Test 1 PART TWO ‘ Questions 6-10 © Look at the list below. It shows a range of business books available from an internet bookseller. © For questions 6-10 on the opposite page, decide which book (A-H) each person needs. 1 © For cach question, mark one letter (A-H) on your Answer Sheet. © Do notuse any letter more than once. THIS WEEK’S MOST POPULAR BUSINESS BOOKS | g A New Technologies ~ companies to invest in B_ Great Answers to Difficult Interview Questions © Negotiating International Contracts E A Dictionary of Business Terms F How to Sell your Products i D Which MBA? A Guide to the Best Courses | f G The Perfect Project Manager H_— Getting what you want in the office 22Reading 6 Sandy Powell is finding the vocabulary on his international marketing course very demanding, and needs a suitable reference book. +7 Ingrid Grieg-Gran would like a pay rise and is worried about how to approach her boss. 8 Ram Banerjee is applying for a job in a new company and needs some advice about preparing for the selection process. Belinda Thomas is considering buying some shares in internet businesses for a project on her MBA course. 10 Doreen Yip designs software for major companies and plans to expand her firm’s customer base. 23Test 1 PART FIVE Questions 23-28 © Read the article below about Contrast, a chain of sandwich shops. For each question (23-28) on the opposite page, choose the correct answer. ® Mark one letter (A, B or C) on your Answer Sheet. Sandwich Queen Ina surprise move, 33% of the shares in privately-owned British sandwich chain Contrast, were recently sold to King Coffee, the international coffee shop chain. ‘We could already afford to expand overseas,’ says Caroline Bell, Contrast’s Chairman, ‘but didn’t know the best way to do it. This way, we'll benefit from King Coffee's experience, while keeping the two companies’ brands and branches quite separate.’ Caroline Bell and Johnny Nash's first venture was to set up a clothes shop ten years ago. Later they began selling sandwiches there, and then, finding sandwiches more profitable, gave up selling clothes. During this time Bell has been involved in every aspect of the business, including sandwich making and now heading the company, while Johnny Nash is the Chief Executive. With Nash responsible for day- to-day management, Bell can find time to concentrate on what she describes as the secret of their success: experimenting with different ingredients, to add to the menu. ‘We believe in doing what we do best,’ she says, ‘so we won't move into other fields. And our customers like our friendly service, so we'll make | sure that doesn’t change.” One reason for the friendly service is that five times a year, the shop managers spend a day at another branch serving customers, so that they don't forget what it's like for the sales staff. Senior managers, too, participate in this scheme. ‘It’s great because you're in contact with both customers and staff,’ Bell says. ‘We considered introducing it for the whole workforce, but it was too difficult.” The company see their staff as key, and Bell is proud that most managerial appointments come from within the chain, ‘Some people think that companies need to bring managers in from outside, but we haven't found that. In fact we've done ‘so well that there's a risk we'll stop trying, which would ruin Contrast. We would like to think that as long as sandwiches stay popular, we'll always be successful, but of course that isn’t true.” And will she always be the sandwich queen? ‘If | were just doing it for the money, | could sell out tomorrow and be rich. But what matters to me is that the people | work with think I'm doing a good job. I'll stay for as long as they think that, but | can’t imagine finding anything else more interesting.’ 2823 Reading Why has Contrast sold shares to King Coffee? A Itneeds the money to fund expansion abroad. B__ Ithopes to learn how to move into foreign markets. € — Itwants to use the King Coffee name in other countries. How did Caroline Bell begin working for Contrast? A She was one of the people who started the company. B She joined the company as a sandwich maker. C She was appointed at senior manager level. Bell’s plan for the company is to A expand the range of sandwiches on offer. B move into new types of products. € improve the quality of the ingredients they use. What happens on five days a year? A Customers have the chance to talk to managers. B Managers go to a different shop to work. C Allemployees work in another shop. What does Bell consider to be the biggest danger to the company? A Most of the managers were promoted internally. B Sandwich shops are going aut of fashion. © The management might relax their efforts. Bell says she would leave the company if she A lost the respect of colleagues. B made enough money. C€ became bored with the work. 29Test 1 PART SIX Questions 29-40 © Read the article below about staff surveys. # Choose the correct word to fill each gap from A, B or C on the opposite page. For each question (29-40), mark one letter (A, B or C) on your Answer Sheet. Staff Questionnaires Surveys are now an everyday part of business life. Most business people : probably have a survey on their desk (29) .. to be completed. Companies feel they have to collect information from their employees on (30) . matters as job satisfaction, or their attitude (31) team: