101209565 Carte de Teste Lingua

7/22/2019 101209565 Carte de Teste Lingua

1/150

ANA-MARIA PASCU

TESTS AND STRATEGIES

FOR

THE LINGUA EXAMINATION

WITH KEY

REVISED & EXPANDED

EXTRA SPEAKING ACTIVITIES

EFES

CLUJ-NAPOCA

2008


2/150

2

CONTENTS

PREFACE ...................................................................................................... 3

Part 1. STRATEGIES..................................................................................... 4

Part 2. READING and USE OF ENGLISH ................................................. 10

Test 1 ................................................................................................ 10Test 2 ................................................................................................ 14Test 3 ................................................................................................ 18Test 4 ................................................................................................ 22Test 5 ............ .................................................................................. 26Test 6 ................................................................................................ 29Test 7 ................................................................................................ 33Test 8 ...................................... . ......... ......... .......... ..................... 37

Test 9 .................................................. ............................................ 40Test 10 .............................................................................................. 43Test 11 .............................................................................................. 46Test 12 .............................................................................................. 50Test 13 .............................................................................................. 53Test 14 .............................................................................................. 56Test 15 .............................................................................................. 60Test 16 .............................................................................................. 63Test 17 .............................................................................................. 67Test 18 .............................................................................................. 70Test 19 .............................................................................................. 74

Test 20 .............................................................................................. 77Test 21 .............................................................................................. 80Test 22 .............................................................................................. 83Test 23 .............................................................................................. 86Test 24 .............................................................................................. 89

Part 3. WRITING TASKS ............................................................................ 92 Reports, letters, proposals .......................................................... 92 Memos ........................................................................................ 95 Argumentative essays ................................................................. 96

Part 4. SPEAKING TOPICS ........................................................................ 98

Part 5. SPEAKING TASKS ....................................................................... 101A. Individual long turn .................................................................. 101B. Interaction ................................................................................. 102

KEY to READING& USE OF ENGLISH ................................................. 104


3/150

3

PREFACE

TESTS AND STRATEGIES FOR THE LINGUA EXAMINATION has been created for thestudents who prepare for the Lingua Business English examination, while also being useful toanyone wishing to improve their knowledge of business English.

A.The structure of the bookThe book begins with a set of STRATEGIES that candidates should consider beforetaking the examination.In Part 2 there are 24 READING& USE OF ENGLISH tests following the structure of theexamination.Part 3 consists of a set of writing tasks focusing on reports, letters, proposals, memos andargumentative essays.Part 4 is meant to help students focus on the possible questions and presentation topics of theSPEAKING test.Part 5 provides extra SPEAKING practice that students will find useful both for the

LINGUA and other international examinations.At the end of the book you can find the KEY to the READING& USE OF ENGLISHtests.

B.The structure of the examinationThere are two tests: the written test (2 hours) and the oral test.

The written test (18 points)

o Listening comprehension (1 exercise)o Reading comprehension (1 exercise)o Use of English

Open cloze Guided cloze Error detection Word derivation

o Writing (1 exercise)

The oral test (12 points)

o Individual long turn (mini-presentation on a given topic)o Interaction (answering questions on a topic chosen on the spot)


4/150

4

I. STRATEGIES

Here are some strategies that you may find useful for this examination. You may have your own"tried and tested" strategies and you may decide to use others than the ones given below.Whichever strategies you decide to use, remember that exam strategies are different fromlearning strategies and the former do not substitute for the latter.

1. Readingo Allot about 10-15 minutes to this task.o Read the text ignoring the gaps in order to get "the big picture", i.e. to

understand the main ideas.o Start reading the text again. When you get to the first gap, have a

close look at the sentence before the gap and the sentence after thegap.

o Read the sentences at the end of the text.o Choose one sentence that has a connection with either the sentence before the

gap or the sentence after the gap. Sometimes there may be a connection withboth sentences.

o Do the same for each gap in the text. Always read all the sentences even ifyou think you can eliminate the ones you have already used for the previousgaps. Thus you can avoid making mistakes and you can correct your ownmistakes.

o There is one extra sentence which does not match any of the gaps. Thissentence will be either too general or in contrast with the meaning andgrammar of the text. Sometimes this extra sentence competes with anothersentence for a gap in the text.

o At the end, read the text again to check whether it makes sense with the

sentences you have chosen. Students tend to skip this last stage due to lack oftime. You could leave it for the end of the test when you are more objective.

2. Use of Englisho Allot about 30 minutes to this part.

Part 1: Open cloze{Instructions: For each blank think of ONE word that can bestfit in the context. On your answer sheet write the ONE word you have found.)

Read the text as it is, ignoring the gaps, and trying to "resist the

temptation" to write any words down at this stage.

Start reading the text again. When you get to the first gap, make sureyou read the entire sentence first. Then, focus on the words around thegap and try to think of ONE word only.


5/150

5

As this part does not test vocabulary as much as grammar, youare not supposed to "guess what the author wanted to say". Thewords required are mainly prepositions, conjunctions, sometimesadverbs etc. They are words that establish connections amongother words and more often than not they are words that form

expressions with the other words around the gap.

Do the same for each gap in the text.

At the end read the text again to check whether it sounds right as

a whole.

Part2: Guided cloze{Instructions: For each blank decide which of the optionsA, B, C or D is best. ONLY ONE answer is correct and THERE IS ALWAYSONE correct answer. On your answer sheet write A or B or C or D.)

Read the text to understand the main ideas first.

Read the text again; when you get to the first gap, have a look at theentire sentence and try to think of one word to use without looking

at the four options yet. As this exercise tests vocabulary, quite oftenthe word you need will be part of a collocation. Look at the four options and choose one word for the gap.

Best case scenario: you know the collocation or yourecognize it when you see the four options (you haveseen it or heard it somewhere else before)

Worst case scenario: you are not sure what word tochoose (they all sound so similar to you!). In thiscase you should try to choose the word that "sounds"best. Never leave an empty gap! Try to guess as youmay guess right and not lose points, while if youleave the gap empty you will definitely lose points!

Do the same for all the gaps. At the end read the text again to check your answers. Do not use

more than one word for a gap. Make sure you write LETTERS (A, B, C, or D) on your answer

sheet, not words!

Part3: Error detection (Instructions: In each of the following sentences thereare four parts underlined and lettered A, B, C and D. For each sentence, findthe underlined part, A or B or C o rD that makes the


6/150

6

sentence INCORRECT. Only ONE answer is possible for each sentence. THERE IS

ALWAYS ONE possible answer. On your answer sheet write A or Bor Cor D. )

Read the entire fragment before focusing on the four underlined

sections.

Read each of the four underlined sections in turn. Check for:

Spelling mistakes (e.g. " altough" instead of"although")

Grammar mistakes (e.g. "Advertising it is effective"instead of "Advertising is effective")

Word order mistakes (e.g. "The employees wonderwhen will they start the new project" instead of "Theemployees wonder when they will start the newproject")

Semantic mistakes refer to meaning so you willhave to check whether the underlined sectionmakes sense logically in the context.

Remember you do not need to correct the mistake or indicate whatthe mistake is. So if you are not sure of your answer, choose asection that does not "feel" right in the context, but only after goingthrough the stages given above.

Part 4:Word derivation {Instructions: Starting from the word in

CAPITAL LETTERS at the end of each sentence, derive another word that best fits in thecontext of that sentence indicated by a blank space (" "). On your answer sheet, writethe derived word.)

Read the entire fragment ignoring the gaps and the given words.

Look at the first gap. You will need to derive a word from the onegiven on the right to form a new word that fits in the samenumbered gap.

Read the entire sentence before dealing with a gap. One of thetrickiest situations is when you need to form the antonym of thegiven word. You have to understand the meaning of the text in orderto realize that you need an antonym.

