Вы находитесь на странице: 1из 43

Фонд оценочных средств промежуточной аттестации по дисциплине

«Иностранный язык в профессиональной среде»

Перечень вопросов к экзамену по дисциплине


«Иностранный язык в профессиональной среде»

1. Какими качествами обладает хорошая организации и какими плохая? Назовите


три черты, которые присущи всем успешным компаниям. Приведите пример успешной
компании и объясните в чем секрет ее успеха.
2. Какие изменения в компании могут иметь место? Как они могут повлиять на
сотрудников и на их отношение к своей работе?
3. Что делает рекламу хорошей или плохой? Какие рекламные методы вы знаете?
Расскажите о социальной рекламе. Чем она отличается от коммерческой?
4. Управленческие навыки. Особенности работы в команде.
5. Критерии оценки проекта.
6. Риски при принятии управленческих решений.
7. Особенности проектной работы в международной компании.
8. Какими чертами должен обладать человек, чтобы успешно заниматься бизнесом
в любой точке мира? Как культура страны может влиять на деловые отношения?
9. Что важно знать тем, кто планирует успешную карьеру? Какими методами
пользуются компании при подборе кандидатов?
10. Особенности принятия ответственных управленческих решений при стрессовых
ситуациях.
11. Маркетинговая стратегия.
12. Что такое свободный рынок и почему многие страны защищают свою
промышленность от свободного рынка? Что такое честная торговля?
13. Что представляет собой продукт высокого качества? Что такое качество в
бизнесе и как можно измерить его улучшение?
14. Этика в бизнесе.
15. Какими способностями должен обладать лидер? Как развить эти способности?
16. Современные изобретения и инновации и их продвижение.

Экзаменационный тест по дисциплине «Иностранный язык в


профессиональной среде»

1 вариант
A Marketing
Match each phrase with one of the definitions (11–15) below.
sales target _____
market segment _____
advertising agency _____
consumer profile _____
product life-cycle _____
11 A group of consumers who have similar age, income and interests
12 A description of a typical customer who may be interested in a product
13 A business that produces advertisements and advises companies on advertising
14 The number or amount that a company aims to sell during a period of time
15 The length of time that people continue to buy a product

B Planning
Complete this extract from a presentation to a group of people wanting to start their own
business (16–20) with words from the box. There is one word you don’t need.

arrange / collect / do / estimate / invest / prepare

OK, so you’ve got an exciting new product idea and you want to develop and sell it. The first thing
you have to do is __________16 a plan. You need to see if there is a demand for your product, so
you should __________17 some research to find out how many people might buy it and who these
people are. You also need to __________18 information about similar products already on the
market and what price they sell at. Next, you have to __________19 the costs of developing,
manufacturing and selling your product. And of course, you mustn’t forget to add in the costs of
running your business – office rent, salaries and so on. With this information, you can calculate
how much profit you could make. Then if you need help with financing, you can take your plan to
a bank. Or you could try to find an equity partner – someone who wants to __________20 in your
idea …

C Prepositions
Complete this text (21–25) with the correct prepositions.
I find it very hard working with Andy. He just doesn’t communicate __________21 people. He
does his own job well enough, but he never talks __________22 what he’s doing or what he’s done.
It makes it very difficult to deal __________23 problems. Sometimes I try to discuss problems with
him, but he doesn’t respond __________24 my concerns. He leaves everything to me. For example,
yesterday, a customer file was missing. I asked him if he’d seen it and he said ‘no’. But then I
found it on his desk. And he never apologised __________25 me!

Language
A Questions
Write the questions that lead to each answer below (26–30). Use the question words given.
For example:
When did you leave?
We left at 10 p.m.
26 Which ____________________?
I prefer the first option.
27 Who ____________________?
Jane Moorcroft is the CEO of Binhams plc.
28 Where ____________________?
We held the meeting in London last year.
29 Why ____________________?
I’ve decided to resign because of stress.
30 How much ____________________?
The new model costs $144.

B Future
Complete the sentences (31–35) with the words and phrases from the box.
am planning / flying / going to / hope to / meeting / starts / will have
For example:
As you can see from my schedule, I’m going to be out of the office next week.
31 On Saturday, I’m __________ to Dubai for the opening of our new offices there.
32 The opening ceremony __________ at 3 p.m. on Monday.
33 On Tuesday evening, I __________ dinner with the local staff.
34 I __________ meet some of our more important contacts in the city.
35 I __________ to stay for five or six days.

C Reported speech
Read this phone conversation and then choose the best verbs to complete each gap in the message
below (36–40).
Di Hello?
Zoe Hi. This is Zoe. Is Rob there?
Di No – I’m afraid he’s out at the moment.
Zoe Well, can you give him a message? Can you tell him I’m meeting Jay Banks on Wednesday
now – not Friday. Rob is preparing a report for the meeting, and I’d like him to fax it to me by
Tuesday evening, please.
Di OK, I’ll tell him.
Zoe Oh, and I talked to the agents today. They haven’t received the brochures yet. When did
you send them?
Di I’m afraid I don’t know – Rob sent them. I’ll ask him.

Message for Rob


Zoe telephoned / asked 36 about the report for the meeting. She asked if / said that 37 the
meeting with Jay Banks would be on Wednesday, not Friday. She asked if / told 38 you
could please fax the report to her by Tuesday evening. Also, the agents say they haven’t
/ hadn’t 39 received the brochures yet. Zoe wants to know when you sent / had sent 40
them.

Skills development
A Entertaining
Choose the best phrase (a–f) to complete the conversation (41–46), which takes place during
lunch with a client.
a) All the best
b) If you don’t mind
c) I really enjoyed it
d) It’s very kind of you
e) Thanks for all your hospitality
f) What do you like doing in your spare time?
Client Of course, I enjoy travelling, but I often have to travel at weekends, and that takes up my
spare time.
Host A _____41
Client Well, I enjoy watching sport and I often go to football matches with my two sons.
Host A We have a very good match here tomorrow evening. I could get some tickets if
you’d like to go.
Client _____42, but I’m afraid I already have an engagement tomorrow. Perhaps another time.
Host A Yes, of course. Would you like something else to eat? Some cheese or some dessert?
Client No, thanks. Just a coffee, please. It’s been a lovely meal – _____43.
Host B I’m sorry, but I have another meeting at two o’clock. _____44, I’m going to have to leave
you.
Client Well, it’s been a pleasure meeting you. _____45.
Host B It’s been a pleasure to welcome you here. I hope we’ll see you again soon.
Client I hope so, too. Goodbye. _____46.

B Meetings
Complete the extract from a meeting (47–50) with these phrases (a–d).
a) Could I just say something?
b) If you’ll just let me finish.
c) Are you saying
d) Sorry to interrupt

A … and the problem with setting a low target is that our sales people won’t have to work
very hard to reach it. We have to set a target that will motivate them. So I think …
B Hold on a minute! _____47 that my sales staff need a high target to make them work hard?
Because if that’s what you mean, I have to disagree. My department has some of the most hard-
working and …
C _____48 , but I don’t think that …
B _____49 My department has some of the most hard-working and competitive sales people
in the company, and they don’t need high targets to motivate them to work hard!
C _____50
A What is it, Barry?
B It’s just that I don’t think 8,000 is a low figure. The market is very difficult at the moment,
and I don’t believe we can sell more than that.

Reading
Read the article and complete each gap (51–55) with one of these words (a–e).
a) decision-making
b) future
c) crisis
d) events
e) results

Grocery bears fruit


When Alfred Josefsen, Managing Director of Irma, first arrived at the Copenhagen-based
grocery chain, the workforce was not happy. Employee motivation was low, and staff
members were frequently leaving to go to work for other companies. ‘It was a big
_____51,’ says Mr Josefsen.
This year, the company is listed in the 100 Best Workplaces in Europe and wins a special
award for best practices in internal communication. Some 93 per cent of the company’s
employees believe Irma’s management team is approachable and easy to talk to, and 83
per cent agree that management always informs them about corporate developments.
Mr Josefsen describes the process that was needed to get the company from its low point
to this position. ‘The first thing that was important was to decentralise the company and
put more _____52 back into the hands of store managers,’ he explains.
The idea was to have each store operating like a local grocery, competing with stores
around the corner. The new approach brought good _____53 within a remarkably short
time. ‘In half a year, the atmosphere in the company was much more positive,’ says Mr
Josefsen.
Irma started life in 1886 as a small shop in Copenhagen. Today, it focuses on quality
foods. Irma now has more than 1,700 employees working in 70 supermarkets and
administrative offices.
Mr Josefsen likes to walk about in the company’s head office, and he also visits the stores
themselves to talk to shop assistants and customers.
Regular workshops and social _____54 allow staff to come together. At ‘Strategy Days’,
hundreds of employees get together for three days to share ideas. Mr Josefsen is
frequently present at such events.
Another effective way to improve communications has been a short e-mail from Mr
Josefsen that goes out regularly to all staff conveying key business messages.
‘I try to be in contact with people so they know that the Managing Director is working
hard for the _____55 of the company,’ he says. ‘You have to be in contact with people if
you want to show what you’re doing and that you have direction.’

