web viewalmost two years ago the company started outsourcing ... we discuss the matter now, the...

KLAIPĖDOS UNIVERSITETASHUMANITARINIŲ MOKSLŲ FAKULTETAS

ANGLŲ KALBOS CENTRASANGLŲ IR VOKIEČIŲ FILOLOGIJOS KATEDRA

VERSLO ANGLŲ KALBOS TESTAI(pagal Market Leader ir New Market Leader Intermediate Business English)

Parengė:

Anglų kalbos centro asistentė Rasa Daračienė,

Anglų ir vokiečių filologijos katedros lektorė Žaneta Čėsnienė

2015

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PRATARMĖ

Ši mokymo(si) priemonė skirta studijuojantiesiems verslo anglų kalbą B1-B2 lygiais. Joje pateikti

23 testai parengti pagal Cotton, D., Kent, S, Falvey, D., Market Leader Intermediate, Longman, 2001

(pažymėta žvaigždute) ir Cotton, D., Falvey, D., Kent, S. New Market Leader Intermediate Business English

Course Book, Longman, 2005, temas, kurios nurodytos skliaustuose. Sudarant testus taip pat panaudota

medžiaga iš Cotton, D., Falvey, D., Kent, S. Market Leader Intermediate, Longman, 2000 ir Rogers, J. New

Market Leader Intermediate Business English Practice File, Longman, 2005, Johnson, Ch. Test File,

Longman, 2000, Mascull, B. Teacher’s Resource Book, Longman, 2005 bei Strutt, P. Market Leader

Business Grammar and Usage, Longman, 2000.

Testai sudaryti siekiant patikrinti besimokančiųjų terminų bei atitinkamų žodžių junginių įsisavinimą,

su nagrinėtomis temomis susijusių gramatinių kategorijų, struktūrų, laikų žinojimą ir taikymą, klausomo bei

skaitomo teksto suvokimą. Kadangi šiame leidinyje pateikiami testai kaupti ne vienerius metus, jie apima

įvairius temų derinius. Testuose taip pat pateikiamos autentiškos užduotys, susijusios su atitinkamų temų

terminų ir žodžių junginių ar tekstų vertimu į lietuvių arba anglų kalbą, angliškų definicijų pateikimu bei

asmeninės nuomonės pareiškimu ir argumentavimu analizuojant konkrečius verslo klausimus.

Šios mokymo priemonės sudarytojos tikisi, kad ši priemonė padės besimokantiems verslo anglų kalbą

mokslo institucijose ar besitobulinantiems savarankiškai geriau įsisavinti studijuojamą medžiagą, pasitikrinti

ir įsivertinti savo anglų kalbos žinias ir gebėjimus. Tikimasi, kad šis testų rinkinys bus naudingas ne tik

studijuojantiesiems, bet ir verslo anglų kalbą dėstantiems dėstytojams rengiant savarankiško darbo užduotis

ar testus.

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TURINYS

Pratarmė 2 1. Test 1 (U1-U2) 42. Test 2 (U1-U2)* 93. Test 3 (U3-U4)* 144. Test 4 (U3-U4)* 165. Test 5 (U3-U4)* 206. Test 6 (U3-U4) 247. Test 7 (U1*, U2, U4) 298. Test 8 (U5)* 349. Test 9 (U2*, U6) 3710. Test 10 (U5-U6) 4111. Test 11 (U6)* 4612. Test 12 (U6-U7)* 4913. Test 13 (U5-U6-U7)* 5114. Test 14 (U5-U6-U7) 5515. Test 15 (U1*-7) 5916. Test 16 (U2-U7) 6317. Test 17 (U7-U8) 6718. Test 18 (U5-U8) 7119. Test 19 (U8, U9, U13) 7520. Test 20 (U10-U11)* 7921. Test 21 (U5, U7, U11, U12) 8222. Test 22 (U5, U11) 8623. Test 23 (U7, U12) 91

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TEST 1 (U1-U2)

I. Progress Test 1 (CD 2). Listening. You will hear five people talking about meetings. For each recording, match the speaker to ONE piece of advice (a–h) that he / she gives.

