Text 1
Reading 1 hour PART ONE
Questions 1
Look at the statements below and at the five reports about companies on the opposite page from an article giving advice to self-employed consultants about negotiating fees for their services.
Which book （A， B， C，D or E） dose each statement 1 refer to ？
For each statement ！ ， make one letter （A， B， C，D or E） on your Answer Sheet 。
You will need to use some of these letters more than once 。
Example ：
Lack of self-confidence will put you at a disadvantage in a negotiation 。
0 A B C D E
This company has been involved in diversifying its business act6ivities.
Although this company is doing well， it has a number of internal difficulties to deal with
This company has reduced the profits it makes on individual items
One statistic is a less accurate guide to this company＊s performance than another
The conditions which have helped this company are likely to be less favourable in the future
This company＊s share price has been extremely volatile over the last twelve months
This company is likely to be the subject of a takeover bid in the near future
This company＊s performance exemplifies a widely held belief
A
Chemical Company
Masterson＊s interim pre-tax profits growth of 20% was somewhat inflated as a result of the income received from the disposal of several of the company＊s subsidiaries. The underlying 8% rise in operating profits is a more realistic gauge of the company＊s true progress. However， Masterson＊s impending merger with Bentley and Knight and its appointment of a new chief executive should mean that the company will be able to sustain growth for the foreseeable fut5ure. The share price has varied little during the course of the year and now stands at 6.75
B
Hotel Group
During the past year the Bowden Hotel Group has acquired 77 new properties， thus doubling in size 。 last week the group reported pre-tax profits of 88 million in the first six months of the year， ahead of expectations and helped by a strong performance from its London-based hotels and newly expanded US business. However. There is still some way to go. Integration of the new acquisitions is still not complete and， while the share price has risen recently， major problems with integration have yet to be solved.
C
High-tech Company
This time last year a share in Usertech was worth just over 1. six months ago it was worth 40. today it is priced at under 8 。 if proof were need， here is an illustration of how much of a lottery the technology market can be. But some technology companies are fighting back and Usertech is one of them 。 What has renewed excitement in the company is the opening of its new American offices in Dallas and its ambitious plans to expand its user base in both North and Latin America.
D
Building Company
Renton＊s share price has risen gradually over the past year from 2.4 to 3.8 。 The company has been successful in choosing prime location for its buildings and has benefited from the buoyant demand for housing. Whilst this demand is expected to slow down somewhat during the next year， investors are encouraged by the company＊s decision to move into building supermarkets. Work has already begun on two sites in London， and the company is expected to sign a contract within the next month for building four large supermarkets in Scotland.
E
Pottery Manufacturer
Milton Dishes has been through a shake-up over the past year. The group， which has been cutting margins and improving marketing， may post a small profit this year. The many members of the Milton family， who between them own 58 per cent of the business， have been watching the share price rise steadily and several are looking to sell. Trade rival Ruskin has bought up just over 17 percent of the shares and could well be spurred into further action by the signs of a recovery at the firm.
PART TWO
Questions9每 14
Read the text about career-planning services.
Choose the best sentence from the opposite page to fill each of the gaps 。
For each gap 9每 14， mark one letter （A-H） on your Answer Sheet 。
Do not use any letter more than once 。
There is an example at the beginning 。（0）
Your Career Path Can Lead You Anywhere
We used to be advised to plan our careers. We were told to make a plan during the later stages of our education and continue with it through our working lives.（0）_____ some people still see careers in this way. However， to pursue a single option for life has always been unrealistic.
Planning for a single career assumes that we set out with a full understanding of our likes and dislikes and the employment opportunities open to us. （9）____ For most people this degree of certainty about the future does not exist.
Our initial choice of career path and employer is often based on inadequate knowledge and false perceptions. But with age and experience， we develop new interests and aptitudes and our priorities alter. The structure of the employment market and， indeed of employment itself， is subject to change as both new technologies and new work systems are introduced （10） _____ We must face the uncertainties of a portfolio career.
It is clear from the recent past that we cannot foresee the changes which will affect our working lives. The pace of change is accelerating ， as a result of which traditional career plans will be of very limited use. （11）_____ They will need updating to reflect changes in our own interests as well as in the external work environment. Flexible workers already account for about half the workforce. （12）______ We are likely to face periods as contract workers， self-employed freelances， consultants， temps or part-timers.
Many employers encourage staff to write a personal development development （PDP） （13） Although some people use it only to review the skills needed for their job， a PDP could be the nucleus of wider career plan 每setting out alternative long-term learning needs and a plan of self-development.
A report issued by the Institute of Employment Studies advises people to enhance their employability by moving from traditional technical skills towards the attainment of a range of transferable skills. （14） Instead， special schemes should be established to encourage people to examine their effectiveness and to consider a wider range of needs.
0 A B C D E F G H
A This dual effect means that the relationship between employers and workers has evolved to such and extent that we can no longer expect a long-term relationship with one employer.
B. It carries an implicit assumption that we ourselves， and the jobs we enter， will change little during our working lives.
C. This growth suggests that a career plan should not be expressed only in terms of full-time employment but should make provision for the possibility of becoming one of the.
D this is a summary of one＊s personal learning needs and an action plan to meet them.
E Consequently， they must now accommodate a number of objectives and enable us to prepare for each on a contingency basis.
F However， it warns that employers often identify training needs through formal appraisals， which take too narrow a view of development.
G 。 Such a freelance of consultant would be constantly in demand.
H We were expected to work towards that one clear goal and to consider a career change as a bad thing.
PART THREE
Questions 15– 20
Read the following article on negotiating techniques and the question on the opposite page 。
For each question 15 – 20 ， mark one letter （A， B， C or D ） on your Answer Sheet for the answer you choose. The Negotiating Table：
You can negotiate virtually anything. Projects， resources， expectations and deadlines are all outcomes of negotiation. Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers， called in by companies to negotiate on their behalf 。 He approaches the art of negotiation as a game because， as he is usually negotiating for somebody else， he says this helps him drain the emotional content from his conversation. He is working in a competitive field and needs to avoid being too adversarial. Whether he succeeds or not， it is important to him to make a good impression so that people will recommend him.
The starting point for any deal， he believes， is to identify exactly what you want from each other. More often than not， one party will be trying to persuade the other round to their point of view. Negotiation requires two people at the end saying ‘yes“。 This can be a problem because one of them usually begins by saying ”no“。 However， although this can make talks more difficult， this is often just a starting point in the negotiation game. Top management may well reject the idea initially because it is the safer option but they would not be there if they were not interested.
It is a misconception that skilled negotiators are smooth operators in smart suits. Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you. Pitch your look to suit your customer. You do not need to make them feel better than you but， For example， dressing in a style that is not overtly expensive or successful will make you more approachable. People will generally feel more comfortable with somebody who appears to be like them rather than superior to them. They may not like you but they will feel they can trust you.
Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other side. Ask questions rather than give answers and take an interest in what the other person is saying， even if you think what they are saying is silly. You do not need to become their best friends but being too clever will alienate them. A lot of deals are made on impressions. Do not rush what you are saying——put a few hesitations in ， do not try to blind them with your verbal dexterity. Also， you should repeat back to them what they have said to show you take them seriously.
Inevitably some deals will not succeed. Generally the longer the negotiations go on， the better chance they have because people do not want to think their investment and energies have gone to waste. However ， joint venture can mean joint risk and sometimes ， if this becomes too great ， neither party may be prepared to see the deal through 。 More common is a corporate culture clash between companies， which can put paid to any deal. Even having agreed a deal， things may not be tied up quickly because when the lawyers get involved， everything gets slowed down as they argue about small details.
De Cohen thinks that children are the masters of negotiation. Their goals are totally selfish. They understand the decision-making process within families perfectly. If Mum refuses their request ， they will troop along to Dad and pressure him. If al else fails， they will try the grandparents， using some emotional blackmail. They can also be very single-minded and have an inexhaustible supply of energy for the cause they are pursuing. So there are lesson to be learned from watching and listening to children.
15 Dr Cohen treats negotiation as a game in order to
A put people at ease
B remain detached
C be competitive
D impress rivals
16 Many people say “no” to a suggestion in the beginning to
A convince the other party of their point of view
B show they are not really interested
C indicate they wish to take the easy option
D protect their company‘s situation
17 Dr Cohen says that when you are trying to negotiate you should
A adapt your style to the people you are talking to
B make the other side feel superior to you
C dress in a way to make you feel comfortable.
D try to make the other side like you
18 According to Dr Cohen， understanding the other person will help you to
A gain their friendship
B speed up the negotiations
C plan your next move.
D convince them of your point of view
19 Deals sometimes fail because
A negotiations have gone on too long
B the companies operate in different ways
C one party risks more than the other.
D the lawyers work too slowly
20 Dr Cohen mentions children‘s negotiation techniques to show that you should
A be prepared to try every route
B try not to make people feel guilty
C be careful not to exhaust yourself
D control the decision-making process.
PART FOUR
Questions 21 -30
Read the article below about the methods some companies are now using for recruitment.
Choose the correct word to fill each gap from （A， B， C or D） on the opposite page.
For each question 21-30，mark one letter （A， B， C or D） on your Answer Sheet.
There is an example at the beginning， （0）
The Scientific Approach to Recruitment
When it （0） to selecting candidates through interview， more often than not the decision is made within the first five minutes of a meeting. Yet employers like to （21） themselves that they are being exceptionally thorough in their selection processes. In today‘s competitive market place， the （22） of staff in many organizations is fundamental to the company’s success and， as a result ， recruiters use all means at their disposal to （23） the best in the field.
