Reading 1 hour
　　PART ONE
　　Questions 1 – 8
　　Look at the statements below andat the five reports about companies on the opposite page from an article givingadvice to self-employed consultants about negotiating fees for theirservices.
　　Which book (A, B, C,D or E) dose each statement 1 –8 refer to?
　　For each statement ! – 8, make one letter (A, B, C,D or E) on your AnswerSheet .
　　You will need to use some of these letters more than once.
　　Example :
　　Lack of self-confidence will put you at a disadvantage in anegotiation .
　　0 A B C D E
　　This company has been involved in diversifyingits business act6ivities.
　　Although this company is doing well, it has anumber of internal difficulties to deal with
　　This company has reduced theprofits it makes on individual items
　　One statistic is a less accurate guideto this company’s performance than another
　　The conditions which have helpedthis company are likely to be less favourable in the future
　　This company’sshare price has been extremely volatile over the last twelve months
　　Thiscompany is likely to be the subject of a takeover bid in the near future
　　Thiscompany’s performance exemplifies a widely held belief
　　A
　　ChemicalCompany
　　Masterson’s interim pre-tax profits growth of 20% was somewhatinflated as a result of the income received from the disposal of several of thecompany’s subsidiaries. The underlying 8% rise in operating profits is a morerealistic gauge of the company’s true progress. However, Masterson’s impendingmerger with Bentley and Knight and its appointment of a new chief executiveshould mean that the company will be able to sustain growth for the foreseeablefut5ure. The share price has varied little during the course of the year and nowstands at ￡ 6.75
　　B
　　Hotel Group
　　During the past year the Bowden HotelGroup has acquired 77 new properties, thus doubling in size . last week thegroup reported pre-tax profits of ￡ 88 million in the first six months of theyear, ahead of expectations and helped by a strong performance from itsLondon-based hotels and newly expanded US business. However. There is still someway to go. Integration of the new acquisitions is still not complete and, whilethe share price has risen recently, major problems with integration have yet tobe solved.
　　C
　　High-tech Company
　　This time last year a share in Usertechwas worth just over ￡ 1. six months ago it was worth ￡ 40. today it is priced atunder ￡ 8 . if proof were need, here is an illustration of how much of a lotterythe technology market can be. But some technology companies are fighting backand Usertech is one of them . What has renewed excitement in the company is theopening of its new American offices in Dallas and its ambitious plans to expandits user base in both North and Latin America.
　　D
　　BuildingCompany
　　Renton’s share price has risen gradually over the past year from ￡2.4to ￡ 3.8 . The company has been successful in choosing prime location for itsbuildings and has benefited from the buoyant demand for housing. Whilst thisdemand is expected to slow down somewhat during the next year, investors areencouraged by the company’s decision to move into building supermarkets. Workhas already begun on two sites in London, and the company is expected to sign acontract within the next month for building four large supermarkets inScotland.
　　E
　　Pottery Manufacturer
　　Milton Dishes has been through ashake-up over the past year. The group, which has been cutting margins andimproving marketing, may post a small profit this year. The many members of theMilton family, who between them own 58 per cent of the business, have beenwatching the share price rise steadily and several are looking to sell. Traderival Ruskin has bought up just over 17 percent of the shares and could well bespurred into further action by the signs of a recovery at the firm.

        PARTTWO
　　Questions9– 14
　　Read the text about career-planning services.
　　Choosethe best sentence from the opposite page to fill each of the gaps .
　　For eachgap 9– 14, mark one letter (A-H) on your Answer Sheet .
　　Do not use any lettermore than once .
　　There is an example at the beginning .(0)
　　Your CareerPath Can Lead You Anywhere
　　We used to be advised to plan our careers. We weretold to make a plan during the later stages of our education and continue withit through our working lives.(0)_____ some people still see careers in this way.However, to pursue a single option for life has always beenunrealistic.
　　Planning for a single career assumes that we set out with a fullunderstanding of our likes and dislikes and the employment opportunities open tous. (9)____ For most people this degree of certainty about the future does notexist.
　　Our initial choice of career path and employer is often based oninadequate knowledge and false perceptions. But with age and experience, wedevelop new interests and aptitudes and our priorities alter. The structure ofthe employment market and, indeed of employment itself, is subject to change asboth new technologies and new work systems are introduced (10) _____ We mustface the uncertainties of a portfolio career.