Mark these statements true (T) or false (F).


Before Mr Josefsen became Managing Director …
56 employees enjoyed working for Irma. _____
57 employees didn’t stay very long with the company. _____
Now that Mr Josefsen is Managing Director …
58 managers and staff communicate effectively with each other. _____
59 staff working in different stores rarely meet each other. _____
60 regular e-mails are used to communicate business messages to staff. _____

Writing
You represent an organisation called South-East Asian Business Associates, which will hold
a conference next year. Write a letter to Dr Vladimir Sarkowski inviting him to be a keynote
speaker. Dr Sarkowski is author of a book The New Way – Business in the 21st Century, so
you think he will have an important message for your members.
Offer to pay all expenses – airfare and accommodation (five-star hotel in Singapore, three
nights). Inform Dr Sarkowski about the conference and your organisation. (You can refer to
an enclosed brochure giving further details.) Write about 140–180 words.

• Conference title: New Trends in Business


• Dates: 3–4 February
• Place: to be held in Singapore
• Number of delegates expected to attend: 1,500–2,000
• SE Asian Business Associates: 5,000 members, owners and managers of businesses in
South-East Asia

South-East Asian Business Associates


Dr Vladimir Sarkowski
927 Stabu Street
Riga
Latvia

Dear …

Re:

Ключи к тесту
Vocabulary
11 market segment / 12 consumer profile / 13 advertising agency / 14 sales target / 15 product life-
cycle / 16 prepare / 17 do / 18 collect / 19 estimate / 20 invest / 21 with / 22 about / 23 with / 24 to
/ 25 to
Language
26 Which option do you prefer?
27 Who is Jane Moorcroft? / Who is the CEO of Binhams plc?
28 Where did you hold the meeting last year?
29 Why did you decide to resign?
30 How much does the new model cost?
31 flying / 32 starts / 33 will have / 34 hope to / 35 am planning / 36 telephoned / 37 said that / 38
asked if / 39 haven’t / 40 sent
Skills development
41 f / 42 d / 43 c / 44 b / 45 e / 46 a / 47 c / 48 d / 49 b / 50 a
Reading
51 c / 52 a / 53 e / 54 d / 55 b / 56 F / 57 T / 58 T / 59 F / 60 T
Writing
Please see the Examiner’s Guidelines
Writing Model Answer:
Dear Dr Sarkowski
Re: Invitation to speak at our conference: ‘New Trends in Business’
On behalf of the South-East Asian Business Associates, we would like to invite you to be a keynote
speaker at our conference on ‘New Trends in Business’, to be held in Singapore on 3rd and 4th
February next year.
As author of The New Way – Business in the 21st Century, we believe you will have an important
message to communicate to our members.
We are a group of 5,000 business owners and managers from countries in South-East Asia (please
see the enclosed brochure for further details about our organisation). We expect 1,500 to 2,000
delegates to attend the conference.
We will be happy to pay all your expenses, including air travel and accommodation at a five-star
hotel in Singapore for three nights.
We hope this conference will be of interest to you and look forward to hearing from you.
Yours sincerely
(150 words, not including opening and closing phrases)

2 вариант
GRAMMAR AND VOCABULARY REVISION
1. TV advertisements are ________ than newspapers.
a) the effective b) effective c) most effective d) more effective
2. ______ they start production in 1989?
a) Did b) Do c) Have d) Are
3. Our ______ for this project is just over a million dollars.
a) business b) budget c) launch d) payback
4. Our country has a very ______ economy at the moment. It’s good news for business.
a) strong b) positive c) easy d) weak
5. _______ you free next week?
a) Do b) Have c) Are d) When
6. I want to speak to the ______ of this conference.
a) organiser b) organise c) organisation d) organising
7. Prices remained ______ at the same level as last year.
a) steadily b) slowly c) steady d) same
8. He wants to ______ a complaint to the manager.
a) make b) do c) have d) deal with
9. If you ask them, they ______ you.
a) are helping b) ‘ve help c) ‘ll help d) ‘d help
10. We need to finish. We’re ______ out of time.
a) running b) going c) finishing d) keeping
11. Let’s look ______ this chart.
a) in b) at c) to d) like
12. He’s leaving the company ______ they wouldn’t promote him.
a) because b) so that c) in order to d) that means that
13. I’m in charge _____ dealing with other companies.
a) for b) to c) of d) with
14. One way to _____ employees is to offer them a bonus.
a) meet b) upset c) fear d) motivate
15. The company was set ______ ten years ago.
a) on b) up c) in d) off
16. We need to take legal ______ against them for copying our products.
a) compensate b) advise c) action d) package
17. Since 2003, bosses _____ slow to handle this problem.
a) have been b) were c) are being d) are
18. Global warming will ______ to a change in the way we use energy.
a) caused b) result c) due d) lead
19. This is _______ designed than the previous model.
a) most beautifully b) more beautifully c) beautiful d) beautifully
20. Analysts were surprised to hear the company had declared itself _______.
a) sold out b) bankrupt c) fired d) fallen

READING

Young hearts keep Casio ticking


Consumer electronics is a competitive business and keeping up with the latest fashion is difficult.
But a Japanese family-run electronics group, Casio Computer, has shown that they can do as well
as much larger companies.
Over the past decade, Casio has launched a number of innovative products. It was the first to
launch a very small digital camera, the Exilim, in 2002. Casio’s strong G-Shock watches also
started a fashion. More recently, the company developed a range of very thin mobile phones for a
large mobile-phone operator; they have become the best-selling model in Japan.
Casio’s success is based on selling to young fashion-conscious people. This is surprising when
one considers that its senior executives are well over the usual age of a senior manager.
Kazuo Kashio, the President, is 79. His elder brother and Chairman, Toshio, is 81, while his
younger brother, Yukio, Vice-President, is 76.
The company was founded in 1957 by Mr Kashio’s brother Tadao Kashio, the eldest of the four
Casio brothers who have led it over the past half-century.
Other corporations in Japan have elderly executives. Chihiro Kanagawa, 80, has been Chief
Executive of Shin-Etsu Chemical since 1990. Tetsuro Funai – the founder of Funai Electric, a
consumer electronics manufacturer – is 79. Many other CEOs are in their 60s and 70s. This is
partly because greater respect is given to old people in Japanese society, and also because the
population of Japan is rapidly ageing. The average life span is 79 for men and 86 for women.
Even so, the Kashio brothers’ ability to create innovative products is impressive – particularly
when the Chief Executive does not use the Internet regularly and rarely visits the shops to try out
the latest technology.
Normally it is young people who generate rapid changes in trends. But according to Mr Kashio, it
isn’t a question of being young: training and the ability to think creatively are more important.
Read the article and mark these statements true (T) or false (F).
21.Casio Computer is run by members of the same family. ______
22.It is one of the biggest consumer electronics companies in the world. _____
23.The company specialises in making computers. ______
24.Casio’s products are popular with young people who are interested in fashion.
25. Mr Kashio doesn’t agree that he is too old to have innovative ideas. ______
Choose the best answer (a, b or c) to each of these questions.
26. The Exilim is …
a) a camera b) a watch c) a mobile phone.
27. Kazuo Kashio is … of four brothers.
a) the eldest b) the second eldest c) the third eldest
28. The company is …
a) more than 100 years old b) more than 50 years old c) a very new company.
29. How many other Japanese companies have senior executives who are as old as Kazuo
Kashio, according to the article?
a) Many others b) Two others c) No others
30. How often does Mr Kashio like to browse the Internet?
a) Often b) Sometimes c) Never

Skills development
Negotiating
Complete the dialogue with these sentences (a–f). Each sentence should match the function
given in brackets. The first one is given as an example.
a) We really need to have everything by the middle of the month.
b) Well, we can offer you delivery of some items in ten days and the rest later.
c) Can I check it with them and get back to you?
d) I was hoping it could be sooner than that.
e) OK, then.
f) Delivery by the middle of the month could be all right as long as the Production Department
agrees.
Seller We usually deliver in 14 days.
Buyer [rejects] __d__
Seller [makes an offer] _____31.
Buyer [states aim] _____32. We have an important conference at the end of the month and
we want to complete installation before then.
Seller Right – I understand. [makes concession] _____ 33[makes request] _____34.
Buyer [agrees] _____ 35.
Seller Good. What else do we need to discuss?