One method in particular that has （24） in popularity is testing ， either psychometric testing， which attempts to define psychological characteristics ， or ability￡aptitude testing （25） an organization with an extra way of establishing a candidate‘s suitability for a role. It （26） companies to add value by identifying key elements of a position and then testing candidates to ascertain their ability against those identified elements.
The employment of psychometric or ability testing as one （27） of the recruitment process may have some merit， but in reality there is no real （28）， scientific or otherwise， of the potential future performance of any individual. The answer to this problem is experience in interview techniques and strong definition of the elements of each position to be （29） as the whole recruitment process is based on few real certainties， the instinctive decisions that many employers make， based on a CT and the first five minutes of a meeting， are probably no less valid than any other tool employed in the （30） of recruitment.
Example ：
A have B decide C do D make
0 A B C D
21.A suggest B convince C advise D believe
22.A worth B credit C quality D distinction
23.A secure B relies C attain D achieve
24.A lifted B enlarged C expanded D risen
25.A provides B offers C contributes D gives
26.A lets B enables C agrees D admits
27. A portion B member C share D component
28. A extent B size C amount D measure
29.A occupied B met C filled D appointed
30 A business B topic C point D affair
Questions 31 -40
PART FIVE
Questions31-40 Read the article below about a very expensive new perfume. 。
For each question 31-40， write one word in CAPITAL LETTERS on your Answer Sheet 。
There is an example at the beginning， （0）
Sweet smell of excess-for just ￡ 47.874 a bottle
The marketing says it is the “ ultimate symbol of indulgence and truly impeccable taste”。 A new scent， named V1， has （0） launched for Christmas-retailing at just ￡47.874 。 The makers are proudly promoting it （31） ，the “ world‘s most expensive perfume” and are confident of selling the limited edition of 173 bottles-（32） it should be exactly 173 bottles is not made clear in the publicity for the product.
Although carefully priced at just under the ￡50.000 mark， this perfume is clearly （33） something for anyone who considers ￡30 too much to pay for a bottle of eau-de-toilette. Those （34） are potential customers will certainly be reassured to learn that a case covered in rubies and diamonds is included free （35） charge. Purchasers are assured of further savings， with unlimited scent refills guaranteed indefinitely- at no extra cost.
The fragrance is the idea of Arfaq Hussain， a 27-year-old clothes designer who first made a name （36） himself with an air-conditioned jacket he was asked to make by the singer Michael Jackson （37） far， Mr Jackson is the only person to （38） placed an order- he wants two， according to Mr Hussain.
Mr Hussain is unconcerned at having no previous experience of perfumery 。 “ It‘s so （39） more than a perfume —— it’s a piece of jewellery， too. ” “ explained Mr Hussain. He attempted to describe the ￡47.874 sensation 。 ” it is delicate ， fragrant and quite unique. When you open the lid， it takes you totally away 。 It‘s just （40） being surrounded by thousands of wild flowers and roses.
PART SIX
Questions41 - 52
Read the text below about team-based pay
In most of the lines 41 - 52 there is one extra word. It is either grammatically incorrect of does not fit in with the sense 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 。
The exercise begins with two examples， （0） and （00） 。
Team-Based Pay
0 Team-based pay schemes that have been catching the eye of modern employers.
00 Supporters say that they encourage group endeavour and improve 41 organizational performance. But salespeople， typically the most self-motivated
42 of workers， they have traditionally been rewarded according to individual
43 performance. So are team-based schemes suitable ？ The key issue is
44 whether team-based pay is more being in line with the organization‘s objectives
45 than pay which based on individual achievement. Introducing a team pay
46 scheme can be complex. The biggest problem is for defining the team in the first
47 place. Another is that team pay schemes won‘t work if the actions
Of one
48 individual make no impact on those of another. You should need a true team.
49 like a football team. Where all the members are interdependent. When sales staff
50 can be less receptive to team pay schemes because personal motivation can
51 be an important boost to performance What they need is their encouragement
52 to perceive that the wider term of the company overall ： production， administration and dispatch all affect each other.
Writing 1 hour 10 minutes
Part one
Question 1
●The graphs below show the performance of a European country‘s manufacturing and agricultural
Sectors in terms of exports and imports between 1991 and 2001.
●Using the information from the graphs， write a short report describing the general movements in exports， imports and the resulting balance of trade
●Write 120-140 words
Part two：
Write an answer to ONE of the questions 2-4 in this part. Write your answer in 200-250 words.
Question 2：
●The Managing Director of your company or organization has announced that reports on performance are to be produced by all departments. Your Hear of Department has asked you to produce the report about your department for the Managing Director.
●Write the report for the Managing Director， explaining：
A What aspects of your department function most effectively
B Which aspect is most in need of improvement
C How this improvement could be achieved
Question 3
●You work for an employment agency. The following is part of a letter you have received from a customer：
The temporary administrative assistant you sent us was totally unacceptable. I certainly will not be using your agency again when I need temporary staff.
●Write a letter to the customer：
A apologising for having sent the unsatisfactory temporary worker
B giving reasons for what happened
C explaining why what happened was exceptional
D offering some sort of compensation to the customer
Question 4
●Your Managing Director has decided that the company‘s website should be improved and has asked you to consider ways of going about this.
●Write a proposal for the Managing Director：
A Sunmarising the strengths and weaknesses the current website
B suggesting new services and information to be provided through the website
C explaining the benefits the improvements would bring.
Listening
Part one：
Question 1-12
●You will hear a consultant giving a talk to a group of UK business people about exporting to the United Arab Emirates （UAE）
●As you listen， for questions 1-12. complete the notes， using up to three words or a number.
●After you have listened once， replay the recording.
The business Master Class
Arrangements for participants
1 The event will take place over
2 Seminar organized by
3 The title of the last session will be
4 To use the New City Hotel car park， delegates must obtain a
Dr Sangalli
5 Dr Sangalli has advised many
6 The name of his consultancy is
7 He is the author of
8 In Europe， he is the best-known The Business Master Class
9 to become more
10 to establish new
Two outcomes of session：
11 design your own
12 take away documents containing actual
Part two
Questions 13-22
●You will here five different business people talking about trips they have recently been on.
13
14
15
16
17
A to supervise staff training
B to hold job interviews
C to introduce new policy
D to visit possible new premises
E to observe working practices
F to meet a new manager
G to sign a new contract
H to deal with a complaint
Task two-problem
●For question 18-22， match the extracts with the problem， listed A –H
●For each extract， choose the problem described
● write one letter （A-H） next to the number of the extract
18
19
20
21
22
A I forgot a document
B My hotel was noisy
C I was late for meeting.
D I didn‘t understand some figures.
E The service at my hotel was bad.
F I had some wrong information
G I didn‘t have an interpreter.
H I experienced computer problems.
PART THREE
Question 23-30.
●You will hear part of a conversation between a management consultant and the Human Resources manager of Jenkins， a company which manufactures children‘s clothing.
23 What is said about the ownership of Jenkins？
A the founder has sold the company to someone else.
B Jenkins has merged with another company
C There has been no change of ownership.
24 What does the Human Resources manager see as the main external threat to Jenkins？
A Their retailers are becoming less willing to pay their prices.
B Consumers are buying more top-of-the-range children‘s clothes.
C More and more companies are producing children‘s clothes.
25 The Human Resources manager sees the company‘s main strength as the fact that
A It has several long-term contracts
B it makes products of high quality
C its distribution system is efficient
26 The Human Resources manager believes that Jenkins‘ main weakness at present is that
A the machinery is inadequate for current requirements
B the management style is out of line with modern demands
C the relation between management and workers are poor.
27 According to the Human Resources manager， why do many machinists choose to leave？
A They think that they can get better paid work elsewhere.
B They feel that too much is expected of them
C They lack confidence in the company‘ future
28 When working to produce a batch of clothes
A each team is responsible for a particular operation
B each member of the team produces a complete item
C each person carries out one part of the production process
29. What change has been made to range of goods？
A A smaller number of items is produced
B Each item is now made in smaller quantities.
C Fewer new styles are introduced each year.
30 What is said about the machinists？
A More of their work is falling below the required standard.
B Some of them are earning less than they used to.
C They have to spend longer learning to operate new machines.
That is the end of the Listening test. You now have ten minutes to transfer your answers
Speaking 16 minutes
Part one：
In this part， the interlocutor asks question on a number of work-related and non-work related subjects to each candidate in turn. You have to give information about yourself and express personal opinions.
Part two
The candidate chooses one topic and speaks about it for approximately one minute. One minute‘s preparation time is allowed.
A Customer relations： the importance of making customers feel valued
B company growth ： the importance to a company of controlling expansion
C Marketing： how to ensure that agents maintain a high level of effectiveness when representing a company
Part Three：
In this part of the test， candidates are given a topic to discuss and are allowed 30 seconds to look at the prompt card， before talking together for about three minutes.
Afterwards， the examiner asks more questions related to the topic.
For two candidates
Staff Suggestion Scheme
Your company is planning to introduce a suggestion scheme and to encourage members of staff at all levels to contribute ideas. You have been asked to consider ways of setting up the scheme.
Discuss， and decide together：
●How to set up the scheme so that all staff feel they can contribute
●How suggestions from members of staff could be evaluated.