working. But (32) . of real value is gained from these questionnaires, and in some (33) the surveys produce bad data, on the basis of which bad decisions are (34) For a start, many of the questions are too general, and (88) ......um Open to different interpretations. very high (36) . people agree with the statement, Knowledge-sharing is important (37) wa... competitiveness’ But a (38) .. focused question could produce better statistics: for example, ls knowledge-sharing encouraged in your company?” In addition, research which was (39) cout at one university shows i that questions about job satisfaction get different responses on different days, ; depending on (40) : or a Friday. of . the employees fill in the questionnaire on a Monday 30> > > bP DD > wait such at one times, done either amount for more carry what ‘waited many to any cases made however percentage about much carried why 2 0 Reading waiting enough by little occasions found therefore quantity through mainly carrying whether wTest 1 PART SEVEN Questions 41-45 @ Read the letter and the email below. Complete the form on the opposite page. @ Write a word or phrase (in CAPITAL LETTERS) or a number on lines 41-45 on your Answer Sheet. Dear Ms Fisher | have just returned from an extended sales trip in Singapore, and | saw your advertisement for a marketing manager, published in Business Week on 18 April. | am based in the sales office of my company in Canada, and currently hold the post of Senior Representative. | have wide experience of overseas markets and speak three languages. Yours sincerely, Erica Simon (Encl. CV) a Jack, please fill out an interview form for this applicant. Our deadline was 10 May, and she applied late, but her CV looks good, so I'm going to fit her in on 31 May. 1'll let you know the time later. I'm seeing each applicant individually at the Milford Hotel first, then bringing them all back here to the conference room for a reception. 32INTERVIEW FORM Full name of applicant: (41) Job vacancy applied for: Date of interview: Time of interview: Place of interview: Applicant's employment details Location of applicant's present workplace: Reading 33Test 1 PART ONE Question 46 ® You are about to go to a meeting and you want your assistant to make an urgent phone call to a customer. © Write a note to your assistant Clare which you will leave on her desk: © saying who she should call © giving her details of what to say telling her where she can find the information she needs. ¢ Write 30-40 words on your Answer Sheet. Clare 34Read this part of a letter below from Ben Dawson, the Marketing Director of a business software company. You expressed interest in our software range at the recent Capital Computer Show. We believe you may also be interested in our latest products: + Accounting Magic™ makes your book-keeping easy * Customer Call™ is a user-friendly database We would be delighted to demonstrate these products either at our premises or in your own workplace. rite a letter to Mr Dawson: ) asking for a product demonstration at your workplace explaining why you are interested in one of the products » telling him which staff from your company would like a demonstration ‘suggesting a possible date. ite 60-80 words on your Answer Sheet. not include any postal addresses. Dear Mr Dawson Writing 35Test 1 LISTENING Approximately 40 minutes (including 10 minutes’ transfer time) PART ONE Questions 1-8 © For questions 1-8, you will hear eight short recordings © For each question, mark one letter (A, B or C) for the correct answer. Example: When were the machine parts sent? The answer is A. Tuesday Thursday tst 3rd A B c © After you have listened once, replay each recording. 1 When should the woman phone Mr Hashimoto? A B c 2 Which chart shows graduate recruitment for this year? R= Research $= Sales E=Engineoring 36Listening What do both speakers think the company needs to review? A prices B quality © delivery times | Which graph is the speaker referring to? Company share prices in pence Company share erices in pence ‘Company share prices in pence 20. 250. 0 209) 180 180 0 100 0 50 ° ° AM J a 4 A B § What is the subject of the seminar? A Communication Skills ‘Time Management Recruitment Strategies } Which number should you press to discuss payment? 37Test 1 8 What does the man order? a: A B 38) Look at the notes below. ‘Some information is missing. 1 You will hear a man leaving an answerphone message about electrical goods. reach question (9-15), fill in the missing information in the numbered space ing a word, numbers or letters. fter you have listened once, replay the recording. (10) (11) (12) ..... (13) () . Roger... og 73 w. Fridge/ freerer brochures wu prtce lists (14) (15) .. Listening 39Test 2 PART TWO Questions 6-10 © Look at the list below. It shows companies that provide services for export businesses. © For questions 6-10, decide which company (A-H) each person on the opposite page should contact. © For each question, mark one letter (A-H) on your Answer Sheet. # Do not use any letter more than once. COMPANIES PROVIDING SERVICES FOR EXPORT BUSINESSES A Cabot Services ~ language training and interpreters B _ Belfor Ltd — legal advisers in import/export business © TLS Co—experts in packing and shipping valuable goods D Palin Consultants — marketing advice for international business E — Mentex Worldwide — insurance for