　　It is clear from the recentpast that we cannot foresee the changes which will affect our working lives. Thepace of change is accelerating , as a result of which traditional career planswill be of very limited use. (11)_____ They will need updating to reflectchanges in our own interests as well as in the external work environment.Flexible workers already account for about half the workforce. (12)______ We arelikely to face periods as contract workers, self-employed freelances,consultants, temps or part-timers.
　　Many employers encourage staff to write apersonal development development (PDP) (13) Although some people use it only toreview the skills needed for their job, a PDP could be the nucleus of widercareer plan –setting out alternative long-term learning needs and a plan ofself-development.
　　A report issued by the Institute of Employment Studiesadvises people to enhance their employability by moving from traditionaltechnical skills towards the attainment of a range of transferable skills. (14)Instead, special schemes should be established to encourage people to examinetheir effectiveness and to consider a wider range of needs.
　　0 A B C D E F GH
　　A This dual effect means that the relationship between employers andworkers has evolved to such and extent that we can no longer expect a long-termrelationship with one employer.
　　B. It carries an implicit assumption that weourselves, and the jobs we enter, will change little during our workinglives.
　　C. This growth suggests that a career plan should not be expressedonly in terms of full-time employment but should make provision for thepossibility of becoming one of the.
　　D this is a summary of one’s personallearning needs and an action plan to meet them.
　　E Consequently, they must nowaccommodate a number of objectives and enable us to prepare for each on acontingency basis.
　　F However, it warns that employers often identify trainingneeds through formal appraisals, which take too narrow a view ofdevelopment.
　　G . Such a freelance of consultant would be constantly indemand.
　　H We were expected to work towards that one clear goal and toconsider a career change as a bad thing.

        PART THREE
　　Questions 15–20
　　Read the following article on negotiating techniques and the question onthe opposite page .
　　For each question 15 – 20 , mark one letter (A, B, C or D) on your Answer Sheet for the answer you choose.
　　The NegotiatingTable:
　　You can negotiate virtually anything. Projects, resources,expectations and deadlines are all outcomes of negotiation. Some peoplenegotiate deals for a living. Dr Herb Cohen is one of these professionaltalkers, called in by companies to negotiate on their behalf . He approaches theart of negotiation as a game because, as he is usually negotiating for somebodyelse, he says this helps him drain the emotional content from his conversation.He is working in a competitive field and needs to avoid being too adversarial.Whether he succeeds or not, it is important to him to make a good impression sothat people will recommend him.
　　The starting point for any deal, he believes,is to identify exactly what you want from each other. More often than not, oneparty will be trying to persuade the other round to their point of view.Negotiation requires two people at the end saying ‘yes”. This can be a problembecause one of them usually begins by saying “no”. However, although this canmake talks more difficult, this is often just a starting point in thenegotiation game. Top management may well reject the idea initially because itis the safer option but they would not be there if they were notinterested.
　　It is a misconception that skilled negotiators are smoothoperators in smart suits. Dr Cohen says that one of his strategies is to dressdown so that the other side can relate to you. Pitch your look to suit yourcustomer. You do not need to make them feel better than you but, For example,dressing in a style that is not overtly expensive or successful will make youmore approachable. People will generally feel more comfortable with somebody whoappears to be like them rather than superior to them. They may not like you butthey will feel they can trust you.
　　Dr Cohen suggests that the best way tosell your proposal is by getting into the world of the other side. Ask questionsrather than give answers and take an interest in what the other person issaying, even if you think what they are saying is silly. You do not need tobecome their best friends but being too clever will alienate them. A lot ofdeals are made on impressions. Do not rush what you are saying---put a fewhesitations in , do not try to blind them with your verbal dexterity. Also, youshould repeat back to them what they have said to show you take themseriously.
　　Inevitably some deals will not succeed. Generally the longer thenegotiations go on, the better chance they have because people do not want tothink their investment and energies have gone to waste. However , joint venturecan mean joint risk and sometimes , if this becomes too great , neither partymay be prepared to see the deal through . More common is a corporate cultureclash between companies, which can put paid to any deal. Even having agreed adeal, things may not be tied up quickly because when the lawyers get involved,everything gets slowed down as they argue about small details.
