TEST 5

I. LISTENING

Part 1: Listen to the recording and choose the correct answer A, B, or C for each question. You
will hear the recording twice. (5pts)

1. Mr Becker is talking to………

A. new employees B. new customers C. regional managers

2. He congratulates the audience because they have.......................................................

A. won an award B. been successful C. got a pay increase
3. He says that he expects employees to..........................................................
A. make a profit B. be highly competitive C. be fair
4. He says that Hendix gives workers the right ……….to produce quality work.
A. equipment and training
B. management structure
C. bonus system
5. The company ………. innovation.
A. wants to avoid B. encourages C. won’t reward
Part 2: Listen and fill in the missing information (no more than two words). You will hear the
recording twice. (5pts)

Interviewer: What’s the (1) of a really good sales presentation?

Sue Lesson: Firstly, having a product that you can easily demonstrate and a product that has a good
story behind it. Secondly, that the person who’s actually giving the (2) can engage with their
audience in a (3) , can tell the story very clearly and can demonstrate the features and benefits
of each product in a very clear and easy-to- understand way.
Interviewer: Can you give us an example of how you develop a sales pitch?
Sue Lesson: First of all, it’s all in the (4) , so it’s all about knowing the product inside and out,
what the product can do, what it can’t do, when it is suitable, when the product isn’t suitable, and
then be able to demonstrate the product to its best advantage in a very clear and precise fashion, but
also in an (5) way.
1. 2. 3. 4. 5.

II. READING

Part 1: Match a word with its definition (2pts)

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 1. career plan a) pay and benefits
2. wholesalers b) the different points in the process of selling something
3. career ladder c) a company which owns another company
4. deal d) the time when you can change your mind and cancel an
5. manufacturer order
6. subsidiary e) people who do not usually sell directly to consumers
7. share price f) producer
8. parent company g) an action you take to progress in your career
9. cooling-off period h)the cost of a company’s shares
10. career move i) a company which is more than 50% owned by another
company
j) ideas you have for your future career
1. 2. 3. 4. 5.

6. 7. 8. 9. 10.

Part 2: Fill in the blank with the given words (5pts)

upgrade prices fleet market share crisis

impression processing profits flavors confident
programmers pre-tax highlighted outlets competitors

Paolo Conti: It’s true our results haven’t been good, our pre-tax (1) have fallen once again.
It’s all very worrying. Well, we know one of the reasons: our two main (2) have been
cutting their (3) , so our prices are beginning to look rather high. They’ve also been
increasing their advertising spend to get a bigger (4) . But it doesn’t explain everything,
does it? How do you see things, Donna?
Donna Martin: It is not a (5) , Paolo, but we do need to make changes as fast as possible. The
way I see it, we don’t offer a very wide range of (6) ; that’s not helping us, and our
packaging isn’t very exciting. It gives the wrong (7) . It could be the reason why our classic
product isn’t selling as well as it used to.
OK, so what do we need? More products and more (8) . We must reach more than the big
supermarkets and our own ice-cream stores. Also, it’d be a good idea to (9) our equipment
and storage facilities ... maybe our (10) of trucks as well - they’re terribly out of date.
1. 2. 3. 4. 5.

6. 7. 8. 9. 10.

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Part 3: Read the passage and answer the questions (3 pts)

Foxconn, one of the world’s largest electronics manufacturers, is planning to have as many robots as
workers in its China factories within three years, according to Terry Gou, chairman and chief
executive.

Foxconn, China’s biggest employer, produces Apple’s iPad and other electronic gadgets. The group
currently employs 1m workers but has just 10,000 robots on its production lines.

Mr Gou outlined the company’s plans at a Foxconn gathering late last week in Shenzhen, a coastal
manufacturing centre in southern China. According to people who attended the function, the chief
executive said the group would have up to 300,000 robots next year and 1m two years from now,
highlighting the drastic changes China-based manufacturers are making as competition for labor
increases. “This is part of a board automation push among China-based manufacturers.” said Alvin
Kwock, head of hardware technology research at JP Morgan. “it signals that the cost of labor is no
longer lower than the cost of capital.” Salaries for migrant workers, the main part of Foxconn’s China
workforce, rose 30-40 per cent last year. And that trend is continuing.

Foxconn says it wants employees to move “higher up the value chain beyond basic manufacturing
work”. Many local governments are hoping that Foxconn will create large-scale employment in their
backyards, and the group is building several large new factories in inland cities where labor costs are
lower.

Analysts, however, believe the group’s automation plans are an important part of its expansion
strategy. ‘Foxconn has been comparatively slow when it comes to automation.’ said Mr Kwock.
‘Automating an old factory is difficult because you then have to redesign the floor plan, so you want
to introduce automation as part of a new plant.’ In Chengdu, where one of the group’s large new
factories is located, government officials say Foxconn is expected to employ 100,000 workers by the
end of the year and eventually reach a headcount of 300,000.

1. Using robots in a factory is an example of ………

A. marketing B. distribution C. automation

2. The Foxconn Group currently has…………..robots.

A. 10,000 B. 1m C. 300,000

3. Manufacturing companies in China are ……..because worker’s salaries are increasing

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A. moving overseas B. failing C. changing

4. Foxconn is building factories ………of China.

A. in the central part B. outside C. near the borders

5. Foxconn is currently ………its business.

A. expanding B. downsizing C. restructuring

III. WRITING (10pts): Read the letter and do the task below.

To: Regional Director

From: Head, interviewing team

Subject: Appointment of Sales and Marketing Director (Brazil, Argentina)I

Dear Claudia,

We recently interviewed three candidates for this position.

We have decided to appoint Chantal Lefevre.

I will briefly describe the candidate’s strengths and explain the reasons for our decision.
Chantal has great personal qualities. She is a direct and honest person. She will have the
respect of her sales teams, as she has a great sales record herself.
She is currently one of our sales representatives in Switzerland, but has worked in Spain and
Portugal, so she will be able to adapt easily to Latin American markets. (She speaks
Portuguese fluently. Her Spanish is only intermediate, but I’m sure she will improve
quickly.)
It’s not only a good salesperson that we need. Chantal has a marketing diploma. Her course
included advanced statistical methods, and she will be able to work in technical areas in
market research.

Please let me know when Chantal can start work at your office in Sao Paulo. Looking
forward to hearing from you,

Best regards,

Ricardo

Write an e-mail reply from Claudia Lopez

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+ You have met Chantal Lefevre at a sales conference

+ You are not sure she is the right person for the job

+ Give two reasons (for example, she is not a leader – she may be a good salesperson, but this is
not enough….)

+ However, you are willing to give her a trial period of three months to see if she can do the job.

End suitably

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