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BULATS
BUSINESS LANGUAGE TESTING SERVICE
Published by
Summertown Publishing Limited
29 Grove Street
Summertown
Oxford
0X2 7JT
www.summertown.co.uk email:
info@summertown.co.uk
All rights reserved. No part of this publication may be reproduced, stored in a retrieval
system, or transmitted in any form or by any means, electronic, mechanical, photocopying, or
otherwise, without the prior permission of the publishers or except as permitted by law.
The author and publishers would like to thank the following for permission to reproduce their
material: P34 Extract from Safe shopping on the internet, http://www.consumerdirect.gov.uk/
general/internet/fs soi.shtml, reproduced with the permission of the Controller of HMSO
and the Queen's Printer for Scotland; P57 Extracts from How to communicate to the four main
personality types, http:/,/www.hopkins-business-communication-
training.com/communicating.html, reproduced by permission of the author; P59 Text
reproduced by permission from www.vso.org.uk; p62 Extract from How to start a smalt
business, http://www.sba.gov/starting_business/startup/areyouready.html, reproduced with
the permission of the US Small Business Administration; p8o Text reproduced with
permission from CCH Business Owner's Toolkit (TM) www.toolkit.cch.com published and
copyrighted by CCH Tax & Accounting: P90 Extracts from Racial Equality and the Smaller
Business, reproduced with the permission of the Commission for Racial Equality.
Although we have tried to trace and contact copyright holders before publication, in some
cases this has not been possible. If contacted, we will be pleased to rectify any errors or
omissions at the earliest opportunity.
Recording scripts 93
The service is designed to test the language of employees who need to use a foreign language in their work,
and for students and employees on language courses or on professional/business courses where foreign
language ability is an important element of the course.
-- the Standard
Test the Computer
Test
The Standard Test and the Computer Test are alternatives. Both assess:
■ listening skills
■ reading skills
knowledge of grammar
knowledge of vocabulary
The BULATS Speaking Test and t he BULATS Writing Tests are independent tests. Companies can decide to use
just one test, i.e. t h e Standard Test, the Computer Test, the Speaking Test or the Writing Test; alternatively
they can use any combination of them.
50 Listening items
60 Reading and Language Knowledge items
the question types you will find in BULATS, e.g. multiple choice, cloze, error spotting and correction :: the
techniques required for BULATS, e.g. reading for gist, listening for detail, correcting grammatical mistakes and
completing sentences with the correct vocabulary item
Success with BULATS will help you prepare for the Computer Test by presenting you with:
Though the CD-ROM questions are fully interactive, just as in the Computer Test, the test is not adaptive.
1
Introduction to the BULATS
Standard Test
This book will help you to prepare for the BULATS Standard Test. The Standard Test lasts about no minutes and
consists of two parts:
Part or J Number of
Skill Section | Type of task questions
In general, the later parts are more difficult than the earlier ones.
The voices are from the English-speaking world, in particular speakers of British and American English.
It is also important to be very clear about the questions: listen carefully to the instructions (they are also
written down in the Question Paper), and during t he 15-20 second pause before the recording begins, read
quickly through the text or options.
For t h e Listening section, write your answers on the Question Paper as you listen to the cassette. When the
cassette finishes (after about 50 minutes), you have five minutes to copy your answers from your Question
Paper onto your Answer Sheet. It is important that you do this carefully, as only th e Answer Sheet will be
marked.
I Part or i rtumber of
Skill Section Type of task questions
You should prepare for the Reading section by reading a wide variety of relevant materials - see the list on the
next page.
You should practise reading extensively as well as intensively: 'extensively' means reading lots of materials
without stopping to check any difficult words or phrases, while 'intensively' means reading slowly and
carefully, checking each unfamiliar word. The reading texts in BULATS are quite long for t he time available and
you need to have developed skills in quickly looking through a text to get the general meaning, and to pick out
answers to particular questions.
Sources of reading materials:
language learning books - most publishers produce good course books with a variety of
business-related texts
■ foreign language libraries, e.g. the British Council
■ foreign or multinational companies - write to them asking for information in the language you
are studying
■ foreign language newspapers and magazines
■ graded readers (novels adapted for learners of English)
texts on the internet
A useful way of developing your general business vocabulary is to read a wide range of work-related texts.
Course books produced by international publishers also contain many useful exercises for developing
grammatical and vocabulary knowledge.
Do not worry if the topic of the text is one you are unfamiliar with - the questions do not assume any
previous knowledge of the topic.
* The level assessment provided by Success with BULATS is purely an indication of your level and does not have the validity
of the result generated by the BULATS test.
Test One
Part One
Questions 1-10
A ZX2
B ZX20
C ZX1
A 8 pm
B 7.30 pm
C 9 pm
8 What does Hans do on the project?
A HR
B Finance
C Marketing
A a new customer
B a new colleague
C a new supplier
A $2.80 B
$218 C
$280
Part Two
Questions 11-22
Conversation One
Questions 11-14
REGISTRATION FORM
First name: Peter
Surname: (11) .....................................
Phone: (12) .........................................
Email: maitlan
d@tiscali.com
Course name: (13)...............................
Course reference: (14) .........................
Conversation Two
Questions 15-18
ORDER FORM
Name: Mrs Davies
Postcode: (15)....................................................................
Address: (16) ......................... Brandy Lane
Town: Stockport
Order no: (17) ....................................................................
Action: Despatch this afternoon
Payment terms: (18) ...........................................................
Conversation Three
Questions 19-22
CUSTOMER SERVICE
Product: printer
Customer details
Postcode: (22)..................................................
Part Three
Section One A
Questions 23-27
• You will hear five people answer the question 'What's your job?'
• As you listen, decide what the person's job is.
