Upper Intermediate Test File 2006 PDF

Name/Class:
Entry Test
Listening You will hear Alison Hellman, an HR manager, leaving a voicemail message for
her assistant. Look at her diary page below and then answer the questions. You
will hear the message twice.
1 Where will Alison travel to this week?

2 Which days will she be away?
3 Alison wants to reschedule the departmental
meeting to Day:
Time:
4 What else does Alison ask Sam to do about the meeting?
a) check if the meeting room is free at the new time
b) make sure the participants can come at the new time
c) change the agenda
5 The new deadline for the monthly report is .......... .
6 When does Alison suggest holding the meeting with Sam and
Teresa? Day:
Time:
7 What other rearrangement must be dealt with urgently?
8 When should Sam tell the trainees about the changes?
9 The meeting with the legal team will be .......... .
a) brought forward b) postponed c) cancelled
10 When will Alison be available to discuss other changes?
2 MARKET LEADER UPPER INTERMEDIATE TEST FILE © Pearson Education Limitedit 2006
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Name/Class:
Entry Test
Language A Complete the gaps in the article below with the correct alternative.
Toy success story launched

despite lost opportunity
Richard Tait and Whit Alexander It is strange to think that if the
like to tell the story of how they weather ……….17 sunny, they
came up with the marketing idea might never have thought of it.
for their new board game. In the Cranium ……….18 by just
spring of 1997, they ………..11 in a $100,000 of their personal savings
Starbucks coffee shop in Seattle and promoted initially by word of
when they looked around and mouth. But it became a brilliant
……….12 lots of potential success, and won the ……….19 toy
customers standing around. They of the year award for 2001.
……….13 the deadline for taking Cranium ……….20 more than 11m
the game to the annual Toy Fair in games. The company ……….21
New York. So, instead of release total sales figures, but they
distributing their new game – report that, in the past two years,
……….14 they called Cranium – they have increased sales ……….22
through the toy industry’s about 30 per cent annually.
traditional distributors, they made
a deal with Starbucks. Later they
expanded to Amazon, ……….15
online retailer.
The idea for the game evolved
when Mr Tait and his wife spent a
rainy holiday weekend ……….16
board games with another couple.
11 a) are sitting b) were sitting c) had sat

12 a) saw b) were seeing c) have seen
13 a) have just missed b) just missed c) had just missed
14 a) who b) which c) whose name
15 a) – b) which c) the
16 a) playing b) to play c) to playing
17 a) would have been b) would be c) had been
18 a) was funded b) they funded c) being funded
19 a) Association’s of the Industry of Toys b) Toy Industry Association’s
c) Industry of the Toy Association’s
20 a) has now sold b) now sold c) has been selling
21 a) should not b) might not c) will not
22 a) of b) with c) by
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Name/Class:
Entry Test
B Match the questions and statements to the responses below. 23

A: What’s your opinion about the new appraisal system?
B: …………….
24 A: How about Monday morning – would that be convenient for you?
B: …………….
25 A: I think we should bring someone new onto the team.
B: …………….
26 A: I’ve passed my law exam!
B: …………….
27 A: I’m sorry I’m late. The traffic was terrible this morning.
B: …………….
28 A: Can I interrupt you a moment? I have a question about finance.
B: …………….
29 A: I’d like to know why I haven’t received the refund you promised me.
B: …………….
30 A: We really need delivery by the 15th.
B: …………….
31 A: What’s the food like in Indonesia?
B: …………….
a) I think so too.
b) It’s very good but rather spicy.
c) I don’t think it’s going to work very well.
d) I’m afraid I can’t make it then.
e) That’s all right – we’re still on the first agenda point.
f) I’ll look into it right away.
g) Congratulations!
h) If you order now, that won’t be a problem.
i) I’d like to finish if I may.
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Name/Class:
Entry Test
Vocabulary A Write a word in each gap to complete this covering letter for a job application.
Dear Sirs
Position of Marketing Assistant
I am writing to ………. 32 for the position of marketing assistant, which is

………. 33 in the magazine ‘New Marketing’ this month.
I am enclosing my ………. 34 which gives details of my qualifications and

previous work ………. 35.
As you can see, I am currently employed in the marketing department at

Carwells Ltd, where I am ………. 36 for collecting and analysing market
research data. However, this is only a ………. 37 post which terminates at
the end of December and I am therefore looking for a permanent post to start
from January. I am available to attend an ………. 38 at any time.
I hope that you will ………. 39 my application for the post and look
forward to hearing from you.
Yours truly,
Brian Drake
Brian Drake
B Cross out the verb that cannot be used with each noun.
40 recruit / employ / fire / resign workers
41 relocate / grow / run / open an office
42 dominate / enter / decline / break into a market
43 raise / make / boost / charge money
44 amend / hold / call / postpone a meeting

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Name/Class:
Entry Test
C Replace the words and phrases in italics in the memo with the best
word or phrase below.
Memo
To: Ramola Santos
From: Peter Stott
Subject: Prices
I would like to draw your attention to the attached price lists from two
of our main competitors. As you can see, both have reduced their prices
by about 3 to 4 per cent. I would like to suggest that we reduce 45 our

prices by at least the same amount.
As you know, we face intense 46 competition in this market, and our
revenue 47 from sales has fallen considerably 48 in the last year. It will
not be easy to market 49 our products if they are seen as overpriced 50.
Could we have a meeting as soon as possible to discuss this?
45 a) fall b) cut c) make lower

