it must develop a definitive plan to accomplish its objective, regardless
of the problems involved. Unless the firm is fortunate enough to possess a staff with considerable
expertise, it may not be able to take this crucial first step-without qualified outside guidance.
Often top management is not committed enough to overcome the initial difficulties and financial
requirements of exporting. It can often take more time and effort to establish a firm in a foreign
market th.an in the domestic one. Although the early delays and costs involved in exporting may seem
difficult to justify when compared to established domestic trade, the exporter should take a more
objective view of this process and carefully monitor international marketing efforts through these early
difficulties. If a good foundation is laid for export business, the benefits derived should eventually
outweigh the investment. .
Another problem area is in the selection of the foreign distributor. The complications involved in
overseas communications and transportation require international distributors to act with greater
independence than their domestic counterparts. Also, since a new exporter's trademarks and
reputation are usually unknown in the foreign market, foreign customers may buy on the strength of
the distributing agent's reputation. A firm should therefore conduct a thorough evaluation of the
distributor's facilities, the personnel handling its account, and the management methods employed.
Another common difficulty for the new exporter is the neglect of the export market once the domestic
one booms: too many companies only concentrate on exporting when there is a recession. Others may
refuse to modify products_ to meet the regulations or cultural preferences of other countries. Local
safety regulations cannot be ignored by exporters. If necessary modifications are not made at the
factory, the distributor must make them, usually at a greater cost and probably not as satisfactorily. It .
should also be noted that the resulting smaller profit margin makes the account less attractive.
If exporters expect distributing agents to actively promote their accounts, they must be trained, and
their performance continually monitored. This requires a company marketing executive to be located
permanently in the distributor's geographical region. It is therefore advisable for new exporters to
concentrate their efforts in a few geographical areas until there is sufficient business to support a
company representative. The distributor should also be treated on an equal basis with domestic
counterparts. For example, special discount offers, sales incentive programmes and special credit terms
should be available.
Considering a joint-venture or licensing agreement is another option for new exporters. However,
many companies still dismiss international marketing as unviable. There are a number of reasons for
this. There may be import restrictions in the target market, the company may lack sufficient financial
resources, or its product line may be too limited. Yet, many products that can compete on a national
basis can be successful in the majority of world markets. In general, all that is needed for success is
flexibility in using the proper combinations of marketing techniques.
22
Reading
13 In the first paragraph, the writer suggests that firms thinking about exporting
should '
A get professional advice.
B study international marketi':lg.
C identify the most profitable ma'rkets.
D have different objectives to other exporters.
14 The writer believes that if sufficient preparation is undertaken
A initial difficulties can be easily avoided.
B the costs can be recovered quite quickly.
C management will become more committed.
D the,exporter will be successful in the long term.
15 An exporter should choose a distributor who
A has experienced personnel.
B has good communication skills.
C is well-established in the target market.
D is not financially dependent on the import business.
16 New exporters often make the mistake of ignoring the export market when
A distribution costs are too high.
B their product is selling well at home.
C there is a global economic recession.
D distributors cannot make safety modifications.
17 For a distributor to be successful, the exporter must
A focus on one particular region.
B finance local advertising campaigns.
C give the same support as to domestic agents.
D make sure there are sufficient marketing staff locally.
18 In the last paragraph, the writer states that some companies are reluctant to
export because
A there is little demand for their products.
B the importation of certain goods is controlled.
C they do not have good marketing techniques.
D they are not able to compete with local businesses.
23
Test 1
PART FOUR
Questions 19-33
• Read the article below about a successful printing firm.
• Choose the best word to fill each gap, from A, B, C or D on the opposite page.
• For each question 19-33,_ mark one letter (A, B, Cor D) on your Answer Sheet.
• There is an example at the beginning (0).
MULTICOPY PRINTING
Martin Charlesworth pays a visit to discover the
(0) ...... P....... of success at a busy printing firm.
From designing and printing corporate brochures and business cards to photocopying
students' essays it's all in a day's work for Multicopy Printing. The family-run firm is
one of the most successful printing, copyshop and design offices in the region.
Although it is a (19) .................. small company, it thinks big. The company has made
a considerable (20) .................. in high-tech machinery to (21) .................. up in this
rapidly changing industry.
The company's success has recently enabled it to modernise and (22) .................. its
premises. Multicopy's Managing Director, Colin Marsh, says, 'It was very
(23) .................. before. We may get up to two tonnes of paper delivered a day and we
were running out of space to (24) .................. it. Now, we're the only business in this
area (25).......... .... .. .. a print service from start to finish all under one roof. A vast
amount of work can be (26) .................. in a very short space of time.'
The firm was (27) .................. up 22 years ago by Colin's father, who was the area
manager for a national (28) .................. of printers before deciding to go into business
on his own. In those days, it was mostly small printing (29) .................. such as letter-
heads and photocopying. The business grew rapidly in the mid-1980s with the
(30) .................. of new technology. Nowadays the core photocopying business is high-
volume, sometimes up to 300,000 copies for one job, and it often needs to meet
(31).................. deadlines for commercial outlets. But despite Multicopy's recent
success, it has not forgotten its (32) .................. , and part of the everyday
(33) .................. still consists of doing small numbers of photocopies for members of
the general public.