exporters F Pfeiffer Investment Finance — loans for expansion abroad G Proteus Global — advertising agency | H__Beilen Co ~ training consultants with worldwide business experience 48Reading Margit Schumann runs a translation agency and wants to employ a company to help her research the needs of potential clients abroad. Per Svensson has a distribution company, and wants information on the customs regulations of the countries it exports to. Lin Yao needs to borrow money to extend the services of her advertising company to a wider international market. Sanders Insurance Co is expanding, and needs a course on the corporate culture of the countries where it will operate. Ronan Pate Ltd, clock-makers, is looking for a specialist firm to handle the worldwide transportation of its goods, as required by its insurers. 49Test 2 PART FIVE Questions 23-28 ¢ Read the article below about changes that a hotel chain is making. ® For each question (23-28) on the opposite page, choose the correct answer. @ Mark one letter (A, B or C) on your Answer Sheet. Henderson looks ahead Henderson owns and operates 150 hotels in major cities of the Asia-Pacific region, In some locations, tourism has long been an additional source of guests, through the company’s close links with foreign travel providers. However, the company mainly targets the corporate sector, that is, business people whose expenses are met by their employers. Henderson's experiment of signing business agreements with North American companies within its own sector — by which each side recommends the other’s hotels to its guests — is also proving successful, and looks likely to continue. Henderson hotels are reasonably profitable, and like most of its rivals, the company is able to pas on rising overheads to its customers. While guests are becoming more demanding, Henderson hotels are of a high cnough standard for the great majority to be satisfied. There is increasing competition, however, from unexpected sources, such a8 airlines, This has led the Board to carry out a review of its marketing strategies, in an effort to locate new competitive strengths. ‘The company has a system of negotiating room discounts with its largest corporate customers, Henderson intends to-change this, as it has the disadvantage of providing savings for those customers rather than for the guests themselves. Jn addition, as several major organisations have discontinued central booking of hotels, Henderson now has to build relations with a larger number of customers, who each provide fewer guests for its hotels Although this takes time, the total number means that the effort is worth making, In order to maintain its market share, Henderson has followed the path taken by other global hotel companies in certain respects. Rooms and restaurant menus are duplicated company-wide, so guests can be absolutely sure | of what to expect, wherever | they find themselves. Unlike some chains, j though, Henderson gives its hotel managers complete | responsibility in particular ‘areas, such as staff training, The company has already made some decisions asa | result of the strategy review, Accomputer database will be | created, to inelnde guests? j preferences, for instance for smoking or non-smoking rooms, As facilities are | already of a high standard, changing these is not seen as urgent. On the other hand, staif recruitinent processes are currently under careful review to make sure that only very good applicants are accepted, despite differences in local conditions and laws. This brief description shows. how one company is trying to increase its profitability ina very competitive sector. aReading 23 Which of these is a new activity for Henderson? A co-operating with other hotel chains B_ providing services for business quests € getting bookings through travel companies Why has Henderson decided to review its marketing strategy? A Guests expect a higher level of service than it provides. B The cost of running hotels is rising very fast. C tis facing challenges from new directions. Why does Henderson want to change the discount system? A Itdoes not encourage small companies to negotiate. B__ It does not attract the expected number of guests. © It does not benefit people staying at the hotels. Like other hotel chains, Henderson A places great stress on the value of staff training. B ensures that certain facilities are the same in all its hotels. © establishes rules for every aspect of its hotel managers’ work. {7 What decision has Henderson made? A to increase the number of staff it employs B to improve the range of facilities it offers to store personal information about guests This article was probably written for A anin-house magazine for hotel staff. B__ a book of case studies for business students. © brochure for Henderson's corporate customers. 