Language
Choose the best answer (a, b or c) to complete each gap.
Nick Heinz works for PPP in the sales department. He _____ the job three years ago and he _____
very successful. Last year, he _____ more than any of his colleagues. He _____ the ‘Salesman of
the Year’ prize twice. Now his manager _____ to give him a new job in the Export Sales
department. People in export sales often _____ to other countries, usually by plane. This _____
be a problem for Nick because he _____ like flying. Staying in the same job _____ be good for
Nick’s career. What _____ he do?

36 a) start b) is starting c) started


37 a) has been b) have been c) is being
38 a) sells b) has sold c) sold
39 a) wins b) has won c) is winning
40 a) wants b) want c) wanted
41 a) travels b) travel c) are travelling
42 a) is b) should c) could
43 a) don’t b) doesn’t c) didn’t
44 a) won’t b) wasn’t c) doesn’t
45 a) is b) do c) should

Writing

1.You had a useful meeting yesterday to discuss a new project with Jed Carter. Write an e-
mail of about 50 words to thank Jed for his helpful ideas. You can also thank him for the
lunch (say that you liked the restaurant and enjoyed the food). You hope to meet Jed again
soon.

To: Jed Carter

From:

Subject: Project meeting

Dear Jed

I am writing to thank you …

2. You see this job advertisement. Write an e-mail of about 40 words to Damian. Say that
you are interested in the job and enclose your CV with a cover letter.

Sales Executives
Omnia, a top media company, is recruiting talented sales people who wish to develop their career
in media sales.
Salary €44,000
e-mail damian@omnia.co.uk for details.

Keys:

Test
1d
2a
3b
4a
5c
6a
7c
8a
9c
10 a
11 b
12 a
13 c
14 d
15 b
16 c
17 a
18 d
19 b
20 b

Reading
51 T / 52 F / 53 F / 54 T / 55 T / 56 a / 57 c / 58 b / 59 a / 60 b
Skills development
31 b / 32 a / 33 f / 34 c / 35 e
Language
36 c / 37 a / 38 c / 39 b / 40 a / 41 b / 42 c / 43 b / 44 a / 45 c

Writing 1 :
To: Jed Carter
From: [student’s name]
Subject: Project meeting
Dear Jed
I am writing to thank you for a very useful meeting yesterday. It was good to talk about the new
project, and your ideas were very helpful.
Thanks also for the excellent lunch. The restaurant was very nice, and I enjoyed the food very
much.
I hope we can meet again soon,
Best wishes
(52 words, not including opening and closing phrases)

Задания в тестовой форме по темам


Тест к теме 1.

LISTENING
Track 8
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):
_______________ .
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
LANGUAGE
A In the text below, there is one mistake on each line. Identify the word that is wrong and
write the correct word on the line.
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 e has been consistent in producing reports which are accurate.


He has produced …
__________________________________________________

28 he company has demonstrated that they are extremely effective in planning for disasters.
The company has demonstrated …
__________________________________________________

29 astminute.com is a service company which operates online and has been highly successful.

Lastminute.com is a …
__________________________________________________

C Complete the sentences below with the appropriate multi-word 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 text.
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

Тест к теме 2.

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

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) 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 Complete the sentence: 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 will make radical changes to the way the group is run.
b) He has already been chosen.
c) His appointment has already been announced.
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.
13 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 $3,066 $3,942 $2628


(based on energy use)

Guarantee 1 year 3 years 5 years

Cost of service contract


(after guarantee
expires) $80 per year $100 per year $100 per year

Тест к теме 3.

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

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

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

what special skills they have that you admire


Part B: Gathering information and summarizing
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

sales performance: how well they are selling

when the company was set up

market value

profit last year

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.

Тест к теме 4.

Listening

Track 5
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
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 text below by choosing the correct form of the verb.
Deutsche Post looks set to announce a takeover of Exel, the UK logistics company which could
create the world’s biggest logistics group. The German group _______________ 20 a
supervisory board meeting yesterday to approve the deal. Exel board members are due to meet
next week to discuss the terms.
Deutsche Post _______________ 21 a mix of cash and shares that values Exel at around £12.40
a share. John Allan, chief executive of Exel, _______________22 head of the new logistics
division. He _______________23 offered a place on the management board.
If the deal goes ahead, it would give Deutsche Post a leading position in supply-chain
management, and would be its largest acquisition so far. Deutsche Post _______________ 24
keen to diversify away from its core postage and package businesses into a broader range of
logistics services. It _______________ 25 already the world leader in air and sea freight.
Analysts have suggested that rival bids from other companies might also _______________ 26
once Deutsche Post reveals its offer. However, the price could alarm some investors, who
_______________ 27 the group not to pay over £12 per share in recent days.
FINANCIAL TIMES
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
C The underlined verbs 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
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
_______________ 41 more effective working practices. We really need to _______________ 42
some time 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.
B Match the definitions to the 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 using 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 underlined words or phrases 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.
Тест к теме 5.

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 October14th.
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.
B: But let me think about it and get back to you. Meanwhile, _______________ 65 about the
conference?
A: Yes of course. I’ll email 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
READING
Read the article and answer the questions below.
In someone else’s job for a day
If you could do any job at all for one day, what would it be? An easy question to answer, you
may think. But when Campaign for Learning, an education charity, said they would arrange for
me to take on any job I wanted for a day, I was flummoxed.
Going through some newspapers, I found references to two studies: one suggesting that workers
in Wales have the highest job satisfaction in Britain, another suggesting that company directors
are the happiest among all professionals.
Which is why I drove to an engine plant in Wales last week to be a company director for a day. I
arrived to meet Bob Murphy, the 42-year-old plant manager, at 9.30am. On the wall of his office,
there was a picture of an eagle and the slogan: ‘Focus: If you chase two rabbits, both will
escape.’ I explained how I had chosen to spend the day at his plant.
Our first task was to attend a meeting of the senior team members who run the plant, which itself
runs 24 hours a day, five days a week, producing 622,000 engines a year. A manager got the
meeting rolling by saying: ‘The block and head CMMS went down late yesterday evening,
which delayed the change of the VCT.’ I couldn’t understand a word of what they were talking
about. After the meeting, Bob Murphy told me: ‘We are going to go for a walk around the plant
now. I do three walks a day. I don’t think you can manage from a desk - the factory floor is
where the action is.’
I thought these walks would last a few minutes each, but since the 25-year-old plant covers 6
hectares, they lasted some time longer - most of the day, in fact. They were interspersed with
various meetings about many things I did not understand.
By the end of the day at 4:30pm (or rather at the end of my day - Bob works from 5am to
6:30pm, and comes in at the weekends too), we must have walked five or six miles1. But in spite
of the pain in my feet, I was glad I went for the Welsh factory option. It was nice to discover that
there are some management jobs that do not simply involve chairing meetings and sitting at a
computer screen. And it was interesting to meet so many people who seem to be content with the
jobs they have.
FINANCIAL TIMES
A Mark each of the statements below True or False
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. _____
B Choose the best answer to each question.
76 What do you think ‘flummoxed’ [paragraph 1] means?
a) completely confused b) certain about how you feel 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 ‘itself’ [paragraph 4] refers to:
a) the meeting b) the senior management team c) the plant
79 A manager ‘got the meeting rolling’. 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

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. You now write a letter to make contact with her
again.
In your letter, you should:

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

Your letter should be 100 – 150 words.