46 a) unfair b) open c) tough
47 a) income b) cash c) deposit
48 a) plummeted b) soared c) levelled off
49 a) reposition b) develop c) try to sell
50 a) inexpensive b) too expensive c) affordable
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Name/Class:
Entry Test
Reading
A Read the article below and complete the gaps with the extracts (a–d).
Food companies target health

conscious consumers
Before Coca-Cola released an American ……………………. 52. ‘It’s clearly a and vegetable drinks under its Knorr Vie
brand, Minute Maid, into the UK market, matter for the chief executive or chairman.’ brand. Analysts say these have been a
the company spent nearly two years trying success. In the future, Unilever also expects
to understand what British consumers Britvic, one of the UK’s biggest soft to change the composition of its ice creams.
wanted. drinks producers and the owner of the Pepsi
and 7UP brands in the UK, is among those Nestlé, too, has been cutting back on fat
It discovered that the British wanted trying to adapt. ‘Consumers have become and salt in its products. It says it has taken
something a little different from Americans. more knowledgeable and want a range of all artificial ingredients out of its Ski
As a result, while American Minute Maid drinks,’ it says. yoghurt range and removed artificial
orange juice is made from concentrate and ingredients and flavours from its
water; in the UK, it contains no concentrate Meanwhile, food companies are focusing confectionary range.
– just fresh juice. more closely on the nutritional value of
their products. Consultants say this marks a Clearly, food and drink companies have
Coke’s move reflects a growing significant change from past practice, when spotted a market opportunity and are
awareness among food companies that companies would concentrate on stretching chasing it for all it is worth. Yet, anybody
British consumers want more fresh fruit the brand when they wanted who has tried to find fruit yoghurt without
juices, bottled water and specialist health ……………………. 53. added sugar knows that
drinks. ……………………. 54.
The UK’s leading food and beverage ‘Instead of using colours and flavours as
producers know they must a way of differentiating products, you’re
be more innovative and seeing more differentiation on the
……………………. 51. ingredient side,’ says Kathy Brownlie,
Michael Steib, an analyst at Morgan programme manager of the food beverage
Stanley, says: ‘Companies are taking ingredients practice at Frost Sullivan, a
[changes in consumer tastes] quite consulting firm.
seriously.’ He adds that many are
reconsidering their long-term strategy rather For example, Unilever has introduced
than three kinds of new fruit
a) just spending more money on research and development

b) to introduce new products or change existing ones
c) the industry has further to go
d) offer products that can offer some kind of health benefit
B The text contains a number of ideas and opinions. Match the

statements below to the companies that would agree with them.
55 People are now more aware of nutritional value and are
demanding more choice.
56 British consumers are more health conscious than Americans.
57 It is important to reduce the ingredients that may damage health.
58 A successful strategy is to introduce new products that
have healthy ingredients.
59 Food producers are recognising that healthier eating is an
important long-term trend.
60 The food industry is using different ingredients – not just
different flavourings – to distinguish new products.
a) Coca-Cola d) Kathy Brownlie, Frost Sullivan

b) Michael Steib, Morgan Stanley e) Unilever
c) Britvic f) Nestlé

7
Name/Class:
Entry Test
Writing Tim Wilson, a business associate from the UK, will be visiting you at your office
next week. You have not met before. He has just sent an e-mail to let you know
that he will be arriving at 10 p.m. on Sunday night. Write a polite, friendly e-mail
of 100–150 words to him.
Include the following points:
• company driver will meet Tim Wilson at airport (carrying a sign with
his name)
• room booked at Aspen Villas Hotel – hotel normally used by your company
• informed hotel about late arrival
• hotel: small, comfortable, quiet (see website: www.aspenvillas.com)
• you will meet him 8.30 a.m. at hotel and walk to office (5 minutes)
• wish him pleasant trip
Speaking You are going to have a speaking test that will last 10 to 15 minutes.
The examiner will ask you to spend 5 minutes preparing the short presentation
below. You may make notes if you wish.
A group of eight Americans has just arrived in your country and will be
working at your company or college for the next six months. Make an
informal presentation of about 5 minutes and include the following:
• Welcome the group
• Inform them about any daily routines they will need to be
aware of (starting and finishing times, lunch, meetings, etc).
• Describe any aspects of culture that may be different in your
country and the US.
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Name/Class:
Progress Test 1 (Units 1–5)
Listening A Jason Fosse has a meeting with his manager, Denise Watts. Listen to the
conversation and answer the questions below. You will hear the
recording twice.
1 Jason tells his manager that he wants to
a) leave the company.
b) move to another department.
c) try a different kind of work.
2 How long has Jason been in this job?
a) less than a year
b) less than 5 years
c) more than 5 years
3 Denise Watts thinks
a) that Jason has performed badly in his job.
b) Jason is well suited to the job.
c) Jason chose the wrong job.
4 What is the main reason for Jason’s decision?
a) He has been offered another job.
b) He doesn’t have a sense of fulfilment in the job.
c) He doesn’t have a good relationship with his team leader.
5 Denise Watts
a) accepts Jason’s decision.
b) asks Jason to reconsider.
c) promises an immediate solution to Jason’s problem.
6 At the end of the interview, Jason
a) keeps to his first decision.
b) changes his mind.
c) postpones making a decision.
B Listen to the conversation again. If you hear an example of any of the

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

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Name/Class:
Progress Test 1
Language A Use a word from each of the columns A, B and C to create a noun phrase.
Match each noun phrase to the correct definition.
A B C
tight marketing system
automated sales revenue
retail monetary franchise
annual security strategy
global sales regulations
15 an electronic device that checks who is entering or leaving a building

16 a company’s plan or policy for promoting its products worldwide
17 strict controls on the flow of money into and out of a country
18 the amount of income received by a company over a year from its
business activities
19 an arrangement by which a company gives a shop the right to
sell its goods in return for a fee
B Complete the gaps in the article below with the correct alternative.
Deutsche Post moves on Exel

Deutsche Post looks set to announce a logistics division. He ……….23 It ………. 25 already the world
takeover of Exel, the UK logistics offered a place on the leader in air and sea freight. Analysts
company, which could create the management board. have suggested that
world’s biggest logistics group. The If the deal goes ahead, it would rival bids from other companies
German group ………. 20 a give Deutsche Post a leading position might also ………. 26 once
supervisory in supply-chain management, and Deutsche Post reveals its offer.
board meeting yesterday to approve would be its largest acquisition so far. However, the price could alarm
the deal. Exel board members are Deutsche Post ………. 24 keen in some investors, who ………. 27
due to meet next week to discuss the group not to pay over £12 per
the terms. recent years to diversify away from share in recent days.
Deutsche Post ………. 21 a mix its core postage and package
of cash and shares that values Exel businesses into a broader range of
at around £12.40 a share. John logistics services.
Allan, chief executive of Exel,
……….22 head of the new
20 a) held b) have been holding c) had been holding