55Test 2 PART SIX Questions 29-40 © Read the company profile below about a retail group. ¢ Choose the correct word to fill each gap from A, B or Con the opposite page. © For each question (28-40), mark one letter (A, B or C) on your Answer Sheet. The Arne Group The Arne group consists of a large number of retail stores. The organisation employs 19,500 people and had total sales last year of $2.5 bn. The main areas we trade (29) are books, stationery, newspapers and magazines. But (30)... an average department store will usually stock around (0,000 lines, our major stores offer a range in (31) of 45,000. (32). business we operate seeks to be a market leader, (33) .. the overall goal being to boost shareholder (34) .. We always focus on (35) ..the very best service to our customers, which we believe puts the business in (36) ... strong position for the future. (37) some disappointing sales figures, our profits have continued to grow. (38) . last year we were forced to (39) the decision to close several smaller stores, (40) ws. Came as a result of a detailed review of our cost base. 568 8 6 8 8 & 8 & &€ BRK to whereas increase Every by rate delivering the Despite Equally make These in whether majority Many through price sending a Except However do This eo a 40 ° » 6 €@ © Reading for whenever excess All with value issuing one Since Therefore have They 37Test 2 PART SEVEN: Questions 41-45 @ Read the memo and the advertisement below. ¢ Complete the form on the opposite page. Write a word or phrase (in CAPITAL LETTERS) or a number on lines 41-45 on your Answer Sheet. MEMO To: Alan Smith From: — Maria James Date: 16 May Subject: Travel form I need to attend this conference at the London Business School ~ the one on Advertising was fantastic. I’m leaving on the 26, but can’t make the last day as I'm flying back early that morning, It |_ makes sense to fly to City Airport rather than Heathrow Airport. As the university accommodation lacks the facilities | need, I'll try the Sunly Hotel. Could you complete my travel form for me, and send it to Paula Costa in the Travel section? I'm away till Monday. Thanks. London Business School presents 2008 International Marketing Conference | 27-29 August Accommodation £65 per night in the university rooms For more information, contact Lee Chang.Reading TRAVEL REQUEST FORM Full name of Traveller: Title of Event: Destination Airport: Date of Departure: Airline: Cost of Flight: Date of Return Journey Accommodation: Cost of accommodation: (41) (42) (43) ae August a0o¢ to be advised to be advised to be advised 59Test 2 PART ONE Question 46 # Your company is planning to move to new premises in the Alpha Business Centre and you want to inform staff of this. @ Write an email to all staff: # giving the company’s reason for moving @ saying when the move will be @ telling them how to get more information. © Write 30-49 words on your Answer Sheet,Writing Two luestion 47 Read part of a letter from a magazine publisher, Madeleine Carson. We are including a series of articles by business people in our newly launched magazine Business First, and we wish to invite you to write a Short article for us on a business topic of your choice. Write a letter to Madeleine Carson: # saying how you feel about the invitation to write the article saying which business topic you would like to write about explaining why you think this topic is important asking her when the article needs to be ready. Write 60-80 words on your Answer Sheet. not include any postal addresses. Dear Ms Carson Cel ee ee 61Test 2 LISTENING Approximately 40 minutes (including 10 minutes’ transfer time) PART ONE Questions 1-8 © For questions 1-8, you will hear eight short recordings. ‘@ For each question, mark one letter (A, B or C) for the correct answer. Example: Who is Emily going to write to? A the staff | B the supplier C the clients oe answer is A. @ After you have listened once, replay each recording. 1 When will the component arrive? A Tuesday afternoon B Wednesday morning © Wednesday afternoon 2 What will the customer pay for the printer? A £315 B £350 c £375Listening 2 When will the woman call Miss Takemura? 4 Why are many staff not in the office? A They are at a conference. 8 They are on holiday. © They are off sick. § Which pie chart is correct? (Philippines (J China Bi Korea vt Who is going to take the visitor for lunch? A Jane B Peter © Robert 63Test 2 7 Which chart is correct? 000 units 355 30 25 20 5 10 5 0 Jan Feb Mar Jan Feb Mar A B 8 Whatis the man worried about? A last year’s sales figures B the cost of employing staff C the profit forecast 64Look at the notes below. Same information is missing. You will hear a woman telephoning about a missing stationery order. for each question (9-15), fill in the missing information in the numbered space Using a word, numbers or letters. Listening Ajter you have listened once, replay the recording. Staker Office & Stationery Supplies Ltd. | Missing order | Name: Address: Delivery due on: Total order price: "New delivery on morning of: Items not arrived: (9) ve . . Trsurance (10) = = House Borough High Street wlmurst, | (11) (92) ccecsccesee conn OCtober | (18) oeeceecsesssene packs At paper (14) £... (15) . cece OCtober 65Test 3 PART TWO, ‘Questions 6-10 @ Look at the list below. It shows some of the stands at a trade fair. © For questions 6-10, decide which is the most suitable stand (A-H) for each company on the opposite page to visit. © For each question, mark one letter (A-H) on your Answer Sheet. @ Do not use any letter more than once. TRADE FAIR A Printing services: bulk stationery and publications B_ Promotional gifts: wide range of samples for inspection C Protective clothing to meet legal standards D__ Vehicles and premises: signs made to order E Conferences and exhibitions: portable displays for hire or purchase ‘ommerce: website design and maintenance G Modular workplace desks and units for adaptable assembly H Corporate hospitality: sporting and cultural events ss 74Reading Sterts Industrial Workwear wants to advertise its products more widely, so plans to have its brand name displayed on the lorries it uses. Manufacturer Werder Schmidt wants brochures and leaflets produced showing the designs for its new range of office furniture. Marketing consultants Pradesh & Co are hosting a weekend seminar for some major clients, and want to subcontract arrangements for the social programme. Herman & Valdo, a firm of IT consultants, wants some mouse mats with its company logo on them to send to its corporate clients. Folters UK is a distribution agent, and needs appropriate footwear for drivers following new Health and Safety regutations. 