• Choose your answer from the list A-l and
write the correct letter in the space provided.
accountant
• You will hear the five pieces once only.
B store manager
Example: .........I ......... C secretary
23 Person 1 ................................. D trainer
24 Person 2 .................................. E salesperson
25 Person 3 .................................... F telecoms engineer
26 Person 4 .................................... G maintenance manager
27 Person 5 .................................. H lawyer
I architect
Section Two
Questions 28-32
• You will hear five people talking about the work environment.
• As you listen, decide what environmental aspect each of them is talking about.
• Choose your answer from the list A-l and
write the correct letter in the space provided.
• You will hear the five pieces once only. A office layout
B lighting
Example: ........ I .........
C location
28 Person 1 ..................
D desks
29 Person 2 .................. ,
E chairs
30 Person 3 ...................
F refreshments
31 Person 4 .....................
G leisure opportunities
32 Person 5 .....................
H technology
I flooring
Part Four
Section One
Questions 33-38
• You will hear a conversation between two managers about a candidate for a post
in their company.
• For questions 39-44, circle one letter A, B or C for the correct answer.
• You will hear the conversation twice.
39 The candidate is
A well-suited.
B well-qualified.
C well-educated.
42 They want someone who speaks more than one language because this shows
A they are a good linguist.
B they have experience of other cultures.
C they have been to France or Germany.
• You will hear a conversation between a manager and a member of his team.
They are discussing the employee's performance over the year and setting
targets for the next year.
• For questions 45-50, circle one letter A, B or C for the correct answer.
• You will hear the conversation twice.
45 The manager feels the team member has achieved her target concerning
accounts because
A they are up to date.
B he can speak to the controller about them.
C it's a relief to not to chase debts.
46 The team member is not happy about the support from the controlling
department because
A they are unfriendly.
B they are impolite.
C they are defensive.
47 Why does the team member expect the manager to speak to the controlling
department?
A because she thinks the controlling department should speak to her first
B because she doesn't think it is her role to bring the problem up with them C
because she hasn't got the time to do it herself
48 Why does the manager think it would be a good idea if she contacted the
controlling department herself?
A because he doesn't want to do it himself
B because her objective for the year is to work closely with the
controlling department
C because he wants her to take the initiative
49 Geoff Squires is
A the boss of the team member.
B the boss of the manager.
C the boss of the controlling department.
50 Why does the manager want to give Geoff the chance to explain his priorities?
A so that they can better understand his needs
B so that the team member can move to the controlling department
C so that they can enjoy their lunch together
Part One, Section One
Questions 51-57
Example:
Answer:
51
Opening soon
52
A The shop will stop doing business soon so they are selling all
the
products at a discount.
B The shop will stop doing business soon. C
The shop is selling all its products at very low prices.
53 Our offices are situated in the city centre, between the Hydro Hotel and
the main railway station - about five minutes on foot from each.
A The Hydro Hotel is not very convenient for getting to our offices as it
is quite far away.
B If you arrive by train, it is very easy to walk to our
offices. C There are many hotels in the city centre.
54
Cash only;
no credit
55
If you are absent from work because of illness, you must provide a note from
your doctor after three days.
59 Last week Peter Brown came to work late three times. Because of his bad
................... we have given him a warning.
A manners
B behaviour
C actions
D comportment
61 As we have established a good name for our products, we will keep the same
.................... image for the new model.
A brand
B make
C sort
D trade
62 This report is very important. You ................... in your comments by the end of
last week.
A should send
B have to send
C should have send
D should have sent
63 If you go to our ..................... , you will find the goods that you ordered are ready
for collection.
A warehouse
B store building
C storing house
D distribution building
Part One, Section Three
Questions 64-69
• Read the text below about management skills and answer questions 64-69 on the
opposite page.
• For questions 64-69, mark one letter A, B or C on your Answer Sheet.
MANAGEMENT SKILLS
In order to perform the functions of management and to carry out different roles, managers
must be skilled. Robert Katz identified three managerial skills that are essential to successful
management:
• technical
• human
• conceptual
Technical skill involves process or technique knowledge and proficiency. Managers use the
processes, techniques and tools of a specific area.
Human skill involves the ability to interact effectively with people. Managers interact and
cooperate with employees.
Conceptual skill involves the development of ideas. Managers understand abstract relationships,
develop ideas and solve problems creatively.
In this way, technical skill deals with things, human skill concerns people and conceptual skill has
to do with ideas.
A manager's level in the organisation determines the relative importance of possessing technical,
human and conceptual skills. Top level managers need conceptual skills in order to view the
organisation as a whole. Conceptual skills are used in planning and dealing with ideas and
abstractions. Supervisors need technical skills to manage their area of specialty. All levels of
management need human s k i l l s in order to interact and communicate with other people
successfully.
64 According to the first paragraph, Katz believes that
A managers need to fulfil a range a different tasks.
B successful managers must be trained in special skills.
C technical competence is not sufficient to be a successful manager.
65 Which of the skills mentioned is concerned with thinking about processes in order
to come up with imaginative solutions?
A technical
B human
C
conceptual
68 According to Katz
A all skills are needed equally by all managers.
B supervisory managers need to develop a range of skills for different
specialisations. C only one skill is required equally by all
managers at all levels.
• For questions 70-74, read the text below and think of the word which best fits
each space.
• Write only one word in each space on your Answer Sheet.
Example.
Answer:
Employee Sickness
Nearly all employees get ill at some time during (70) .................... working
to you. If you are away (72) .................... work for more than three days
(73) .................... of sickness, you must get a note from your doctor. If you
know you are going to be absent for longer (74) ..................... a week, please
tell your boss or someone in your team. This will help us to do your work
Part Two
Part Two, Section One
Questions 75-81
• Read these sentences below and the descriptions of four channels of promotion
on the opposite page.