For three candidates
Staff suggestion scheme：
You company is planning to introduce a suggestion scheme and to encourage members of staff at all levels to contribute ideas. You have been asked to consider ways of setting up the scheme.
Discuss， and decide together：
●How to set up the scheme so that all staff feel they can contribute
●How suggestions from members of staff could be evaluated
●What kinds of rewards would be suitable for suggestions made.
Follow-on questions ：
●Which kinds of companies can benefit most from suggestion schemes？
（why？）●What other methods can companies use to generate ideas for improvements？
●What other ways are there of increasing staff involvement in a company？
●In what ways can companies obtain suggestion or comments from customers？
●How important are new ideas for companies in maintaining competitiveness？ Why？
Key
Test 1 Reading
1 D 2 B 3 E 4 A 5 D 6 C 7 E 8 C
Part 2
9 B 10 A 11E 12C 13D 14F
Part 3
15 B16D 17A 18D19B 20 A
Part 4
21 B 22C 23 A 24 D25 A
26-30 B D D C A
Part 5
31- 35 AS WHY NOT/ HARDLY WHO/ THAT OF
36-40 FOR SO/ THUS HAVE MUCH LIKE
PART 6
41-45 CORRECT THEY CORRECT BEING WHICH
46-50 FOR CORRECT SHOULD WHEN CORRECT
51-52 THEIR THAT
Test WRITING
SAMPLE A
This report describes the movements of the balance of trade between 1991 and 2001 ， for a particular country， concerning manufacturing and agriculture.
Manufacturing：
Imports increased constantly during this period. The figure shows a rise of $ 4 bn within the whole period and no fluctuations are to be remarked.
Exports rose from nearly $ 3 bn in 1991 to approximately $7 bn in 2001 ， suffering minor fluctuations all the way through. In general， the balance of trade remained slightly positive through the period considered.
Agriculture：
Imports increased slightly， ending the period around $1 bn over their starting level. They suffered a temporary fall between 1992 and 1994 ， followed by a steady recovery. After peaking at around $2.5 bn in 1999， imports fell slightly to their final value.
Exports figure shows the same performance although at level $4bn higher than imports.
Consequently， the balance of trade remained markedly positive throughout the period.
Band 4
All content points are included. There is a relatively natural use of language and a good range of structure， despite some inaccuracy. There is also evidence of a wide range of vocabulary and the report is well organized.
Sample B
Introduction：
The aim of this report is to describe the imports an exports of the Manufacturing and Agricultural sectors in the years 1991-2001 in European contry’s
Manufacturing Imports
In the first year （1991） the imports were just above $2 bn， at the end of 2001， the imports were almost on the $ 6 bn.
Manufacturing Exports
In 1991 were just below the $ 3
TEST 1
PART1
1 THREE DAYS
2 CLOBAL CONFERENCES PLC
TOMORROW‘S SOFTWARE
PERMIT
LARGE CORPORATIONS
LOGIC SOLUTIONS
INTELLIGENT CHANGE
IT ANALYST
CUSTOMER DRIVEN
ORGANISATIONAL STRUCTURES
FRAMEWORK FOR ACTION
CASE STUDIES
PART
F C D B E A B F C D
PART3
C A B C B C B A
Reading 1 hour
PART ONE
Questions 1
Look at the sentences below and at the five extracts from a book about staff appraisals and feedback on the opposite page 。
Which new item （A， B， C ，D or E） dose each statement 1 refer to ？
For each statement 1 ， make one letter（A， B， C ，D or E） on your Answer Sheet 。
You will need to use some of these letters more than once 。
1 Genuine feedback would release resources to be used elsewhere.
2 Managers are expected to enable their staff to work effectively.
3 Experts are unlikely to facilitate a move to genuine feedback.
4 There are benefits when methods of evaluating performance have been negotiated.
5 Appraisals tend to focus on the nature of the face-to-face relationship between employees and their line managers.
6 The idea that employees are responsible for what they do seems reasonable.
7 Despite experts‘ assertion， management structures prevent genuine feedback
8 An increasing amount of effort is being dedicated to the appraisal process. A
Performance appraisal is on the up and up. It used to represent the one time of year when getting on with the work was put on hold while enormous quantities of management hours were spent in the earnest ritual of rating and ranking performance. Now the practice is even more frequent. This of course makes it all the more important how appraisal is conducted. Human resources professionals claim that managers should strive for objectivity and thus for feedback rather than judgement. But the simple fact of the matter is that the nature of hierarchy distorts the concept of feedback because performance measure are conceived hierarchically. Unfortunately， all too many workers suffer from the injustices that this generates.
B
The notion behind performance appraisal- that workers should be held accountable for their performance-is plausible. However， the evidence suggests that the premise is wrong. Contrary to assumptions appraisal is not an effective means of performance improvement- it is judgement imposed rather than feedback， a judgement imposed by the hierarchy. Useful feedback ， on the other hand， would be information that told both the manager and worker how well the work system functioned， and suggested ways to make it better.
C
Within the production system at the car manufacturer Toyota， there is nothing that is recognizable as performance appraisal. Every operation in the system has an associated measure. The measure has been worked out between the operators and their manager. In every case， the measure is related to the purpose of the work. That measure is the basis of feedback to the manager and worker alike. Toyota‘s basic idea is expressed in the axiom “bad news first” 。 Both managers and workers are psychologically safe in the knowledge that it is the system- not the worker –that is the primary influence on performance. It is management’s responsibility to ensure that the workers operate in a system that facilitates their performance.
D
In many companies ， performance appraisal springs from misguided as assumptions. To judge achievement， managers use date about each worker‘s activity， not an evaluation of the process or system’s achievement of purpose. The result is that performance appraisal involves managers‘ judgement overruling their staff’s， ignoring the true influences on performance. Thus the appraisal experience becomes a question of pleasing the boss， particularly in meetings， which is psychologically unsafe and socially driven， determining who is “in” and who is “ out”。
E
When judgement is replaced by feedback in the true sense， organizations will have a lot more time to devote to their customers and their business. No time will be wasted in appraisal 。 This requires a fundamental shift in the way we think about the organization of performance appraisals， which almost certainly will not be forthcoming from the human resources profession.
PART TWO
Questions9– 14
Read the text ， which describes the experience of a company that has made big changes in its office procedures
Choose the best sentence from the opposite page to fill each of the gaps.
For each gap 9– 14， mark one letter （A-H） on your Answer Sheet.
Do not use any letter more than once.
There is an example at the beginning.（0）
Beyond paperwork
The Danish electronics manufacturer， Oticon， is a leader in the move towards the paperless office， In their cafeteria a huge glass pipe runs from ceiling to floor. When the mail comes in， it is immediately scanned into the computer， shredded， and thrown down the tube to the general cheers of the employees. （0） Having all mail and memos available only as computer files to be read on the screen makes it easy to dispense with large physical storage spaces for people who work at desks （9）
Changing over to the paperless office required a rapid increase in computer literacy， but rather than set up a corporate training programme they turned the problem over to employees. Eight months before the system was installed ， they offered each employee a powerful personal computer for use at home in exchange for training themselves to use it. （10）
The big change was not the move from paper memos to computer messages. Oticon realised that the more radical transformation is from written to verbal communication.（11） that adds up to a large number of face-to-face exchanges， a big improvement over memos and the occasional multi-hour sit-down consultation typical of the old culture. People do not send each other memos， they talk. As the CEO puts it， “ We have jumped through the memo wall and gone right to action.”
On the eighth of August 1991 ， the company left their old wood-panelled offices 。（12） Since then they have cut in half the “ time to market” on new products. The following year， sales and profits grew more than ever before. （13） in fact， despite a downsizing of 15 per cent employee satisfaction is hitting record highs.
Oticon has created an organizational pattern that supports great freedom iof action for individuals and terms. They have tied it together with a minimum hierarchy.
The first clear results to show up were in the greater efficiencies generated by the fact that less time needed to be spent on management activities 。 （14） they also have some investment in the success of the project they choose. Oticon has succeeded in breaking the mould mould and taking a lead in non-bureaucratic organizational design.
Example ：
A This saving was possible because when people have real choice in the nature of their jobs， they commit themselves to being responsible for their areas of choice.
B They were headed for a new building and a new era in communication.
C Instead， they have large private areas on their hard disks for their correspondence.
D In spite of this， the physical office layout at Oticon is one of its most charming features.
E Over 90 per cent accepted ， and they organized a club to help one another learn.
F To facilitate this， the on-site coffee bars have now become the venue for about twenty meetings a day， averaging ten minutes and 2.7 participants each.
G So， are people happy with the change“
H Only about ten documents a day， items like legal contracts， escape this treatment.
PART THREE Questions 15– 20
●Read the following article about the development of the knowledge economy and the questions on the opposite page 。
●For each question 15 – 20 ， mark one letter （A， B， C or D ） on your Answer Sheet for the answer you choose.
There have long been markets in tin， cocoa， silver and the like. There used to be security in thinking that somewhere there was a product， something you could touch and see. Now there are new markets in abstractions， trade in ideas and knowledge. Everyone has knowledge but there used to be no way t o trade it ——except through jobs. That simple fact of economic life was the basis for white collar employment for centuries. The whole job culture grew up because there was no alternative way to sell knowledge ， other then the worker or manager providing， for a fixed price， his or her knowledge to an employer to own or control. The quantity of knowledge provided has typically been measured in time.