Экзаменационный тест по дисциплине «Иностранный язык в


профессиональной среде»

1 вариант
A Marketing
Match each phrase with one of the definitions (11–15) below.
sales target _____
market segment _____
advertising agency _____
consumer profile _____
product life-cycle _____
11 A group of consumers who have similar age, income and interests
12 A description of a typical customer who may be interested in a product
13 A business that produces advertisements and advises companies on advertising
14 The number or amount that a company aims to sell during a period of time
15 The length of time that people continue to buy a product

B Planning
Complete this extract from a presentation to a group of people wanting to start their own
business (16–20) with words from the box. There is one word you don’t need.
arrange / collect / do / estimate / invest / prepare

OK, so you’ve got an exciting new product idea and you want to develop and sell it. The first thing
you have to do is __________16 a plan. You need to see if there is a demand for your product, so
you should __________17 some research to find out how many people might buy it and who these
people are. You also need to __________18 information about similar products already on the
market and what price they sell at. Next, you have to __________19 the costs of developing,
manufacturing and selling your product. And of course, you mustn’t forget to add in the costs of
running your business – office rent, salaries and so on. With this information, you can calculate
how much profit you could make. Then if you need help with financing, you can take your plan to
a bank. Or you could try to find an equity partner – someone who wants to __________20 in your
idea …

C Prepositions
Complete this text (21–25) with the correct prepositions.
I find it very hard working with Andy. He just doesn’t communicate __________21 people. He
does his own job well enough, but he never talks __________22 what he’s doing or what he’s done.
It makes it very difficult to deal __________23 problems. Sometimes I try to discuss problems with
him, but he doesn’t respond __________24 my concerns. He leaves everything to me. For example,
yesterday, a customer file was missing. I asked him if he’d seen it and he said ‘no’. But then I
found it on his desk. And he never apologised __________25 me!

Language
A Questions
Write the questions that lead to each answer below (26–30). Use the question words given.
For example:
When did you leave?
We left at 10 p.m.
26 Which ____________________?
I prefer the first option.
27 Who ____________________?
Jane Moorcroft is the CEO of Binhams plc.
28 Where ____________________?
We held the meeting in London last year.
29 Why ____________________?
I’ve decided to resign because of stress.
30 How much ____________________?
The new model costs $144.

B Future
Complete the sentences (31–35) with the words and phrases from the box.
am planning / flying / going to / hope to / meeting / starts / will have
For example:
As you can see from my schedule, I’m going to be out of the office next week.
31 On Saturday, I’m __________ to Dubai for the opening of our new offices there.
32 The opening ceremony __________ at 3 p.m. on Monday.
33 On Tuesday evening, I __________ dinner with the local staff.
34 I __________ meet some of our more important contacts in the city.
35 I __________ to stay for five or six days.

C Reported speech
Read this phone conversation and then choose the best verbs to complete each gap in the message
below (36–40).
Di Hello?
Zoe Hi. This is Zoe. Is Rob there?
Di No – I’m afraid he’s out at the moment.
Zoe Well, can you give him a message? Can you tell him I’m meeting Jay Banks on Wednesday
now – not Friday. Rob is preparing a report for the meeting, and I’d like him to fax it to me by
Tuesday evening, please.
Di OK, I’ll tell him.
Zoe Oh, and I talked to the agents today. They haven’t received the brochures yet. When did
you send them?
Di I’m afraid I don’t know – Rob sent them. I’ll ask him.

Message for Rob


Zoe telephoned / asked 36 about the report for the meeting. She asked if / said that 37 the
meeting with Jay Banks would be on Wednesday, not Friday. She asked if / told 38 you
could please fax the report to her by Tuesday evening. Also, the agents say they haven’t
/ hadn’t 39 received the brochures yet. Zoe wants to know when you sent / had sent 40
them.

Skills development
A Entertaining
Choose the best phrase (a–f) to complete the conversation (41–46), which takes place during
lunch with a client.
a) All the best
b) If you don’t mind
c) I really enjoyed it
d) It’s very kind of you
e) Thanks for all your hospitality
f) What do you like doing in your spare time?
Client Of course, I enjoy travelling, but I often have to travel at weekends, and that takes up my
spare time.
Host A _____41
Client Well, I enjoy watching sport and I often go to football matches with my two sons.
Host A We have a very good match here tomorrow evening. I could get some tickets if
you’d like to go.
Client _____42, but I’m afraid I already have an engagement tomorrow. Perhaps another time.
Host A Yes, of course. Would you like something else to eat? Some cheese or some dessert?
Client No, thanks. Just a coffee, please. It’s been a lovely meal – _____43.
Host B I’m sorry, but I have another meeting at two o’clock. _____44, I’m going to have to leave
you.
Client Well, it’s been a pleasure meeting you. _____45.
Host B It’s been a pleasure to welcome you here. I hope we’ll see you again soon.
Client I hope so, too. Goodbye. _____46.

B Meetings
Complete the extract from a meeting (47–50) with these phrases (a–d).
a) Could I just say something?
b) If you’ll just let me finish.
c) Are you saying
d) Sorry to interrupt
A … and the problem with setting a low target is that our sales people won’t have to work
very hard to reach it. We have to set a target that will motivate them. So I think …
B Hold on a minute! _____47 that my sales staff need a high target to make them work hard?
Because if that’s what you mean, I have to disagree. My department has some of the most hard-
working and …
C _____48 , but I don’t think that …
B _____49 My department has some of the most hard-working and competitive sales people
in the company, and they don’t need high targets to motivate them to work hard!
C _____50
A What is it, Barry?
B It’s just that I don’t think 8,000 is a low figure. The market is very difficult at the moment,
and I don’t believe we can sell more than that.

Reading
Read the article and complete each gap (51–55) with one of these words (a–e).
a) decision-making
b) future
c) crisis
d) events
e) results

Grocery bears fruit


When Alfred Josefsen, Managing Director of Irma, first arrived at the Copenhagen-based
grocery chain, the workforce was not happy. Employee motivation was low, and staff
members were frequently leaving to go to work for other companies. ‘It was a big
_____51,’ says Mr Josefsen.
This year, the company is listed in the 100 Best Workplaces in Europe and wins a special
award for best practices in internal communication. Some 93 per cent of the company’s
employees believe Irma’s management team is approachable and easy to talk to, and 83
per cent agree that management always informs them about corporate developments.
Mr Josefsen describes the process that was needed to get the company from its low point
to this position. ‘The first thing that was important was to decentralise the company and
put more _____52 back into the hands of store managers,’ he explains.
The idea was to have each store operating like a local grocery, competing with stores
around the corner. The new approach brought good _____53 within a remarkably short
time. ‘In half a year, the atmosphere in the company was much more positive,’ says Mr
Josefsen.
Irma started life in 1886 as a small shop in Copenhagen. Today, it focuses on quality
foods. Irma now has more than 1,700 employees working in 70 supermarkets and
administrative offices.
Mr Josefsen likes to walk about in the company’s head office, and he also visits the stores
themselves to talk to shop assistants and customers.
Regular workshops and social _____54 allow staff to come together. At ‘Strategy Days’,
hundreds of employees get together for three days to share ideas. Mr Josefsen is
frequently present at such events.
Another effective way to improve communications has been a short e-mail from Mr
Josefsen that goes out regularly to all staff conveying key business messages.
‘I try to be in contact with people so they know that the Managing Director is working
hard for the _____55 of the company,’ he says. ‘You have to be in contact with people if
you want to show what you’re doing and that you have direction.’

Mark these statements true (T) or false (F).


Before Mr Josefsen became Managing Director …
56 employees enjoyed working for Irma. _____
57 employees didn’t stay very long with the company. _____
Now that Mr Josefsen is Managing Director …
58 managers and staff communicate effectively with each other. _____
59 staff working in different stores rarely meet each other. _____
60 regular e-mails are used to communicate business messages to staff. _____

Writing
You represent an organisation called South-East Asian Business Associates, which will hold
a conference next year. Write a letter to Dr Vladimir Sarkowski inviting him to be a keynote
speaker. Dr Sarkowski is author of a book The New Way – Business in the 21st Century, so
you think he will have an important message for your members.
Offer to pay all expenses – airfare and accommodation (five-star hotel in Singapore, three
nights). Inform Dr Sarkowski about the conference and your organisation. (You can refer to
an enclosed brochure giving further details.) Write about 140–180 words.