• Which promotion channel does each sentence 75-81 refer to?
• For each sentence, mark one letter A, B, C or D on your Answer Sheet.
Example:
Answer:
76 This channel of promotion aims primarily to bring the product and its features
to the public's attention.
Direct mail
• The advertiser can target a promotional message down to an individual level, and where
possible personalise the message.
• Businesses can first test the responsiveness of direct mailing (by sending out a test
mailing to a small, representative sample) before committing to the more significant cost
of a larger campaign.
• Direct mailing campaigns are less visible to competitors -- it is therefore possible to be
more creative, for longer.
Public relations
• Can be used to maintain good relations and build goodwill with many 'publics'.
• Free.
• Press editorial is perceived by the audience to be true.
• Difficult to measure whether the key messages have been communicated to the
target public.
Example:
Answer:
We are pleased to announce the (82) ...................... between AST and Global
Securities. This move brings together two major players in international finance.
The combined (83) ..................... of the new company will be in the region of
$56 billion. Clearly, this will put us in a very strong position and will bring major
benefits to our many investors. And with our new partner, we expect to see a
steady increase in (84) .................... during the next five years. The new name of
companies.
Unfortunately, our (86) ...................... to take over SemFin was rejected by the
shareholders. However, we have not given up and expect to make another attempt
• For questions 87-91, read the text below and think of the word which best fits
each space.
• Write only one word in each space on your Answer Sheet.
Example:
Answer:
Freight Logistics is the movement and supply of goods throughout the economy -
The term 'logistics' isn't (88) ..................... entity - in fact, it covers a vast array of
different industries and sectors. People often divide logistics into the method of
transporting goods, i.e. road, rail, sea or air, (89) ..................... in reality, large
logistics companies work across all types of transport and with multiple industries.
Logistics activities include the planning, routing and the movement of freight
across all transport modes (road, rail, sea and air) as well as associated activities
92 This product will help you to achieve and maintain ...................... performance by
helping you to focus on those targets which can be met in the short term.
A pinnacle
B summit
C peak
D tip
93 The launch of the Z21 will herald a new era for our products. Of course, it means
the gradual .................... of the Z20 range.
A phasing out
B phasing away
C phasing back
D phasing down
94 With her exceptional ..................... in sales, she has to be the best candidate for
the job.
A history record
B profile record
C track record
D background record
95 With this type of investment account, interest .................... on a daily basis and is
added to your account at the end of each quarter.
A accumulates
B accrues
C grows
D occurs
96 Studies regularly show that at least 50 per cent of ...................... and rework costs
could be avoided if the process is executed correctly.
A rubbish
B trash
C waste
D scrap
97 ................... protection lasts for ten years beginning on the filing date of the
application. This may be extended for a further period often years.
A Brand
B Trademark
C Mark
D Brandmark
Part Two, Section Five
Questions 98-103
• Read the article below about internet shopping and answer questions 98-103 on
the opposite page.
• For questions 98-103, mark one letter A, B, C or D on your Answer Sheet.
Top tips
• Make sure that the web address of the page starts https:// before you enter any personal information
or payment details. The's' stands for 'secure'. There should also be a small padlock that appears in
the bottom of your screen.
• Always print out a copy of your order and a copy of the acknowledgement that you should receive.
• Always check your bank statements carefully if you purchase something on the internet.
• You should never be asked to tell anyone your card's PIN number, even if they claim to be from your
bank or the police. Never send your PIN number to anyone over the internet.
99 According to the text, which of the following should you do before you make
an online purchase?
A Make a note of the seller's email address.
B Check that the final price includes all additional costs, such as
delivery
and taxes.
C Make sure that your bank statement is up-to-date. D
Print out a copy of the goods that you intend to buy.
100 As a UK citizen you can get protection from your credit card company if you
buy goods
A in the EU which turn out to be faulty.
B with a valid guarantee.
C at home which cost more than £100.
D at home which cost less than £100.
101 What two features show a shopper that a merchant's site is safe?
A two letters
B two pictures
C one letter
D one letter and one picture
Example:
We are writing to you in connection with your application.
We would liked you to come for an interview.
105 I refer to our invoice dated 14 September, which has still not been pay.
106 According to our records, you have received the goods on 18 September
107 in your warehouse. We have the signed delivery form to support this.
108 Despite of many requests for payment, you have refused to pay the
109 amount owing. If we did not receive full payment within 14 days, we will
110 instruct our solicitors claiming this money through the courts. We hope,
Peter Bradley
Accounts Manager
Test Two
Part One
Questions 1-10
A Customer Service
B Sales C
Accounts
A her manager
B a buyer C
a customer
8 What does the boss want Phil to do?
A present
B socialise
C negotiate
A Prague
B Paris
C Pisa
agency C in-house
Part Two
Questions 11-22
Conversation One
Questions 11-14
Conversation Two
Questions 15-18
CUSTOMER SERVICE
Section One
Questions 23-27
• You will hear five people talking about various written documents.
• As you listen, decide which type pf document each of them is talking about.
• Choose your answer from the list A-l and
A a letter
write the correct letter in the space provided.
• You will hear the five pieces once only. B an SMS text
C an email
Example: ........ I .........
D a memo
23 Person 1 ..................................
E a report
24 Person 2 ...................................
F minutes of a meeting
25 Person 3 ...................................
G a fax
26 Person 4 ...................................
H a business card
27 Person 5 ...................................
I a form
Section Two
Questions 28-32
• You will hear five people talking about their jobs. In each case,
they are talking about a certain aspect of work that they like.
• As you listen, decide which aspect each of them
is talking about.
• Choose your answer from the list A-l and A working hours
write the correct letter in the space provided. B lunch breaks
• You will hear the five pieces once only.