You may use prefixes (e.g. "inattentive" derived from "attentive"),suffixes (e.g. "business" derived from "busy"), or both prefixes andsuffixes (e.g. "department" derived from "part").


7/150

7

Make sure you spelling is correct as incorrect spelling meansyou will not get any points for your answer!

Read the text at the end to check if it sounds right.

3. Writingo

Allow about 45 minutes for this section.o Read the task carefully and underline the key words to help you better understand

what is required of you.o Plan for about 5 minutes by writing down the main points you want to make. Do

not write everything down on your draft! Leave 5 to 10 minutes at the end toproofread.

o Use an appropriate style/ layout/ register for the type of writing you need toaddress.

o Do everything the task requires you to do, i.e. do not leave anything out!

o Make sure you do not go much beyond or below the word limit or you will lose

points in both situations. Do not waste time counting every single word though.Approximate your total number of words.

o Spelling and grammar mistakes are quite frequent in students' writing and theymake a bad impression. Monitor your spelling and grammar as you write (do notuse a word/ expression unless you are confident you are using it correctly) andcheck again after you have completed the task,

o It is important to prove that you have a good enough level of English and you cando that through writing. Take advantage of the fact that you have time to planwhat you write! Try to use more than just basic expressions and grammatical

structures.

o Make sure you do what the task requires you to do. Before the exam look atexamples of different types of writing (memos, letters, reports, proposals, essaysetc. ) and organize your writing appropriately in terms of layout and register.

4. SpeakingPart 1: Individual long turn

You select a topic card and have around 5 minutes to prepare yourmini-presentation. You will speak for approximately 1-2 minutes.

The interlocutor will not interfere. The topics arerelated tothe themes you studied in the first two

years. You can find them in the speaking section of this book. As you prepare, make sure you have

A good introduction (around one or two sentences); Two or three main points signposted appropriately,

supported by sub-points and examples; An effective conclusion (again, one or two sentences).


8/150

8

Use language that is appropriate for the task. For this purpose,before the exam, revise the vocabulary you learnt for each of thetopics.

Use accurate grammar structures to prove your level of Englishis more than intermediate.

Remember that you are assessed according to the following criteriawhich are equally important: Grammar and vocabulary Discourse management Interactive communication Pronunciation

Part 2: Interaction

After you have finished Part 1, you select a topic (e.g. "Marketing").Again, the topics are the ones studied in the first two years. You canfind them in the speaking section of this book.

This time the interlocutor will ask you some questions related tothe topic you have selected.

Answer the questions (do not speak about something else) givingmore than just basic answers, but do not attempt a one-minutespeech.

The same criteria from above are used to assess you in this part.

5. Listening

There is one listening exercise in the test. There are three main types oflistening tasks you may receive. In all the cases you will listen to the recordingtwice.

Type 1: True or False

You need to decide whether a number of sentences (around 6)are true or false, according to what the speaker(s) say.

Before listeningread the sentences carefully underlining the keywords. You will have around a minute before listening to do this.Some sentences are made up of two parts (e.g. "The CEOdecided not to sign the agreement for financial reasons"). In thiscase both parts need to be true for the whole sentence to be true.So if you only hear about the first part, then the sentence will be

false. The sentence is also false if the reasons given are notfinancial in nature.

As you listen for the first time concentrate on the information relatedto your sentences, as there will be some details that are irrelevant forthe task. Make a decision based on what you hear, not what youTHINK about the topic.


9/150

9

The sentences appear in the same order as they are addressed on therecording.

As you listen for the second time check your answers.

Type 2: Gap-filling

You need to fill in the gaps in around 6 sentences with one or

several words.

You have to write the exact words you hear on the recording. Before listeningread the sentences trying to guess what words may

be used in the gaps. Even if you think this is pointless, your resultsare bound to be much better if you familiarize yourself with the

sentencesbefore listening.You will be too busy as you listen tofocus on the text as well, so at least try to guess what part of speechyou may need (verb, noun, adjective etc) or whether you need towrite words or a number. You will have around a minute beforelistening to do this.

Do not expect to hear the same words as the ones you have in yoursentences before and after each gap. Focus on meaning, not onspecific words.

The gaps appear in the same order as they are addressed in therecording.

At the end check your spelling and, if there is a maximum numberof words allowed in a gap, make sure you do not exceed thisnumber.

Type 3: Multiple choice:

You have to choose one variant out of around three options based onwhat you hear.

Before listeningread the questions and the options, focusing moreon the questions. It is useful to underline key words at this stage.You will have around a minute before listening to do this.

As you listen, beware of the fact that you may hear the same wordsas the ones in incorrect options. So do not choose a variant just

because you hear the same words! Pay attention to the entirecontext and the question you need to answer.

The questions appear in the same order as they are addressed on therecording.

As you listen for the second time check your answers.


10/150

10

II. READING& USE OF ENGLISH

READING 1

Read the following article, Some sentences have been removed from the text. Choose

from sentences A- G the one which fits each gap (1-6). There is one sentence which youdo not need to use.

Market Research (1)

What is Market Research?

According to the American Marketing Association, marketing research is the systematic

gathering, recording, and analyzing of data about problems relating to the marketing of

goods and services.

Every small business owner-manager must ask the following questions to devise effectivemarketing strategies:

o Who are my customers and potential customers?

o__1___

o Where do they live?

o Can and will they buy?

o Am I offering the kinds of goods or services they want at the best place, at the best

time, and in the right amounts?

o Are my prices consistent with what buyers view as the product's value?

o__2 ____

o

What do customers think of my business?o How does my business compare with my competitors?

Marketing research is not a perfect science. 3_ _ To conduct marketing research youmust gather facts and opinions in an orderly, objective way to find out what people want tobuy, not just what you want to sell them.

Why do it?

It is impossible to sell products or services that customers do not want. Learning whatcustomers want and how to present it attractively drives the need for marketing research.4 __ Large businesses must hire experts to study the mass market, while small-scale

entrepreneurs are close to their customers and can learn much more quickly about theirbuying habits. Small business owners have a sense their customers' needs from years ofexperience, but this informal information may not be timely or relevant to the currentmarket.

Marketing research focuses and organizes marketing information. 5____


11/150

11

o Reduce business risks

o Spot current and upcoming problems in the current market

o__ 6____

o Develop plans of action

(http://www.sba.gov/)

A.Are my promotional programs working?

B.Small business has an edge over larger concerns in this regard.

C.What kind of people are they?

D.Nobody managed to do market research without knowing the theory.

E.It ensures that such information is timely and permits entrepreneurs to:

F.It deals with people and their constantly changing feelings and behaviors, which areinfluenced by countless subjective factors.

G.

Identify sales opportunities.

USE OF ENGLISH 1

For each blank think of ONE word that can best fit in the context. On your answer

sheet write the ONE word you have found.

How to do it

Without being aware 1____it, most business owners 2____market research every day.

Analyzing returned items, asking former customers why they've switched, and looking3____competitor's prices 4____all examples 5____such research. Formal marketingresearch simply makes this familiar process orderly. 6____provides a framework 7_____organize market information.

Market Research - The Process

Market research, 8____other components of marketing such as advertising, 9____be quitesimple or very complex. You might conduct simple market research 10____as including aquestionnaire in your customer bills 11____gather demographic information 12____yourcustomers. 13____the more complex side, you might engage a professional marketresearch firm to conduct primary research to aid 14____ in developing a marketing strategy

15____launch a new product.

For each blank decide which of the options A, B, C or D is best. ONLY ONE answer iscorrect and THERE IS ALWAYS ONE correct answer. On your answer sheet write Aor B or C or D.
http://www.sba.gov/http://www.sba.gov/http://www.sba.gov/http://www.sba.gov/


12/150

12

Regardless of the simplicity or 16____of your marketing research project, you'll benefit17____reviewing the 18____seven steps in the market research process.