21 a) offered b) Offers c) is offering
22 a) is made b) will be made c) will make
23 a) had also been b) has also been c) was also
24 a) was b) had been c) has been
25 a) is b) will be c) had been
26 a) be made b) make c) have made
27 a) had warned b) have warned c) will warn
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Name/Class:
Progress Test 1
C The verbs in italics all have the wrong prefix. Correct them.
28 I think you have upcharged us. The price was €49 not €53.
29 The project was badly undermanaged and fell behind schedule.
30 I wanted the merger to go ahead, but I was overvoted at the meeting.
31 All the economy class seats were full, so I was regraded to Business
Class. 32 When drawing up the budget, we misestimated the cost of materials.
Vocabulary A Complete the gaps in the memo below using the correct form of the words
and phrases in the box.
allocate break down develop duplicate face

interrupt save share trust waste
Memo
To: Simon Barnes
From: Tony Beech
Subject: Difficulties following merger

As you know, we are.............33 a lot of difficulties at present following the
recent merger. We now have people from two different companies
working together, but they are not working effectively as a team. A lot of
the same work is being.............34 by different people, and this...............35 a lot
of time; meanwhile, other tasks are not being done at all.
Another problem is that the two groups of people have very different
ways of working, but they are not getting together to..................36 ideas.
Sometimes, communication..............37 completely and then work is...............38
while we try to sort the problem out. Everyone blames everyone else and
I think it will be a long time before the team members develop a good
relationship and learn to..............39 each other.
It would............40 the company a lot of time and money if we could.................

more some time
41 effective working practices. We really need to............................42
to this. I propose that we schedule a meeting for next Wednesday at 10
a.m. to discuss the issues involved and try to find some solutions.

11
Name/Class:
Progress Test 1
B Match the definitions to the words and phrases underneath.

43 A market for a special kind of product that may not have many buyers.
a) niche market b) captive market c) closed market
44 The purchasing behaviour of customers.
a) shopping trends b) buying habits c) procurement patterns
45 To offer a large quantity of a product for sale so that there is more
than people want to buy.
a) outsell the market b) overflow the market c) saturate the market
46 An amount of money offered to an employee when a company tells
them to leave.
a) exit package b) severance pay c) black handshake
47 The quality of workers who remain faithful to the company they work for.
a) corporate identity b) longevity c) employee loyalty
48 A breakdown in health due to stress and overwork.
a) burnout b) burn off c) burn up
C The five idioms below are incorrect. Correct them by replacing the
final word with a final word from one of the other idioms.
49 talk at cross picture …………………………
50 put you in the grapevine …………………………
51 beat about the wavelength …………………………
52 heard it on the bush …………………………
53 on the same purposes …………………………
D Rewrite the words or phrases in italics in the sentences below

using the correct form of the multiword verbs in the box.
call off count on draw up let down set up
54 We have successfully negotiated a deal and now we are

drafting the contract.
…………………………
55 We’ve scheduled a meeting with the French team tomorrow, but
they’re unable to travel so we’re going to have to cancel it.
…………………………
56 They’re planning to establish a new subsidiary in the Bahamas.
…………………………
57 I hope we can rely on you to complete the report by the deadline.
…………………………
58 Our new agent hasn’t brought us any new business. He
has disappointed us.
…………………………
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Name/Class:
Progress Test 1
Skills Complete the telephone conversation with appropriate phrases from the list.
A: Hello. You don’t know me but I’m Harriet Ford. .......... 59 by Doug Barlow
– we used to work together in the logistics department at Zenith.
B: Oh yes!
A: I’m looking for a speaker for a conference we’re planning and Doug
.......... 60.
B: I see.
A: .......... 61 or shall I call you back later?
B: Well, I’m expecting a client to arrive at any moment. But
perhaps .......... 62 briefly what the conference is about and when it is.
A: OK. Well it’s a conference on supply-chain management which will be
held in Miami. And we’re looking for a well-known speaker to open the
event on October 14th.
B: Well, it’s .......... 63 to invite me, but unfortunately I’m not free on
October 14th.
A: Oh that’s a pity. Well, maybe we could schedule your talk for the
second day of the conference. Would you be free on 15th?
B: The problem is I’ll be in San Francisco on 14th and it will be quite a
rush to get across to Miami for the next day.
A: Yes, .......... 64.
65
B: But let me think about it and get back to you. Meanwhile, ..........
about the conference?
A: Yes, of course. I’ll e-mail all the details to you.
a) mentioned you might be able to help me

b) Is this a convenient time
c) I was given your name
d) very kind of you
e) I quite understand
f) you could explain
g) could you let me have more information

13
Name/Class:
Progress Test 1
Reading
A Read the article mark each of the statements below True or False.
In someone else’s job for a day

If you could do any job at all for I had chosen to spend the day at 55 various meetings about many
one day, what would it be? An his plant. things I did not understand.
easy question to answer, you 30 Our first task was to attend a By the end of the day at 4:30pm
may think. But when Campaign meeting of the senior team (or rather at the end of my day –
5 for Learning, an education members who run the plant, Bob works from 5am to 6:30pm,
charity, said they would arrange which itself runs 24 hours a day, 60 and comes in at the weekends
for me to take on any job I want- five days a week, producing too), we must have walked five or
ed for a day, I was flummoxed. 35 622,000 engines a year. A six miles1. But in spite of the
Going through some news- manager got the meeting rolling pain in my feet, I was glad I went
10 papers, I found references to two by saying: ‘The block and head for the Welsh factory option. It
studies: one suggesting that CMMS went down late yesterday 65 was nice to discover that there
workers in Wales have the evening, which delayed the are some management jobs that
highest job satisfaction in 40 change of the VCT.’ I couldn’t do not simply involve chairing
Britain, another suggesting that understand a word of what they meetings and sitting at a
15 company directors are the were talking about. After the computer screen. And it was
happiest among all meeting, Bob Murphy told me: 70 interesting to meet so many
professionals. ‘We are going to go for a walk people who seem to be content
Which is why I drove to an 45 around the plant now. I do three with the jobs they have.
1
engine plant in Wales last week walks a day. I don’t think you can 8 – 10 kilometres
20 to be a company director for a manage from a desk – the factory
day. I arrived to meet Bob floor is where the action is.’
Murphy, the 42-year-old plant I thought these walks would
manager, at 9.30am. On the wall 50 last a few minutes each, but
of his office, there was a picture since the 25-year-old plant covers
25 of an eagle and the slogan: 6 hectares, they lasted some time
‘Focus: If you chase two rabbits, longer – most of the day, in fact.
both will escape.’ I explained how They were interspersed with
66 It was the writer’s idea to take on someone else’s job for a day.
67 He made his choice after reading articles in the press.
68 A survey has indicated that Welsh company directors enjoy
their jobs most.
69 The author spent a day at a factory that makes engines.
70 He arrived there at the same time as the plant manager.
71 He went to a meeting where people used a lot of jargon and abbreviations.
72 In between walking round the site, the author and Bob
attended several meetings.
73 Bob Murphy spends most of his day chairing meetings.
74 The author regretted having chosen to visit this factory.
75 His experience contradicted the findings of the studies he
had read about.
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Name/Class:
Progress Test 1
B Choose the best answer to each question.