C canteen
Example: ........ I ....... D travel to work
28 Person 1 .................................. E holidays
29 Person 2 ..................................... F social club
30 Person 3 ................................... G flexitime
31 Person 4 .................................... H creche
32 Person 5 .................................... I casual dress
Part Four
Section One
Questions 33-38
35 Merchandising concerns
A finding good merchants.
B display of products.
C promotional offers in the shop.
37 How does Wayne feel about the chance of success in persuading Cranberry's to
give more prominence to their products?
A He feels pessimistic.
B He feels optimistic.
C He feels they have a chance.
38 Why does Wayne want Fiona to attend the meeting with Cranberry's?
A because she could arrange some press coverage
B because she is a very persuasive person C
because she is in charge of PR
Section Two
Questions 39-44
• You will hear an extract from a presentation about human resources. This follows
the merger of two companies - Fulton and Cranberry.
• For questions 45-50, circle one letter A, B or C for the correct answer.
• You will hear the extract twice.
48 Cranberry's organisation is
A more hierarchical than Fulton's.
B flatter than Fulton's.
C more bureaucratic than Fulton's.
Example:
Answer:
51
No entry
A This is a private
road. B The door is
locked. C You must
not go in.
52
54
55
A After you have taken the goods from the warehouse, remember to fill
in the forms.
B We store all the paperwork and documentation in the warehouse. C
We have strict security at the warehouse. You can't take any goods without
filling in the forms.
58 We ....................... from that company now as their prices are very expensive.
A don't buying
B doesn't buy
C are not buying
D not buying
59 After three years in the company, we normally expect all employees in this
department to apply for ....................... to the next level.
A help
B support
C promotion
D advance
61 After a bad year, I must tell you that our ....................... have risen to a very high
level. Sadly, I think that the company must close.
A credits
B debts
C profits
D debtors
62 If they ....................... the products from us, we would have offered them a discount.
A would buy
B would have bought
C had buy
D had bought
• Read the text below about a Human Resources conference and answer questions
64-69 on the opposite page.
• For questions 64-69, mark one letter A, B or C on your Answer Sheet.
And if you can't make it to the conference, then the conference can come to you. For
the first time, we are offering three webinars (web-based seminars). Each day you
will be able to participate in one live, interactive 75-minute session conducted via
audio teleconference and the internet. Participation only requires a phone line and a
computer with internet access. Once registered, you can log on at any time.
Information about registration for the conference (live and online) is through our
website only and must be done in advance.
64 Last year's conference
A was not very popular.
B lasted for two days.
C had web-based seminars.
67 This year is the first time that the event will be offered
A to professionals from other areas.
B on the internet.
C on an interactive basis.
• For questions 70-74, read the text below and think of the word which best fits
each space.
• Write only one word in each space on your Answer Sheet.
Example:
Answer:
(70) ...................... you can see from the powerpoint presentation, we plan to launch
the new model at the beginning (71) ...................... next year. The first step will be the
advertising campaign in the newspapers. (72) .................... the same time, we will
start to send out samples to our distributors so (73) ..................... they can show
them to customers. This means that we must be ready to deliver the products to the
Part Two
Part Two, Section One
Questions 75-81
• Read these sentences and the descriptions of four types of personality on the
opposite page.
• Which personality type does each sentence 75-81 refer to?
• For each sentence, mark one letter A, B, C or D on your Answer Sheet.
Example:
projects. Answer:
75 This type of person has strong opinions about how best to carry out a task.
81 This type of person aims for compromise to try to keep everyone happy.
Extrovert
A
• probably has a messy desk
• leaves projects 75% completed because they get distracted by new, more exciting projects
• communicates ideas with enthusiasm and charm
• makes instant decisions
• hates paperwork and the 'dull routines' of life, such as filling in order forms, checking bank
statements
• always has interesting screen savers
B
Amiable
• the 'peacemaker' in the office
• always aiming for a 'win-win' in everything in life
• probably isn't terribly ambitious, but is very happy to support and encourage others who
are
• cannot say no very easily and so is probably on every committee going
• more likely to make a decision on the spot if only to stop you 'hassling' them, otherwise
will take weeks to make a decision (if at all, as they prefer others to make the decision for
them)
• likes to know what others are doing (in case they themselves are doing something
inappropriate or foolish)
C
Analytical
• a gadget person - has multiple PDAs (Personal Digital Assistants) in case one fails
• has several computers for the same reason
• loves punctuality
• when they tell you they recently bought something they won't round the number up but
will tell you to the exact dollar and cent how much they paid
• loves playing with spreadsheets, charts and projections
• will never make a decision on the spot; will buy a car based on fuel economy, servicing
costs, resell value, depreciation and other factors, but never 'because it's a lovely shade of
blue'
D
Pragmatic
• a 'take charge' person
• their view is the way things will probably get done
• they listen to others' points of view out of courtesy or intellectual curiosity, but will still do
things 'my way'
• doesn't take business rejection personally
• not interested in how 'exciting' a project might be, only interested in how much money it
will cost/make and how soon it can be implemented/built; very often likes the colour red
• doesn't have any photos of family or friends on their desk (too unprofessional)
• has a neat, organised desk
Part Two, Section Two
Questions 82-86
Example:
Please include a (0) ..................... of 30% of the total amount with your order.
The following terms and conditions apply to the supply of all (82) .....................
and parts. In the event of damage during transportation, all goods must be
returned in their original packaging. The cost of (83) .................... the goods to us
shall be paid by the customer. In addition, we shall not be liable for the goods
All goods come with a 24-month warranty. The warranty will only be effective
if the item has been regularly (85) ...................... In addition, if the part has been
• For questions 87-91, read the text below and think of the word which best fits
each space.