Step One: Define Marketing Problems and Opportunities

The market research process begins with 19 __ and defining the problems andopportunities that exist for your business, such as:

o___20____a new product or service

o______________ Low awareness 21____your company and its products or services

o Low utilization of your company's products or services (the market is familiar withyour company, but 22 is not doing business with you)

o A poor company image and reputationo___________Problems with distribution - your goods and services are not reaching

the buying public in a 23____manner

In each of the following sentences there are four parts underlined and lettered A, B, C

and D. For each sentence, find the underlined part, A or B orCor D that snakes the

sentence INCORRECT. Only ONE answer is possible for each sentence, THERE ISALWAYS ONE possible answer. On your answer sheet write A or B or C or D.

Step Two:SetObjectives, Budget, and Timetables

24.Objective: With a (A) marketing problem or opportunity defined, the next step is to set

objectives for your market research operations. (B) Your objective might be to explore the

nature of a problem (C) so you may further define it, or perhaps (D) is it to determine how

many people will buy your product packaged in a certain way and offered at a certain price.

25.(A) Your objective might even be to test possible (B) cause and effect relationships.

For example, (C) if you lower your price by 10 percent what increased sales volume shouldyou expect? (D) What impact this strategy will have on your profit?

26.Budget:(A) How much money are you willing to invest in your market research? Howmuch can you afford? (B) Your market research budget is a portion of your overall marketingbudget. (C) A method popular with small business owners to establish a

16 A extent B complexity C rate D degree

17 A of B from C by D with18 A subsequent B consequent C following D below

19 A fixing B finding C identifying D shaping20 A Launching B Proving C Starting D Testing21 A for B of C about D on22 A yet B still C soon D finally

23 A good B effective C timely D appropriate


13/150

13

marketing budget is to allocate (D) a small per centage of gross sales for the most recent year.

Starting from the wordin CAPITAL LETTERS atthe endofeach sentence,derive

another word that best fits in the context of that sentence indicated by a blank space ("_____ "). On your answer sheet, write thederivedword.

This usually amounts to about two percent for an existing business.However, if you are planning on launching a new product or 27 _ ,you may want to increase your budget figure to as much as 10 percentof your expected gross sales. Other methods used by smallbusinesses include analyzing and estimating the 28 __ 's budgetand calculating your cost of marketing per sale.

Timetables:Prepare a detailed, 29 __ time frame to complete ailsteps of the market research process. If your business operates incycles, establish target dates that will allow the best 30 __to yourmarket. For example, a holiday greeting card business may want toconduct research before or around the holiday season buying period,when their customers are most likely to be thinking about their purchases.


27.BUSY

28.COMPETE

29. REAL

30. ACCESS
http://www.sba.gov/http://www.sba.gov/http://www.sba.gov/http://www.sba.gov/


14/150

14

READING 2

Read the following article. Some sentences have been removed from the text. Choose

from sentences A- F the one which fits each gap (1-5). There is one sentence which youdo not need to use.

Market Research (2)

Step Three: Select Research Types, Methods, and Techniques

There are two types of research: primary research or original information gathered for aspecific purpose and secondary research or information that already exists somewhere.1____Secondary research is usually faster and less expensive to obtain that primaryresearch. Gathering secondary research may be as simple as making a trip to your local

library or business information center or browsing the Internet.

Step Four: Design Research Instruments

2____Keep these tips in mind when designing your market research questionnaire.

o_____________ Keep it simple. 3____

o Begin the survey with general questions and move towards more specific questions.

Keep each question brief.

o If the questionnaire is completed by the respondent and not by an interviewer or

survey staff member, remember to design a questionnaire that is graphically pleasing

and easy to read.o__ 4____Before taking the survey to the printer, ask a few people such as regular

customers, colleagues, friends, or employees to complete the survey. Ask them forfeedback on the survey's style, simplicity and their perception of its purpose.

o________________________ Mix the form of the questions. 5____The form or way a

question is asked may

influence the answer given. Basically, there are two question forms: closed-end

questions and open-end questions.


A.Include instructions for answering all questions included on the survey.

B.

Both types of research have a number of activities and methods of conductingassociated with them.

C.The most common research instrument is the questionnaire.D.Questionnaires are often difficult to use as a tool because people are difficult to

convince to react to them.E. Use scales, rankings, open-ended questions, and closed-ended questions for different

sections of the questionnaire.F. Remember to pre-test the questionnaire.
http://www.sba.gov/http://www.sba.gov/


15/150

15

USE OF ENGLISH 2

For each blank think of ONE word that can best fit in the context. On your answer sheet

write the ONE word you have found.

Close-end questions- Respondents choose 1____possible answers included on the

questionnaire. Types of close-end questions include:

Multiple choice questions 2____offer respondents the ability to answer "yes" or "no" or

choose from a list of several answer choices.

Scales refer 3____questions that ask respondents to rank their answers or measure theiranswer 4____a particular point 5 a scale. For example, a respondent 6____have thechoice to rank 7____feelings towards a particular statement. The scale may range from"Strongly Disagree," "Disagree," and "Indifferent" to "Agree" and "Strongly Agree."

Open-end questions- Respondents answer questions in their 8____words. Completelyunstructured questions allow respondents to answer 9____way they choose. Types ofopen-end questions include:

Word association questions 10____respondents to state the first word that comes to

11_____when a particular word is mentioned.

Sentence, story or picture completion questions ask respondents to complete partialsentences, stories, or pictures in their own words. For 12____, a question for commutersmight read: "My daily commute between home and office is _____ miles and takes mean average of_____minutes. I use the following mode of transportation:_____"

For each blank decide which of the options A, B, C or D is best. ONLY ONE answer is

correct and THERE IS ALWAYS ONE correct answer. On your answer sheet write A

or B or C or D.

Step Five: Collect Data

To help you obtain clear, 13____and reliable results, collect the data under the 14_____ofexperienced researchers. Before beginning the collection of data, it is important to train,educate, and supervise your research staff. An untrained staff person 15____primaryresearch will lead to interviewer 16____.

17____to the objectives and rules associated with the methods and techniques you have

set in Step Two and Step Three. Try to be as scientific as possible in gathering yourinformation.

Step Six: Organize and Analyze the Data

Once your data has been collected, it needs to be cleaned. Cleaning research data 18editing, coding, and tabulating results. To make this step 19____, start with a simply20____ research instrument or questionnaire.


16/150

16

13 A unhindered B unrestricted C unbiased D unlawful

14 A influence B direction C pressure D protection

15 A performing B directing C conducting D making

16 A stress B bias C pressure D objectivity17 A move B Get C Stick D Conform

18 A signifies B denotes C involves D entitles

19 A more easy B more easier C much easy D easier

20 A design B drawn C designated D distorted

In each of the following sentences there are four parts underlined and lettered A, B, C and

D. For each sentence, find the underlined part, A or B or C or D that makes the sentence

INCORRECT. Only ONE answer is possible for each sentence. THERE IS ALWAYS ONE

possible answer. On your answer sheet write A or B orCor D.

21.(A) Some helpful tips for organizing and analyzing your data are listed below.

o (B) Look for relevant data that focuses on your immediate market needs.

o Rely on subjective information (C) only such as support for more general findings of (D)

objective research.

22.(A) Analyze for consistency; compare the results (B) of different methods of yourdatas collection. For example, are the market demographics provided to you from thelocal media outlet consistent with your survey results?

o Quantify your results; (C) look for common opinions that may be counted together.

o

Read between the lines. For example, combine U.S. Census Bureau statistics on medianincome levels (D) for a given location and the number of homeowners vs. renters in the

area.

Step Seven: Present and Use Market Research Findings

23.Once (A) marketing information about your target market competition and environment

(B) are collected and analyzed, present it in an (C) organized manner to the decision

makers of the business. For example, (D) you may want to report your findings in the

market analysis section of your business plan.

24.Also, (A) you may want to familiarize your sales and marketing departments (B) of thedata or conduct a company-wide informational training seminar using the information. Insummary, (C) the resulting data was created to help guide your business decisions, so itneeds to be (D) readily accessible to the decision makers.