　　De Cohenthinks that children are the masters of negotiation. Their goals are totallyselfish. They understand the decision-making process within families perfectly.If Mum refuses their request , they will troop along to Dad and pressure him. Ifal else fails, they will try the grandparents, using some emotional blackmail.They can also be very single-minded and have an inexhaustible supply of energyfor the cause they are pursuing. So there are lesson to be learned from watchingand listening to children.
　　A put people at ease
　　B remain detached
　　C becompetitive
　　D impress rivals
　　16 Many people say “no” to a suggestion inthe beginning to
　　A convince the other party of their point of view
　　B showthey are not really interested
　　C indicate they wish to take the easyoption
　　D protect their company’s situation
　　17 Dr Cohen says that when youare trying to negotiate you should
　　A adapt your style to the people you aretalking to
　　B make the other side feel superior to you
　　C dress in a way tomake you feel comfortable.
　　D try to make the other side like you
　　18According to Dr Cohen, understanding the other person will help you to
　　A gaintheir friendship
　　B speed up the negotiations
　　C plan your next move.
　　Dconvince them of your point of view
　　19 Deals sometimes fail because
　　Anegotiations have gone on too long
　　B the companies operate in differentways
　　C one party risks more than the other.
　　D the lawyers work tooslowly
　　20 Dr Cohen mentions children’s negotiation techniques to show thatyou should
　　A be prepared to try every route
　　B try not to make people feelguilty
　　C be careful not to exhaust yourself
　　D control the decision-makingprocess.

        PART FOUR
　　Questions 21 -30
　　Read the article below about themethods some companies are now using for recruitment.
　　Choose the correct wordto fill each gap from (A, B, C or D) on the opposite page.
　　For each question21-30,mark one letter (A, B, C or D) on your Answer Sheet.
　　There is anexample at the beginning, (0)
　　The Scientific Approach to Recruitment
　　Whenit (0) to selecting candidates through interview, more often than not thedecision is made within the first five minutes of a meeting. Yet employers liketo (21) themselves that they are being exceptionally thorough in their selectionprocesses. In today’s competitive market place, the (22) of staff in manyorganizations is fundamental to the company’s success and, as a result ,recruiters use all means at their disposal to (23) the best in the field.
　　Onemethod in particular that has (24) in popularity is testing , eitherpsychometric testing, which attempts to define psychological characteristics ,or ability￡aptitude testing (25) an organization with an extra way ofestablishing a candidate’s suitability for a role. It (26) companies to addvalue by identifying key elements of a position and then testing candidates toascertain their ability against those identified elements.
　　The employment ofpsychometric or ability testing as one (27) of the recruitment process may havesome merit, but in reality there is no real (28), scientific or otherwise, ofthe potential future performance of any individual. The answer to this problemis experience in interview techniques and strong definition of the elements ofeach position to be (29) as the whole recruitment process is based on few realcertainties, the instinctive decisions that many employers make, based on a CTand the first five minutes of a meeting, are probably no less valid than anyother tool employed in the (30) of recruitment.
　　Example :
　　A have B decideC do D make
　　0 A B C D
　　21.A suggest B convince C advise D believe
　　22.Aworth B credit C quality D distinction
　　23.A secure B relies C attain Dachieve
　　24.A lifted B enlarged C expanded D risen
　　25.A provides B offers Ccontributes D gives
　　26.A lets B enables C agrees D admits
　　27. A portion Bmember C share D component
　　28. A extent B size C amount D measure
　　29.Aoccupied B met C filled D appointed
　　30 A business B topic C point Daffair

       Questions 31 -40
　　PART FIVE
　　Questions31-40
　　Read thearticle below about a very expensive new perfume. .
　　For each question 31-40,write one word in CAPITAL LETTERS on your Answer Sheet .
　　There is an exampleat the beginning, (0)
　　Sweet smell of excess-for just ￡ 47.874 a bottle
　　Themarketing says it is the ultimate symbol of indulgence and truly impeccabletaste”. A new scent, named V1, has (0) launched for Christmas-retailing at just￡47.874 . The makers are proudly promoting it (31) ,the world’s most expensiveperfume” and are confident of selling the limited edition of 173 bottles-(32) itshould be exactly 173 bottles is not made clear in the publicity for theproduct.