• Write only one word in each space on your Answer Sheet.
Example:
Answer:
vision is a world (87) .................... poverty in which people work together to fulfil
their potential.
countries,
backgrounds and ages. This international approach allows us to combine and learn
years. Today the average age of a volunteer is 38 and most placements are for two
The volunteers aim to pass (90) ..................... their expertise to local people so
that when they return home their skills remain. Volunteers can be aged between 20
and 75 years old and must have a formal qualification and some work experience.
Regular postings are for two years and volunteers are provided with
accommodation and a local level allowance as (91) .................... as air fares and
insurance.
Part Two, Section Four
Questions 92-97
• Read the article below about starting a small business and answer questions
98-103 on the opposite page.
• For questions 98-103, mark one letter A, B, C or D on your Answer Sheet.
100 What two Ps reduce the risk of failure when setting up a new business?
A personal goals and profitability
B personality and physical stamina
C planning and preparation
D potential and professionalism
101 According to the author, which of the following personal characteristics is not
important for starting a small business?
A adaptability
B decision-making
C motivation
D personality
103 Why might the initial period of a new business be particularly difficult on the
family front?
A because it requires physical and emotional strength
B because it requires sustained motivation
C because the husband/wife may not be helpful
D because of the risk of exhaustion
Part Two, Section Six
Questions 104-110
Example:
104 In view of the raising levels of absenteeism over the last 18 months, we are
105 carried out an initial investigation of the reasons for absence. The mostly
106 frequently reported causes are colds/flu, upset stomachs and back problems.
107 However, managers suggest that other causes, like boring works, emotional
108 and personal problems may also be factors. Before our meeting I would lik e
109 that you to check absentee figures for your department since last year. This
110 will gave us an overview of any trends. I look forward to seeing you next
Tuesday.
Test Three
Part One
Questions 1-10
A by train
B by car C
by plane
A the cheapest
A better job
B not
happy C to
travel
A a supplier
B a customer C
a shareholder
A a refund B a
replacement C installation
support
Part Two
Questions 11-22
Conversation One
Questions 11-14
Conversation Two
Questions 15-18
QUOTATION
Range: IMA&IO
First product: (15) .................................
Discount terms: (16) ................................off trade price for orders above 100
Second product: (17) .................................
Discount terms: (18) ................................ off trade price for orders above 50
Current price: £2275
Next year's price: £25.90
Conversation Three
Questions 19-22
PHONE MESSAGE
Caller: Pete Barlow
Caller's location: Hong Kong
Caller's number: (19) ............................................
Request: (20) ............................................. so thai they can prepare
handouts
Folder name: Presentations
File name: (21) .............................................
Email to: (22) ............................................ @multifun .com
Part Three
A late delivery
B poor
telephone
Section One
Questions 23-27 service
C rude sales
• You will hear five people talking about customer service.
• As you listen, decide what each person is complaining about. assistants
• Choose your answer from the list A-l and write D telephone
the correct letter in the space provided.
sales calls
• You will hear the five pieces once
only. E waiting to be served
F waiting to get through
Example: ....... I .......
on the phone
23 Person 1 ..................................
G junk mail
24 Person 2 ...................................
H email shots
25 Person 3 .....................................
I untrained staff
26 Person 4 ....................................
27 Person 5 .....................................
Section Two
A
Questions 28-32
Section One
Questions 33-38
• You will hear an extract from a meeting between a boss and one of her team.
• For questions 33-38, circle one letter A, B or C for the correct answer.
• You will hear the extract twice.
34 Why has she spent more time away than she planned?
A because there were two trade fairs
B because she had to attend two trade fairs
C because she had to represent the company at two trade fairs
38 Her boss doubts whether she will spend more time in the office once Susan's
replacement is recruited
A because she will want to be at home.
B because Susan's replacement will have to visit a lot of customers.
C because she will be out visiting customers with Susan's replacement.
Section Two
Questions 39-44
• You will hear an extract from a meeting in which financial issues are being
discussed. Tony is chairing the meeting.
• For questions 39-44, circle one letter A, B or C for the correct answer.
• You will hear the extract twice.
40 There are two reasons for the rise in direct costs. What are they?
A raw material costs and labour costs
B raw material costs and production costs
C raw material costs and supplier costs
Example:
Answer:
51
52
A We got your order last week and sent out the goods.
B I am sorry about the delay in sending out your order.
C After we get your order we will send out the goods.
53 We offer the foilowing delivery schedules:
normal - within five working days
express - within three working days
special - within twenty-four hours
55 You have the right to 20 days' holiday during the first five years of employment
with us; then it increases to 25 days. In addition, there are eight public holidays.
A During the first five years of employment, you will get a total of 25 days'
holiday.
B There will be more public holidays after you have worked here for five
years. C You will get more than 30 days' holiday after you have been with
us for six
years.
56
You will need to get permission from your boss if you order any
products with a value of more than €50 (or equivalent).
A You can buy goods worth less than €50 without asking your
boss. B Only your boss can order valuable goods.
C If you buy goods worth more than €50, you must get a signature
from your boss.
57 Factory production
58 We ..................... the old model to our customers because we wanted to sell them
the new one.
A weren't offer
B didn't offer
C didn't offered
D offered not
61 The government's policies are beginning to work as ...................... has fallen for the
last three quarters.
A job losses
B redundancies
C work loads
D unemployment
63 Every year we fix a ....................for marketing. And every year we go over it.
A fund
B statement
C budget
D proposal
Part One, Section Three
Questions 64-69
• Read the text below about marketing and answer questions 64-69 on the
opposite page.
• For questions 64-69, mark one letter A, B or C on your Answer Sheet.