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

15
Name/Class:
Progress Test 1
Writing You work for a group of marketing consultants. Last week, you gave
a presentation at a conference in Warsaw about marketing on the
web. After your talk, a woman named Francesca Radici came to talk
to you and mentioned that her company might be interested in hiring
your services. Unfortunately, you didn’t have time to discuss her
requirements in detail, but she gave you her business card.
Write a letter of 100-150 words to Mrs Radici, including the following points:
• remind her about when and where you met
• apologise for not having more time to talk to her at the conference
• refer to her interest in your consultancy services
• refer to a brochure you are enclosing, and to your company’s
website www.webwaymarketing.co.uk
• point out that your company has a lot of experience in web marketing
• offer to phone or visit her company to discuss her company’s needs
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Name/Class:
Progress Test 2 (Units 6–9)
Listening A You will hear five short extracts from meetings. In each case, match the
extract with the question or problem being discussed. There are three
problems that cannot be used.
1 Extract 1: ……….
a) how to stay within budget

b) whether to recruit an extra team member
c) how to deal with a crisis
d) whether to take on a risky investment
e) how to help sales staff deal more efficiently with orders
f) how to overcome problems with deliveries and distribution
g) whether to expand online retailing
h) how to improve communication between teams
B Now listen again. In which extract do you hear someone doing

each of the following?
6 identifying the cause of a problem Extract ……….

7 signalling a suggestion Extract ……….
8 expressing concerns about an idea Extract ……….
9 resolving conflict Extract ……….
10 agreeing, but with a condition Extract ……….

17
Name/Class:
Progress Test 2
Language A In the job advertisement below, some lines contain a mistake. Identify the
mistakes and write the correct form on the line on the right. Mark any
correct sentences with a tick (✓).
We are a global-recognised brand and a leader in the world of collectibles. 11 ……….

We have a range of fantastically opportunities for sales executives 12 ……….
who are totally committed to achieving success. 13 ……….
We are looking for bright, energetic, high motivated individuals 14 ……….
who want to work hardly and earn the rewards they deserve. 15 ……….
Candidates must be flexibly and be prepared to travel at weekends 16 ……….
as well as during the week.
B Write the correct form of each of the verbs in brackets.

17 A promise: If you …………… (call) me tomorrow, I …………… (have)
the answer to your query.
18 A warning: Don’t touch the wire, or you …………… (get) an electric shock.
19 Speculation: If we …………… (expand) our product range, we
…………… (be) able to boost sales.
20 An invitation: If you …………… (be) free on Saturday, perhaps you ……………
(like) to come for dinner?
21 Reflecting on the past: If we …………… (do) more market research, we
… (find out) that no one wants to buy this kind of product any more.
C Write the most appropriate modal verb (positive or negative) in

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

Venture capitalists specialise ………. 27 providing finance to new businesses.
They usually invest ………. 28 smaller, risky ventures and often don’t ask ……….
29 30
security. Instead, they loan money ………. the business in return for a share
31
………. business ownership. The entrepreneur may lose control of the
business, but benefits ………. 32 having access ………. 33 funds which could not
be raised any other way. For the venture capitalists, there is always a risk ……….
34
losing their money if the business fails. But by spreading the risk across a
number of different ventures, the investors hope that at least some start-ups
will eventually be highly successful and will bring them a big return
………. 35 their investment.
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Name/Class:
Progress Test 2
Vocabulary A Cross out the verb that cannot be used in front of each noun.
36 play / spread / minimise / eliminate the risk
37 surf / hit / search / browse on the Net
38 arrange / secure / borrow / pay back a loan
39 solve / resolve / deal with / avoid conflict
40 reach / sign / break / share an agreement
41 pay / charge / receive / carry interest
B Match each person with the team where they will be best
suited. Alex: organised, efficient, practical
Barbara: communicative, sociable, flexible
Charlie: honest, reliable, stable
Donna: decisive, tough, focused
42 We’re looking for someone who is open and trustworthy; someone

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

19
Name/Class:
Progress Test 2
C Match the words and phrases on the left with those on the right to
create a saying about money.
46 Money a) old rope
47 Money doesn’t grow b) bad
48 Money can’t buy c) talks
49 Money for d) the root of all evil
50 Don’t throw good money after e) you love
51 A fool and his money f) on trees
52 The love of money is g) are soon parted
D Choose one word from column A and one from column B to make
phrases and match them to each of the definitions below.
A B
delivery discounting
hire overdraft
business purchase
invoice grant
merchant charge
bank flow
government angel
cash bank
53 a facility that allows bank customers to take out more money from
their bank account than they had in it
54 buying expensive goods by making regular payments over a period of time
55 money given by the government to start or support a new business
56 the amounts of money going into and coming out of a company,
and the timing of these amounts
57 an amount added to the invoice that relates to the cost of
transportation of goods to the customer’s premises
58 a bank that deals with business rather than the general public
59 a private investor who contributes money and experience to
new businesses
60 lending a business an amount of money that is equal to that owed
by its suppliers or customers
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Progress Test 2
Skills Complete the dialogue with the phrases below.