　　Although carefully priced at just under the ￡50.000 mark, thisperfume is clearly (33) something for anyone who considers ￡30 too much to payfor a bottle of eau-de-toilette. Those (34) are potential customers willcertainly be reassured to learn that a case covered in rubies and diamonds isincluded free (35) charge. Purchasers are assured of further savings, withunlimited scent refills guaranteed indefinitely- at no extra cost.
　　Thefragrance is the idea of Arfaq Hussain, a 27-year-old clothes designer who firstmade a name (36) himself with an air-conditioned jacket he was asked to make bythe singer Michael Jackson (37) far, Mr Jackson is the only person to (38)placed an order- he wants two, according to Mr Hussain.
　　Mr Hussain isunconcerned at having no previous experience of perfumery . It’s so (39) morethan a perfume ---- it’s a piece of jewellery, too. explained Mr Hussain. Heattempted to describe the ￡47.874 sensation . it is delicate , fragrant andquite unique. When you open the lid, it takes you totally away . It’s just (40)being surrounded by thousands of wild flowers and roses.
　　PART SIX
　　Questions41 - 52
　　Read the text below about team-based pay
　　In mostof the lines 41 - 52 there is one extra word. It is either grammaticallyincorrect of does not fit in with the sense of the text. Some lines, however,arecorrect .
　　If a line is correct, write CORRECT on your Answer Sheet.
　　Ifthere is an extra word in the line ,write the extra word in CAPITAL LETTERS onyour Answer Sheet .
　　The exercise begins with two examples, (0) and (00).
　　Team-Based Pay
　　0 Team-based pay schemes that have been catching the eyeof modern employers.
　　00 Supporters say that they encourage group endeavourand improve 41 organizational performance. But salespeople, typically the mostself-motivated.
　　42 of workers, they have traditionally been rewardedaccording to individual
　　43 performance. So are team-based schemes suitable ?The key issue is
　　44 whether team-based pay is more being in line with theorganization’s objectives
　　45 than pay which based on individual achievement.Introducing a team pay
　　46 scheme can be complex. The biggest problem is fordefining the team in the first
　　47 place. Another is that team pay schemeswon’t work if the actions Of one
　　48 individual make no impact on those ofanother. You should need a true team.
　　49 like a football team. Where all themembers are interdependent. When sales staff
　　50 can be less receptive to teampay schemes because personal motivation can
　　51 be an important boost toperformance What they need is their encouragement
　　52 to perceive that thewider term of the company overall : production, administration and dispatch allaffect each other.

       Writing 1 hour 10 minutes
　　Part one
　　Question1
　　●The graphs below show the performance of a European country’smanufacturing and agricultural
　　Sectors in terms of exports and importsbetween 1991 and 2001.
　　●Using the information from the graphs, write a shortreport describing the general movements in exports, imports and the resultingbalance of trade
　　●Write 120-140 words
　　Part two:
　　Write an answer to ONEof the questions 2-4 in this part. Write your answer in 200-250words.
　　Question 2:
　　●The Managing Director of your company or organizationhas announced that reports on performance are to be produced by all departments.Your Hear of Department has asked you to produce the report about yourdepartment for the Managing Director.
　　●Write the report for the ManagingDirector, explaining:
　　A What aspects of your department function mosteffectively
　　B Which aspect is most in need of improvement
　　C How thisimprovement could be achieved
　　Question 3
　　●You work for an employmentagency. The following is part of a letter you have received from acustomer:
　　The temporary administrative assistant you sent us was totallyunacceptable. I certainly will not be using your agency again when I needtemporary staff.
　　●Write a letter to the customer:
　　A apologising for havingsent the unsatisfactory temporary worker
　　B giving reasons for whathappened
　　C explaining why what happened was exceptional
　　D offering somesort of compensation to the customer
　　Question 4
　　●Your Managing Directorhas decided that the company’s website should be improved and has asked you toconsider ways of going about this.
　　●Write a proposal for the ManagingDirector:
　　A Sunmarising the strengths and weaknesses the current website
　　Bsuggesting new services and information to be provided through the website
　　Cexplaining the benefits the improvements would bring.

        Listening
　　Partone:
　　Question 1-12
　　●You will hear a consultant giving a talk to a group ofUK business people about exporting to the United Arab Emirates (UAE)
　　●As youlisten, for questions 1-12. complete the notes, using up to three words or anumber.
　　●After you have listened once, replay the recording.