.,
24
Reading
Example:
A key B answer C recipe D secret
Io I
A
r::::=::J
B
r::::=::J
c
r::::=::J
-
D
19 A relatively B roughly c wholly D nearly
20 A investment B expense c cost D payment
21 A go B get c keep D bring
22 A boost B exceed c continue D expand
23 A closed B crowded c occupied D filled
24 A reserve B collect c store D fetch
25 A lending B providing c stocking D holding
26 A settled B built c constructed D completed
27 A taken B put c made D set
28 A branch B chain c system D series
29 A duties B actions c jobs D labours
30 A event B opening c occasion D introduction
31 A narrow B sharp c tight D steep
32 A origins B reasons c bases D causes
33 A duty B routine c method D effort
25
Test 1
PART FIVE
Questions 34-45
• Read the job advertisement below.
• In most of the lines 34-45, there is one extra word. It is either grammatically
incorrect or does not fit in with the meaning of the text. Some lines, however,
are correct.
• If a line is correct, write CORRECT on your Answer Sheet.
• If there is an extra word in the line, write the extra word in CAPITAL LETTERS on
your Answer Sheet.
Examples:
000000
DDDDDD
FOOD TECHNOLOGISTS REQUIRED
0 For all the diversity of the people who work at WP Foods, there is one
00 single thing that unites to us all: a passion to create something special
34 and a determination to be the best in whatever we do. We've been
35 producing high-quality foods for over than a century, and we travel to the
36 ends of all the earth to create the next generation of foods and drinks so
37 as to give delight our millions of customers. And thanks to our dedicated
38 staff, our much-loved brands just keep getting on better. We are now
39 seeking to appoint as innovators to manage a number of new teams in
40 the organisation. Applicants must have qualified a research degree in
41 Food Technology plus at least four years' industrial experience. We
42 need people with a high level of their team spirit who show themselves
43 be capable of explaining technical concepts to non-technical people.
44 Those appointed will spend significant amounts of time in other countries
45 for seeking new ingredients, but will also have a major influence on
change throughout the business.
26
Writing
WRITING 45 minutes
WRITING
PART ONE
• You are the training manager of a company which has won a large export order.
You have been asked to organise foreign language training for some of your
staff.
• Write a memo to staff:
• explaining why the courses are necessary
• saying which members of staff should attend
• announcing when the courses will start.
• Write 40-50 words on a separate sheet.
Memo
To:
From:
Date:
Subject:
27
... _.
Test 1
PART TWO
• Your company exports to a number of countries around the world and is looking
for a new agent for international freight. The Export Sales Manager has asked
you to write a proposal saying which agent you recommend.
• Read the two advertisements below, on which you have already made some
notes.
• Then, using all your handwritten notes, write your proposal for the Export Sales
Manager.
• Write 120-140 words on a separate sheet.
Globelink
25 years' experience in sea freight
• Worldwide destinations
• Air freight also available they complete
• All documentation provided all custom forms -
FTD don't
Competitive rates - quotes available on request
Tel. 0208 344 879
FTD Shipping Agents
Freight agents to many major ports
• Refrigerated shipping
• Containers available
• No quantity too small
Contact Martin Taylor on 0207 234 5765 for further information and details of charges
28
Listening
LISTENING 40 minutes (including
10 minutes' transfer time)
LISTENING
PART ONE
Questions 1-12
• You will hear three telephone conversations.
• Write one or two words or a number in the numbered spaces on the notes or
forms.
• After you have listened once, replay the recording.
Conversation One (Questions 1-4)
• Look at the form below.
• You will hear a woman telephoning about some problems with an order.
Stationery Supplies International
CUSTOMER SERVICES I ORDER AMENDMENT FORM
Customer: Fenmore Consultants I Jennifer Gardiner
Order No: ( 1) ....................... ························· ·········· ··········· .............. ··········
PROBLEMS
• paper: ordered AS not A4
• envelopes: ordered (2) ........................................................................ not white
• ink cartridges: ordered 20 Trujet (3) ..........................................................................
COMMENTS
Correct items to be sent out tonight by (4) .....................................................................
29
Test 1.
Conversation Two (Questions 5-8)
• Look at the note below.
• You will hear a man leaving a message on an answering machine.
RT COMMUNICATIONS
Message received for: Joel Frisk, (5) ............................................................ Department
From: John Castellani, Loboprint
He's booked you in for four nights at the (6) ......................................................... Hotel.
You'll be met at the airport by the (7) ................................................................................
Presentation planned for Wednesday morning. Dinner in the evening.
Please confirm by midday Monday if additional (8) ..................................................... at
hotel required.