But today we stand at the thresh-old of a new era. The information economy has matured and become smarter. According to many business commentators， we are now living in a knowledge economy 。 There has always been a market for knowledge ， of course. The publishing industry is based on it. But today the internet is making the distribution of knowledge ever easier. The days when the publisher decided what got published are over. Anyone with a Pc and a modem can talk to the world. This is reducing the friction in the knowledge economy.
Everyone has knowledge of whatever industry she or he is in. say you are a computer dealer， for example. Over the years your have complied a list of the ten best lowest price places to buy wholesale computer equipment. Now you can sell your knowledge to newer， younger computer dealers who have no way to build up this knowledge without losing thousands of pounds finding it out the hard way. Until now， such knowledge remained securely locked in the recipient‘s head ，accumulated and then worthlessly withered away. This no longer needs to be the case. Such knowledge can be sold via websites.
Knowledge has a distinct advantage in today‘s marketplace. It’s a renewable resource. Better yet， its worth actually increases， 。 “knowledge is the only asset that grows with use. ” observes Scanford University Professor Paul Romer. But what exactly is knowledge and how can it be packaged to trade on an open market“ ” knowledge is experiential information， intelligence applied thorough and gained from experience.“ Say Josenph Pine and James Gilmore in their book The Experience Economy.
The value of knowledge often depends on variables such as time and the credibility of the seller.Certian knowledge may have a very limited shelf life. In sights concerning how to set up an internet business in one country， might be worth a fortune on one day and nothing the next ， depending on changes in government policy. Markets in knowledge will be significance for one thing. They represent one of the most original uses of the web technology. In some corner of the globe there is a company wanting to source plastic widgets from Poland， and somewhere else another company that wishes to set up a plastics factory there. It‘s simply a case of connecting the two.
Indicater.com is a good example of a knowledge trader. It is targeted at food service managers throughout the hospitality industry. “we started with the context rather than extracting money from suppliers. ” explains founder Mike Day. “ we offer food service professionals interactive support to increase sales and profits. People don‘t want another one-dimensional site full of advertising that doesn’t help them to do their job more effectively 。 it has to be customised offering real solutions to real problems. ” the site‘s features include access to online training and a tariff tracker to restaurants can check prices throughout the sector.
15. what point is made in the first paragraph？
A Interest in commodity markets has decreased.
B Overall levels of expertise have improved.
C Opportunities to exploit your knowledge were limited in the past
D External market forces have meant knowledge is underpriced.
16 what are we told about the current impact of the internet in the second paragraph？
A publishers benefit from their exploitation of the internet.
B the internet has made it easier to analyse business trends.
C It is difficult to calculate the true economic value of the internet.
D the internet facilitates the development of the knowledge economy.
17 In the third paragraph， what does the writer say about knowledge？
A Acquiring knowledge can be expensive
B The most valuable knowledge concerns IT
C Trading knowledge raises issues of security.
D New businesses find it hard to trade in knowledge.
18. What point is made about knowledge in the fourth paragraph？
A It provides specialist information
B Its appeal lies in its exclusivity
C it can generate new ideas
D Its value accumulates.
19 which application of knowledge does the writer regard as particularly useful？
A analyzing manufacturing trends
B introducing compatible parties
C interpreting time constraints
D advising on legislation
20 what key feature is provided by Indicater.com？
A approaches that reflect the provider‘s own experience
B access to appropriately trained potential employees.
C advice which directly benefits the bottom line
D advertising which is carefully targeted
PART FOUR
Questions 21 -30
Read the text below about the improved performance of a car company.
Choose the best word to fill each gap from （A， B， C or D） on the opposite page.
For each question 21-30，mark one letter （A， B， C or D） on your Answer Sheet.
There is an example at the beginning， （0）
Improved performance at Carter& Sons
There was good news in Carter & Sons‘ annual （0） yesterday. Three years of restructuring （21） in an upbeat statement from the company in advance of the official announcement of its interim （22） due early in August. The chairman， David Carter， reported a “ strong start to the year”， which， although helped by a rather weak （23） period last year， highlighted the logic of refocusing the group on growth sectors. Three years ago the company （24） a review of all its operations in view of the serious financial difficulties that it was （25） As a result of this， its car （26） business was sold to an American group， and its car sales and repair divisions were （27） down so as to allow the company to （28） on the sale of vans and heavy goods vehicles. Three new showrooms have been opened in the UK and Ireland ， and the sales （29） has more than doubled in the last two years.
Growth in business across the group has gone up by almost 12 per cent in the first half of the year. This should reassure investors that Carter & Sons is now on （30） to deliver increased earning in the years ahead.
Example ：
A report B Notice C account D information
21 A terminated B culminated C accomplished D completed
22 A economics B finances C outcomes D results
23 A relative B alike C comparative D equivalent
24 A commissioned B assigned C delegated D appointed
25 A dealing B facing C undertaking D withstanding
26 A additions B extras C accessories D supplements
27 A scaled B marked C slowed D put
28 A emphasise B concentrate C specialize D strengthen
29 A bonus B pack c force D band
30 A way B path C road D trackc
PART FIVE
Questions31-40
Read the article below about changing your career
For each question 31-40， write one word in CAPITAL LETTERS on your Answer Sheet 。
There is an example at the beginning， （0） 。
Time for a new career
“l(fā)osing your job isn’t the end of the world： it gives you‘re the chance the a new beginning （0） says Caroline Poole， 30， Who was made redundant （31） her role as head of marketing campaigns with an insurance group two years ago. The news was a blow， especially after a successful nine-year career with the business， but she was determined to see redundancy （32） a positive force for change.
（33） it seemed a tough lesson at the time， redundancy was the catalyst that redirected my career， “ says Caroline ”It gave me the break I needed to understand （34） my career objectives lay.“
Working with a consultant， Caroline explored a number of work options that oppealed to her. She also took advantage of workshops on issues （35） as setting up your own business， and managing your finances. A key consideration for her was （36） easy it would be to balance working in London with home life 100 kilometers away.
She was encouraged to network （37） other marketing professionals and via this route made contact with a communications agency. She took time out to go travelling ， and on her return was offered a role in the agency. （38） was proof to her that she still had marketable skills.
Two years （39） from redundancy， Caroline is planning another career break 。 “ The experience of redundancy has made me view my options with more confidence. I now know that I can dictate my own career path， even （40） it were to mean resigning first and then taking time to find the right direction” she says.
Part Six
Questions41 - 52
Read the text below about a learning scheme
In most of the lines 41 - 52 there is one extra word. It is either grammatically incorrect of does not fit in with the sense 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 。
The exercise begins with two examples， （0） and （00） 。
Learn your lesson
0 Almost all schemes which claim to be able to transform /25 into / 175 overnight
00 are scams， to be put straight into the dustbin. The exception， however， it may
41 be a little-known new initiative from the government which also effectively does
42 just that. The Individual Learning Account scheme is by the latest government
43 scheme to persuade us of the value of whole life-long learning. The first million
44 people to apply –and there appears to be a long way to go before this limit is
45 reached——are eligible for a /150 grant towards the costs of studying ，but provided
46 that they contribute at least / 25 of their own money 。 Even the offer covers
47 training courses which are obviously work-related but it also extends to more of
48 recreational activities 。 Whilst there will not be government money to encourage
49 you， for example， to do an evening class in the cake decorating， there could be
50 assistance if you are planning to update on your internet skills. There is also
51 the opportunity to benefit in future years from 20 per cent off the cost of training
52 for IT courses， the discount goes up to 80 per cent ， a measure of the government’s
Enthusiasm in ensuring we are prepared for the digital world.
Writing 1 hour 10 mimutes
Part one
Question 1
●The bar charts below show levels of wheat production and wheat prices in a European country for the period 1990-2000.
●Using the information from the bar charts， write a short report summarizing the changes in production and prices between 1990 and 2000.
●write 120-140 words.
Wheat production and prices
Part two：
●Write an answer to one of the question 2-4 in this part. Write your answer in 200-250 words.
Question 2
● You have recently attended the following one-day courses：
Developing Your Potential
Trends in Electronic Commerce
Managing People
Reducing Costs
Your company‘s training Manager has asked you to write a short report about the training.
●Write the report for the Training Manager：
。describing the two courses which you found most useful
。explaining how you benefited from them
。outlining the specific training courses your would like to attend next year
。giving reasons why these courses would be useful to you
Question 3
● Your manager has asked you to contact a local business school， inviting their students to apply for a three-month work placement in your company.
●Writing a letter to the Principal of the b， usiness school：
。introducing your company and the idea of the placement
。describing what work the placement would involve
。explaining what skills and qualities the successful applicant should have saying how the placement would benefit the applicant.
Question 4
● The Sales Director of your company wants to improve customer service and believes that this can be achieved by extending the opening hours of the Sales Department. He has asked you to write a proposal concerning improvements in customer service.
Write a proposal for the Sales Director：
● sumnmarising current problems concerning customer service
●evaluating the Sales Director’s suggestion
●presenting one or two other measures which could be taken
●giving reasons for your preferred course of action.
Listening
approximately 40 minutes （including 10 minutes‘ transfer time）
Part one：
Question 1-12
●You will hear a consultant giving a talk to a group of UK business people about exporting to the United Arab Emirates （UAE）
● As you listen， for questions 1-12. complete the notes， using up to three words or a number.
●After you have listened once， replay the recording.