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

b) how do you think we should deal with this?
c) why do you need
d) hold on
e) Unfortunately, I think we’ll probably have to
f) provided
g) one thing you could do is
h) my main concern is
i) I don’t think that would do much good

21
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Progress Test 2
Reading
Read the article and answer the questions below.
Holding on to the dotcom dream

Outside Euroffice.co.uk’s offices in building not an office products tested 78 different marketing
south London is a poster showing supplier, but ‘the next Google’. initiatives and hired a
Martin Luther King saying: ‘I have 65 statistician to see which was the
a dream.’ 35 To raise money, Mr Karibian was cheapest way to get the most hits.
5 It was put there by George forced to surrender control of the Mr Karibian regularly profiles his
Karibian, founder of the company business to a venture capital clients to see who merits the most
that calls itself the UK’s biggest company, Net Partners, which
online office supplier. It’s an 70 attention. Repeat customers are
important 40 has provided £2m in funding. Other given the fullest service, including
10 message for his young, eager dotcom competitors who received loyalty prog-rammes. Clients
employees, with their designer fortunes during the bubble years making big purchases are sent gifts.
jeans and spiky hair. Most likely burned through the cash and went ‘I
none of them expected their careers 75 hate gifts. But the numbers tell us
to 45 out of business. But the Wharton they work,’ he says.
15 involve selling dull items such as graduate paid fanatical attention to The company, he says, has
pens, paper and other office detail. From day one, he scrutinised grown at 65 per cent this year, but
supplies to small businesses. Even every aspect of cash he remains insecure and
Mr Karibian admits he 80 believes it needs to triple in size to
got there almost by accident. 50 management, the value of his ensure survival. He is considering
20 His company has thrived, even after marketing expenditure, the broadening his
the dotcom bubble burst and he functioning of his website and the small business supplies to
spent more than a year struggling to efficiency of an internet business. include insurance, for
raise cash to keep it going. Partly 85 example.
that is 55 Mr Karibian also set in place His Google fantasy remains
25 because he sold a dream – to disciplines that he believes saved intact. ‘The dream we’re
himself, his employees, his his business where others failed. selling is growth,’ he says.
suppliers, and his financial backers, The first was marketing, crucial to
which kept them all on his side. an
With overconfid- 60 online business that can only
30 ence typical of the dot-com era, he survive if clients come to its site
was convinced he was and stay there. Euroffice
70 How would you describe Euroffice?

a) a successful online retailer
b) a bricks and mortar retailer
c) an online auction house
71 Mr Karibian’s dream is
a) to expand to the size of Google.
b) to switch from selling office supplies to other products.
c) to be the UK’s biggest online office supplier.
72 The people who work for Euroffice
a) wear formal clothes.
b) are mature.
c) are enthusiastic.
73 Who are the main customers?
a) the general public
b) small firms
c) large corporations
74 When the dotcom bubble burst, Mr Karibian
a) lost all the money that had been lent to him.
b) lost hope.
c) convinced everyone that the company would be successful.
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Progress Test 2
75 How did Mr Karibian raise funding for his business?

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

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

Electronics engineer invented a A group of young computer An existing company – offers luxury
security device based on facial professionals have devised a new chauffeur-driven car hire to
recognition – seeks funding to computer game and want to companies.
manufacture and market it. market it. Two partners – committed
Invention is effective – should have Game is fun and creative. The and ambitious. Strong
a good market. group has lots of other ideas. customer base established.
They want to expand - open
Not yet patented. Will be difficult to enter this
regional offices. Expansion often
Inventor has no business market – highly competitive.
difficult but prospects
experience. good if managed well.
Partners have demonstrated
good business skills.

23
Name/Class:
Progress Test 3 (Units 109––12)14)
Listening
A Listen to the conclusion of a presentation and answer the questions below.
1 The presentation was about
a) management styles.
b) why companies fail.
c) the importance of managing people.
2 The speaker was addressing
a) professional people running small firms.
b) employees of small firms.
c) trainee managers in a large corporation.
3 What were the three main issues that were covered in the talk?
a) communication
b) consistency
c) context
d) content
e) control
f) cooperation
B Listen to the question and answer session that follows the

presentation and answer the questions below.
4 The first questioner wants to know
a) what motivates employees.
b) how to give staff the chance to improve themselves.
c) how to reward staff for good work.
5 The first questioner is
a) polite.
b) aggressive.
c) unclear about what she wants to know.
6 Tick the suggestions the speaker makes when answering the
first question.
a) give people new things to learn
b) congratulate people when they do a good job
c) give people the chance to work overtime for more pay
d) help people who are inexperienced
e) offer staff long-term security
f ) offer financial rewards for good work
7 The second questioner
a) disagrees with the speaker.
b) asks for clarification.
c) asks for more information.
8 The second questioner is
a) polite.
b) aggressive.
c)vague.
24 MARKET LEADER TEST FILE © Pearson Education Limitedit 2006
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Progress Test 3
9 The speaker believes that

a) you need formal training to become a good manager.
b) you develop management skills mainly through experience.
c) different managers acquire skills in different ways.
10 The speaker believes that many managers may find it difficult to
a) manage the business side.
b) manage people.
c) take time away from work for training.
11 The questioner wants to know
a) the number of small firms in the UK.
b) the number of partnerships that fail each year.
c) the proportion of small firms that do not succeed because they
have poor managers.
12 When the second questioner asks another question, the speaker
a) gives a satisfactory answer.
b) answers impolitely.
c) is unable to answer.
Language
A Complete the text below using the correct form of the verbs in brackets.
13
…
(be) part of a team is much more interesting than ………. 14 (work) alone. For one
15
thing, different team members can alternate job tasks. So if one person is tired of ……….
(repeat) the same task, he or she can stop ………. 16

17
(do) it and let someone else take over. By ………. (develop) skills in a variety
18
of tasks, each team member is able ………. (expand) their range of
19
experience, which can be useful when ………. (apply) for jobs.
B Make complete sentences using the sentence halves and a linking

word from the box below. Remember to use correct punctuation.
although despite however in addition whereas
20 You can’t predict when a a) Mary Jones is a much

crisis might happen more autocratic manager.
21 The company has not been b) that there will be a shortage
successful in increasing sales of jobs at home.
at home.
22 Peter Clark always asks his c) you can make sure you are
team for their opinion before prepared for it when it comes.
making a decision
23 Many companies are moving d) there are a number of
jobs offshore; this doesn’t mean practical issues to consider.
24 Before agreeing to a merger, e) spending huge amounts
companies need to be sure on advertising.
they have common strategies
and goals.
Photocopiable ©Pearson EducationLimitedited20002006 MARKET LEADER TEST FILE

25
Name/Class:
Progress Test 3
C Expand each of the following headlines into a full grammatical

sentence. There is no need to write abbreviations in full (e.g. EU).
25 GE profits up 15%
26 EU and US to resume flight talks
27 Nokia, China Putain announce joint venture
28 New Burberry chief’s $27m package
29 China and US fail to strike textile deal.
30 ASCO boss told: up profits or quit
D Rewrite the sentences below using the words in brackets.