30
Listening
Conversation Three (Questions 9-12)
• Look at the note below.
• You will hear a man enquiring about training courses.
Contact Training
Telephone Message
Dave Smith called from (9) ......................................................................... about training.
Can we provide a one-week course on (10) ....................................................................... '?
Would also like one-to-one courses in (11) ........................................................................ ..
Recommended by someone from (12) ...................................................................................
31
Test 1
PART TWO
Questions 13-22
Section One
(Questions 13-17)
• You will hear five short recordings.
• For each recording, decide what the speaker's job is.
• Write one letter (A-H) next to the number of the recording.
• Do not use any letter more than once.
• After you have listened once, replay each recording.
13 ..............................................
A Personnel Manager
14 .............................................. B Sales Manager
C Legal Adviser
15 ............................................. .. D Financial Adviser
E Conference Organiser
16 .............................................. F Research and Development Officer
G Advertising Executive
17 .............................................. H Bank Manager
Section Two
(Questions 18-22)
• You will hear another five recordings. Each speaker is leaving a message on an
answering machine.
• For each recording, decide what the main reason is for the phone call.
• Write one letter (A-H) next to the number of the recording.
• Do not use any letter more than once.
• After you have listened once, replay each recording.
18 ..............................................
A explaining a problem
19 .............................................. B asking for information
C reminding someone about some work
20 ............................................. . D explaining a procedure
E paying a compliment
21 .............................................. F agreeing to a plan
G making an apology
22 .. :.......................................... . H giving instructions
32
Listening
PART THREE
Questions 23-30
• You will hear an interview on local radio with Dr Tim Carter, the author of a book
on how to give effective business presentations.
• For each question 23-30 mark one letter (A, B or C) for the correct answer.
• After you have listened once, replay the recording.
23 Dr Carter's book, The Art ofGiving Presentations,
A has come out recently.
B was published last year.
C will reach bookshops next year.
24 Dr Carter says he decided to improve his presentations because
A he felt he was doing worse than his colleagues.
B his boss expressed dissatisfaction with his performance.
C he dislikes doing anything badly.
25 To improve his own performance Dr Carter studied
A books about public speaking.
B the techniques of good presenters.
C common mistakes made by speakers.
26 What does Dr Carter say about nervousness?
A There is no effective way to control it.
B Audiences don't think it's a major problem.
C He was given the wrong advice about it.
27 What was the first change Dr Carter made to his preparation?
A He began practising alone in a big room.
B He got colleagues to listen to his performance.
C He began to develop key parts of his presentation.
28 Dr Carter now recommends making a video recording of
A your practice presentation with colleagues present.
B real presentations given by other people.
C your practice presentation without an audience.
29 Dr Carter says most speakers find presentations hard because
A they have to speak to unfriendly audiences.
B they have little experience of public speaking.
C they are anxious about the technical equipment.
33
Test 1
30 What technique does Dr Carter recommend for reducing anxiety?
A relaxing the face muscles
B remembering a pleasant experience
C practising deep breathing
You now have 10 minutes to transfer your answers to your Answer Sheet.
34
Speaking
SPEAKING 14 minutes
SAMPLE SPEAKING TASKS
PART 1
The interview- about 3 minutes
In this part the interlocutor asks questions to each of the candidates in turn. You
have to give information about yourself and express personal opinions.
PART2
'Mini presentation'- about 6 minutes
In this part of the test you are asked to give a short talk on a business topic. You
have to choose one of the topics from the three below and then talk for about one
minute. You have one minute to prepare your ideas.
A WHAT IS IMPORTANT WHEN ... ?
CHOOSING SUITABLE TRANSPORT FOR
A BUSINESS TRIP
• CONVENIENCE
• COST-EFFECTIVENESS
•
B WHAT IS IMPORTANT WHEN ... ?
SELECTING EMPLOYEES FOR PROMOTION
• PERSONAL QUALITIES
• CURRENT PERFORMANCE
•
C WHAT IS IMPORTANT WHEN ... ?
SETTING UP A NEW BUSINESS
• MANAGEMENT EXPERIENCE
• FINANCIAL BACKING
•
35
Test 1
PART3
Discussion- about 5 minutes
In this part of the test you are given a discussion topic. You have 30 seconds to
look at the prompt card, an example of which is below, and then about 3 minutes
to discuss the topic with your partner. After that the examiner will ask you more
questions related to the topic.
For two candidates
Company Visitors
A group of business people from a foreign trade delegation are visiting
your company next month.
You have been asked to help prepare a programme of activities for the
visitors.
Discuss the situation together, and decide:
• what kinds of activities would be suitable for the visitors
• how to entertain the visitors outside working hours
For three candidates
Company Visitors
A group of business people from a foreign trade delegation are visiting
your company next month.
You have been asked to help prepare a programme of activities for the
visitors.
Discuss the situation together, and decide:
• what kinds of activities would be suitable for the visitors
• which company personnel the visitors should meet
• how to entertain the visitors outside working hours
36