Reading 1 hour PART ONE
Questions 1
Look at the statements below and at the five reports about companies on the opposite page from an article giving advice to self-employed consultants about negotiating fees for their services.
Which book （A， B， C，D or E） dose each statement 1 refer to ？
For each statement ！ ， make one letter （A， B， C，D or E） on your Answer Sheet 。
You will need to use some of these letters more than once 。
Example ：
Lack of self-confidence will put you at a disadvantage in a negotiation 。
0 A B C D E
This company has been involved in diversifying its business act6ivities.
Although this company is doing well， it has a number of internal difficulties to deal with
This company has reduced the profits it makes on individual items
One statistic is a less accurate guide to this company＊s performance than another
The conditions which have helped this company are likely to be less favourable in the future
This company＊s share price has been extremely volatile over the last twelve months
This company is likely to be the subject of a takeover bid in the near future
This company＊s performance exemplifies a widely held belief
A
Chemical Company
Masterson＊s interim pre-tax profits growth of 20% was somewhat inflated as a result of the income received from the disposal of several of the company＊s subsidiaries. The underlying 8% rise in operating profits is a more realistic gauge of the company＊s true progress. However， Masterson＊s impending merger with Bentley and Knight and its appointment of a new chief executive should mean that the company will be able to sustain growth for the foreseeable fut5ure. The share price has varied little during the course of the year and now stands at 6.75
B
Hotel Group
During the past year the Bowden Hotel Group has acquired 77 new properties， thus doubling in size 。 last week the group reported pre-tax profits of 88 million in the first six months of the year， ahead of expectations and helped by a strong performance from its London-based hotels and newly expanded US business. However. There is still some way to go. Integration of the new acquisitions is still not complete and， while the share price has risen recently， major problems with integration have yet to be solved.
C
High-tech Company
This time last year a share in Usertech was worth just over 1. six months ago it was worth 40. today it is priced at under 8 。 if proof were need， here is an illustration of how much of a lottery the technology market can be. But some technology companies are fighting back and Usertech is one of them 。 What has renewed excitement in the company is the opening of its new American offices in Dallas and its ambitious plans to expand its user base in both North and Latin America.
D
Building Company
Renton＊s share price has risen gradually over the past year from 2.4 to 3.8 。 The company has been successful in choosing prime location for its buildings and has benefited from the buoyant demand for housing. Whilst this demand is expected to slow down somewhat during the next year， investors are encouraged by the company＊s decision to move into building supermarkets. Work has already begun on two sites in London， and the company is expected to sign a contract within the next month for building four large supermarkets in Scotland.
E
Pottery Manufacturer
Milton Dishes has been through a shake-up over the past year. The group， which has been cutting margins and improving marketing， may post a small profit this year. The many members of the Milton family， who between them own 58 per cent of the business， have been watching the share price rise steadily and several are looking to sell. Trade rival Ruskin has bought up just over 17 percent of the shares and could well be spurred into further action by the signs of a recovery at the firm.
PART TWO
Questions9每 14
Read the text about career-planning services.
Choose the best sentence from the opposite page to fill each of the gaps 。
For each gap 9每 14， mark one letter （A-H） on your Answer Sheet 。
Do not use any letter more than once 。
There is an example at the beginning 。（0）
Your Career Path Can Lead You Anywhere
We used to be advised to plan our careers. We were told to make a plan during the later stages of our education and continue with it through our working lives.（0）_____ some people still see careers in this way. However， to pursue a single option for life has always been unrealistic.
Planning for a single career assumes that we set out with a full understanding of our likes and dislikes and the employment opportunities open to us. （9）____ For most people this degree of certainty about the future does not exist.
Our initial choice of career path and employer is often based on inadequate knowledge and false perceptions. But with age and experience， we develop new interests and aptitudes and our priorities alter. The structure of the employment market and， indeed of employment itself， is subject to change as both new technologies and new work systems are introduced （10） _____ We must face the uncertainties of a portfolio career.
It is clear from the recent past that we cannot foresee the changes which will affect our working lives. The pace of change is accelerating ， as a result of which traditional career plans will be of very limited use. （11）_____ They will need updating to reflect changes in our own interests as well as in the external work environment. Flexible workers already account for about half the workforce. （12）______ We are likely to face periods as contract workers， self-employed freelances， consultants， temps or part-timers.
Many employers encourage staff to write a personal development development （PDP） （13） Although some people use it only to review the skills needed for their job， a PDP could be the nucleus of wider career plan 每setting out alternative long-term learning needs and a plan of self-development.
A report issued by the Institute of Employment Studies advises people to enhance their employability by moving from traditional technical skills towards the attainment of a range of transferable skills. （14） Instead， special schemes should be established to encourage people to examine their effectiveness and to consider a wider range of needs.
0 A B C D E F G H
A This dual effect means that the relationship between employers and workers has evolved to such and extent that we can no longer expect a long-term relationship with one employer.
B. It carries an implicit assumption that we ourselves， and the jobs we enter， will change little during our working lives.
C. This growth suggests that a career plan should not be expressed only in terms of full-time employment but should make provision for the possibility of becoming one of the.
D this is a summary of one＊s personal learning needs and an action plan to meet them.
E Consequently， they must now accommodate a number of objectives and enable us to prepare for each on a contingency basis.
F However， it warns that employers often identify training needs through formal appraisals， which take too narrow a view of development.
G 。 Such a freelance of consultant would be constantly in demand.
H We were expected to work towards that one clear goal and to consider a career change as a bad thing.
PART THREE
Questions 15– 20
Read the following article on negotiating techniques and the question on the opposite page 。
For each question 15 – 20 ， mark one letter （A， B， C or D ） on your Answer Sheet for the answer you choose. The Negotiating Table：
You can negotiate virtually anything. Projects， resources， expectations and deadlines are all outcomes of negotiation. Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers， called in by companies to negotiate on their behalf 。 He approaches the art of negotiation as a game because， as he is usually negotiating for somebody else， he says this helps him drain the emotional content from his conversation. He is working in a competitive field and needs to avoid being too adversarial. Whether he succeeds or not， it is important to him to make a good impression so that people will recommend him.
The starting point for any deal， he believes， is to identify exactly what you want from each other. More often than not， one party will be trying to persuade the other round to their point of view. Negotiation requires two people at the end saying ‘yes“。 This can be a problem because one of them usually begins by saying ”no“。 However， although this can make talks more difficult， this is often just a starting point in the negotiation game. Top management may well reject the idea initially because it is the safer option but they would not be there if they were not interested.
It is a misconception that skilled negotiators are smooth operators in smart suits. Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you. Pitch your look to suit your customer. You do not need to make them feel better than you but， For example， dressing in a style that is not overtly expensive or successful will make you more approachable. People will generally feel more comfortable with somebody who appears to be like them rather than superior to them. They may not like you but they will feel they can trust you.
Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other side. Ask questions rather than give answers and take an interest in what the other person is saying， even if you think what they are saying is silly. You do not need to become their best friends but being too clever will alienate them. A lot of deals are made on impressions. Do not rush what you are saying——put a few hesitations in ， do not try to blind them with your verbal dexterity. Also， you should repeat back to them what they have said to show you take them seriously.
Inevitably some deals will not succeed. Generally the longer the negotiations go on， the better chance they have because people do not want to think their investment and energies have gone to waste. However ， joint venture can mean joint risk and sometimes ， if this becomes too great ， neither party may be prepared to see the deal through 。 More common is a corporate culture clash between companies， which can put paid to any deal. Even having agreed a deal， things may not be tied up quickly because when the lawyers get involved， everything gets slowed down as they argue about small details.
De Cohen thinks that children are the masters of negotiation. Their goals are totally selfish. They understand the decision-making process within families perfectly. If Mum refuses their request ， they will troop along to Dad and pressure him. If al else fails， they will try the grandparents， using some emotional blackmail. They can also be very single-minded and have an inexhaustible supply of energy for the cause they are pursuing. So there are lesson to be learned from watching and listening to children.
15 Dr Cohen treats negotiation as a game in order to
A put people at ease
B remain detached
C be competitive
D impress rivals
16 Many people say “no” to a suggestion in the beginning to
A convince the other party of their point of view
B show they are not really interested
C indicate they wish to take the easy option
D protect their company‘s situation
17 Dr Cohen says that when you are trying to negotiate you should
A adapt your style to the people you are talking to
B make the other side feel superior to you
C dress in a way to make you feel comfortable.
D try to make the other side like you
18 According to Dr Cohen， understanding the other person will help you to
A gain their friendship
B speed up the negotiations
C plan your next move.
D convince them of your point of view
19 Deals sometimes fail because
A negotiations have gone on too long
B the companies operate in different ways
C one party risks more than the other.
D the lawyers work too slowly
20 Dr Cohen mentions children‘s negotiation techniques to show that you should
A be prepared to try every route
B try not to make people feel guilty
C be careful not to exhaust yourself
D control the decision-making process.
PART FOUR
Questions 21 -30
Read the article below about the methods some companies are now using for recruitment.
Choose the correct word to fill each gap from （A， B， C or D） on the opposite page.
For each question 21-30，mark one letter （A， B， C or D） on your Answer Sheet.
There is an example at the beginning， （0）
The Scientific Approach to Recruitment
When it （0） to selecting candidates through interview， more often than not the decision is made within the first five minutes of a meeting. Yet employers like to （21） themselves that they are being exceptionally thorough in their selection processes. In today‘s competitive market place， the （22） of staff in many organizations is fundamental to the company’s success and， as a result ， recruiters use all means at their disposal to （23） the best in the field.