7STest 3 PART FIVE Questions 23-28 © Read the article below about an entrepreneur who started a company making equipment for fitness centres. © For each question (23-28) on the opposite page, choose the correct answer, © Mark one letter (A, B or C) on your Answer Sheet. TECHNOFIT ‘When Hiro Morabito benefit from exercise if it __ centre for the promotion founded TechnoFit, a was painful, and customers of healthy lifestyles. R&D manufacturer of gym were not prepared to buy —_isalways at the top of Hiro equipment, he tookahuge the machine, Morabito’s agenda and this risk by opposing the current means looking for ways to idea that exercise machines However, he continued to help people enjoy exercise should be designed only to push the theory that gyms He believes that customers Duild up physical strength, should promote general today expect gyms to be He created his business health, and it paid off places that are pleasant for round the belief that itwas Consumers began to accept the senses as well as good less important for people his ideas and he came to for the body. His company to be strong than to be be seen as an innovator. has now opened several generally fit. Atfirst, he was TechnoFit was not just fitness centres, equipped with not taken seriously by his another company making the — TechnoFit machines. These competitors in the industry, Sort of machinery you could are attractive to look at and who thought his ideas could find in any gym they were _ operate smoothly and quietly. not work selling something original The equipment is made of and they were able to create atop quality materials that are In the early days, Hiro niche in the market pleasant to touch, and the air Morabito made some in the centres is kept fresh, mistakes. He invented Ten years on, Hiro Morabito equipment that was at the _isstill experimenting and “‘TiLalways remain time highly innovative in researching, His most committed to the health its technology itexercised recent activities include the _of the body,’ says Hiro the body in a way that TechnoFit Senator project, Morabito, ‘and I don’t was very comfortable for designed to improve life for _regret that I've dared to be the user. TechnoFit had people with sports injuries different in my approach to invested a lot of effort in and for older people who the fitness business, A lot of research and development _have difficulty walking. companies are now copying of the product. But this He is also developing a what TechnoFit does, and was still a time when people ‘Health and Fitness Park’ this shows that the hard believed they could only California as an international work was worthwhile.” 80a Reading Why did the fitness industry fail to take Hiro Morabito seriously? A He was starting a business in a competitive market. B He had no experience of producing fitness equipment. C He did not agree with the current attitude towards fitness. What mistake did Morabito make in the early days of TechnoFit? A He launched a product that did not work efficiently. B He introduced a product before the market was ready. © He used technology that was seen as being out of date. Eventually Morabito was successful because he A found customers who were willing to try something different. B adapted his designs to the changing needs of the public. C created a new market by using innovative sales methods. Recently Morabito has been involved in A purchasing a company that owns a fitness centre in California, B developing a programme for people who have problems moving. € doing research into healthy lifestyles practised by different national How does Morabito attract customers? A He creates a nice environment in the fitness centres. B He locates the fitness centres in pleasant surroundings. © He frequently upgrades the equipment in the centres. What is said in the last paragraph about Morabito’s present A He intends to work less hard in the future. B He feels satisfied that his ideas have become accepted. € He is concerned that competitors are copying TechnoFit's products. 