17/150

17

Starting from the word in CAPITAL LETTERS at the end of each sentence, derive

another word that best fits in the context of that sentence indicated by a blank space ("

____ "). On your answer sheet, write the derived word.

Define the Problem or Opportunity

The first step of the research process, defining the problem or

A. opportunity, is often 25____- but it is crucial. The root cause of the 25. LOOK

problem is harder to 26____than its obvious manifestations; for 26. IDENTITYexample, a decline in sales is a problem, but its underlying cause is

what must be 27____corrected. 27. INSTANT

Assess Available Information

Assess the information that is 28____available. It may be that 28. IMMEDIATE

current 29____supports one or more hypotheses, and solutions to 29. KNOWthe problem may become obvious through the process of definingit. Weigh the cost of gathering more information against itspotential 30____. 30. USE



18/150

18

READING 3



Market Research

Gather Additional Information

Before considering surveys or field experiments, look at currently held information: salesrecords, complaints, receipts, and any other records that can show where customers liveand work and how and what they buy. 1____With this kind of information he could cross-reference his customers' addresses and the products they purchased to check theeffectiveness of his advertising.

Customers' addresses tell much about them. 2____Credit records are an excellent sourceof information, giving information about customers' jobs, income levels, and marital status.Offering credit is a multifaceted marketing tool with well-known costs and risks.

3____They hear customers' minor gripes about the store or service - the ones customersdon't think important enough to take to the owner. Employees are aware of the itemscustomers request that you do not stock. 4____

Outside Data- Secondary Research

Secondary research exploits published sources like surveys, books, and magazines and

applying or rearranging the information in them to bear on the problem or opportunity athand. A tire sales business owner might guess that present retail sales of tires are stronglycorrelated with sales of new cars three years ago. To test this idea, it's easy to compare newcar sales records with replacement tire sales three years later. 5____

Localized figures tend to provide better information as local conditions might buck nationaltrends. Newspapers and other local media are often quite helpful.

There are many sources of secondary research material. 6____Trade associations andgovernment agencies are rich sources of information - GALES' Directory is available atany public library.


A. Lifestyles - and buying habits - are often correlated with neighborhoods.

B. Done over a range of recent years, this should prove or disprove the hypothesis andhelp marketing efforts tremendously.

C. One small business owner found that addresses on cash receipts allowed him topinpoint customers in his market area.


19/150

19

D. It can be found in libraries, colleges, trade and general business publications, andnewspapers.

E. They can often supply good customer profiles from their day-to-day contacts.

F.

Employees are not always eager to reveal information about such matters.G. Employees may be the best source of information about customer likes and dislikes.

USE OF ENGLISH 3



Market Research - Primary Research

Primary research can be 1____simple as asking customers or suppliers how they feelabout a business or 2____complex as surveys conducted 3____professional marketingresearch firms. Direct mail questionnaires, telephone surveys, experiments, panel studies, testmarketing, 4____behavior observation 5____all examples of primary research.

Primary research 6____often divided 7____reactive and non-reactive research. Non-reactive primary research observes 8____real people behave in real market situations9____influencing that behavior 10____accidentally. Reactive research, including surveys,interviews, and questionnaires, is best left 11____marketing professionals, as they canusually get more objective and sophisticated results.

Those 12____can't afford high-priced marketing research services 13____consider askingnearby college or university business schools for help.

For each blank decide which of the options A, B, C or D is best. ONLY ONE answer iscorrect and THERE IS ALWAYS ONE correct answer. On your answer sheet write Aor B or C or D.

Why Small Businesses Fail

Success in business is never automatic. It isn't 14____based on luck 15____a little neverhurts. It 16____primarily on the owner's foresight and organization. Even 17____, of

course, there are no 18____.

19____a small business is always risky, and the chance of success is 20____

14 A definitely B infinitely C strictly D systematically

15 A so B even C although D despite

16 A draws B relies C thrives D depends


20/150


21/150

21

than increasing profits for someone else.

Earning and growth potential are far greater.

A new venture is as exciting as it is risky.

Running a business provides 30____challenge andopportunities for learning.



22/150

22

READING 4

Read the following article. Some sentences have been removed from the text. Choose from

sentences A- G the one which fits each gap (1-6). There is one sentence which you do notneed to use.

Is Entrepreneurship For You?

In business, there are no guarantees. 1____Start by evaluating your strengths andweaknesses as a potential owner and manager of a small business. Carefully consider each ofthe following questions:

2____It will be entirely up to you to develop projects, organize your time, and follow

through on details.

3____Business owners need to develop working relationships with a variety of peopleincluding customers, vendors, staff, bankers, and professionals such as lawyers, accountants, orconsultants. Can you deal with a demanding client, an unreliable vendor, or a crankyreceptionist if your business interests demand it?

How good are you at making decisions? 4____

Do you have the physical and emotional stamina to run a business? Business ownership can beexciting, but it's also a lot of work. 5____

How well do you plan and organize? Research indicates that poor planning isresponsible for most business failures. 6____

Is your drive strong enough? Running a business can wear you down emotionally. Somebusiness owners burn out quickly from having to carry all the responsibility for the success oftheir business on their own shoulders. 7____

How will the business affect your family? The first few years of business startup can be hard onfamily life. It's important for family members to know what to expect and foryou to be able to trust that they will support you during this time. 8____You may have toadjust to a lower standard of living or put family assets at risk in the short-term.

A. Are you a self-starter?

B. Good organization of financials, inventory, schedules, and production can help you avoidmany pitfalls.

C. Strong motivation will help you survive slowdowns and periods of burnout.

D. Small business owners are required to make decisions constantly - often quickly,independently, and under pressure.


23/150

23

E. Can you face six or seven 12-hour workdays every week?

F. How well do you get along with different personalities?

G. There is simply no way to eliminate all the risks associated with starting a small business -but you can improve your chances of success with good planning, preparation, and insight.

H. Few people are cut out for entrepreneurship.I.

There also may be financial difficulties until the business becomes profitable, which couldtake months or years.

USE OF ENGLISH 4



Development of Leadership

Managers and leaders are very different animals. It is important to remember that 1____aredefinite strengths and weaknesses in 2____types of individuals. Managers are verygood 3____maintaining the status quo and adding stability and order 4____our culture.5____, they may not be 6____good at instigating change and envisioning the future. On the7____hand, leaders are very good at stirring people's emotions, 8____their expectations,and taking them in new directions (both good and bad). However, 9____artists and othergifted people, leaders often suffer from neuroses and have a 10____toward self-absorptionand preoccupation.


correct and THERE IS ALWAYS ONE correct answer. On your answer sheet write A or

B or C or D.

They comparison shop over the Internet 11____the best quality and cost and purchase arange of goods from groceries to high-tech products. 12____the electronic-consumer tradecontinues to soar, business-to-business E-Commerce will be 13____ stronger.

Many larger corporations have 14____mandated the use of online transactions to their15____vendors. According to the U.S. Small Business Administration (SBA), theintroduction of electronic commerce in federal contracting is moving 16____, and smallbusiness owners 17____adopt this new business strategy to remain 18____ competitive.

19____recently, developing an E-Commerce Web site meant dealing with multiplecompanies: one to develop the Web site, one for E-Commerce integration, one to host the site,and yet 20____provider for secure payment processing.

21.A around B forward C for D against22.A Before B The sooner C As D Despite23.A more B even C so D such


24/150

24

24.A just B never C already D only25.A downstream B upstream C downright D upright


25/150

25

26.A away B ahead C afore D apart27.A ought to B might C may D must28.A largely B fully C mainly D extraordinarily29.A Before B Until C Since D Although30.A other B another C others D otherwise




possible answer. On your answer sheet write A or B or Cor D.