• Conference title: New Trends in Business


• Dates: 3–4 February
• Place: to be held in Singapore
• Number of delegates expected to attend: 1,500–2,000
• SE Asian Business Associates: 5,000 members, owners and managers of businesses in
South-East Asia

South-East Asian Business Associates


Dr Vladimir Sarkowski
927 Stabu Street
Riga
Latvia

Dear …

Re:

Ключи к тесту

Vocabulary
11 market segment / 12 consumer profile / 13 advertising agency / 14 sales target / 15 product life-
cycle / 16 prepare / 17 do / 18 collect / 19 estimate / 20 invest / 21 with / 22 about / 23 with / 24 to
/ 25 to
Language
26 Which option do you prefer?
27 Who is Jane Moorcroft? / Who is the CEO of Binhams plc?
28 Where did you hold the meeting last year?
29 Why did you decide to resign?
30 How much does the new model cost?
31 flying / 32 starts / 33 will have / 34 hope to / 35 am planning / 36 telephoned / 37 said that / 38
asked if / 39 haven’t / 40 sent
Skills development
41 f / 42 d / 43 c / 44 b / 45 e / 46 a / 47 c / 48 d / 49 b / 50 a
Reading
51 c / 52 a / 53 e / 54 d / 55 b / 56 F / 57 T / 58 T / 59 F / 60 T
Writing
Please see the Examiner’s Guidelines
Writing Model Answer:
Dear Dr Sarkowski
Re: Invitation to speak at our conference: ‘New Trends in Business’
On behalf of the South-East Asian Business Associates, we would like to invite you to be a keynote
speaker at our conference on ‘New Trends in Business’, to be held in Singapore on 3rd and 4th
February next year.
As author of The New Way – Business in the 21st Century, we believe you will have an important
message to communicate to our members.
We are a group of 5,000 business owners and managers from countries in South-East Asia (please
see the enclosed brochure for further details about our organisation). We expect 1,500 to 2,000
delegates to attend the conference.
We will be happy to pay all your expenses, including air travel and accommodation at a five-star
hotel in Singapore for three nights.
We hope this conference will be of interest to you and look forward to hearing from you.
Yours sincerely
(150 words, not including opening and closing phrases)

2 вариант

GRAMMAR AND VOCABULARY REVISION


1. TV advertisements are ________ than newspapers.
a) the effective b) effective c) most effective d) more effective
2. ______ they start production in 1989?
a) Did b) Do c) Have d) Are
3. Our ______ for this project is just over a million dollars.
a) business b) budget c) launch d) payback
4. Our country has a very ______ economy at the moment. It’s good news for business.
a) strong b) positive c) easy d) weak
5. _______ you free next week?
a) Do b) Have c) Are d) When
6. I want to speak to the ______ of this conference.
a) organiser b) organise c) organisation d) organising
7. Prices remained ______ at the same level as last year.
a) steadily b) slowly c) steady d) same
8. He wants to ______ a complaint to the manager.
a) make b) do c) have d) deal with
9. If you ask them, they ______ you.
a) are helping b) ‘ve help c) ‘ll help d) ‘d help
10. We need to finish. We’re ______ out of time.
a) running b) going c) finishing d) keeping
11. Let’s look ______ this chart.
a) in b) at c) to d) like
12. He’s leaving the company ______ they wouldn’t promote him.
a) because b) so that c) in order to d) that means that
13. I’m in charge _____ dealing with other companies.
a) for b) to c) of d) with
14. One way to _____ employees is to offer them a bonus.
a) meet b) upset c) fear d) motivate
15. The company was set ______ ten years ago.
a) on b) up c) in d) off
16. We need to take legal ______ against them for copying our products.
a) compensate b) advise c) action d) package
17. Since 2003, bosses _____ slow to handle this problem.
a) have been b) were c) are being d) are
18. Global warming will ______ to a change in the way we use energy.
a) caused b) result c) due d) lead
19. This is _______ designed than the previous model.
a) most beautifully b) more beautifully c) beautiful d) beautifully
20. Analysts were surprised to hear the company had declared itself _______.
a) sold out b) bankrupt c) fired d) fallen

READING

Young hearts keep Casio ticking


Consumer electronics is a competitive business and keeping up with the latest fashion is difficult.
But a Japanese family-run electronics group, Casio Computer, has shown that they can do as well
as much larger companies.
Over the past decade, Casio has launched a number of innovative products. It was the first to
launch a very small digital camera, the Exilim, in 2002. Casio’s strong G-Shock watches also
started a fashion. More recently, the company developed a range of very thin mobile phones for a
large mobile-phone operator; they have become the best-selling model in Japan.
Casio’s success is based on selling to young fashion-conscious people. This is surprising when
one considers that its senior executives are well over the usual age of a senior manager.
Kazuo Kashio, the President, is 79. His elder brother and Chairman, Toshio, is 81, while his
younger brother, Yukio, Vice-President, is 76.
The company was founded in 1957 by Mr Kashio’s brother Tadao Kashio, the eldest of the four
Casio brothers who have led it over the past half-century.
Other corporations in Japan have elderly executives. Chihiro Kanagawa, 80, has been Chief
Executive of Shin-Etsu Chemical since 1990. Tetsuro Funai – the founder of Funai Electric, a
consumer electronics manufacturer – is 79. Many other CEOs are in their 60s and 70s. This is
partly because greater respect is given to old people in Japanese society, and also because the
population of Japan is rapidly ageing. The average life span is 79 for men and 86 for women.
Even so, the Kashio brothers’ ability to create innovative products is impressive – particularly
when the Chief Executive does not use the Internet regularly and rarely visits the shops to try out
the latest technology.
Normally it is young people who generate rapid changes in trends. But according to Mr Kashio, it
isn’t a question of being young: training and the ability to think creatively are more important.
Read the article and mark these statements true (T) or false (F).
21.Casio Computer is run by members of the same family. ______
22.It is one of the biggest consumer electronics companies in the world. _____
23.The company specialises in making computers. ______
24.Casio’s products are popular with young people who are interested in fashion.
25. Mr Kashio doesn’t agree that he is too old to have innovative ideas. ______
Choose the best answer (a, b or c) to each of these questions.
26. The Exilim is …
a) a camera b) a watch c) a mobile phone.
27. Kazuo Kashio is … of four brothers.
a) the eldest b) the second eldest c) the third eldest
28. The company is …
a) more than 100 years old b) more than 50 years old c) a very new company.
29. How many other Japanese companies have senior executives who are as old as Kazuo
Kashio, according to the article?
a) Many others b) Two others c) No others
30. How often does Mr Kashio like to browse the Internet?
a) Often b) Sometimes c) Never

Skills development
Negotiating
Complete the dialogue with these sentences (a–f). Each sentence should match the function
given in brackets. The first one is given as an example.
a) We really need to have everything by the middle of the month.
b) Well, we can offer you delivery of some items in ten days and the rest later.
c) Can I check it with them and get back to you?
d) I was hoping it could be sooner than that.
e) OK, then.
f) Delivery by the middle of the month could be all right as long as the Production Department
agrees.
Seller We usually deliver in 14 days.
Buyer [rejects] __d__
Seller [makes an offer] _____31.
Buyer [states aim] _____32. We have an important conference at the end of the month and
we want to complete installation before then.
Seller Right – I understand. [makes concession] _____ 33[makes request] _____34.
Buyer [agrees] _____ 35.
Seller Good. What else do we need to discuss?

Language
Choose the best answer (a, b or c) to complete each gap.
Nick Heinz works for PPP in the sales department. He _____ the job three years ago and he _____
very successful. Last year, he _____ more than any of his colleagues. He _____ the ‘Salesman of
the Year’ prize twice. Now his manager _____ to give him a new job in the Export Sales
department. People in export sales often _____ to other countries, usually by plane. This _____
be a problem for Nick because he _____ like flying. Staying in the same job _____ be good for
Nick’s career. What _____ he do?

36 a) start b) is starting c) started


37 a) has been b) have been c) is being
38 a) sells b) has sold c) sold
39 a) wins b) has won c) is winning
40 a) wants b) want c) wanted
41 a) travels b) travel c) are travelling
42 a) is b) should c) could
43 a) don’t b) doesn’t c) didn’t
44 a) won’t b) wasn’t c) doesn’t
45 a) is b) do c) should

Writing

1.You had a useful meeting yesterday to discuss a new project with Jed Carter. Write an e-
mail of about 50 words to thank Jed for his helpful ideas. You can also thank him for the
lunch (say that you liked the restaurant and enjoyed the food). You hope to meet Jed again
soon.
To: Jed Carter

From:

Subject: Project meeting

Dear Jed

I am writing to thank you …

2. You see this job advertisement. Write an e-mail of about 40 words to Damian. Say that
you are interested in the job and enclose your CV with a cover letter.