81Test 3 PART SIX Questions 29-40 © Read the text below about the media group Chrysalis. © Choose the correct word to fill each gap from A, B or C on the opposite page. For each question (29-40), mark one letter (A, B or C) on your Answer Sheet. POSSIBLE SALE OF PART OF CHRYSALIS Fund manager Schroders is the largest shareholder in the media group Chrysalis. Schroders, (29) .. has increased its share in the group to 24%, wants Chrysalis either to separate its radio and publishing division (30) ..to sell its publishing division altogether and focus its attention (31) .. radio. However, the founder of Chrysalis, Chris Wright, is (32) .. to sell the publishing business, as he believes it is (33) very well. Some business analysts disagree with Wright. They note that Chrysalis was (34) favourite company in the media sector, but it has suffered from poor results in its radio division. Despite (35) large number of changes, Chrysalis has fallen (38) its competitors in the fight for listeners. Investors are aware that Chrysalis (37) . its third profit warning in five months in January. It may be difficult for (38) .... to continue supporting the company, according to one analyst. He adds that (39) Chrysalis were divided into two companies, (40) part would have a much higher value. 8230 31 35 > > > that or with rejecting performing yet introducing after informed them if any which so in preventing acting once introduced behind noticed us unless each Reading what but on refusing serving ever introduce under announced it although all 83,Test 3 PART SEVEN Questions 41-45 @ Read the memo and the advertisement below. © Complete the booking form on the opposite page. Write a word or phrase (in CAPITAL LETTERS) or a number on lines 41-45 on your Answer Sheet. Masson Plc MEMO | To: Alyson Hampton From: John Kelly Dat 11 May 2009 Subject: September exhibition Peter Klein cannot make this, so I'd like you to go in his place. | think both myself and David Lister also need to be there. As you're going to be away for a couple of weeks, you'd better ask them to send the details to me. We're a member of the Association, so it'll be cheaper. We need a stand near the entrance; it'll be better than in the middle, Get the biggest available, and we'll also need four shelves, Can you book this by the end of the week, please. Association of Steel Producers 2009 Exhibition 12-15 September Dubli Registration fees Full fee Member - 500 Non-member ~ 525 Fee if booked before 31 May Member ~ 465 Non-member ~ 490 Fees include cost of stand and admission for up to four delegates per company. Stands Type ofstand Size Alpha 3mx6m Beta 5mx10m Delta 6mx 12m For position, see enclosed map. For further details contact: Sey enc Nit Rf Set gp 84Reading ASSOCIATION OF STEEL PRODUCERS BOOKING FORM 2009 EXHIBITION Company name: Number of delegates: Full name of contact person: Type of stand required: Position of stand: \dditional requests: Registration fee payable: Masson ple Three (41) (42) (43) (44) Hease supply vamommnesnetsscenene (48) 85Test 3 PART ONE Question 46 ‘* Your department has been given a special budget to replace some office equipment. © Write an email to all staff: © telling them how much money is available © suggesting which equipment to replace # saying why you think this equipment should be replaced, © Write 30-40 words on your Answer Sheet. 86Writing Read part of a letter below from Ms Zhang, inviting you to give a presentation at a careers conference she is organising. We would like to invite you to cive a presentation at our Careers Conference for university leavers. The dates are 14 and 15 July. We would be grateful if you could talk for about 10 minutes on why a career in your company is an exciting opportunity for graduates. A summary of your presentation for our conference programme would also be very useful. Please advise us if you are able to accept this invitation. Write ¢ letter to Ms Zhang: # thanking her for her invitation ® saying which of the two dates you would prefer © giving a brief summary of your presentation ‘* enquiring about parking arrangements. Write 60-80 words on your Answer Sheet. Do not include any postal addresses. 87Test 3 LISTENING Approximately 40 minutes (including 10 minutes’ transfer time) PART ONE Questions 1-8 © For questions 1-8, you will hear eight short recordings. © For each question, mark one letter (A, B or C) for the correct answer. Example: ‘What time does the man expect to arrive at the meeting? A B c The answer is C. \ # After you have listened once, replay each recording. 1 Which layout did they choose? [State bee Globainet is best A B c 882 What does the woman say about her company? A. itis losing clients. B__ Ithas little competition, © thas more orders than usual. 3 Where do the company plan to advertise their new product first? 4 Why was the conference cancelled? A The regular venue was unavailable. B The costs were going to be too high. © Participants were too busy to attend. § Which graph is correct? ‘Share Price of Pearson Oil Listening 140 a _ a = 10 120 = 100 | — wi 100 |= 2% 8 80 oo 2 oo 5 co ee as a “0 «0 / 40 20 20 20 iS 6 ° ° vlan Feb March Apri Jan Feb March Apr Jen Feb March Apri A B oc 6 What does the man say about his recent business trip? A He met a potential client. B He hired a sales agent. © He won a large order. 89Test 3 7 Which chart shows current exports? 