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PART ONE

Questions 1-7

?Look at the statements below and the article about pricing on the opposite page. ?Which section (A, B, C or D) does each statement (1-7) refer to?

?For each statement (1-7), mark one letter (A, B,C or D) on your Answer Sheet. ?You will need to use some of these letters more than once.

1the failure of a company to set its prices appropriately

2 a context that makes it difficult to increase prices

3the consequences of companies trying to conceal their approach to pricing

4the means by which a company ensured precision in the prices it offered

5the fact that companies can learn about the effects of a price reduction

6the first sector to price products according to how much customers were prepared to spend

7 the widespread use of rough guidelines to determine prices

B categories, based on their willingness to pay.

The key to pricing is to avoid alienating customers. As Lippi points out, once a bad price has been established, it can be very difficult to turn the situation around. He gives the example of a consumer goods company that went bankrupt largely because it did not price its digital cameras properly. In contrast, he cites the case of a Swiss drug company that introduced software for every sales

PART TWO

Questions 8-12

?Read the article below about the role of executive recruitment agencies. ?Choose the best sentence from the opposite page to fill 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).

Increasingly, they decide to call in the headhunters. These are busy and profitable times for the recruitment agencies that dominate the world of executive search and selection.

(0)G They needed new people to commissioned to find `a new chairman for NBS Bank, a vacancy that was one of the most talked about in the banking world.

Most HR directors recognise that headhunters such as Pinnacle play a

Example:

A Although others may put it lower, it is important to remem ber that the company’s

reputation is not based on market share alone.

B Their chief worry is that the headhunters can now make or break managerial

careers.

C According to Edwards, this is a further indication that the way Pinnacle searches

for a candidate tends to favour a certain type of manager.

D But this acceptance does not mean they are universally happy, either with the

state of the market or with Pinnacl e’s role within it.

E Until a few years ago, even the biggest companies were unlikely to use

headhunters to fill more than one or two jobs a year.

F Edwards objects to this suggestion, claiming that all he does is find candidates

and encourage them to apply for a particular post.

G A number of big investment banks recently decided to make changes to their

management boards after disappointing end-of—year results.

PART THREE

Questions 13-18

?Read the advice below about producing a company brochure and the questions on the opposite page.

A Customer expectations of them are too high.

B They ought to be more straightforward in design.

C Insufficient thought tends to go into producing them.

D Companies should ensure they use them more widely.

14The writer's advice to companies in the second paragraph is to

A produce a brochure to advertise new product lines.

B use a brochure to extend the customer base.

C accept that a brochure cannot fulfill every objective.

D aim to get a bigger budget allocation for producing brochures.

15In the third paragraph, which of the following does the writer say would improve the majority of brochures?

A better language and expression

B better overall appearance

C more up-t0·date content

D more product information

16In the introduction to a brochure, the writer advises companies to focus on

A their understanding of the business environment.

B the range of products they offer.

C their unique market position.

D the reputation they have built up.

17When discussing brochure content in the fifth paragraph, the writer reminds companies to

A consider old customers as well as new ones.

B provide support for the claims they make.

C avoid using their own photographs.

D include details of quality certification.

18What does 'run 0f the mill' in line 67 mean?

A eye-catching

B complicated

C stylish

D ordinary

PART FOUR

Questions 19-33

?Read the article below about online exchanges, a type of internet business. ?Choose the best word or phrase to fill each gap from A, B, C or D on the opposite page.

?For each question (19-33), mark one letter (A, B, C or D) on your Answer Sheet.

19 A largely B deeply C mainly D widely

20 A existed B occurred C happened D developed

21 A led B brought C caused D resulted

22A number B percentage C division D quantity

23A pulled B made C turned D carried

24 A sum B total C amount D figure

25A applying B exerting C struggling D forcing

26 A left out B gave up C drew back D ran down

27 A adds B connects C combines D links

28A confidence B security C certainty D promise

29A necessities B propositions C measures D criteria

30 A requested B asked C applied D demanded

31A attract B invite C suggest D recommend

32A contrast B conflict C challenge D competition

33A performed B dealt C handled D treated

PART FIVE

Questions 34-45

?Reed the extract below from a company report.