Unfair Business Practices

C. (A) Many businesses will make almost(B)anything to gain an edge on the competition. (C)

Without a clear understanding of antitrust laws, the price of (D) gaining customers may be losing

a business.

D.

(A) Antitrust laws make it illegal(B)to conspire to restrain trade or (C) commerce in anymarketplace, (D) regardless of the size.

E. (A) While small businesses often fall victim before the(B)unfair business practices of largercompanies, (C) they can be prosecuted for (D) unfairly dominating markets localized in cities,towns, neighborhoods, or niche industries.



____ "). On your answer sheet, write the derived word.Conspiring to Fix Market Prices:Discussing prices with 24____, even if it affects a small

marketplace, may be construed as a violation of antitrustlaws.

Price Discrimination:

Using dominant industry power to secure 25____productprices from buyers, even though such prices are 26____to

weaker companies in the same industry, is generally a

violation of antitrust laws.

Conspiring to Boycott:

Conversations with other businesses regarding the potentialboycott of another competitor or 27____may violate antitrustlaws.Conspiring to Allocate Markets or Customers:28____between competitors to divide up customers,

24. COMPETE

25. FAVOUR

26. AVAILABLE

27. SUPPLY

28. AGREE


26/150

26

territories, or markets are illegal. This provision applies even whenthe competitors do not dominate the particular market or industry.

Monopolization:29. ACQUIRE

Preserving a monopoly position through the 29____of 30. EXCLUDEcompetitors, the 30____of competitors to the given market,or the control of market prices are all in violation of antitrust laws.



27/150

27

READING 5


sentences A- F the one which fits each gap (1-5). There is one sentence which you do notneed to use.

Get ready for setting up your business How

do I get a small business loan?

You should prepare a business plan, including your loan proposal, and submit it to a locallender. 1____The SB A can guarantee up to 80% of a small business loan. However, thelender must agree to loaning the money with the SBA guarantee. The lender will then forwardyour loan application and a credit analysis to the nearest SBA District Office. 2____UponSBA approval, the lending institution closes the loan and disburses the funds.

How do I get a small business grant?

At this time, Congress has not set aside any monies for grants to start and/or expand asmall business. 3____The SBA guarantees loans that the lender could not normallyapprove. However, all funding is handled through your local lender.

How do I get started in a business?

The U.S. Small Business Administration provides a wealth of information on starting abusiness at the SBA home page sba.gov under "Small Business Planner." 4____You maytake advantage of SBA's resource partners. The Service Corps of Retired Executives (SCORE)and the Small Business Development Center (SBDC) provides free one-on-one counseling to

those interested in starting and expanding a business. 5____(http://www.sba.gov/)

A. If the lender is unable to approve your loan, you may request that your application be

submitted, by the lender, to the Small Business Administration (SBA).B. SBA will not help you establish any of your personal traits that may determine whether

your business will succeed or not.C. SBA does provide a loan guarantee program for loans made by your local lender.

D. This includes critiquing your business plan, legal requirements, marketing, and licenses

needed for your business.

E.

You will find information on writing a business plan as well.

F. If the lender needs SBA applications and/or guidance it may contact the nearest SBADistrict Office by going to SBA.


28/150

28

USE OF ENGLISH 5



E-Commerce: It's Time to Get Connected

If you have not decided 1____an online presence for your enterprise is 2____exploring,you could be missing 3____on a powerful business tool. The Internet is proving 4____be asignificant business leveler, allowing small and medium-size companies to compete 5____the giants 6____the same global playing field.

Whether you are a consumer 7____a business-to-business resource, 8____of the mostefficient marketing and selling tools are available via the Internet, and the potential ofreaching a vast audience is open to you through the World Wide Web. Consider 9____

facts: Forrester Research, Inc. estimates that 220 million North American users 10____online access.



or B or C or D.

How do I get a business license?

Licensing is generally handled through your state or local government. You will need to

consult your local telephone 11____in the "Government" section for an office that willassist you 12____a license or permit.For FREE one-on-one 13____, please go to SBA's home page sba.gov and select "LocalResources" for an area local contact nearest you. The Service Corps of RetiredExecutives and the Small Business Development Center can 14____you with yourbusiness venture.

How do I write a business plan?

If you go to SBA's home page sba.gov and select "Writing a Business Plan" under"Small Business Planner", you will find information 15____starting a business andwriting a business plan. Under "SBA local resources" you can find local contacts 16____ as

the Service Corps of Retired Executives and the Small Business Development Centerthat provide FREE one-on-one counseling in the area of starting and 17____a smallbusiness. They can assist you by critiquing your business plan and your business ideas. Youcan locate a center by selecting "Local Resources" under sba.gov as well.

11.A director B directory C direction D direct

12.A for Bo n C with D about


29/150

29

13. A council B counseling C counselor D councilor

14.A assist

15.A of

16.A such

17.A expandig

B provide

B on

B like

B extending

C familiarize

C or

C much

C acquiring

D acquaint

D around

D so

D overtaking


and D. For each sentence, find the underlined part, A or B or C or D that makes the


ALWAYS ONE possible answer. On your answer sheet write A or B or Cor D.

What type of collateral do I need for a loan?

18.(A) Repayment ability from the cash flow of the business (B) is a primary consideration in

the SBA loan (C) decision process but good character, (D) management capability,

collateral, and owners's equity contribution are also important considerations.

19.(A) All owners of twenty percent (20%) or more of the business (B) are required topersonally guarantee SBA loans. The SBA (C) does not deny approval for a SBAGuarantee Loan (D) solely due to lack of collateral.

20.(A) However, it can be used as a reason (B) in addition to another credit factors. For more(C) information on requirements on a SBA Guarantee Loan as well as (D) our guaranteeloan programs available, please visit us at SBA.



_____ "). On your answer sheet, write the derived word.

Is there any business 21____available in my area?

Yes. There are 12,400 Service Corps of RetiredExecutives (SCORE) chapters and 22____1,000 Small

Business 23____Centers (SBDC) 24____. SCORE providesfree expert advice based on many years of 25____experience and shared 26____on 27____every aspect ofbusiness. The SBDC provides a 28____of 29____andtechnical assistance services to small 30____ and potentialentrepreneurs.


21. ASSIST22. APPROXIMATE23. DEVELOP24. NATION

25. HAND26. KNOW27. VIRTUAL28. VARY29. MANAGE30. BUSY


30/150

30

READING 6


from sentences A-Gthe one which fits each gap (1-6). There is one sentence which youdo not need to use.

Borrowing money is one of the most common sources of funding for a small business, butobtaining a loan isn't always easy. Before you approach your banker for a loan, it is a goodidea to understand as much as you can about the factors the bank will evaluate whenthey consider making you a loan. 1____Also included is a self-assessment checklist at the

end of this section for you to complete.

Key Points to Consider

1. Ability to Repay/CapacityThe ability to repay must be justified in your loan package. Banks want to see two sources ofrepayment cash flow from the business, plus a secondary source such ascollateral. 2____Generally, banks feel most comfortable dealing with a business that hasbeen in existence for a number of years because they have a financial track record. 3____If however, the business has been operating marginally and now has a new opportunity togrow or if that business is a start-up, then it is necessary to prepare a thorough loan packagewith detailed explanation addressing how the business will be able to repay the loan.

2. Credit HistoryOne of the first things a bank will determine when a person/business requests a loan iswhether their personal and business credit is good. Therefore before you go to the bank, oreven start the process of preparing a loan request, you want to make sure your credit is good.

First get your personal credit report. You can obtain a report by calling TransUnion,Equifax, TRW or another credit bureau. 4____Personal credit reports may contain errorsor be out of date. In many cases, people find that they paid off a bill but that it has not beenrecorded on their credit report. It can take 3 to 4 weeks for this error to be corrected ~ and itis up to you to see that this happens. 5____

Once you obtain your credit report, how do you know what it says? First, check yourname, social security number and address at the top of the page. 6____There are peoplewho have found that they have credit information from another person because of mistakesin their identification information.(http://www.sba.gov/)

A. It is important that you initiate this step well in advance of seeking a loan.B. However, these are not the essential parts you should worry about.C. This discussion outlines some of the key factors a bank uses to analyze a potential

borrower.
http://www/http://www/


31/150

31

A.Make sure these are correct.