8 90 as \ \ > What does the manager need the sales figures for? A B A asales conference B adepartment meeting C alectureListening PART TWO Questions 8-15 # Look at the notes below. # Some information is missing. ¢ You will hear a man leaving a message for a colleague about changes to a product. ‘For each question (3-15), fill in the missing information in the numbered space using a word, numbers or letters. » After you have listened once, replay the recording. MESSAGE For: John Grimm From: George Lever New specifications: | | | | ( Component reference no: (9) areca mesnesnnnsconncccccnusiesuemen { | | | | Length: mm (te. no change) Width: Weight: (12) me Production tobeginon —(13) Mag Ifany problems call (14) Ker... Tel: (V5) eens aTest 4 PART TWO Questions 6-10 © Look at the list below. It shows the contents of a magazine for small businesses. © For questions 6-10, decide which part of the magazine (A-H) each person on the opposite page should read. © For each question, mark one letter (A-H) on your Answer Sheet. ® Do not use any letter more than once. SMALL TALK The magazine for small businesses A News: Has high tax situation caused a fall in start-up firms? B Letters: Readers’ views on our articles Exporting: ‘The latest research on opening up new markets Advice: Running an IT department E Article: Better boss, more focused staff! F News: Future increases in tax on small businesses G Cover story: IT Conferences abroad ~ are the costs too high? H_— Opinion: Reducing business overbeads ——~_ a 100Reading Sophie van Sommeren owns a small recruitment agency and needs to know how to cut her running costs. Jimmy Loh runs a small export firm and needs to understand how proposed changes in tax rates will affect his business. Joachim Koch designs games software, and wants advice on expanding his business by selling products abroad. Market researcher Angela Ponti wants to find out what people think of the contents of the magazine. Tax consultant Yvonne Kiwitz wants to learn how to motivate her team more effectively. 101Test 4 PART FIVE Questions 23-28 ®@ Read the article below about a bicycle manufacturing company. © For each question (23-28) on the opposite page, choose the correct answer. © Mark one letter (A, B or C) on your Answer Sheet. THE SUPABYKE John Stone likes to watch people's faces as they pass by his office and see his bicycle outside. I's not that it’s a racing machine: in fuet, it's not easy to lift and it’s far from small. Nor is it anywhere near the upper end of bike prices — it sells for only about £600, But it attracts attention because it is electric and that makes it faster than an ordinary bike. His company, JS Supabykes, started in 1999." saw an electric bike advertised, got one and rode it around the city, says Stone. ‘People wanted to know how much it cost and where they could get one.’ He realised this was a business opportunity and told everyone, without doing any research, that ‘the bikes were £500 and would be available soon.” The Supabyke was instantly popular, A recent survey of electric bicycle owners showed that the average 106 Supabyke covered 2,300 km per annum, replaced three car journeys per week, and in the morning rusb hour trallie it provided a journey time faster than a bus. Another independent survey showed that everyday expenses were lower than those of rival produets. Best of all, with u JS Supabyke, you don’t need a driving licence and there are no parking problems! ‘The company now wants ‘to expand overseas, Stone has the capacity to meet the demand and he believes ‘he would only need one or two more staff, At present he has ten staff looking after sales, marketing and logisties, Production facilities in Asia would be able to increase output quickly. ‘We don’t need a lot of R and D and our overheads are extremely manageable; he says, ‘as JS Supabykes shares an office with a recruitment agency run by my wife” Stone has managed to pay back funding he received from a venture capital company and is now in charge, The board consists of him and three other people, but he says this will ‘have to change in the future. “We will have to look outside for investment and Lam going to have to look at our board. We need people who have a deeper understanding of the business, especially of export markets. He is now thinking of upgrading the company’s website so that customers can easily access information about the Supabyke. Currently the website is receiving over 10,000 hits a month and they are expecting to have twice as many when the upgrade is complete. ‘Things are looking good for the company.Reading What is said in the first paragraph about John Stone’s bike? A Itis reasonably priced. B itis quite light. C itis compact. John Stone set up JS Supabykes because A amarket research firm advised him to. B_ he realised the bikes would be easy to make. C he could see there was a demand. The Supabyke is popular because A itis easier to park than other electric bikes. B itis cheaper to run than other electric bikes. € _ its top speed is higher than the normal speed of a bus. What does John Stone say in the fourth paragraph about the company? A Itcan only afford to employ a small staff. B Its offices are too small C Its overheads are not too high. Why will John Stone make changes to JS Supabykes’ board? A He needs to take on someone experienced in selling abroad. B He is unhappy with the present board's performance. C He has to include someone from the venture capital company. What does John Stone intend to do with the company’s website? A redesign it so customers can purchase a Supabyke online B make it more user-friendly © double its links to other sites 107Test 4 PART SIX Questions 23-40 © Read the report below about a marketing exhibition. © Choose the correct word to fill each gap from A, B or C on the opposite page. © For each question (29-40), mark one letter (A, B or C) on your Answer Sheet. Beautech Marketing Exhibition France is after