Sales Executives
Omnia, a top media company, is recruiting talented sales people who wish to develop their career
in media sales.
Salary €44,000
e-mail damian@omnia.co.uk for details.

Keys:

Test
1d
2a
3b
4a
5c
6a
7c
8a
9c
10 a
11 b
12 a
13 c
14 d
15 b
16 c
17 a
18 d
19 b
20 b

Reading
51 T / 52 F / 53 F / 54 T / 55 T / 56 a / 57 c / 58 b / 59 a / 60 b
Skills development
31 b / 32 a / 33 f / 34 c / 35 e
Language
36 c / 37 a / 38 c / 39 b / 40 a / 41 b / 42 c / 43 b / 44 a / 45 c
Writing 1 :
To: Jed Carter
From: [student’s name]
Subject: Project meeting
Dear Jed
I am writing to thank you for a very useful meeting yesterday. It was good to talk about the new
project, and your ideas were very helpful.
Thanks also for the excellent lunch. The restaurant was very nice, and I enjoyed the food very
much.
I hope we can meet again soon,
Best wishes
(52 words, not including opening and closing phrases)

Экзаменационные билеты с практико-ориентированными заданиями.


Билет № 1

1.1 Every company has a set of activities, the strategy of organizing and coordinating the
efforts of its employees or to accomplish its objectives.

1. What is management?
2. What the functions of management are?
3. What makes a good manager?
4. To what extent effective management you are born with, as opposed to a set of skills that
can be taught?

1.2 Give a talk about global warming and its economic consequences. Consider proposals of
solutions.

1.3 Case

Peter Jones, the enthusiastic, newly-appointed production manager al Jones Furniture


Factory, looked somewhat disturbed as he went for lunch last Friday. "1 can't understand it", he
told Betty Smith, his personal assistant, "three people gave in their notice this morning".
"What's it about then?" asked Betty anxiously - her future depended on Peter's success.
"You remember, Betty, that we saw those management consultants last week. They told me
on Monday that all this 'hand-made' furniture was a load of rubbish, really. We could turn out a
great many more chairs at lower cost -they might look alike, but that's a risk I'm prepared to take.
"Well, we got this expert to time the staff when they weren't looking and he thinks we can
halve the times. I sent him down on Tuesday to show the workers exactly how to do the job, so
they don't make a mistake. We must keep up the quality as well as quantity. Tony Harris, who's
been here donkey's years gave his notice in first. I rather thought he would - the "craftsman" type,
but what shook me was Frank Watts and Dick Morris - both young lads!"
"You'd better have a stiff drink, now," advised Betty.

1.What is the case study about?


2.Describe Peter Jones.
3.Why is Peter Jones worried?
4. If you were Peter Jones, what would you do? What advice should Betty give him?
Билет 2
2.1 One of the most important responsibilities of a manager is to motivate people.

1. How can managers do it?


2. What is the difference between Theory X and Theory Y?
3. What motivates you?
4. Which of the motivators are important for you in your choice of a job?

2.2 Give a talk about potential conflict between business efficiency and employment. Consider cases of
rationalization and downsizing.

2.3 Case

Karawan is looking for premises for a launderette. Dave, the commercial manager in a local estate agent's,
is taking her to look at two shops. They visit Wellington Road first.
"As you can see." said Dave, "the premises are in really first-rate condition. They've been very well
maintained. I must say there's a great deal of interest in the shop. In fact, just after you rang, two other people
phoned about it."
"What was it used for previously?" "It was a boutique"
"Would I have to get permission for change of use?"
Dave consulted some papers. "No, there'd be no problem about that."
"I see the next rent review is in two years' time," said Karawan. "Have you any idea what the new rent will
be?"
"It's far too early to say yet." said Dave. "The commercial market is a little fluid at the moment. But, the
owners have always been pretty reasonable with their rent increases."
"There's one thing that bothers me," said Karawan. "I notice there are double lines outside the shop."
"That's no problem. There's a car park just off Stiles Road. In any case most people walk to launderettes,
don't they?"
They then went on to Newman Road.
"This is a real bargain," said Dave. "It's a very low rent for a shop just off the high street and the next rent
review is five years away. It could be just what you're looking for. As you can see. it was used as a launderette
before. The plumbing's all in place, so you've only got to hire the machines and you're in business."
"What happened to the previous owner?"
"I'm not quite sure. My assistant handled these premises. I think the owner retired," Dave added, rather
vaguely. "He must have done quite well anyway. There are lots of young families in flats around here. They must
have been pleased to have a launderette so handy. And there's no problem with parking. There are no yellow lines
in the little streets off Newman Road."

1.What sort of shop does Karawan want to run?


2.Why was the Newman Road shop a real bargain?
3.Is there any problem with parking in Newman Road?
4.Which of the two shops is most suitable for Karawan's business? Why? (State your reasons.)

Билет 3
3.1 One of the most important tasks for the management of any organization is to determine its
organizational structure, and to change this when and where necessary.

1. What are the different ways of organizing work? (different ways of company structure)
2. What are the advantages and disadvantages of a chain of command?
3. What are the differences between large and small companies?
4. Do you prefer to work alone or in a team?

3.2 Give a talk about corporate social responsibilities. Consider cases of the ethics of various business
practices.

3.3 Case

Eighteen months ago, two young sisters opened a small shop selling belts of all kinds for men and women.
Karen and Julia spent a long time choosing the name of their shop. Their business partnership has done so well that
they have decided to expand. They plan to move to a much bigger shop in the high street, and open two other branches
elsewhere. After that, they want to print a direct-mail catalogue which will be sent to targeted consumers through a mailing
list service.
They have worked out all the details of their expansion plans. They have already asked their bank manager for a loan.
He would only lend them enough money to open the high street shop, because he thought they were trying to expand their
business too fast.
However, a number of people whom they have met through their business have been far more enthusiastic. Some of
them have already said they might be interested in investing in the business- if it became a Limited Company.
"There's nothing else for it," said Karen. "We'll have to form a company if we want to raise the money."
"Oh, 1 wouldn't like that at all. We haven't got enough money to buy 51 % of the shares. We'd be minority
shareholders."
"That's right, but we'd still be running the business from day to day."
"It wouldn't be the same, Karen. If we had outsiders in the business, we'd never know what they might want to do."
"They wouldn't interfere as long as we were making good profits. In any case, Julia, if we remain a partnership, we're
personally responsible for all debts if anything does go wrong."
"That's never bothered us up to now."
"It might do if we expand. There's another thing, too. At the moment, anyone can open a shop and call it 'Belt Up!'.
Once it's registered as a company name, no one else can use it. Our name is too valuable an asset to lose."
"Oh. I don't know," said Julia, who was always far more cautious than her older sister. "Maybe the bank manager was
right after all. Perhaps we are trying to expand too fast. What if we formed a company and just opened the high-street shop.
We could raise enough money then to buy the majority of the shares, so we'd still be in full control."

1. What is the Case Study about?


2. How do the sisters plan to expand their business?
3. Was the bank manager helpful? Why/why not?
4. What, in your opinion, is their best plan for expansion? Should they keep full control and buy the majority
of company shares themselves?

Билет 4.
4.1 Our world is becoming truly globalized. Everyone can travel looking for a better job and work with people from
different cultures.

1. What are the advantages and disadvantages of a multinational company?


2. How do attitudes to work, hierarchy, organization, and so on differ in cultures all over the world?
3. Why is it important for companies to be aware of local cultures?
4. What are the differences between individualists and collectivists?

4.2Give a talk about advertising campaigns. Analyze the different kinds of sales promotions.