B.You want to make sure that when the bank pulls your credit report that all the errors havebeen corrected and your history is up to date.

C.

In order to analyze the cash flow of the business, the lender will review the business's pastfinancial statements.

D.If the business has consistently made a profit and that profit can cover the payment of

additional debt, then it is likely that the loan will be approved.

USE OF ENGLISH 6



On the rest of your credit report 1 __ will see a list of all the credit you have obtained2 __ the past - credit cards, mortgages, student loans, etc. 3 ___ credit will be listedindividually with information 4 __ how you paid that credit. Any credit where you 5 ___had a problem in paying will be listed towards 6 ___ top of the list. 7 ___ are the creditsthat 8 __ affect your ability to obtain a loan.

9 __ you have been late 10 ___ a month on an occasional payment, this probably will notadversely affect your credit. 11 __ , if you are continuously late in paying your credit,12 __a credit that was never paid and charged off, have a judgment against you, or havedeclared bankruptcy in the last 7 years, 13 ___ is likely that you will have difficulty 14___

obtaining a loan.


correct and THERE IS ALWAYS ONE correct answer. On your answer sheet write A or

B or C or D.

In some cases, a person has had a period of bad credit 15 ___ on a divorce, medical crisis,or 16 __ other significant event. 17 ___ you can show that your credit was good beforeand after this event and that you have tried to pay back those debts 18 ___ in the period ofbad credit, you should be able to obtain a loan. It is best if you write an explanation ofyour credit problems and how you have 19 __ them and attach this to your credit reportin your loan 20 __ .

15 A following B relying C based D prior

16 A no B some C somewhat D somehow

17 A Unless B If C Even if D Only if

18 A occurred B incurred C occurring D incurring


32/150

32

19 A rectified B reiterated C repeated D restructured

20 A pack B packaging C package D case

In each of the following sentences there are four parts underlined and lettered A, B, C and D.For each sentence, find the underlined part, A or B or C or D that makes the sentenceINCORRECT. Only ONE answer is possible for each sentence. THERE IS ALWAYS ONEpossible answer. On your answer sheet write A or B or C or D.

21. (A) Each credit bureau has a slightly different way of (B) presenting your creditinformation. (C) You can get specific information on "how to read the report" from theappropriate company, but here are (D) few tips to get you started:

22. (A) Financial institutions want to see (B) a certain amount of equity in a business. Equity(C) can be built up in a business through (D) retained earnings or the injection of cash fromneither the owner or investors.

23. (A) Most banks want to see that the (B) total liabilities or debt of a (C) business is notmore than 4 times the (D) amounts of equity.

24. (A) Stated differently, when (B) you divide total liabilities by equity, your answer shouldnot be more than 4. Therefore (C) if you want a loan you, must ensure that (D) there isenough equity in the company to leverage that loan.


another word that best fits in the context of that sentence indicated by a blank space

("_"). On your answer sheet, write the derived word.

Don't be 25____into thinking that start-up businesses canobtain 100% financing through conventional or specialloan programs. A business owner usually must put someof her/his own money into the business. The amount anindividual must put into the business in order to obtain aloan is 26____on the type of loan, purpose and terms. Forexample, most banks want the owner to put in at least 20

- 40% of the total request.The balance sheet indicates the amount of equity or networth of a business. The net worth of the business isoften a combination of retained 27____and owner'sequity. In many cases, owner's equity will be shown as aloan from 28____and therefore a liability. If a businessowner wishes to obtain a loan, she will be obligated topay the bank back first and not herself. 29____it may be

25. LEAD

26. DEPEND

27. EARN

28. SHARE

29. CONSEQUENCE


33/150

33

necessary to restructure the liability so that it becomes 30. LIKEowner's equity or subordinate the loan. If the current debtto net worth is 4 or over it is 30 __ that the business willbe able to obtain additional debt/loan.



34/150


35/150

35

C. This section should include: an industry description and outlook, target marketinformation, market test results, lead times, and an evaluation of your competition.

D. You would also outline the logic you used to develop these estimates.E. Maybe you should try that too.

F.

It would also include the geographic location of your target market, the identificationof the major decision-makers, and any seasonal or cyclical trends which may impactthe industry or your business.

USE OF ENGLISH 7



Market Tests

When you are including information about 1____of the market tests you 2____completedfor your business plan, 3____sure to focus only 4____the results of these tests. Anyspecific details 5____be included in the appendix. Market test results might include: thepotential customers who 6 __ contacted, any information or demonstrations that 7 ___given to prospective customers, how important 8 __ is to satisfy the target market'sneeds, and the target market's desire 9____purchase your business' products or services10____varying prices.

Lead Times

Lead time is the amount of time between when a customer 11 ___ an order and when theproduct or service is actually delivered. 12 __ you are researching this information,determine 13 __ your lead time will be for the initial order, reorders, and volumepurchases.



or B or C or D.

Competitive Analysis

When you are doing a competitive analysis, you need to identify your competition byproduct line or service as well as by market 14 ___ ; assess their strengths and 15 ___ ,determine how important your target market is to your competitors, and identify anybarriers which may 16 __ you as you are entering the market.Be sure to identify all of your key competitors for each of your products or services. For17____key competitor, determine what their market share is, then try to estimate how18____it will take before new competitors will enter into the marketplace. In other words,what is your window of 19____? Finally, identify any indirect or secondary competitors


36/150

36

which 20 __ have an impact on your business' success.

14 A segment

15 A faults

16 A discourage

17 A all

18 A soon

19 A opportunity

20 A did

B part

B weaknesses

B disappoint

B each

B long

B chance

B will

C portion

C possibilities

C destroy

C some

C short

C luck

C may

D sector

D opportunities

D hinder

D another

D early

D attempt

D should


and D. For each sentence, And the underlined part, A or B or C or D that makes the

sentence INCORRECT. Only ONE answer is possible for each sentence. THERE ISALWAYS ONE possible answer. On your answer sheet write A or B or Cor D.

21.(A) The strengths of your competitors' are also(B)competitive advantages which you,too, can provide. (C) The strengths of your competitors may take many forms, but themost common include:o (D) An ability to satisfy customer needs

22.

o Large share of the market and the (B) consumer awareness that comes with it o (C) A

good track record and reputation

o Solid financial resources and the (D) subsequent staving power which that provides

o Key personnel

23.(A) Weaknesses are simply the flip side of strengths. In other words, (B) analyze thesame areas as you did before to determine (C) what your competitors' weaknesses are.(D) They are unable to satisfy their customers' needs?

24.(A) Do they have poor market penetration? Is their (B) track record or reputation not upto par? (C) Do they have limited financial resources? Can they not (D) retain goodpeoples?

25.(A) All of these can be red flags for any business. (B) If you find weak areas in yourcompetition, be sure to find out (C) why they are having problems. This way, (D) youcan avoid the same mistakes they have done.


37/150


38/150

38

READING 8



Your Business Plan - Service or Product Line

What are you selling? In this section, describe your service or product, emphasizing the benefits to potential and current customers. 1 ____ Tell them why busy, two-career coupleswill prefer shopping in a service-oriented store that records clients' food preferences and caters

even the smallest parties on short notice.

Focus on the areas where you have a distinct advantage. 2 ____ Give the reader hardevidence that people are, or will be, willing to pay for your solution. List your company's services and products and attach any marketing/promotional materials. 3 _____ Also includeinformation addressing new services or products which will soon be added to the

company's line.