Germany, the largest European cosmetics market. This is a fact Which (28) ..onow tan ideal location for Beautech, the major international exhibition of new materials for the cosmetic industry, (30) ..aw.nat the Paris Conference Centre last April. Beautech has enjoyed enormous success (81) -nonuit was established ten years ago The (82) samme Visitors at the stand of SCC, one of the leading representatives of the industry.all wanted to learn about the company's latest products, (33)... . particular attention to the new Etfal CB 390. This product is a cleaning agent in shampoos;it can (34) be applied directly to improve the condition of the hair. Several firms expressed interest (35) .... je technical developments behind the product. In response to previous requests, (36) ... the exhibition. (37) and their effects (38) v=. Was a conference accompanying examined recent developments in chemical technology modern cosmetics. The next Beautech Exhibition is due to take (39) at the Madrid Conference Centre next year Anyone wishing to exhibit (40) contact the Beautech Committee as soon as possible. 10831 32 Pp > > P bP > D> Ph OD > > did holding when many having even to that This on part need made hold since much paying well of there These with place might 2 92 8 © ° °o 90 69 Reading put held while plenty setting too by time should 109Test 4 PART SEVEN Questions 41-45 © Read the notice and the email below. Complete the application form on the opposite page. ¢ Write a word or phrase (in CAPITAL LETTERS) or a number on lines 41-45 on your Answer Sheet. Hallam Lifts (UK) Human Resources Department Team Development Courses 9 April, Highfield Hotel, Swindon 16 April, Waterfront Hotel, Bristol Participants must choose one workshop for each session Morning: ‘Group Behaviour’ (sorry, fully booked on both days) or ‘Company Culture’ Afternoon: ‘Agreeing Goals’ or ‘Sharing Responsibilities’ All departments are welcome to participate. Jeanette Lawson, Head of Personnel Mike Golding, Marketing - — 3 [Team development course Jan Fisher has expressed an interest in this. As she's in your section, could you fill in an application form for her and send it to us? She said she can only attend the second one because she's unavailable on 9 April. She'd like to take part in the workshop on setting objectives. Many thanks Jeanette 110APPLICATION FOR TEAM DEVELOPMENT COURSE Full name of applicant: (a1) Applicant's department: Course date: Full titles of preferred workshops am: pm: Reading 11Test 4 PART ONE Question 46 © You work in a large international company. You are expecting an important delivery to arrive tomorrow, but will not be in the office to receive it. © Write an email to your assistant, Markus: © saying what the delivery is ¢ explaining why you will not be in the office @ telling Markus what to do with the delivery. 30-40 words on your Answer Sheet. 112Writing PART TWO. Question 47 « Read part of a letter from Isobe! Nursten, who runs an organisation called Business Links. Our organisation, Business Linke, supports local businesses, We are holding a ceries of evening meetings on the firet Tuesday of each month about how to succeed in business. We would like to invite you to opeak at one of the meetings. For our publicity material, could you please send me a short description of your role in the company you work for, and the reasons why your company has grown 90 rapidly. « Write a letter to Isobel Nursten: # thanking her for the invitation saying which month would be convenient for you ¢ describing your role in the company you work for # explaining why your company has been successful « Write 60-80 words on your Answer Sheet. # Do not include any postal addresses. Dear Ms Nursten 113Test 4 LISTENING Approximately 40 minutes (including 10 minutes’ transfer time) PART ONE Questions 1-8 © For questions 1-8, you will hear eight short recordings. @ For each question, mark one letter (A, B or C) for the correct answer. A B c Example: 0 Who is Anna going to write to? the staff the supplier the clients The answer is A. After you have listened once, replay each recording. 1 2 114 When will the launch party take place? How does the woman feel about the proofs? A B c ath October A angry disappointed worried 21st October 27h OctoberListening 3 Which group of consumers will the company target? A __ students in their late teens B young families with children C people in their 50s and 60s 4 How will the part be delivered? 5 Which task is the priority? A preparing the contract B negotiating the fee € inspecting the venue 6 What do MBA graduates do after studying at Regent Business School? fe i o> A B 7 Where is the teamwork session taking place? A the boardroom B the small meeting room © David's office 115Test 4 8 Which chart is correct? HH Staff [MI Managers ielQr 2ndQtr sr Qtr 4th OW tstQtr 2nd Qt srdow ath or $stQtr 2nd Qt Grd ie ath le A B c 116PART TWO Questions 9-15 « Look at the notes below. ‘¢ Some information is missing. Listening # You will hear a man from a software company arranging a meeting. ¢ For each question {9-15}, fill i using a word, numbers or tters. the missing information in the numbered space # After you have listened once, replay the recording. Meeting arranged with: Date: Time: Car registration number: Phone no: PA: Name of new invoicing software: @) Oter . (10) ay . (12) (13) 97223 (14) Anna (15) 117