4.4 Case

Job Vacancy
An expanding firm of insurance brokers wants to recruit a customer services assistant for its front counter. It has put
the following display advertisement in a newspaper.
CUSTOMER SERVICES ASSISTANT
Young customer service assistant needed for front counter in friendly insurance broker's office.
You will be the sort of person who likes a varied and busy day. You will find yourself handling telephone and personal
enquiries and our electronic terminals; advising customers on the range of services we offer; and handling cash and cheques.
In addition you will carry out routine office and general word processing duties.
We are looking for someone who is 18+, with a good educational background in English and Mathematics, and accurate
Keyboarding. Full train
ing will be given in our word processing and database systems - Word and Access. You will need to have a pleasant,
outgoing personality and be capable of working as a member of a team whose work load can be quite hectic at times.
In return, we provide an attractive salary, a yearly bonus, free life insurance, profit-sharing pension scheme, and 20
days annual holiday.
We are an equal opportunities employer. The firm received three replies.
Amanda Johnson Singh Anand Natalie White

Age: 18 Age: 20 Age: 19

Education: Education: College of Technology Education: Private Schools

Comprehensive School Qualifications: A level English BTEC Qualifications: GCSE English С


Diploma in Business and Finance GCSE Maths F
Qualifications:
Keyboarding speeds: 60wpm Keyboarding speeds: 40wpm
GCSE English В GCSE Maths С
Hobbies: Computers, Volleyball Hobbies: Horse riding, scuba diving
Keyboarding speeds: 30wpm

Hobbies: Swimming Carpentry

All three applicants were called in for an interview. During the interviews, the owner of the firm made the following
notes:
Amanda Johnson: Very hesitant. Never looks you straight in the eye. Dirty fingernails.
Natalie White: Very pleasant manner, smiles a lot, expensive clothes.
Singh Anand: quiet, but confident, rather serious.

1.Is pleasant personality and ability to work as a team more important than educational background? Why?
2.What are the advantages and disadvantages of the applicants?
3.In your view which applicant (if any) should be given the job? Give your reasons.
4.Should the post be re-advertised? Explain why?

Билет 5
5.1 When applying for your first job as a graduate, you are probably one of many applicants, most of
whom have similar experience and qualifications to your own.

1. How can you prepare for the interview?


2. What can you do to impress the organization you applying for? How accurate do you think the first
impressions about people usually are?
3. What is CV? What makes it good? Talk about a model skeleton for a CV.
4. What can you do to find a job in our country? What really works?

5.2 Give a talk about the product life cycle and the role of marketing. Consider cases of promoting a new
product.

5.3 Case

Change of Ownership
Martin worked as a fork-lift-truck driver in a small distribution firm. His basic wage for a 40-hour week was
£4 an hour. Except when he was on his annual three-week holiday, he also worked an average of three hours
overtime a week. The rate for overtime was time and a half.
When a much bigger company took over the firm, the workers feared that some of them would lose their jobs
and be made redundant. Rumours swept through the firm that wages were going to be cut.
Management Proposals
Nothing happened for a while, but then the new management called a meeting with the shop stewards.
Management explained their proposals for a new wages structure.
Shortly after that, all workers received a letter describing the new scheme. Further details were given in the
works newsletter that had just been started.
Martin found that he would now be paid an annual salary of £8,300 a year for a 40-hour week. No overtime
would be worked.
In addition, he would receive a guaranteed bonus of 10 per cent, and even more if he exceeded his
productivity target.
There would also be a company-wide productivity bonus, linked to the company's total performance. This
bonus ranged from £50 to £250 a year in the new owner's other branches.
All the workers had been asked to vote on the new proposals. Martin didn't want to vote just as his union told
him. so he decided to work out for himself how the wages offer would affect him.

1.What is the case study about?


2.What sort of a job did Martin have?
3.When a much bigger company took over the firm what fears did the workers have?
4.Would he be able to work overtime in future?

Билет 6.

6.1 For a manufacturing company, production is one of the four key functions, along with
human resources, marketing and finance.

1. What is the difference between manufacturing and services?


2. What are the consequences of insufficient and excess capacities?
3. What are the advantages and dis advantages of large facilities?
4. What are the objectives of a production department?

6.2 Give a talk about products and brands. Research the product launch in your region.

6.3 Case

Things were certainly going wrong at Kenby Electrics. There had been a thunderstorm, water
had leaked through the roof, and was dripping slowly but steadily on a junction box. Fred Fox was
busy replacing a fuse in the box (there had been a surge of the power during the storm, the fuse
had blown and work had stopped in the workshop), with a great deal of haste as production needed
to restart quickly.
John Jones, the Safety Officer, entered the shop just as Fred pulled the lever over to 'ON',
and the machines started. "Just a minute" he shouted. "Switch that thing off again at once!" Fred
obliged. "Now," continued Jones. "Leave your machines, and organise someone to get into the
roof to plug the leak. Come on, you're wasting time!"
At that moment Len Wilson, the supervisor, entered the department. "What are you playing
at, Jones?" he shouted. "These are my men not yours ".
"They're on safety work now, and that's my responsibility," Jones replied.

1. What is the case study about?


2. What had gone wrong at Kenby Electrics'?
3.What is the role of the supervisor in the department?
4. Should the instructions of the safety officer take precedence over those of the supervisor?
Why?

Билет 7.

7.1 Logistics – the sequence of organizations and activities involved in acquiring


components and raw materials, and producing and delivering goods or services to the final
consumer.

1. What supply chain risks can you mention?


2. In a manufacturing business , what are the advantages and disadvantages of satisfying
current demand?
3. In a manufacturing business , what are the advantages and disadvantages of planning to
meet future demand?
4. What are push and pull strategies?

7.2 Give a talk about quality management. Take a real example of a product or a service
and explain the way its quality can be improved.

7.3 Case

Hobson and Walker, a medium sized insurance broking firm in the city, had a season ticket
loan scheme for their staff. No one was entitled to a loan until they had completed one year's
service.
The personnel manager, Fred Garstang, was approached towards the end of a long hard day
by Maurice Smith, the overseas manager, who asked for a concession for one of his staff, who had
only been with the firm four months but badly needed a season ticket loan. Smith emphasised that
the individual concerned was invaluable and would leave if she were not given a loan.
Although Garstang had recently turned down several requests from other departments to
give loans to staff with less than a year's service, he allowed himself to be persuaded by Smith that
this was a special case. Smith promptly told his subordinate that she could have the loan and the
latter equally promptly filled up her application form.
Garstang woke up very early the next morning with the nasty feeling that he had made a bad
decision which could create a dangerous precedent. The more he thought about it the worse it
became.
1.What is the case study about?
2.What sort of work is carried on at Hobson & Walker's?
3.Why did Garstang feel that he had made a bad decision?
4.In your opinion, should Garstang maintain his position and insist that this was a special case -
or should be reverse his decision?

Билет № 8

8.1 Quality can mean a lot of different things in relation to products and services.

1. What improvements can be made for better quality?


2. How do companies try to ensure quality?
3. What are different managerial approaches to quality?
4. What improvements can be made to improve quality of a product or a service?

8.2 Give a talk about business across cultures.

8.3 Case

Harry Hall was a little surprised when Peter Robinson, the Chief Draughtsman of the
company, sent for him. Hairy was a quiet, har- working rather self-effacing young man, but he had
had an idea about a problem that had been worrying the designers of the new centrifugal pump for
.some time. 'Sit down Harry' said Robinson in a kindly fashion, 'take the weight off your feet lad'.
Robinson shuffled the papers in front of him. 'First I'd like to sax-how pleased I was to read
that piece about you in the Advertiser last week. Anyone who could swim thirty lengths for charity
deserves a real pat on the back, arid I'm glad the company's name got mentioned as well. Reflects
great credit on you.' Harry blushed and got up to go. 'Just a moment! Robinson added, 'there's just
this matter of this piston ring. I hear you have been over to Design about this one.'
'We're a happy team in this department Harry, all working together, but there's one rule I like
my team to follow: we all pull together, and everything we do I want to know about - after all you
wouldn't like me to talk about you behind your back. It's something I'd never do. If changes are
needed to that position, Design will come to us, and I will decide who'll tackle the job. Naturally,
in view of your interest, I think I'd get you to look at it, and then talk it over with me, and we'll put
it up as a departmental idea, under my signature, to give a stamp of authority as it were. How's
that?'
Harry was upset, although he did not show it. After all, he thought, this idea of his could
save the company money, and it was his idea.

1.Describe the Chief Draughtsman, Peter Robinson.


2.What sort of an idea had Harry got about the new centrifugal pump?
3.When Robinson suggested that Harry should talk it over with him and they could put it up as
a departmental idea why was Harry upset?
4.What would Robinson's reaction be if Harry did not comply with his advice? How could this
matter be best resolved?

Билет № 9

9.1 A product is anything that can be offered to a market that might satisfy a need or want.

1. Why are people loyal to brands they usually buy?


2. Why do companies brand their products?
3. What is a brand-switcher? Does it work on you?
4. What is the difference between corporate branding and individual branding?