31 We will definitely have the results by Friday. (We are certain…)
32 It is likely that our profits will fall in the next quarter. (probably)
33 Maybe our competitors will launch their product first. (It is possible…)
34 I doubt whether anyone will notice the mistake. (It is unlikely…)
35 I’m afraid it will be impossible for me to get to the meeting.
(There’s no chance...)
Vocabulary A Choose the correct word from the box to complete each sentence.
compensate disclose handle monitor set take
36 Telephone calls are sometimes recorded so that we can

………. the performance of sales staff.
37 It is our policy to ………. customers for any loss of business
they have suffered as a result of delays.
38 We feel it is important to ………. high standards of service.
39 We guarantee not to ………. any confidential information to third parties.
40 We’ve appointed two new customer service staff to ………. complaints.
41 If a customer reports a problem, we will ………. action to resolve it.
B Match the management styles in the box to the

descriptions of the people below.
collaborative delegating empowering hands-on task-oriented
42 Jan believes in working closely with her team to make sure

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

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Progress Test 3
C Choose one of the idioms to complete each sentence below.
ahead of its time pass the buck ground rules

nitty-gritty get to the bottom of it steam-rollered
at the cutting edge
47 This hydrogen cell car is …………… of new technology.

48 None of the staff wants to take responsibility when things go wrong –
they just …………… to their manager.
49 OK, we’ve talked a lot in general terms. Now let’s get down to the …………… .
50 Before we start working on this project together, we need to
establish some …………… .
51 There seems to be some sort of disagreement between the two
production teams and we have to …………… .
52 I didn’t really agree with the new directive, but I was
…………… into accepting it.
53 I don’t think society is ready for this kind of technology – it’s really …………… .
D Match the terms in the box with their definitions below.
acquisition bid contingency joint venture liability MBO stake
54 a business activity in which two or more companies have invested together

55 when a company’s top managers buy the company they work for
56 when one company buys another one
57 a price offered to buy goods or shares
58 money invested in a business; a shareholding
59 responsibility for an action, or for damage or loss
60 an event that might happen – especially one that might cause problems

27
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Progress Test 3
Skills Match the questions and statements to the responses below. There is one
response that cannot be used.
61 A: Do you mind if I use your phone?
B: …………….
62 A: So you think there could be problems meeting the new deadline?
B: …………….
63 A: Just how many new customers have you gained?
B: …………….
64 A: Did you know that Perry’s has taken over JCT?
B: …………….
65 A: How was your trip?
B: …………….
66 A: Would you like to join us for a drink?
B: …………….
67 A: We’re opening a new office in Kuala Lumpur next month.
B: …………….
68 A: It takes hours to go through all my e-mails!
B: …………….
a) I’d love to.

b) Yes I do.
c) Are you?
d) I know what you mean.
e) Not bad.
f) No – really?
g) I think so too.
h) Not at all.
i) I’m afraid I can’t answer that.
Reading A Read the article and identify the paragraph (i–vii) in which you
can find information about the following:
69 how US retailers are using information about their customers
70 Best Buy’s five main customer segments
71 the impact on sales of Best Buy’s new strategy
72 a comparison of the way different stores have been segmented
73 Best Buy’s objective for the next half year

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Progress Test 3
Customised shops bring in the customers

i) Manhattan’s 23rd Street lies between broader strategy by Best Buy, the largest Street, the other main focus group is
New York’s fashion district, with its US retailer of consumer electronics. ‘early adopting people’: mostly young
small stores including flower shops and Within six months, it plans to have over males who want the latest in personal
jewellers, and Chelsea, with its half of its 700 stores across the US technology. The recent
architects’ offices, advertising converted to what it calls its ‘customer store conversion included installing two
centricity’ model. Each converted store separate stations for testing computer
agencies and upmarket apartments. So will cater to one or more of five distinct games products. In contrast, the Best
when the local Best Buy electronics customer groups, with the appropriate Buy in the wealthy Long Island suburb
store was trying to identify its main store fittings of Huntington includes a carpeted studio
customer groups, small business was an area for listening
obvious choice. John Zittrauer, a store – like the business help desk – and
salesman, estimates that one out of every product selections. to top-of-the-range home entertainment
three customers who enters the store has iv) The strategy reflects a broader trend in systems and staff trained to visit
some connection with small business. the US retail sector. National retailers are customers’ homes and advise them on
learning to analyse the vast quantities of planning and installing. Stores targeting
data now available on their customers, the ‘busy suburban woman’ include
allowing them to adapt their stores and personal shoppers who can be booked in
ii) This summer, Mr Zittrauer was their staff to meet the tastes of the local advance to offer shopping advice.
designated as a ‘business technology market.
professional’ after spending two weeks
training to respond to the likely needs of v) Best Buy first launched its ‘segmented’ vii) The segmented stores have delivered
individuals running a business at home, store programme after two years of rapid results; in its most recent quarter,
or from a small office. The store he customer research and testing that led it the converted stores delivered
works in has undergone drastic to identify its five target customer comparable sales growth of 9.4 per cent,
remodelling and now includes a business groups: business users, early adopting against the 3.5 per cent seen in the rest of
help desk and a broader range of people, older family males, affluent the chain.
business software. professionals and busy suburban women.
iii) The changes are part of a vi) At the Manhattan store on 23rd
B In the following questions about the article, more than one