We might say that the key to successful marketing is answering the following
question for your business: How will you communicate a meaningful difference
about your business idea (product or service) to the people who might be most
interested in buying it?
To answer this question, here are some things that every business should think
about.
■ What is unique about your business idea?
■ Who is your target buyer? Who buys your product or service now, and who do
you really want to sell to?
■ Who are your competitors? As a small business, can you effectively compete in
your chosen market?
■ How can you position your business or product to let people know they are
special?
■ What is your distribution strategy? How will you get your product or service in
the hands of your customers?
64 Many business owners
A only think about two things when doing business. B
think marketing is only about advertising and selling. C
could be more successful.
67 A business idea is
A something to be developed.
B current products and/or services.
C something that customers might be interested in.
• For questions 70-74, read the text below and think of the word which best fits
each space.
• Write only one word in each space on your Answer Sheet.
Example:
How (0)..................... have you worked for ITCorp?
Answer:
Last week we announced (70) ..................... bankruptcy of ABC Ltd. The company
was established fifteen years (71) .................... and was quite successful for the
first ten years. Then the company started to face debts because (72) ......................
high operating costs. After that, their income from sales also started to fall. As a
result, they could (73) .....................invest in new products and began to lose
customers. We expect that Omnia will buy the company, but I (74) ..................... not
Part Two
Part Two, Section One
Questions 75-81
• Read these sentences below and the descriptions of four stages of a career on
the opposite page.
• Which career stage does each sentence 75-81 refer to?
• For each sentence, mark one letter A, B, C or D on your Answer Sheet.
Example:
0 In this career stage, the person needs to review their career twice a year.
75 In this career stage, the person needs to concentrate on keeping their knowledge
and skills current.
76 In this career stage, the person is looking for ways up the career ladder.
78 In this career stage, the person may need to face up to their situation.
79 In this career stage, the person needs to focus on the balance between
professional needs and family demands.
80 In this career stage, the person may be looking outside the work context at
new challenges.
81 In this career stage, the person is likely to embrace challenges with energy
and passion.
A Exploration and trial
♦ You are eager and curious about what is out there.
♦ You are willing to take risks to discover what kind of job you might like.
♦ You arc full of the vigour of youth.
♦ You attack everything with enthusiasm.
B
Career advancement
♦ You become more interested in moving up.
♦ You might have your eye on a relationship, marriage, a new car or a new home.
♦ You feel a need to line your pocket.
♦ You look for ways to earn more money through career advancement, seeking promotions,
projects or new jobs.
C
Career maintenance
♦ You become comfortable enough financially to cruise along for a few years because you
are busy with your family or just a little tired of battling it out on the corporate floor.
♦ You need to actually work to sustain the career you have built over the years.
♦ You need to be forward-thinking to maintain you career.
♦ You need to stay updated, current and skilled in your field, relearning as you go.
♦ You do not just focus on your professional improvement. You pay closer attention to
personal feelings and needs. What do you need more or less of, to keep you and yours
happy? If you do not stay ahead of your game, you are headed for decline.
♦ Take good care of your life and career path. Review it every six months.
D
Career decline
♦ Can happen to anyone at am age. All it takes is a poor job fit or unsupportive
management style for a person to lose heart and stop performing. Everyone experiences
this at different stages in their career.
♦ Recognise your own poor performance, stop and ask yourself why you are not thriving in
your work environment. Then, go about improving your circumstances.
♦ Ask for a transfer, find another job. or if you are loathe to leave your job, learn to accept
your environment. You may find that a job you love is worth the trouble.
Part Two, Section Two
Questions 82-86
Example:
The (0)......................time for these items is usually four weeks from receipt of order.
0 A delivery B distribution C release D arrival
Answer:
This information can be used in a number of different ways. Firstly, it can help
your business to (83) .................... by pointing out market trends. Secondly, it
can help you to (84) .................... new customers. And thirdly, it can help you to
(85) ..................... your objectives.
This new product, available only online, comes in three versions: single user, five
to ten users, more than ten users. Please contact our sales team if you would like
us to (86) .................... you on the best version for your needs.
• For questions 87-91, read the text below and think of the word which best fits
each space.
• Write only one word in each space on your Answer Sheet.
Example:
How (0) .................... have you worked for ITCorp?
Answer:
You may have lots of experience of interviews or this may be the first interview
you have ever attended. (87) ...................... , by preparing for your interview you
will feel more confident and able to perform to your best ability.
Where you can, (88) ..................... some research. We want to see that you have
thought carefully about the role you are applying (89) ...................... Don't try to
remember facts and figures; concentrate on understanding more about the role.
Re-read the information you (90) .................... provided with in the pack that
contained your application form. Pay particular attention to the job description
and person specification. Refer back to your application form to remember what
Know your strengths and weaknesses. You need to be confident and comfortable
(91) .......................
92 Companies interested in bidding for any part of the contract will be asked to
complete and return the ................... documents by a given time and date using
the address label provided.
A offering
B tender
C proposition
D invitation
96 When you prepare for a .................... you must ensure your business complies
with the legal and regulatory standards required of a public limited company.
A stock exchange
B flotation
C stock list
D share market
97 As production gradually increases until it exceeds orders, you will see that the
.................... will similarly begin to fall.
A excess
B bottleneck
C backlog
D hold-up
Part Two, Section Five
Questions 98-103
• Read the article below about racial equality in the workplace in the UK and answer
questions 98-103 on the opposite page.
• For questions 98-103, mark one letter A, B, C or D on your Answer Sheet.
99 Employers in the UK
A should employ people from different ethnic backgrounds.
B must not allow discrimination on the basis of race or colour.
C must recognise the special talents of people from different ethnic
backgrounds. D should follow the relevant
laws on harassment.
100 How many 18-25 year olds from the ethnic minorities are currently studying
for a degree?
