SAMPLE TEST

PART I: VOCABULARY AND EXPRESSIONS (30 pts)

1. Multiple choice (15 pts): Choose the best answer.

1. In cultures where ________ is low, people are more relaxed about the unknown and are not worried
when they don’t have all the details.
A. collectivism B. power distance C. uncertainty avoidance D. short-term orientation
2. Managers have to decide how best to allocate the human, physical and capital __________ available
to them.
A. supplies B. production C. coordination D. resources
3. In the marketing mix, there are three main pricing strategies an organization needs to adopt: ________,
skimming pricing and competition pricing.
A. bargain pricing B. scanning pricing C. production pricing D. penetrating pricing
4. Marketers usually do a lot of research to ensure that the advertisement will appeal to the ________
audience.
A. target B. goal C. aim D. purpose
5. A ________ is a set of rules that employees, companies and professional people agree to follow in the
way they behave and do business.
A. code word B. code of conduct D. practice code D. code of regulations
6. “_______” is a person who is involved in an organization or company and has an interest in its success.
A. Stakeholder B. Subsidiary C. Outsourcer D. Representative
7. The difference between the cost of producing a unit and the price of selling that unit is called _______.
A. return B. profit sharing C. gross profit D. profit margin
8. To reach their precise customers successfully, companies need to divide a market into similar and
identifiable parts through ________.
A. market segmentation B. niche market C. mass production D. marketing campaign
9. Relationships between employers and employees, managers and workers, management and unions are
called __________.
A. human relations B. labor relations C. labor unions D. personal relations
10. Pricing is one of the most important elements of the marketing mix as it is the only one of the 4Ps
which generates a ________ for the organization.
A. USP B. turnover C. productivity D. commission
11. Organizations try to operate in a ________. This means that they supply goods in a way that is of
benefits to both customers and the environment.
A. public sector B. new reform C. sustainable way D. dynamic context
12. Companies use a ________ strategy when they want to charge higher prices than their competitors for
their products to create the perception that their products have a higher value.
A. premium pricing B. price promotion C. price advertising D. promotion pricing
13. The amount of goods a store or business has for sales at a particular time is called ________.
A. cargo B. consignment C. inventory D. merchandise
14. When replying to an advertisement, candidates often write a ________ to tell their employers the type
of position they are seeking and how they are qualified for it.
A. covering letter B. reference C. job application D. recommendation letter
15. Small, specialized companies which target segments within segments are called ________.
A. market failures B. market followers C. market nichers D. market competitors

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2. Matching (15 pts): Match each word/phrase in Column A with its definition/explanation in
Column B.
A B
1. call centre A. the number of subordinates a manager directly supervises
2. market segment B. the giving of the name of another person who can offer information
or recommendation
3. wholesaler C. figures set as goals for a company division, a product line, a sales
team, individual sales representatives, etc.
4. market share D. the act of getting rid of an employee
5. sales quotas E. a small shop which specializes in selling one type of product
6. product differentiation F. too great attention to regulations and routines, resulting in delays in
getting business done
7. service centre G. an office where people answer questions and make sales over the
phone
8. span of control H. customers of a similar age, income level or social group
9. layoff I. intermediaries between producers and retailers, who stock goods, and
deliver them
10. brand image J. the percentage of the market for a product or service that a company
supplies
11. plant K. features that distinguish one company’s product from another
company’s
12. perks L. a place where faulty products are mended
13. red tape M. the public’s beliefs and perceptions about a particular product
14. specialist retailer N. the buildings, machines, equipment and other facilities used in the
production process
15. reference O. special class of fringe benefits made available to a company’s most
valuable employees

PART II: READING (30 pts)

Read the following text and do the three exercises below.