　　The businessMaster Class
　　Arrangements for participants
　　1 The event will take placeover
　　2 Seminar organized by
　　3 The title of the last session will be
　　4To use the New City Hotel car park, delegates must obtain a Dr Sangalli
　　5 DrSangalli has advised many
　　6 The name of his consultancy is
　　7 He is theauthor of
　　8 In Europe, he is the best-known
　　The Business Master Class
　　9to become more
　　10 to establish new
　　Two outcomes of session:
　　11 designyour own
　　12 take away documents containing actual
　　Part two
　　Questions13-22
　　●You will here five different business people talking about trips theyhave recently been on.
　　13
　　14
　　15
　　16
　　17
　　A to supervise stafftraining
　　B to hold job interviews
　　C to introduce new policy
　　D to visitpossible new premises
　　E to observe working practices
　　F to meet a newmanager
　　G to sign a new contract
　　H to deal with a complaint
　　Tasktwo-problem
　　●For question 18-22, match the extracts with the problem, listedA –H
　　●For each extract, choose the problem described
　　● write one letter(A-H) next to the number of the extract
　　18
　　19
　　20
　　21
　　22
　　A Iforgot a document
　　B My hotel was noisy
　　C I was late for meeting.
　　D Ididn’t understand some figures.
　　E The service at my hotel was bad.
　　F I hadsome wrong information
　　G I didn’t have an interpreter.
　　H I experiencedcomputer problems.

        PART THREE
　　Question 23-30.
　　●You will hear partof a conversation between a management consultant and the Human Resourcesmanager of Jenkins, a company which manufactures children’s clothing.
　　23 Whatis said about the ownership of Jenkins?
　　A the founder has sold the company tosomeone else.
　　B Jenkins has merged with another company
　　C There has beenno change of ownership.
　　24 What does the Human Resources manager see as themain external threat to Jenkins?
　　A Their retailers are becoming less willingto pay their prices.
　　B Consumers are buying more top-of-the-range children’sclothes.
　　C More and more companies are producing children’s clothes.
　　25The Human Resources manager sees the company’s main strength as the factthat
　　A It has several long-term contracts
　　B it makes products of highquality
　　C its distribution system is efficient
　　26 The Human Resourcesmanager believes that Jenkins’ main weakness at present is that
　　A themachinery is inadequate for current requirements
　　B the management style isout of line with modern demands
　　C the relation between management and workersare poor.
　　27 According to the Human Resources manager, why do many machinistschoose to leave?
　　A They think that they can get better paid workelsewhere.
　　B They feel that too much is expected of them
　　C They lackconfidence in the company’ future
　　28 When working to produce a batch ofclothes
　　A each team is responsible for a particular operation
　　B eachmember of the team produces a complete item
　　C each person carries out onepart of the production process
　　29. What change has been made to range ofgoods?
　　A A smaller number of items is produced
　　B Each item is now made insmaller quantities.
　　C Fewer new styles are introduced each year.
　　30 Whatis said about the machinists?
　　A More of their work is falling below therequired standard.
　　B Some of them are earning less than they used to.
　　CThey have to spend longer learning to operate new machines.
　　Exports figureshows the same performance although at level $4bn higher thanimports.
　　Consequently, the balance of trade remained markedly positivethroughout the period.
　　Band 4
　　All content points are included. There is arelatively natural use of language and a good range of structure, despite someinaccuracy. There is also evidence of a wide range of vocabulary and the reportis well organized.
　　Sample B
　　Introduction:
　　The aim of this report is todescribe the imports an exports of the Manufacturing and Agricultural sectors inthe years 1991-2001 in European contry’s
　　Manufacturing Imports
　　In thefirst year (1991) the imports were just above $2 bn, at the end of 2001, theimports were almost on the $ 6 bn.
　　Manufacturing Exports
　　In 1991 were justbelow the $ 3

       TEST 1
　　PART1
　　1 THREE DAYS
　　2 CLOBAL CONFERENCESPLC
　　TOMORROW’S SOFTWARE
　　PERMIT
　　LARGE CORPORATIONS
　　LOGICSOLUTIONS
　　INTELLIGENT CHANGE
　　IT ANALYST
　　CUSTOMERDRIVEN
　　ORGANISATIONAL STRUCTURES
　　FRAMEWORK FOR ACTION
　　CASESTUDIES
　　PART
　　F C D B E A B F C D
　　PART3
　　C A B C B C B A