One method in particular that has （24） in popularity is testing ， either psychometric testing， which attempts to define psychological characteristics ， or ability￡aptitude testing （25） an organization with an extra way of establishing a candidate‘s suitability for a role. It （26） companies to add value by identifying key elements of a position and then testing candidates to ascertain their ability against those identified elements.
The employment of psychometric or ability testing as one （27） of the recruitment process may have some merit， but in reality there is no real （28）， scientific or otherwise， of the potential future performance of any individual. The answer to this problem is experience in interview techniques and strong definition of the elements of each position to be （29） as the whole recruitment process is based on few real certainties， the instinctive decisions that many employers make， based on a CT and the first five minutes of a meeting， are probably no less valid than any other tool employed in the （30） of recruitment.
Example ：
A have B decide C do D make
0 A B C D
21.A suggest B convince C advise D believe
22.A worth B credit C quality D distinction
23.A secure B relies C attain D achieve
24.A lifted B enlarged C expanded D risen
25.A provides B offers C contributes D gives
26.A lets B enables C agrees D admits
27. A portion B member C share D component
28. A extent B size C amount D measure
29.A occupied B met C filled D appointed
30 A business B topic C point D affair
Questions 31 -40
PART FIVE
Questions31-40 Read the article below about a very expensive new perfume. 。
For each question 31-40， write one word in CAPITAL LETTERS on your Answer Sheet 。
There is an example at the beginning， （0）
Sweet smell of excess-for just ￡ 47.874 a bottle
The marketing says it is the “ ultimate symbol of indulgence and truly impeccable taste”。 A new scent， named V1， has （0） launched for Christmas-retailing at just ￡47.874 。 The makers are proudly promoting it （31） ，the “ world‘s most expensive perfume” and are confident of selling the limited edition of 173 bottles-（32） it should be exactly 173 bottles is not made clear in the publicity for the product.
Although carefully priced at just under the ￡50.000 mark， this perfume is clearly （33） something for anyone who considers ￡30 too much to pay for a bottle of eau-de-toilette. Those （34） are potential customers will certainly be reassured to learn that a case covered in rubies and diamonds is included free （35） charge. Purchasers are assured of further savings， with unlimited scent refills guaranteed indefinitely- at no extra cost.
The fragrance is the idea of Arfaq Hussain， a 27-year-old clothes designer who first made a name （36） himself with an air-conditioned jacket he was asked to make by the singer Michael Jackson （37） far， Mr Jackson is the only person to （38） placed an order- he wants two， according to Mr Hussain.
Mr Hussain is unconcerned at having no previous experience of perfumery 。 “ It‘s so （39） more than a perfume —— it’s a piece of jewellery， too. ” “ explained Mr Hussain. He attempted to describe the ￡47.874 sensation 。 ” it is delicate ， fragrant and quite unique. When you open the lid， it takes you totally away 。 It‘s just （40） being surrounded by thousands of wild flowers and roses.
PART SIX
Questions41 - 52
Read the text below about team-based pay
In most of the lines 41 - 52 there is one extra word. It is either grammatically incorrect of does not fit in with the sense 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 。
The exercise begins with two examples， （0） and （00） 。
Team-Based Pay
0 Team-based pay schemes that have been catching the eye of modern employers.
00 Supporters say that they encourage group endeavour and improve 41 organizational performance. But salespeople， typically the most self-motivated
42 of workers， they have traditionally been rewarded according to individual
43 performance. So are team-based schemes suitable ？ The key issue is
44 whether team-based pay is more being in line with the organization‘s objectives
45 than pay which based on individual achievement. Introducing a team pay
46 scheme can be complex. The biggest problem is for defining the team in the first
47 place. Another is that team pay schemes won‘t work if the actions
Of one
48 individual make no impact on those of another. You should need a true team.
49 like a football team. Where all the members are interdependent. When sales staff
50 can be less receptive to team pay schemes because personal motivation can
51 be an important boost to performance What they need is their encouragement
52 to perceive that the wider term of the company overall ： production， administration and dispatch all affect each other.
Writing 1 hour 10 minutes
Part one
Question 1
●The graphs below show the performance of a European country‘s manufacturing and agricultural
Sectors in terms of exports and imports between 1991 and 2001.
●Using the information from the graphs， write a short report describing the general movements in exports， imports and the resulting balance of trade
●Write 120-140 words
Part two：
Write an answer to ONE of the questions 2-4 in this part. Write your answer in 200-250 words.
Question 2：
●The Managing Director of your company or organization has announced that reports on performance are to be produced by all departments. Your Hear of Department has asked you to produce the report about your department for the Managing Director.
●Write the report for the Managing Director， explaining：
A What aspects of your department function most effectively
B Which aspect is most in need of improvement
C How this improvement could be achieved
Question 3
●You work for an employment agency. The following is part of a letter you have received from a customer：
The temporary administrative assistant you sent us was totally unacceptable. I certainly will not be using your agency again when I need temporary staff.
●Write a letter to the customer：
A apologising for having sent the unsatisfactory temporary worker
B giving reasons for what happened
C explaining why what happened was exceptional
D offering some sort of compensation to the customer
Question 4
●Your Managing Director has decided that the company‘s website should be improved and has asked you to consider ways of going about this.
●Write a proposal for the Managing Director：
A Sunmarising the strengths and weaknesses the current website
B suggesting new services and information to be provided through the website
C explaining the benefits the improvements would bring.
Listening
Part one：
Question 1-12
●You will hear a consultant giving a talk to a group of UK business people about exporting to the United Arab Emirates （UAE）
●As you listen， for questions 1-12. complete the notes， using up to three words or a number.
●After you have listened once， replay the recording.
The business Master Class
Arrangements for participants
1 The event will take place over
2 Seminar organized by
3 The title of the last session will be
4 To use the New City Hotel car park， delegates must obtain a
Dr Sangalli
5 Dr Sangalli has advised many
6 The name of his consultancy is
7 He is the author of
8 In Europe， he is the best-known The Business Master Class
9 to become more
10 to establish new
Two outcomes of session：
11 design your own
12 take away documents containing actual
Part two
Questions 13-22
●You will here five different business people talking about trips they have recently been on.
13
14
15
16
17
A to supervise staff training
B to hold job interviews
C to introduce new policy
D to visit possible new premises
E to observe working practices
F to meet a new manager
G to sign a new contract
H to deal with a complaint
Task two-problem
●For question 18-22， match the extracts with the problem， listed A –H
●For each extract， choose the problem described
● write one letter （A-H） next to the number of the extract
18
19
20
21
22
A I forgot a document
B My hotel was noisy
C I was late for meeting.
D I didn‘t understand some figures.
E The service at my hotel was bad.
F I had some wrong information
G I didn‘t have an interpreter.
H I experienced computer problems.
PART THREE
Question 23-30.
●You will hear part of a conversation between a management consultant and the Human Resources manager of Jenkins， a company which manufactures children‘s clothing.
23 What is said about the ownership of Jenkins？
A the founder has sold the company to someone else.
B Jenkins has merged with another company
C There has been no change of ownership.
24 What does the Human Resources manager see as the main external threat to Jenkins？
A Their retailers are becoming less willing to pay their prices.
B Consumers are buying more top-of-the-range children‘s clothes.
C More and more companies are producing children‘s clothes.
25 The Human Resources manager sees the company‘s main strength as the fact that
A It has several long-term contracts
B it makes products of high quality
C its distribution system is efficient
26 The Human Resources manager believes that Jenkins‘ main weakness at present is that
A the machinery is inadequate for current requirements
B the management style is out of line with modern demands
C the relation between management and workers are poor.
27 According to the Human Resources manager， why do many machinists choose to leave？
A They think that they can get better paid work elsewhere.
B They feel that too much is expected of them
C They lack confidence in the company‘ future
28 When working to produce a batch of clothes
A each team is responsible for a particular operation
B each member of the team produces a complete item
C each person carries out one part of the production process
29. What change has been made to range of goods？
A A smaller number of items is produced
B Each item is now made in smaller quantities.
C Fewer new styles are introduced each year.
30 What is said about the machinists？
A More of their work is falling below the required standard.
B Some of them are earning less than they used to.
C They have to spend longer learning to operate new machines.
That is the end of the Listening test. You now have ten minutes to transfer your answers
Speaking 16 minutes
Part one：
In this part， the interlocutor asks question on a number of work-related and non-work related subjects to each candidate in turn. You have to give information about yourself and express personal opinions.
Part two
The candidate chooses one topic and speaks about it for approximately one minute. One minute‘s preparation time is allowed.
A Customer relations： the importance of making customers feel valued
B company growth ： the importance to a company of controlling expansion
C Marketing： how to ensure that agents maintain a high level of effectiveness when representing a company
Part Three：
In this part of the test， candidates are given a topic to discuss and are allowed 30 seconds to look at the prompt card， before talking together for about three minutes.
Afterwards， the examiner asks more questions related to the topic.
For two candidates
Staff Suggestion Scheme
Your company is planning to introduce a suggestion scheme and to encourage members of staff at all levels to contribute ideas. You have been asked to consider ways of setting up the scheme.
Discuss， and decide together：
●How to set up the scheme so that all staff feel they can contribute
●How suggestions from members of staff could be evaluated.