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

29
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Progress Test 3
Writing Read the first paragraph of a summary of a consultant’s report below, and the
notes underneath it. Then write the rest of the summary using the sub-
headings and information given. You should write about 200-250 words.
A comparative study of team-work in Hungary and Japan
Background
Company X (Japanese) and Company Y (Hungarian) are to set up a joint venture in which a
team of software engineers from each company will work together to build a state-of-the-
art computer-aided design system. Consultants & Co were requested to carry out a study
into the working patterns of teams in each company.
Purpose
Identify areas of difference › possible friction?
Make recommendations (how to improve cooperation between teams?)
Method
Two week study period: consultants followed teams, observed patterns of
communication and decision-making.
Findings
Hungariaamn te Japanese team
work as individuals
work as a group
engineers specialised
engineers more generalised
meetings rare meetings frequent
communication via e-mail or through brainstorm ideas together
team leader
communication face-to-face
leader coordinates and directs.
decisions by consensus.
Conclusion
Very different! › serious problems possible › joint venture at risk.
Important to establish common approach
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Exit Test (general review)
Listening A Listen to an interview with Jon Larsen, CEO of a Danish advertising agency,
and complete the sentences below.
1 Jon Larsen’s company was founded in ............... .
2 The company is changing its name from Verner-Martins to ............... .
3 The proportion of spending on internet advertising is (at the time of the
interview) ............... per cent.
4 In a few years, Jon expects this percentage to be ...............
5 In Jon’s example, a car manufacturer arranged a series of ...............
............... to promote its new model. .
6 To attend these events, people had to register their ............... or ............... .

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

31
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Exit Test
Language A In the article below, there is one mistake on each line. Identify the word that
is wrong and write the correct word in the gap.
From high to low in just seven days

A week ago Refco is one of the world’s biggest finance companies, 15 ……….
with a market value of $3.6bn following its high successful flotation in August. 16 ……….
Now the company has collapsed and trading in its shares have been suspended. 17 ……….
Initially, internal investigators have been unable to find anything fundamentally 18 ……….
wrong. But on Monday the company found out that a $430m debt was owing by 19 ……….
the chief executive. On the same day, he paid it forward, with interest. 20 ……….
The problem was that the statement the company put out explaining what has 21 ……….
happened left many unanswered questions. Refco is completely dependent of the 22 ……….
confidence of its customers. If they fear of the security of their assets they will 23 ……….
attempt to withdrawing them, which is exactly what happened this week. 24 ……….
B Rewrite the underlined part of each sentence below to create a noun phrase.
Do not use relative clauses (clauses with ‘who’, ‘that’ or ‘which’).
Example:
We have to review our strategy because the conditions in the
market are increasingly difficult.
We have to review our strategy because of the increasingly difficult
market conditions.
25 We are looking for a person who is professional and has
good qualifications.
We are looking for ………. .
26 Our sales have declined rapidly in recent months.
In recent months, we have seen ………. .
27 He has been consistent in producing reports which are
accurate. He has produced ………. .
28 The company has demonstrated that they are extremely
effective in planning for disasters.
The company has demonstrated ………. .
29 Lastminute.com is a service company which operates online and has
been highly successful.
Lastminute.com is a ………. .
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Exit Test
C Complete the sentences below with the appropriate multiword verb.

Where there is a pronoun in brackets, decide whether to put it
between the two parts of the verb or at the end.
break into break off bring out cut off look into put off
30 We have discontinued that line and we are going to ………. ………. a

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

………. ………. . (them)
D Choose the best answer to complete each gap in the article.
Smiles, white lies, um, er...What

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

33
Name/Class:
Exit Test
Vocabulary A Choose a word or phrase from the list to replace each of the underlined words
or phrases without changing the meaning.
fringe benefits dire independently old-fashioned remuneration

retreat rosy succinct uncertain
41 We don’t see any future in this market so we’ve decided to withdraw.

42 Our sales subsidiaries operate autonomously.
43 I’ve been offered an attractive pay package with the new job.
44 The job also comes with a number of perks.
45 Hugo got excellent exam results and his future looks promising.
46 His speech was short and to the point.
47 Share prices are falling fast and the financial analysts have
issued dreadful warnings.
48 I’m afraid your chances of success are somewhat doubtful.
49 That manager’s attitudes to women are a bit behind the times!
B Choose two verbs from the list that could both be used in each
sentence below.
accept achieve admit damage deal with enter give

handle jeopardise make penetrate provide reach take
50 We employ 5 staff to ………. customer complaints.

51 Normally the departmental manager should ………. the decision.
52 The project failed because we failed to ………. our goals.
53 The delegates at the conference were asked to ………. feedback.
54 The company is refusing to ………. liability for the loss.
55 He warned that taking this action could seriously ……….
international relations.
56 The plan is to ………. the market with our new design.
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Exit Test
C Match the words in column A to the words in column B to make phrases and
match them to the definitions below.
A B
auction centre
distribution package
income house
takeover distribution
retail bid
severance chain
57 money and other advantages offered to an employee when a company

tells them to leave
58 the way in which wealth is shared by people in a country
59 an attempt to get control of a company by buying most of its shares
60 the location where goods are stored before being sent out to customers
61 a number of shops or stores owned or managed by the same company
62 a company that arranges sales in which items are sold to the highest
bidder
Match each of the functions to the most appropriate phrase below.

Skills
63 State the goals of a meeting
64 Ask for opinions
65 Encourage contributions at a brainstorming.
66 Signal that you want to say something.
67 Resolve a conflict.
68 Soften a request.
69 Summarise the points so far.
a) I’d like to make a suggestion.

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

35
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Exit Test
Reading A Read the article and complete the gaps with the extracts (a–f).
Ban the bureaucracy and bring in the bulldozers

The table in Jean-François Dehecq’s chief heavy bureaucracy, Mr Dehecq believes Despite the fact that Aventis was larger,
executive suite in Paris has room for no he .......... 71. He cites the plan Mr Dehecq launched an aggressive
more than a handful of people to gather of a group of his managers to build a new takeover and went on to acquire his rival in
round. Sanofi-Aventis, the company he $100m vaccines plant in the US. ‘We a €50bn deal. After the merger, most of
runs, may have become one of the world’s challenged it, and then we said “Right, let’s Aventis’s top management lost their jobs, as
largest pharmaceutical companies, but he go”. The reaction of these guys was, “So he .......... 74. ‘Otherwise we would be
believes this table remains big enough for which committee do we go to now?” I said
all those needed to take the key decisions. tomorrow morning you get the bulldozers stuck in the mud like all the big mergers
on the site and start building. We .......... 72.’ with only 2 or 3 per cent revenue growth
this year, while we are generating 11 per
Apart from Mr Dehecq, that means just That same small group of executives cent.’
three other long-standing colleagues in came into play when engineering Sanofi’s As for the future, he hints that any of his
whom he has total confidence. ‘We .......... largest take-over with the purchase of the three close colleagues could take on his
70
,’ he says. rival French group Aventis in a highly role when he comes up for retirement in
‘We sit around this little table and make unusual, hostile takeover battle. Mr Dehecq three years, and with the board’s approval
decisions and apply them the next morning. says the saga began as a survival strategy he has chosen a preferred successor –
There are no committees, no mucking for Sanofi, indicating that Pfizer, the whose identity he will not reveal – who
around.’ world’s largest drugs group, .......... 73 that shares his vision. ‘The essential thing is
This is one of a number of his defiantly that we don’t end up working by
distinctive approaches to management. committees. If we .......... 75.’
While executives in many ‘big pharma’ were eyeing his business for acquisition
groups complain that they are spending too because of its profitability.
much time in large committees, trapped by
a) can best keep his company alive by retaining a direct approach