A about a quarter
B 18 per cent
C about a half
D more than 40 per cent
101 Which of the following statements is true? People from the ethnic minorities
A are all bilingual.
B only live in England.
C will provide half the workforce in the next ten years.
D possess very important information about affluent groups within society.
102 Which of the following statements is false? Employers benefit from an equal
opportunities policy because they
A can choose from a wider range of job candidates.
B can create a workplace where employees are esteemed and appreciated.
C increase the likelihood of legal action.
D can aid retention of top employees.
103 Equal opportunities policies are important when bidding for public contracts
because
A the contracts are worth a lot of money.
B local authorities must be seen to uphold race equality.
C such policies will improve the company's track record.
D companies must show race equality before they can make a proposal.
Part Two, Section Six
Questions 104-110
Example:
104 GetlTBack is a data recovery tool. The first version was launching in early
105 2000. It was the first data recovery tool specifical designed for the Black
106 Suite operating system. The new version GetlTBack_Quick can able to
107 recover any data regardless of the program which created it! We reckon that
108 if you purchase a regular data recovery tool in the past, you probably had a
109 significant chance of failure. If you will use Get!TBack_Quick, your success is
110 guaranteed. What's more, GetlTBack is now even more easier to install. Just
Question 2 Which graph are they talking about? Question 9 What will Gerald's role be?
M: It's been a very good year, as you can see. W: Just a moment. I'll see if I can find the manager.
W: You're right. We just had some small problems at M: Don't worry now. I'll come back later.
the start but since February, it's been very steady W: If you're sure. Who shall I say called in?
growth. M: My name's Gerald Ramsey. I'm going to join the
team next week. W: Nice to
Question 3 What does the company's organisation chart meet you. I'm Karen.
look like?
W: So, has the organisation changed much in the last Question 10 How much did the watch cost?
few years? M: I'm sorry to hear that. Of course, we'll repair it free
M: Yes, a lot. It was a very traditional company with of charge.
many layers. Now we have far fewer layers. We are W: I should hope so. It wasn't cheap. Nearly $280. M:
much flatter and 1 think much more efficient. Of course, madam. We've never had problems
before. It should be ready by two tomorrow.
Question 4 Which map are they talking about?
W: Can you send me a map?
M: Of course. Will you be driving?
W: Yes. I will be coming south from Manchester. Part Two, Questions 11-22
M: Fine, I'll send you a map with directions from the You will hear three conversations. Fill in the numbered
motorway. W: That spaces, using the information you hear. You will hear
would be great. each conversation once only.
Question 5 Which timetable are they looking at? Conversation One, Questions 11-14
Wi: Have you got a train timetable? Look at the form below. You will hear a man calling to
W2: Yes, I've got one here. You could catch the 10.55. register for a course. You have 20 seconds to look at the
That gets in at 12.30. form. Now listen and complete the form.
Wi: I think I'd prefer to get in a little earlier. W2:
There's one which gets in at 11.30. That leaves M: I'd like to register, please.
at 09.45. Wi: That W: Certainly. Could you give me your name, please?
sounds fine. M: Yes, it's Peter Maitland.
W: How do you spell that, please?
Question 6 Which model are they discussing? So, can M: M-A-l-T-L-A-N-D.
we look at the marketing plans for the new model? We W: And your telephone number?
all know we have a winner in the new ZX2. It's a major M: It's 0497 34552.
advance on the ZXi and we now need to make sure we W: 0497 34552?
have a good launch. M: That's right. I'd like to register for the Business
Studies course.
W: Yes. just a minute. We need an email address as W2: I can just check. Could I have your name?
well. M: It's Philips. That's P-H-l-L-l-P-S. Trevor's the first
M: OK. It's maitland@tiscali.com. W: I've got that. name.
You said the Business Studies course. W2: Is your address 14 Hallam Drive? M: That's right.
Do you have a course reference number? M: Um Or it was. We've actually moved. W2: OK. Can I just
... just a moment... yes, it's BS 0553. That's the enter the new address? M: Yes, it's 18 Christchurch
evening class. W: BS 0553. That's right. I'm afraid Avenue, Malton. W2: And the postcode? M: It's MA4
it's already fully 5LT. W2: Right, thank you. Anyway, you'll be pleased to
booked. know
that you're registered for extended cover. What
exactly is the problem?
Part Four, Section One Now you will hear the extract again.
Questions 33-38
You will hear an extract from a marketing meeting. For
questions 33-38, circle one letter A, B or C for the
correct answer. You will hear the extract twice. You have Part Four, Section Two
20 seconds to read the questions. Now you will hear the Questions 39-44
meeting extract. You will hear an extract from a negotiation about
payment terms. For questions 39-44, circle one letter A,
Mi: So, let's get down to business. The purpose of this B or C for the correct answer. You will hear the extract
meeting is to establish our marketing plan for the twice. You have 20 seconds to read the questions. Now
new range of skin care products. Now, you're all you will hear the extract.
short of time I know, so let's see what we can do by
four. I've put together an agenda. As you can see, I W: We're here to negotiate the payment terms for our
thought we'd start with merchandising and annual contract. Before we start, can I first
especially the placement in the main supermarkets; summarise where we have got to? We have agreed
then we'd move on to pricing and agree our policy that the contract will be renewed for the supply of IT
in this area, and finally Doug is ready to present the services. There will be no overall increase in the
promotional campaign. Anything else you'd like to annual maintenance fee, but this will be achieved by
add? lengthening the maximum call-out time to 48 hours,
W: Yes, I'd like to say a few words about the PR rather than the existing 24 hours.
campaign so you all know what we've got planned. Mi: Can I just clarify this? What this means in effect, is
Mi: That's fine, Fiona. Let's take that once we've that after we log a request for support which
listened to Doug. So, Wayne, would you like to start requires an engineer on site, we have two working
on the merchandising? days to send someone.