For three candidates
Staff suggestion scheme：
You company is planning to introduce a suggestion scheme and to encourage members of staff at all levels to contribute ideas. You have been asked to consider ways of setting up the scheme.
Discuss， and decide together：
●How to set up the scheme so that all staff feel they can contribute
●How suggestions from members of staff could be evaluated
●What kinds of rewards would be suitable for suggestions made.
Follow-on questions ：
●Which kinds of companies can benefit most from suggestion schemes？
（why？）●What other methods can companies use to generate ideas for improvements？
●What other ways are there of increasing staff involvement in a company？
●In what ways can companies obtain suggestion or comments from customers？
●How important are new ideas for companies in maintaining competitiveness？ Why？
Key
Test 1 Reading
1 D 2 B 3 E 4 A 5 D 6 C 7 E 8 C
Part 2
9 B 10 A 11E 12C 13D 14F
Part 3
15 B16D 17A 18D19B 20 A
Part 4
21 B 22C 23 A 24 D25 A
26-30 B D D C A
Part 5
31- 35 AS WHY NOT/ HARDLY WHO/ THAT OF
36-40 FOR SO/ THUS HAVE MUCH LIKE
PART 6
41-45 CORRECT THEY CORRECT BEING WHICH
46-50 FOR CORRECT SHOULD WHEN CORRECT
51-52 THEIR THAT
Test WRITING
SAMPLE A
This report describes the movements of the balance of trade between 1991 and 2001 ， for a particular country， concerning manufacturing and agriculture.
Manufacturing：
Imports increased constantly during this period. The figure shows a rise of $ 4 bn within the whole period and no fluctuations are to be remarked.
Exports rose from nearly $ 3 bn in 1991 to approximately $7 bn in 2001 ， suffering minor fluctuations all the way through. In general， the balance of trade remained slightly positive through the period considered.
Agriculture：
Imports increased slightly， ending the period around $1 bn over their starting level. They suffered a temporary fall between 1992 and 1994 ， followed by a steady recovery. After peaking at around $2.5 bn in 1999， imports fell slightly to their final value.
Exports figure shows the same performance although at level $4bn higher than imports.
Consequently， the balance of trade remained markedly positive throughout the period.
Band 4
All content points are included. There is a relatively natural use of language and a good range of structure， despite some inaccuracy. There is also evidence of a wide range of vocabulary and the report is well organized.
Sample B
Introduction：
The aim of this report is to describe the imports an exports of the Manufacturing and Agricultural sectors in the years 1991-2001 in European contry’s
Manufacturing Imports
In the first year （1991） the imports were just above $2 bn， at the end of 2001， the imports were almost on the $ 6 bn.
Manufacturing Exports
In 1991 were just below the $ 3
TEST 1
PART1
1 THREE DAYS
2 CLOBAL CONFERENCES PLC
TOMORROW‘S SOFTWARE
PERMIT
LARGE CORPORATIONS
LOGIC SOLUTIONS
INTELLIGENT CHANGE
IT ANALYST
CUSTOMER DRIVEN
ORGANISATIONAL STRUCTURES
FRAMEWORK FOR ACTION
CASE STUDIES
PART
F C D B E A B F C D
PART3
C A B C B C B A
Reading 1 hour
PART ONE
Questions 1
Look at the sentences below and at the five extracts from a book about staff appraisals and feedback on the opposite page 。
Which new item （A， B， C ，D or E） dose each statement 1 refer to ？
For each statement 1 ， make one letter（A， B， C ，D or E） on your Answer Sheet 。
You will need to use some of these letters more than once 。
1 Genuine feedback would release resources to be used elsewhere.
2 Managers are expected to enable their staff to work effectively.
3 Experts are unlikely to facilitate a move to genuine feedback.
4 There are benefits when methods of evaluating performance have been negotiated.
5 Appraisals tend to focus on the nature of the face-to-face relationship between employees and their line managers.
6 The idea that employees are responsible for what they do seems reasonable.
7 Despite experts‘ assertion， management structures prevent genuine feedback
8 An increasing amount of effort is being dedicated to the appraisal process. A
Performance appraisal is on the up and up. It used to represent the one time of year when getting on with the work was put on hold while enormous quantities of management hours were spent in the earnest ritual of rating and ranking performance. Now the practice is even more frequent. This of course makes it all the more important how appraisal is conducted. Human resources professionals claim that managers should strive for objectivity and thus for feedback rather than judgement. But the simple fact of the matter is that the nature of hierarchy distorts the concept of feedback because performance measure are conceived hierarchically. Unfortunately， all too many workers suffer from the injustices that this generates.
B
The notion behind performance appraisal- that workers should be held accountable for their performance-is plausible. However， the evidence suggests that the premise is wrong. Contrary to assumptions appraisal is not an effective means of performance improvement- it is judgement imposed rather than feedback， a judgement imposed by the hierarchy. Useful feedback ， on the other hand， would be information that told both the manager and worker how well the work system functioned， and suggested ways to make it better.
C
Within the production system at the car manufacturer Toyota， there is nothing that is recognizable as performance appraisal. Every operation in the system has an associated measure. The measure has been worked out between the operators and their manager. In every case， the measure is related to the purpose of the work. That measure is the basis of feedback to the manager and worker alike. Toyota‘s basic idea is expressed in the axiom “bad news first” 。 Both managers and workers are psychologically safe in the knowledge that it is the system- not the worker –that is the primary influence on performance. It is management’s responsibility to ensure that the workers operate in a system that facilitates their performance.
D
In many companies ， performance appraisal springs from misguided as assumptions. To judge achievement， managers use date about each worker‘s activity， not an evaluation of the process or system’s achievement of purpose. The result is that performance appraisal involves managers‘ judgement overruling their staff’s， ignoring the true influences on performance. Thus the appraisal experience becomes a question of pleasing the boss， particularly in meetings， which is psychologically unsafe and socially driven， determining who is “in” and who is “ out”。
E
When judgement is replaced by feedback in the true sense， organizations will have a lot more time to devote to their customers and their business. No time will be wasted in appraisal 。 This requires a fundamental shift in the way we think about the organization of performance appraisals， which almost certainly will not be forthcoming from the human resources profession.
PART TWO
Questions9– 14
Read the text ， which describes the experience of a company that has made big changes in its office procedures
Choose the best sentence from the opposite page to fill each of the gaps.
For each gap 9– 14， mark one letter （A-H） on your Answer Sheet.
Do not use any letter more than once.
There is an example at the beginning.（0）
Beyond paperwork
The Danish electronics manufacturer， Oticon， is a leader in the move towards the paperless office， In their cafeteria a huge glass pipe runs from ceiling to floor. When the mail comes in， it is immediately scanned into the computer， shredded， and thrown down the tube to the general cheers of the employees. （0） Having all mail and memos available only as computer files to be read on the screen makes it easy to dispense with large physical storage spaces for people who work at desks （9）
Changing over to the paperless office required a rapid increase in computer literacy， but rather than set up a corporate training programme they turned the problem over to employees. Eight months before the system was installed ， they offered each employee a powerful personal computer for use at home in exchange for training themselves to use it. （10）
The big change was not the move from paper memos to computer messages. Oticon realised that the more radical transformation is from written to verbal communication.（11） that adds up to a large number of face-to-face exchanges， a big improvement over memos and the occasional multi-hour sit-down consultation typical of the old culture. People do not send each other memos， they talk. As the CEO puts it， “ We have jumped through the memo wall and gone right to action.”
On the eighth of August 1991 ， the company left their old wood-panelled offices 。（12） Since then they have cut in half the “ time to market” on new products. The following year， sales and profits grew more than ever before. （13） in fact， despite a downsizing of 15 per cent employee satisfaction is hitting record highs.
Oticon has created an organizational pattern that supports great freedom iof action for individuals and terms. They have tied it together with a minimum hierarchy.
The first clear results to show up were in the greater efficiencies generated by the fact that less time needed to be spent on management activities 。 （14） they also have some investment in the success of the project they choose. Oticon has succeeded in breaking the mould mould and taking a lead in non-bureaucratic organizational design.
Example ：
A This saving was possible because when people have real choice in the nature of their jobs， they commit themselves to being responsible for their areas of choice.
B They were headed for a new building and a new era in communication.
C Instead， they have large private areas on their hard disks for their correspondence.
D In spite of this， the physical office layout at Oticon is one of its most charming features.
E Over 90 per cent accepted ， and they organized a club to help one another learn.
F To facilitate this， the on-site coffee bars have now become the venue for about twenty meetings a day， averaging ten minutes and 2.7 participants each.
G So， are people happy with the change“
H Only about ten documents a day， items like legal contracts， escape this treatment.
PART THREE Questions 15– 20
●Read the following article about the development of the knowledge economy and the questions on the opposite page 。
●For each question 15 – 20 ， mark one letter （A， B， C or D ） on your Answer Sheet for the answer you choose.
There have long been markets in tin， cocoa， silver and the like. There used to be security in thinking that somewhere there was a product， something you could touch and see. Now there are new markets in abstractions， trade in ideas and knowledge. Everyone has knowledge but there used to be no way t o trade it ——except through jobs. That simple fact of economic life was the basis for white collar employment for centuries. The whole job culture grew up because there was no alternative way to sell knowledge ， other then the worker or manager providing， for a fixed price， his or her knowledge to an employer to own or control. The quantity of knowledge provided has typically been measured in time.