9.2 Give a talk about the process of industrial production. Consider low-cost
manufacturing.

9.3 Case.The Board of Directors are meeting to discuss the appointment of a new Overseas Sales
Manager. The incumbent, Larry Wells, has been invited to the Board as Sales Director, and this
is his first Board meeting. There are two names which have been put forward for the post:

Wolfgang Schwartz-11 years with the Corporation - present position Maintenance and
Components Division Manager - 49 years of age -previously with General Motors.
Jim Lazarus - 6 years with the Corporation - present position Personal Assistant to Overseas
Sales Manager (Larry Wells until now) - 32 years of age-previously in the RAF - helicopter pilot-
short service commission.
Geoff Daly supports Jim Lazarus for the position and mentions that his nominee personally
designed the modified skirt on the military version of (the hovercraft which is now in production.
Jim was Daly's PA before he was transferred to Larry Wells.
Tim Feather, one of the founders of the firm, favours Wolfgang Schwartz. This comes as no
surprise to the other directors. Schwartz is his son-in-law. Feather only owns 10% of the voting
shares now but his children own another 15% through a trust he has set up in their favour.
Larry Wells takes to his directorial role like a duck to water.
"My vote would go to Wolfgang too, Mr Chairman," he says. "I admit he's less of an ideas
man than Jim but he's developed a good team on the Maintenance side and 1 know my boys would
get on well with him."
Daly has not given up by any means.
"Yes, but what about Wolfgang's health," he asks, "after that heart attack last year0 Will he
be fit enough to travel all over the world0 No one knows better than you Larry how much traveling
is involved."
1.Do you believe in internal promotion at work?
2.Do you believe in nepotism?
3.What sort of a health problem does Wolfgang Schwartz have and how would this affect his
work as Ova-seas Sales Manager?
4.Why does Geoff Daly support Jim Lazarus for the post?

Билет № 10

10.1 Marketing today is not a function, it’s the way of doing business.

1. What is marketing ? What are the goals of marketing?


2. What are market-driven companies?
3. Why do some companies become customer driven?
4. What is wrong with focusing on increasing market share?

10.2 Give a talk about recruitment (applying for a job, selection procedures, education,
trainings and skills)

10.3 Case. Gamma Furniture Ltd


The company grew out of a one-man business established by Louis Steiner at the turn of the century.
Even between the Wars (1918-1939) the business was operating on a comparatively small scale, with
Louis, his two sons, and a handful of workers producing handmade furniture of high quality.

Louis died during the early postwar period and his son Morris took over the reins. His first step was
to form a limited company. Next, he borrowed heavily from the bank, using as security:
1) assets of the new company;
2) the personal guarantee of his brother-in-law.
He was then able to sell the rather small workshop in which his either had started the business, and
buy a modern factory on the outskirts of London. The company prospered sufficiently to go Public in the
early 1960s. Morris and his immediate family retaining approximately 40% of the voting shares.
At this stage, when everything seemed well set, there was a period of disappointment. The company
found itself in the doldrums largely as a result of rising costs of production and intensive competition. For
three successive years profits were insufficient to warrant payment of a dividend. Morris demonstrated his
business acumen by discovering a talented young designer on his staff who was able to change the fortunes
of the firm. Danny Schaffer produced a succession of very distinctive and highly successful designs for
interlocking furriture units which found a ready market. These were sold under the description of Unit Five
Furniture.
Gamma became revitalised. The demand for Unit Five Furniture was so great that a new factory was
opened up at Reading 2 years ago and another is under course of construction on the outskirts of Bristol.
All this is history. This morning Danny Schaffer has sought an audience with Morris Steiner.
"I'm going into business on my own", he tells his boss. "I've been able to put my hands on a bit of
capital and 1 want to try a few ideas out for myself.
Morris ponders. He has never failed to appreciate Danny's value to the firm and his loss could be a
blow to Gamma's Plans for expansion.
1.What did Morris do to expand the company?
2.Who was Danny Schaffer and what did he do?
3.What news had Danny Schaffer to tell his boss one day?
4.In your opinion, should Morris endeavour to retain Danny? What would be the consequences
of Danny's sudden departure?
Билет № 11
11.1 Advertising informs a customer about the existence and benefits of a product or
service, an attempt to persuade them buy it.

1. To what extent do you think you are influenced by ads?


2. What are the two functions of advertising?
3. What are the disadvantages of traditional advertising?
4. What makes ads memorable? What are the most effective ways of advertising nowadays?

11.2 Give a talk about supply chains. Compare different strategies for stock control and
manufacturing.

11.3 Case

Clippers
Karen left school at sixteen and went to the local College of Further Education where she
took a course in hairdressing. At the end of the course she was taken on part-time at large
hairdressers in the town. She gained some useful experience and eventually got a full-time job at
a small shop near where she lived. After two years of working she was becoming bored and felt
that there were few promotion prospects. She wanted to set up on her own but was unable to raise
enough finance to buy or rent a shop. She then had the idea of cutting people’s hair in their own
houses. Many old people in the area found it difficult to get to the hairdressers and other people,
such as mothers with young children, found it hard to get out of the house during the day.
Karen had managed to save enough out of her wages to buy the basic equipment, such as
razors and driers, as well as a small stock of shampoos, conditioners and other materials. She was
also the proud owner of a small car which she had bought after passing her test.
She started off by working in the evenings cutting the hair of friends and relatives and
worked full time at the shop during the day. After six months she had managed to build up enough
business to give up her job at the shop and to work just for herself.
After a year Karen is still in business. She finds it very hard work because she needs to work
the hours that suit her customers. Business also varies and some weeks she is left with less money
than her earnings at the shop. Despite this, Karen likes working for herself and hopes that she can
eventually make enough money to get her own shop.

1.What Why do you think Karen has been successful in staying in business so far?
2.Karen often works longer hours and takes home less pay than she did working at the shop.
Why do you think she wants to work for herself?
3.Suggest three ways in which Karen could possibly improve her business in the future.
4.Businesses need to use the essential equipment. Think of all the items Karen would need in
her business.
Билет № 12
12.1 Business is business ? Corporate social responsibility.

1. How far do you agree that the only thing stakeholders want is to make much money?
2. What is social responsibility and why is it important?
3. What are the widespread ideas about social responsibility in our country?
4. Do you think socially responsible company just wastes someone’s money? Explain.

12.2 Give a talk about the company you would like to create or work for.

12.3 Case.Intel is the world's leading maker of silicon chips. The chips are vital to computers. Without
them computers could not process. Intel has been working to make the transistors smaller. The drawback
was that this also made them hotter. In 2007, Intel developed cooler chips. The transistors are so small
that you could fit 2,000 of them on a full stop. Intel uses 'Moore's law' to focus its plans. This was set out
by its founder Gordon Moore. It says the number of transistors on a chip will double roughly every two
years. A business can follow two routes for development:

• Product-orientated. Make the product and then market it.


• Market-orientated. Find out what customers want, and then produce it. Intel responds to both
of these routes.
Research and Development leads to better products and better methods of making them. It also
brings more market opportunities. Intel conducts research into both manufacturing and materials. It looks
into what opportunities technology can offer. It also considers what customers want. The result is products
that customers want and that Intel can produce. Before making a product, It asks key questions about how
it will work and what it will do.
Intel can develop a product and bring it to market faster than any other similar company. It locates
its manufacturing plants close to skilled labour markets and customers. Its production process uses robots.
Plants are built identical to each other no matter where in the world they are. They also have to be super-
clean. Intel sets the highest standards in super-clean plants. Intel does not outsource any of its work. It
completes all stages from R&D to manufacturing. This ensures quality.
Competitive advantage. This means that a business does something better than its rivals. Intel uses
what it calls the 'tick-tock' strategy to maintain its leadership. In 'tick' years it will introduce a new product
or process. In 'tock' years it improves a product design. Intel brings together ideas from all areas. It
completes everything in-house. It both designs quality products and makes them itself. This makes it
competitive on all fronts.
Intel is a driving force in the world of computers. This makes it vital to business and leisure. It makes
sure personal computers are faster and better. It helps to give everyone the fastest Internet perfomance. It
takes new products from drawing board to market. It ensures quality by carrying out all processes itself.
1. Explain how the innovation has transformed people's work, life and/or leisure.
2. What is meant by a) market-led and b) product-led new product development?
3. Show how research and development has enabled Intel to develop a new product that is
aimed at a specific group of users.
4. Why is it so important for businesses like Intel to invest in R&D? Explain with examples
how R&D has enabled Intel to gain competitive advantage.