M2: Sure. Well, as we all know good placement is W: So, if we report a fault on Friday afternoon, we
essential in the three main supermarket chains. could wait till the end of Tuesday the following
We've already got a very good relationship with week. Is that right?
Crespo and Feltrose and I think we can get extra Mi: That's exactly right.
shelf space alongside our existing range. I know that M2: Well, I am not happy about that. I know that my
Diane has also been talking to them about department cannot cope with such a long period of
promotional offers. downtime.
W: Yes, we have got two offers ... Mi: I can understand that. The alternative is to keep the
Mi: Diane, if you don't mind, let's hear about that in a current 24 hour response time and accept a 5%
moment. Wayne, what's the situation with increase in the annual maintenance fee.
Cranbury's? W: We've been through all this. We decided that this is
M2: Not so good. We have less leverage with them - an area we can keep the costs down.
their own label stuff is very dominant in their M2: Yes, but what are you going to do when you can't
stores. However, I have heard that their skincare get your management accounts out of the system?
sales are down, so they may be looking to boost You're going to shout at me.
this high margin area. I've got a meeting next week W: I'm sure I never do that, Peter. Look I don't want to
with them and I hope to persuade them to give revisit this. We've spent most of this morning talking
more prominence to our products and especially this through. I'd like to focus now on the payment
this range. terms.
Mi: OK. Your current payment terms are annual fee paid levels. Their senior executives are rewarded in line with
at the beginning of the year, and then any profitability whereas our people's bonuses are linked
additional parts or systems purchased during the only partly to the company's overall results.
year are invoiced on delivery and payable within 30
Now, I have talked to Martin Johns, their HR Director, and
days. These are our usual terms.
he agrees that Cranberry should move towards our way
W: I was thinking about twelve or six instalments of the
of doing things. In terms of performance pay, we are
fee and then new equipment invoiced on a quarterly
going to make a proposal to the Board next week. In
basis, payable within 30 days.
terms of the organisational structure of Cranberry, that is
Mi: That's quite a big jump from our current agreement
obviously a much more long-term issue and we can only
which we have just agreed to hold at the same level
expect changes there early next year.
for next year.
W: Yes, I can see that. But we must be one of your Right, if there are no questions, let's move on to
biggest customers and waiting a little bit longer for promotion opportunities ...
your money shouldn't make a big difference.
Mi: Well, part of the reason we can be so competitive on Now you will hear the extraci again.
price is because of the benefits of having the money
in the bank; so I am loathe to change these terms.
W: I think we must be able to find a middle way here ... Test Three
Now you will hear the extract again.
Part One, Questions 1-10
You will hear 10 short recordings. For questions 1-10,
circle one letter A, B or C for the correct answer. You will
Part Four, Section Three hear each recording twice.
Questions 45-50
You will hear an extract from a presentation about Question 1 Which coach should she take?
human resources. This follows the recent merger of two W: Can you tell me which coach goes to Glasgow?
companies - Fulton and Cranberry. For questions 45-50, M: just a moment... I think your best bet is to take the
circle one letter A, B or C for the correct answer. You will coach to Edinburgh and then change. W: Isn't
hear the extract twice. You have 20 seconds to read the there a direct one? M: Not until five this evening.
questions. Now you will hear the extract. You'll get there much
I'm going to talk briefly about the impact of the merger faster if you catch the coach at twelve o'clock and
on human resources policy. This will help us to clarify then change at five o'clock. That will get you to
the gaps in our policy and agree on an action plan to fill Glasgow at 7 pm. W:
these gaps. OK. I'll do that.
I've divided my talk into three parts. I'll start by looking at Question 2 Which table are they talking about?
salaries and conditions, and then move on to promotion Mi: You can see that prices have fallen.
opportunities, and finally we'll consider our M2: There's no doubt about that. And in the case of the
manpower planning. So. just interrupt as I go along. ZW2 very considerably.
The merger with Cranberry has created some major Mi: That's right. We had to reduce the price in order to
anomalies in our salary structure. For example, some of get the product into some of our new markets.
our board members are now paid less than the area
sales managers in Cranberry. Two major factors underlie Question 3 Which course are they discussing?
these differences: one is the fact that we are a much Wi: What time does it start?
flatter organisation than Cranberry and therefore we W2: 8.30, I think.
don't have such a complex pay scale. The other factor is Wi: A bit early for me.
that we use performance-related pay throughout the W2: Do you know who else is doing it?
organisation, whereas Cranberry use it only at senior Wi: I think all the customer support people.
Question 4 Which process are they talking about? Question 10 What does the customer want? W: Well,
W: So you feel we need to streamline this process? of course, we could give you a refund. M: That's no
M: Yes, I do. I've drawn up this flow chart to show you help. I need a machine and I like your
where I think we can save time. You'll see I think we machine but I just want to get it working. W: I
can skip the quality control step between prototype understand, sir. But I'm afraid we do not have any
and first production run. This is scheduled to take installation staff. You can use our technical help
three weeks. I think we don't need to do this. desk, if you like. M: Good. Where is it? W:
I'm afraid it isn't here. It's a telephone support
Question 5 Which map will help him to find the way? W: service. M: Oh no! I need someone
I've sent you three attachments. One of them is a to come out.
map of the city centre. You'll see our offices are
marked. They're not far from the station. M: I'm
looking at it. There seems to be a motorway in
the middle. W: No, that's the out-of-town access. Part Two, Questions 11-22
You need to look
You will hear three conversations. Fill in the numbered
at the city centre map. M:
spaces, using the information you hear. You will hear
just a moment. Oh yes, I see.
each conversation once only.
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