But today we stand at the thresh-old of a new era. The information economy has matured and become smarter. According to many business commentators， we are now living in a knowledge economy 。 There has always been a market for knowledge ， of course. The publishing industry is based on it. But today the internet is making the distribution of knowledge ever easier. The days when the publisher decided what got published are over. Anyone with a Pc and a modem can talk to the world. This is reducing the friction in the knowledge economy.
Everyone has knowledge of whatever industry she or he is in. say you are a computer dealer， for example. Over the years your have complied a list of the ten best lowest price places to buy wholesale computer equipment. Now you can sell your knowledge to newer， younger computer dealers who have no way to build up this knowledge without losing thousands of pounds finding it out the hard way. Until now， such knowledge remained securely locked in the recipient‘s head ，accumulated and then worthlessly withered away. This no longer needs to be the case. Such knowledge can be sold via websites.
Knowledge has a distinct advantage in today‘s marketplace. It’s a renewable resource. Better yet， its worth actually increases， 。 “knowledge is the only asset that grows with use. ” observes Scanford University Professor Paul Romer. But what exactly is knowledge and how can it be packaged to trade on an open market“ ” knowledge is experiential information， intelligence applied thorough and gained from experience.“ Say Josenph Pine and James Gilmore in their book The Experience Economy.
The value of knowledge often depends on variables such as time and the credibility of the seller.Certian knowledge may have a very limited shelf life. In sights concerning how to set up an internet business in one country， might be worth a fortune on one day and nothing the next ， depending on changes in government policy. Markets in knowledge will be significance for one thing. They represent one of the most original uses of the web technology. In some corner of the globe there is a company wanting to source plastic widgets from Poland， and somewhere else another company that wishes to set up a plastics factory there. It‘s simply a case of connecting the two.
Indicater.com is a good example of a knowledge trader. It is targeted at food service managers throughout the hospitality industry. “we started with the context rather than extracting money from suppliers. ” explains founder Mike Day. “ we offer food service professionals interactive support to increase sales and profits. People don‘t want another one-dimensional site full of advertising that doesn’t help them to do their job more effectively 。 it has to be customised offering real solutions to real problems. ” the site‘s features include access to online training and a tariff tracker to restaurants can check prices throughout the sector.
15. what point is made in the first paragraph？
A Interest in commodity markets has decreased.
B Overall levels of expertise have improved.
C Opportunities to exploit your knowledge were limited in the past
D External market forces have meant knowledge is underpriced.
16 what are we told about the current impact of the internet in the second paragraph？
A publishers benefit from their exploitation of the internet.
B the internet has made it easier to analyse business trends.
C It is difficult to calculate the true economic value of the internet.
D the internet facilitates the development of the knowledge economy.
17 In the third paragraph， what does the writer say about knowledge？
A Acquiring knowledge can be expensive
B The most valuable knowledge concerns IT
C Trading knowledge raises issues of security.
D New businesses find it hard to trade in knowledge.
18. What point is made about knowledge in the fourth paragraph？
A It provides specialist information
B Its appeal lies in its exclusivity
C it can generate new ideas
D Its value accumulates.
19 which application of knowledge does the writer regard as particularly useful？
A analyzing manufacturing trends
B introducing compatible parties
C interpreting time constraints
D advising on legislation
20 what key feature is provided by Indicater.com？
A approaches that reflect the provider‘s own experience
B access to appropriately trained potential employees.
C advice which directly benefits the bottom line
D advertising which is carefully targeted
PART FOUR
Questions 21 -30
Read the text below about the improved performance of a car company.
Choose the best word to fill each gap from （A， B， C or D） on the opposite page.
For each question 21-30，mark one letter （A， B， C or D） on your Answer Sheet.
There is an example at the beginning， （0）
Improved performance at Carter& Sons
There was good news in Carter & Sons‘ annual （0） yesterday. Three years of restructuring （21） in an upbeat statement from the company in advance of the official announcement of its interim （22） due early in August. The chairman， David Carter， reported a “ strong start to the year”， which， although helped by a rather weak （23） period last year， highlighted the logic of refocusing the group on growth sectors. Three years ago the company （24） a review of all its operations in view of the serious financial difficulties that it was （25） As a result of this， its car （26） business was sold to an American group， and its car sales and repair divisions were （27） down so as to allow the company to （28） on the sale of vans and heavy goods vehicles. Three new showrooms have been opened in the UK and Ireland ， and the sales （29） has more than doubled in the last two years.
Growth in business across the group has gone up by almost 12 per cent in the first half of the year. This should reassure investors that Carter & Sons is now on （30） to deliver increased earning in the years ahead.
Example ：
A report B Notice C account D information
21 A terminated B culminated C accomplished D completed
22 A economics B finances C outcomes D results
23 A relative B alike C comparative D equivalent
24 A commissioned B assigned C delegated D appointed
25 A dealing B facing C undertaking D withstanding
26 A additions B extras C accessories D supplements
27 A scaled B marked C slowed D put
28 A emphasise B concentrate C specialize D strengthen
29 A bonus B pack c force D band
30 A way B path C road D trackc
PART FIVE
Questions31-40
Read the article below about changing your career
For each question 31-40， write one word in CAPITAL LETTERS on your Answer Sheet 。
There is an example at the beginning， （0） 。
Time for a new career
“l(fā)osing your job isn’t the end of the world： it gives you‘re the chance the a new beginning （0） says Caroline Poole， 30， Who was made redundant （31） her role as head of marketing campaigns with an insurance group two years ago. The news was a blow， especially after a successful nine-year career with the business， but she was determined to see redundancy （32） a positive force for change.
（33） it seemed a tough lesson at the time， redundancy was the catalyst that redirected my career， “ says Caroline ”It gave me the break I needed to understand （34） my career objectives lay.“
Working with a consultant， Caroline explored a number of work options that oppealed to her. She also took advantage of workshops on issues （35） as setting up your own business， and managing your finances. A key consideration for her was （36） easy it would be to balance working in London with home life 100 kilometers away.
She was encouraged to network （37） other marketing professionals and via this route made contact with a communications agency. She took time out to go travelling ， and on her return was offered a role in the agency. （38） was proof to her that she still had marketable skills.
Two years （39） from redundancy， Caroline is planning another career break 。 “ The experience of redundancy has made me view my options with more confidence. I now know that I can dictate my own career path， even （40） it were to mean resigning first and then taking time to find the right direction” she says.
Part Six
Questions41 - 52
Read the text below about a learning scheme
In most of the lines 41 - 52 there is one extra word. It is either grammatically incorrect of does not fit in with the sense 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 。
The exercise begins with two examples， （0） and （00） 。
Learn your lesson
0 Almost all schemes which claim to be able to transform /25 into / 175 overnight
00 are scams， to be put straight into the dustbin. The exception， however， it may
41 be a little-known new initiative from the government which also effectively does
42 just that. The Individual Learning Account scheme is by the latest government
43 scheme to persuade us of the value of whole life-long learning. The first million
44 people to apply –and there appears to be a long way to go before this limit is
45 reached——are eligible for a /150 grant towards the costs of studying ，but provided
46 that they contribute at least / 25 of their own money 。 Even the offer covers
47 training courses which are obviously work-related but it also extends to more of
48 recreational activities 。 Whilst there will not be government money to encourage
49 you， for example， to do an evening class in the cake decorating， there could be
50 assistance if you are planning to update on your internet skills. There is also
51 the opportunity to benefit in future years from 20 per cent off the cost of training
52 for IT courses， the discount goes up to 80 per cent ， a measure of the government’s
Enthusiasm in ensuring we are prepared for the digital world.
Writing 1 hour 10 mimutes
Part one
Question 1
●The bar charts below show levels of wheat production and wheat prices in a European country for the period 1990-2000.
●Using the information from the bar charts， write a short report summarizing the changes in production and prices between 1990 and 2000.
●write 120-140 words.
Wheat production and prices
Part two：
●Write an answer to one of the question 2-4 in this part. Write your answer in 200-250 words.
Question 2
● You have recently attended the following one-day courses：
Developing Your Potential
Trends in Electronic Commerce
Managing People
Reducing Costs
Your company‘s training Manager has asked you to write a short report about the training.
●Write the report for the Training Manager：
。describing the two courses which you found most useful
。explaining how you benefited from them
。outlining the specific training courses your would like to attend next year
。giving reasons why these courses would be useful to you
Question 3
● Your manager has asked you to contact a local business school， inviting their students to apply for a three-month work placement in your company.
●Writing a letter to the Principal of the b， usiness school：
。introducing your company and the idea of the placement
。describing what work the placement would involve
。explaining what skills and qualities the successful applicant should have saying how the placement would benefit the applicant.
Question 4
● The Sales Director of your company wants to improve customer service and believes that this can be achieved by extending the opening hours of the Sales Department. He has asked you to write a proposal concerning improvements in customer service.
Write a proposal for the Sales Director：
● sumnmarising current problems concerning customer service
●evaluating the Sales Director’s suggestion
●presenting one or two other measures which could be taken
●giving reasons for your preferred course of action.
Listening
approximately 40 minutes （including 10 minutes‘ transfer time）
Part one：
Question 1-12
●You will hear a consultant giving a talk to a group of UK business people about exporting to the United Arab Emirates （UAE）
● As you listen， for questions 1-12. complete the notes， using up to three words or a number.
●After you have listened once， replay the recording.