?In most of the lines (34-45), there is one extra word. lt is either grammatically incorrect or does not tit in with the meaning of the text. Some lines, however, are correct.

?lf a line is correct, write CORRECT on your Answer Sheet.

?lf there is an extra word in the line, write the extra word in CAPITAL LETTERS on your Answer Sheet.

WRITING 45 minutes

PART ONE

?You work for a large company. You are going to be transferred to another department within your company.

?Write an email to all staff:

?telling them which department you are moving to

?saying when you will be moving department

?explaining what your new responsibilities will be.

PART TWO

?You are a regional manager for a retail company. Your line manager at head office would like a report about three of the stores in your region, including a recommendation to close one of them.

?Look at the information below, on which you have already made some handwritten notes.

?Then, using all your handwritten notes, write your report.

?Write 120-140 words.

LISTENING40 minutes (including

10 minutes’ transfer time)

PART ONE

Questions 1-12

?You will hear three telephone conversations or messages.

?Write one or two words or a number in the numbered spaces on the notes or forms below.

?After you have listened once, replay each recording.

Conversation One

(Questions 1-4)

?Look at the notes below.

?You will hear a phone conversation between a manager and his PA.

Conversation Two

(Questions 1-4)

?Look at the notes below.

Conversation Three

(Questions 9-12)

?Look at the notes below.

PART TWO

Questions 13-22

Section One

(Questions 13-17)

?You will hear five short recordings. Five speakers are talking about delegating at work.

?For each recording, decide what advice the speaker gives about delegating at work. ?Write one letter (A-H) next to the number of the recording.

?D0 not use any letter more than once.

Section Two

(Questions 18-22)

?You will hear another five recordings. Five speakers are talking about the reason for the success of their company’s most recent TV advertising campaign.

?For each recording, decide what reason the speaker gives for the success of the campaign.

?Write one letter (A—H) next to the number of the recording.

?Do not use any letter more than once.

PART Three

Questions 23-30

?You will hear a radio interview with a businessman called Brett Porter, who developed a product called Rainaway, a type of waterproof map.

?For each question (23-30), mark one letter (A, B or C) for the correct answer. ?After you have listened once, replay the recording.

23Why did Brett decide to try to produce the Rainaway map?

A He was assured that it was better than existing products of that type.

B He could see a way of manufacturing it reasonably cheaply.

C He was unable to buy anything similar himself.

24When he started to develop Rainaway, Brett was confident of his knowledge of

A target customers.

B distribution methods.

C pricing strategies.

25What helped Brett's business to grow?

A a low-interest loan from a commercial bank

B an informal discussion with a business adviser

C free software from a firm called Croner Consulting

26What problem was there with the trial production of Rainaway?

A the small size of the printed product

B the low quality of the print materials

C the slow printing process used.

27What problem did Brett have with printing companies?

A They were unwilling to make a long-lasting product.

B They misunderstood his business idea.

C They wanted to charge more for a high-risk project.

28Brett realises that Herne Publishing might try to

A copy his idea.

B use his contacts.

C take over his business.

29Since the company was launched in 2001,

A turnover has reached more than E700,000.

B the average retail price per map has reached E24.

C a total of 200,000 copies of Rainaway maps have been sold.

30What is the next challenge for Brett's company?

A maintaining the effectiveness of its advertising

B developing a new range of publications

SPEAKING 14minutes

PART ONE

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.

PART TWO

In this part of the test, you are asked to give a short talk on e 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 . . . ?

Selecting a retail sales assistant

?Previous experience

?Appearance

?

?

B: What is important when…?

Contacting clients by telephone

?Calling at the right time

?Listening carefully

?

?

PART THREE

In this part of the test, you are given a discussion topic. You have 30 seconds to look at the task prompt, an example of which is below, and then about three minutes to discuss the topic with your partner. After that, the examiner will ask you more questions related to the topic.

For two candidates

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