that cuts away bureaucracy
b) imposed Sanofi’s vision and style
c) was among a number of pharmaceutical companies
d) do that, we are dead
e) just took the decision
f) don’t need to talk to understand each other
B Now answer these questions about the article.

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

firm needs to purchase a new motor for the pumping system at your
plant and you have been asked to investigate three models that would
all be suitable from a technical point of view.
Use the data below and write a memo of 200 to 250 words to the Purchasing
Manager. Tell him which motor you would recommend and give your reasons.
Motor A Motor B Motor C (*new model)

Purchase price $1,300 $1,900 $2,900
Annual running cost (based on energy use) $3,066 $3,942 $2,628
Guarantee 1 year 3 years 5 years
Cost of service contract (after guarantee expires) $80 per year $100 per year $100 per year
Speaking You are going to have a speaking test that will last about 15
minutes. There will be two parts:
Part A: You will be asked to prepare a short (3–4 minute) presentation.
Part B: You will have to ask for information about a conference venue,
which you should then summarise and evaluate.
Part A: Presentation
Choose one of the topics below and prepare a short presentation. You
should begin with a suitable introduction, divide the main information into
about three main parts, and end with a conclusion. You can make notes,
but should not try to read the whole presentation. You will have about 15
minutes to prepare.
1 Make a presentation about a company. Give information about its
activities (products or services), its size, nationality of main offices or
plants, subsidiaries etc, and its strengths in the market.
2 Make a presentation about a job: either the job you have, or one you
would like to have. Describe what the job involves, why you chose it,
and what is most challenging or rewarding about it.
3 Make a presentation about a business person: either someone you
work with or a well-known person. Talk about what this person does,
what they have done or achieved in the past, and what special skills
they have that you admire.
Part B: Gathering information and summarising

You work for a media company. Your company wants to take over a
video games producer as a way to enter the video games market. Ask
the examiner for information about two possible companies: StarSports
(based in the US) and Silver Clouds (based in France).
Try to get the following information about each company:
• type of game the company produces • market value

• sales performance: how well they are selling • profit last year
• when the company was set up • share price trend
You can ask as many questions as you like to get facts and check your
understanding. You can make notes. When you have all the facts, you will be
asked to make a summary comparing the two companies. You should then
say which one you think offers the best potential for a takeover.

37

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Name/Class:

1 Where will Alison travel to this week?

Toy success story launched

11 a) are sitting b) were sitting c) had sat

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B Match the questions and statements to the responses below. 23

Position of Marketing Assistant

I am writing to ………. 32 for the position of marketing assistant, which is

I am enclosing my ………. 34 which gives details of my qualifications and

As you can see, I am currently employed in the marketing department at

Photocopiable ©Pearson EducationLimitedited20002006 MARKET LEADER UPPER INTERMEDIATE TEST FILE

by about 3 to 4 per cent. I would like to suggest that we reduce 45 our

As you know, we face intense 46 competition in this market, and our

45 a) fall b) cut c) make lower

Food companies target health

a) just spending more money on research and development

B The text contains a number of ideas and opinions. Match the

a) Coca-Cola d) Kathy Brownlie, Frost Sullivan

Photocopiable ©Pearson EducationLimitedited20002006 MARKET LEADER UPPER INTERMEDIATE TEST FILE

Include the following points:

Progress Test 1 (Units 1–5)

B Listen to the conversation again. If you hear an example of any of the

Photocopiable ©Pearson EducationLimitedited20002006 MARKET LEADER UPPER INTERMEDIATE TEST FILE

15 an electronic device that checks who is entering or leaving a building

Deutsche Post moves on Exel

20 a) held b) have been holding c) had been holding

allocate break down develop duplicate face

Subject: Difficulties following merger

It would............40 the company a lot of time and money if we could.................

Photocopiable ©Pearson EducationLimitedited20002006 MARKET LEADER UPPER INTERMEDIATE TEST FILE

B Match the definitions to the words and phrases underneath.

D Rewrite the words or phrases in italics in the sentences below

call off count on draw up let down set up

54 We have successfully negotiated a deal and now we are

a) mentioned you might be able to help me

Photocopiable ©Pearson EducationLimitedited20002006 MARKET LEADER UPPER INTERMEDIATE TEST FILE

In someone else’s job for a day

B Choose the best answer to each question.

Photocopiable ©Pearson EducationLimitedited20002006 MARKET LEADER UPPER INTERMEDIATE TEST FILE

Progress Test 2 (Units 6–9)

a) how to stay within budget

B Now listen again. In which extract do you hear someone doing

6 identifying the cause of a problem Extract ……….

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We are a global-recognised brand and a leader in the world of collectibles. 11 ……….

B Write the correct form of each of the verbs in brackets.

C Write the most appropriate modal verb (positive or negative) in

D Write the correct preposition in each gap in the text below.

42 We’re looking for someone who is open and trustworthy; someone

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Skills Complete the dialogue with the phrases below.

a) I’d agree with you there

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Holding on to the dotcom dream

70 How would you describe Euroffice?

75 How did Mr Karibian raise funding for his business?

Writing You represent a firm of venture capitalists. You have investigated

AccessFace Bandarma Chauffeur-de-luxe

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Progress Test 3 (Units 109––12)14)

B Listen to the question and answer session that follows the

9 The speaker believes that

(repeat) the same task, he or she can stop ………. 16

B Make complete sentences using the sentence halves and a linking