Overall, this section should include:

o________________A detailed description of your product or service (from yourcustomers' perspective). Here, you would need to include information about the specificbenefits of your product or service. 4_____

o__5____Be sure to include information about where your product or service is in its life

cycle, as well as any factors that may influence its cycle in the future.


A. Identify the problem in your target market for which your service or product provides

a solution.

B. You would also want to talk about your product/service's ability to meet consumer

needs, any advantages your product has over that of the competition, and the present

development stage your product is in (i.e., idea, prototype, etc.).

C. For example, don't tell your readers which 89 foods you carry in your "Gourmet to

Go" shop.

D. Information related to your product's life cycle.

E. The life cycle of your product may not always be relevant.

F.

Provide details regarding suppliers, availability of products/services, and service or

product costs.

USE OF ENGLISH 8


39/150


40/150

40

In theService or Product Linesection of your business plan you may also include:

Any copyright, patent, and trade secret information 1 ____ may be relevant. Here, youneed to include information 2____to existing, pending, or anticipated copyright andpatent filings along 3_____any key characteristics of your products/services that you 4obtain a copyright or patent 5____. This is 6____you should also incorporate key aspects

of your products/services that may be classified 7 ____ trade secrets. 8____, but not least,be sure to add 9 ___ information pertaining 10 ____ existing legal agreements, 11 ____ asnondisclosure.


correct and THERE IS ALWAYS ONE correct answer. On your answer sheet write A or B

or C or D.

In the same section you should mention the research and development activities you are involved in or are 12 ___ to be involved in. R&D activities would include any 13 _____ or

future activities 14 ___ to the development of new products/services. This section wouldalso include information 15 ____ what you expect the results of future R&D activities to be. Be sure to analyze the R&D 16 ____ of not only your own business, but also that ofothers in your 17 ___ .

12 A hoping B planning C determined D reluctant

13 A processing B processed C in-process D past

14 A connected B acquainted C related D equivalent

15 A of B related C implying D about

16 A strains B struggles C efforts D conflicts

17 A factory B industry C office D department




possible answer. On your answer sheet write A or B or Cor D.

Funding Request

In this section, (A) you will request the amount of funding you will need (B) to start or expand

your business. If necessary, (C) you can include different funding scenarios, such as a best and worst

case scenarios, but remember that later, in the financial section, you must be able(D)to back offthese requests and scenarios with corresponding financial statements.

(A) You will want to include the following in this section: (B) your current funding requirement,

your future funding requirements (C) over the next five years,(D)how will


41/150

41

you use the funds you receive, and any long-range financial strategies that you are planning that

would have any type of impact on your funding request.

20.

(A) When you are outlining your current and future funding requirements, be sure to (B) includethe amount you are wanting now and the (C) amount you want in the future, the time period that

each request will cover, the type of funding you would like to have (i.e., equity, debt), and (D)

the terms that you would like to have applied.

21.(A) How you will use your funds is (B) very important to a creditor. (C) Is the funding request

for capital expenditures? Working capital? Debt retirement? Acquisitions? (D) However it is, be

sure to list it in this section.

22.Last of all, (A) make sure that you include any (B) strategic information related to your business

that may have an impact on your financial situation in the future, such as: going public withyour company, having a leveraged buyout, (C) being acquired over another company, the

method with which you will service your debt, or whether or not you plan to sell your business

in the future. Each of these is extremely important to a future creditor, (D) since they will

directly impact your ability to repay your loan(s).




The financials should be developed after you've analyzed the

market and set clear objectives. That's when you can allocateresources 23___. If you own an established business, you will be 24 __ to supply 25 ___ data related to your company'sperformance. Most 26 ___ request data for the last three to fiveyears, depending on the 27 ___ of time you have been in business. The historical financial data you would want to include would be

your company's income statements, balance sheets, and cash flow

statements for each year you have been in business (usually for up

to 3 to 5 years). Often creditors are also interested in any

collateral that you may have that could be used to ensure your

loan, 28___of the stage of your business.

All businesses, whether startup or growing, will be required tosupply 29 ___ financial data. Most of the time, creditors will wantto see what you expect your company to be able to do 30 ____ the

next five years.


23. EFFICIENT

24. REQUEST

25. HISTORY

26. CREDIT

27. LONG

28. REGARD

29. PROSPECT

30. WITH


42/150

42

READING 9


sentences A- F the one which fits each gap (1-5). There is one sentence which you do notneed to use.

Manage Your BusinessSuccessfully managing a business requires specific management skills in addition to knowledgeof key business practices. Within this section you'll learn about leadership traits, decision-making skills, and how to manage your employees. 1____Networking

Networking is an invaluable tool that anyone in the business world can utilize. 2 ______ Togive a definition of networking, networking occurs when there is a planned event orgathering with the primary goal of connecting with others. 3 _____ In other words, you

have the opportunity to market yourself and your business in a relaxed, social situation. Thisoften proves to be a comfortable situation for all involved.

4 ___ For a new owner of a small business, usually the most productive starting pointwould be to contact a local chamber of commerce or other organization that suits yourfield of business. 5 ___ To make sure that the organization is right for you before youjoin and pay dues, it is usually acceptable to request to visit the group first as a guest at no

charge. This will enable you to get to know the group, get the feel of the group, and make sure

it is right for you without putting out any money first.


A. Effective networking can be your best form of marketing, as well as being extremely

affordable.B. Most chambers of commerce and professional organizations have membership dues that can

be a considerable amount of money.

C. The purpose of networking can vary based on one's own agenda, yet the primary focus is to

meet people, and have people meet you.

D. There are many opportunities to network in virtually every community on some scale.

E. Additionally, we'll walk you through a host of important topics to manage your business

including: marketing basics, setting prices, filing your business taxes, legal considerations,

forecasting for future growth, and financing options.


43/150

43

USE OF ENGLISH 9



You may want to visit, and possibly join, several chambers or organizations, but 1____


44/150

44

you choose to do, it 2 __ only be effective if you use it. Regular attendance 3 ____ themeetings is extremely important 4 ___ effective networking. As you attend the meetings, you will be recognized 5 ___ more and 6 ___ people as well as get to know more and more people, 7 __ this facilitates you reaching 8 ____ goal. People will know you and yourcompany and refer 9 ___ you, and you will 10 ____ the same for them 11 reciprocate.

Personal referrals and word of 12 ___ advertising is invaluable and highly effective.



or B or C or D.

To make the 13 ___ of your networking meeting, here are a few guidelines you should

follow:

o Arrive early. If you are there before the mass of the group, you are assured the

14____opportunity to meet everyone.o 15____with a goal in mind. Before the meeting, set a goal for 16____for that day, and

17____achieve it. Don't arrive at the meeting feeling lackadaisical or 18____. Takesome time for yourself to get yourself focused before the meeting.

o Make sure you have writing materials and 19____of business cards and/or brochures.

o_________Make sure you have a purse or briefcase to deposit the materials and business

cards that you 20____accumulate.

13 A best B worst C most D least

14 A most B maximum C entire D first

15 A Get B Come C Arrive D Attend

16 A you B yourself C reaching D achieving

17 A than B then C after D soon18 A focused B unfocused C attentive D inattentive

19 A plenty B lot C many D more

20 A must B ought to C should D will


and D. For each sentence, find the underlined part, A or B or C or D that makes the


ALWAYS ONE possible answer. On your answer sheet write A or B or Cor D.

21. (A) As it is important to prepare for your meeting (B) by following the preceding criteria, itis (C) also very important to prepare (D) by making sure your personal appearance is appropriate

for the gathering.


45/150

45

A. (A) Your appearance is the first thing people notice. (B) Unfortunately, lastingimpressions can be (C) formed about you or your company before (D) you even open your

mouth is based solely on your appearance.