Shifting the balance

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It is estimated that shift workers make up 17% of the world’s workforce, and that figure is rising to
accommodate the growing 24-hour culture. But is working shifts bad for your health? Well, if you are a
woman then the answer might well be ‘yes’. Recent research in Denmark suggests that women who work
shifts, especially night shifts, are more likely to be forced into early retirement than men.
There has long been concern that shift work can be linked to a range of health problems, including
increased risk of heart disease, breast cancer, peptic ulcers, sleep disturbance, complications in pregnancy
and accidents. As well as the obvious factors like lack of sleep and sunlight deprivation, poor diet and
lack of exercise have also been blamed for this ill-health. ‘Shift workers tend to snack rather than eat
square meals,’ says Dr Nina Del Mastro, a doctor who has researched the effects of shift work on health
problems. ‘This means their meals tend to be high in fat and caffeine and they often don’t get their daily
allowance of vitamins.’ A study into the effects of shift work on health, reported that 77% of extended-
hours workers said they were getting no regular exercise. The Danish study suggested that more women
than men are forced to retire early due to health problems and 34% of those women had regularly done
shift work. However, the research was unable to come up with a reason why women should be more
affected by working irregular or extended hours. One theory suggests that when men go home after a
night shift they sleep or relax in front of the television but women are expected to do the domestic chores
once they have got home from a long nights’ work. This means that they are effectively doing two jobs
and not getting enough sleep.
Dr Del Mastro has advice for employers who use shift workers. ‘Employers can help their staff avoid the
problems caused by working nights by making night shifts more pleasant,’ she says. Responsible
employers schedule shifts to allow sufficient breaks and days off so that employees both get enough sleep
and can also deal with their personal lives. Having good quality lights to simulate daylight can help to
keep workers feeling fresh throughout the shift. Making sure there is quality food available for their staff
is another measure Dr Del Mastro suggests. If the staff are eating properly, they will be more alert and
healthier. If the company can’t afford catering, then they should at least provide a microwave and
refrigerator or a vending machine with healthy products. Workers would also benefit from regular
exercise during their shift. ‘It doesn’t have to be much,’ explains Del Mastro, ‘a quick walk during the
break will help to revive tired limbs and minds.’ Finally, workers can also benefit from training on how
best to cope with the inevitable changes to their bodies and social lives.
If employers are worried about the cost of this, they should remember that a healthier workforce is a more
productive workforce, so they will see a return on their investment.

1. Write T if the following statements are true and F if they are false. (10pts)
1. _____ If Shift work appears to affect men’s health less than that of women.
2. _____ Almost one fifth of workers work shifts.
3. _____ Mark Female shift workers generally have a poorer diet than men.
4. _____ Women usually get to relax after working their shift.
5. _____ Employers will benefit from helping to improve the health of their shift.

2. Write the words or expressions in the text which mean the following. (10pts)
1. provide what somebody wants or needs: __________
2. food that makes you feel satisfied: __________
3. when something cannot be avoided or prevented from happening: __________
4. give the same effect as something else: __________
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5. suffering something being taken away: __________

6. profit from an investment: _________________________

7. take action to solve a difficult problem: ______________
8. a task that you do regularly: ________________________
9. restore from an inactive state: ___________________
10. a change in position or direction: ___________________

PART III: CASE STUDY & WRITING (40 pts)

1. CASE STUDY (20 pts): Read the case and then answer the questions below.
Employees may be motivated on the job by many things, such as a sense of achievement,
recognition, enjoyment of the job, promotion opportunities, responsibility, and the chance for
personal growth. Employee motivation and performance are tied directly to the style of
management that is applied and to principles of positive or negative reinforcement. Employee
engagement is the level of commitment and involvement an employee has towards their organization and
its values. An engaged employee is aware of business context, and works with colleagues to improve
performance within the job for the benefit of the organization. It is a positive attitude held by the
employees towards the organization and its values. Therefore, in management, managers usually focus on
how employee engagement is an antecedent of job involvement and what a company should do to make
the employees engaged.

Questions:
 
1. Do you think salary is the most important factor in motivating employees?
2. Among the motivation factors, which one is very important for you? Why?

2. WRITING (20pts): Write your email on the ANSWER SHEET.

You are attending a course in London. Last week, because the trains were delayed by bad weather, you
were late for college every day. On the worst day, the train was 1 hour 20 minutes late and you missed
two classes.

This is an extract from an information leaflet you have picked up at the station.
We hope you have a pleasant journey with Capital Rail, but if you have any comments or
complaints about our services, please write to the Customer Care Manager.

What we promise to do when things go wrong:

If you are delayed for more than one hour you may claim rail vouchers to the value of
50% of the journey made.

Write an email to the Customer Care Manager at Capital Rail complaining about the poor service you
have experienced and asking for compensation. Use your own words as far as possible.

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End-of-Test