B. (A) Because of this, it is important (B) to pay attention on this detail. Some points youmay want (C) to note would be to: wear clothes that are setting-appropriate, wear clothes that

fit properly and (D) pay attention to detail.


another word that best fits in the context of that sentence indicated by a blank space (u


After the 24 ___, it is important that you follow up with the people

you have met in a 25 ___ manner. If someone was interested in yourcompany, don't wait two or three weeks to drop them a line; theymay have forgotten you by then. Also, it is 26 ____ to follow through on any promises you may have made. If you told someone you would

call them with some information, make sure you do it! It isvery important to be credible and 27 ____ in order for your networking

efforts to be 28____29____. Networking can be

costly in fees, dues, luncheons, etc., but if done effectively, it can prove

to be an 30____investment in your business's success.


24. MEET

25. TIME

26. ESSENCE

27. RELY

28. TRUE

29. FRUIT

30. VALU


46/150

46

READING 10



You Can't Do It All - Learning to Delegate

There is not a single management skill more critical to your personal and professionalsuccess as an entrepreneur than learning to delegate. 1 __ It does not mean to simplyhand out assignments. It is a science and an exercise in understanding one's self.

2 __ It takes mammoth strength to let go and say, "OK, this is not my area of expertise

and here is where I need help. This is how I will get this help." Often, there are things wewish we were good at but somehow cannot seem to grasp (not for lack of intellectual ability,

but for lack of experience/exposure). 3 ________

In this fast-paced world we live in, we must choose what it is we wish to conquer andwhat we need to let go of. An artful business person learns what he/she does best and doesthat to the best of his/her ability. He/ She lives it, breathes it, and sleeps it. It is apassion. 4 __ Unfortunately, that someone else does not just appear from thin air.

Networking or relationship building, as it is referred to '90s style, is the initial keycomponent of delegating.

You need to determine how your time would best be spent. For example, as a fundraiser, Iknow that in a given month, I can raise $X with uninterrupted, focused time. At the same

time, I also want to publish a newsletter and send it out to my budding clientele. I have noexperience creating a newsletter. While all of the software is at my fingertips, the question is,do I really have time to learn it? I ask myself, "Should I learn the newsletter software anddesign my own newsletter or should I spend $X and hire a designer who already knows thesoftware and just supply the content?" Better yet, I could ask a local graphic designer to bartertheir services, but how do I find the local skilled person to barter with? 5

The key is to determine what you need to know, want to know, must know, and already know.Keep lists with these headings to remind you of these things. It is a great feeling to crossthings off your list.


A. We must learn to accept this fact.

B. You can find this person through networking and relationship building.

C. The rest can be left to someone else.

D. There is much more to delegating than meets the eye.


47/150

47

E. Delegating comes easier for some of us.

F. Some of us have been lucky enough to find our strengths and at the same time recognize

areas traditionally referred to as weaknesses.

USE OF ENGLISH 10



Becoming an Expert

Jack of all trades, master of none. The old adage holds 1 ___ lot of weight in today'sentrepreneurial environment. No 2 __ can 3 ___ run a small business alone. I know thisbecause 14 __ tried. Know 5 ___ you do and do it the 6 ___ you can.

I recently started a small business. I could 7 __ have gotten it 8 ___ the ground withoutthe help of a CPA, lawyer, graphic designer, and administrative assistant. My expertise9 __ in the areas of people skills, marketing, and fund raising. I realized 10 ___ the startthat 11___ I attempted to be anything 12 ___ those things to my business, the long-termsuccess of the business 13 __ doomed. I set 14 ___ immediately to find the experts Ineeded.



or B or C or D.

It is important to 15 __ yourself with competent individuals who have 16 ___ areas ofexpertise. Choose carefully and wisely and be ready to 17 ___ these individuals for a jobwell done. In some cases, I was able to 18 __ payment until the business took off. Inother cases, I made long-term promises such as potential employment if and when thebusiness was 19 __ . When I was really lucky, I bartered. In fact, in most cases Ibartered.

Payment need not always come in the 20 __ of dollars. Remember your area of expertise

and be ready to 21 __ it for what you need.

15 A encounter B surround C help D compare

16 A complex B key C strong D complimentary

17 A help B pay C compensate D award

18 A start B begin C defer D deter

19 A reliable B practicable C real D viable

20 A form B amount C sum D light

21 A change B trade C compare D swap


48/150

48


D. For each sentence, And the underlined part, A or B or C or D that makes the sentence

INCORRECT. Only ONE answer is possible for each sentence. THERE IS ALWAYS

ONE possible answer. On your answer sheet write A or B or Cor D.

(A) When bartering you need to follow a few simple rules: (B) be nice and respectful,send thank you notes, and (C) recognize those individuals who (D) had helped you bothpublicly and privately.

(A) In making so, you (B) will gain respect and (C) be known as someone who (D) gets thejob done.

(A) When you will be an expert, people (B) will come to you in need of your talent. (C) Beprepared to use it. (D) Be proud of your skill and share it.


another word that best fits in the context of that sentence indicated by a blank space ("____ "). On your answer sheet, write the derived word.

The Power of Delegating

It is quite 25 __ once you really do let go and put your trust inother people. The key here is to identify good people, 26 _them in your cause or business, give them the ball, and thenallow them to run with it. Only you will determine if the ballgets dropped. You must manage and 27 __ the game on aconsistent basis. You must give the right ball to the best

possible player. For example, you would not hire a personwith an associate's degree in accounting to do the job of a CPA.Likewise, a CPA needs certain facts to achieve the task ofbudgeting and 28 __ cash flow for your business. You need tosupply him/her with the necessary information to get the jobdone. You must understand the process and know what youneed the 29 __ to be. You must also communicate theseobjectives clearly and monitor the progress. Set meeting timesfor updates and a time line for 30 ___ . Review the process andprogress frequently. The same applies to the newsletter examplementioned above. As with everything, there are risks associated

with delegating.


25. LIBERATE

26. LIST

27. SEE

28. CAST

29. COME

30. COMPLETE


49/150

49

READING 11



Leadership Traits

Over the past several years, one of the most important contributions psychology has made tothe field of business has been in determining the key traits of acknowledged leaders.Psychological tests have been used to determine what characteristics are most commonlynoted among successful leaders. 1 __

The increasing rate of change in the business environment is a major factor in this newemphasis on leadership. 2 ___The new leaders of tomorrow are visionary. They are bothlearners and teach

101209565 Carte de Teste Lingua

Text of 101209565 Carte de Teste Lingua

LA TESTE - Bureau de Recherches Géologiques et Minièresficheinfoterre.brgm.fr/Notices/0849N.pdf · LA TESTE La carte géologique â 1150000 LA TESTE est re,eouverte par la coupure

RPFU-carte final completa

Lista Carte 2006

Lista Carte 1996

Carte Tehnica IO 12Kv

Prima Carte

Lista Carte 2005

Carte viticultura Capitolul-1

Lingua em uso linguagem e lingua

Lista Carte 1998

CARTE LANSATÃ LA SALONUL INTERNAÞIONAL DE CARTE BOOKFEST

文化庁 · Inclui preparatório para o teste de proficiência em lingua japonesa Data do teste: 4/12/2011 (Dom) O teste de proficiència em lingua Japonesa (JLPT) foi oferecida

Carte de visite 3

folheto À la Carte

Menu à La Carte

En Carte Abril 13

anexa carte psihiatrie.pdf

Ala Carte Eng

carte cadastru

Lista Carte 1999

John carte - Barsoom GeneSys

Carte Croitorie 1

Alta Carte Tare

Carte Controle

Lista Carte 2011

carte de France 1

Lista Carte 2002

Carte de vœux 2013

Carte visite

MANUAL SIGA RELATÓRIO ÍNDICE - web.unipar.brweb.unipar.br/~ricardo/Ajuda Academico/0006_matriz_curricular.pdf · relatorios teste 0008- piae 0009- degrt 0010 -juridico ... carte-irinhaaluno

Documents

101209565 Carte de Teste Lingua

Text of 101209565 Carte de Teste Lingua