1. Speaker 1 __________ a) Brief participants well.2. Speaker 2 __________ b) Have a clear purpose.3. Speaker 3 __________ c) Invite the right people.4. Speaker 4 __________ d) Arrive on time.5. Speaker 5 __________ e) Chair the meeting effectively.

f) Choose the right location.g) Keep the meeting short.h) Have someone take the minutes.

II. Give a Lithuanian equivalent.1. a counterfeiter

2. SWOT

3. a special promotion

4. a loss leader

5. downmarket

6. to offer an incentive

7. an aisle seat

8. a diversion

9. public spending

10. an interest rate

11. a jet lag

III. Give an English equivalent.1. griežtos taupymo priemonės

2. apgaulinga buhalterinė apskaita

3. duoti geresnę vietą nei nurodyta biliete

4. atsiprašyti ko nors už kažką

5. maksimaliai padidinti pajamas

6. ilgo nuotolio maršrutas

7. pagrindinė bendrovės parduotuvė

8. autorių teisių pažeidimas

9. rinkos apklausa

10. konkurentas

11. perkelti produkto gamybą kitur

IV. Give English definitions for the following words / phrases.1. to overbook a flight 2. a rush hour 3. value for money 4. outsourcing 5. a market segment

V. Write a suitable active word / word combination for the following definitions:1. to arrive at a place that an airline flies passengers to

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2. a statement that a flight will not happen 3. to wait at a place to show your ticket when you arrive at an airport 4. an amount of money that is taken off the usual cost of sth. 5. to try to have an effect on a particular group of people or a particular area

VI. Complete these sentences about BRANDS and PRODUCTS with the missing word.1. The i our consumers have of the brand is one of youth, life and excitement!2. I’ve invited all the journalists to the product l next month.3. What we need is a well-known tennis player to e our new range of leisure wear.4. You simply can’t change the n of the brand after fifty years!5. James Bond films are great for product p – especially luxury goods.6. We can expect a product l of about five years on this model.7. The danger with putting our name on other products and brand s is that the

brand loses value.8. The brand l of our customers is incredible. Some of them wear nothing but a

product with our name on it.9. Here’s our brochure with the new r of products for next year.10. Coca-cola is an example of global brand a There isn’t a country that doesn’t

know what a coke is.

VII. Complete these sentences with the present simple or the present continuous forms of the verbs in brackets.1. Currently, we (plan) some major changes in the department.2. We usually (respond) to any competition with a newer model.3. At present I (manage) the division while my boss is away.4. It’s a temporary problem and these delays (end) very soon.5. I (not / eat out) much – except when people visit the company.6. I’m afraid he (not / work) here this week. Can I help?7. How often you (have) meetings?8. They (not / do) much business with us at the moment.9. I (not / buy) one brand because I like different types of clothes.10. you (outsource) projects or are they always in-company?

VIII. Talking about the future. Put the verbs in brackets in the right tense.1. My flight normally (leave) at two but it’s late today.2. (fly) on the same flight as your boss next week?3. A: My taxi didn’t come. B: Don’t worry. I (call) another one.4. I not always have) a stopover in Karachi.5. I (look forward to) seeing you on the 25th.6. There’s a strike at the airport so we (take) the train.7. Did I give you the time of the film? It (be) at eight fifteen.8. They (meet) at the bar tonight. Would you like to come?9. (talk) to him or do you want me to?10. I think I (consider) your offer overnight if that’s OK.

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IX. Which of these do you associate with the present simple, present continuous, future simple, be going to?instant decision pre-planned decision future arrangement regular activities temporary situations fixed timetables an event in progress permanent and factual situations mental states trends and changing situations prediction based on present evidence general prediction / opinion about the future

X. Taking part in meetings. Each phrase contains a mistake. Write the phrase correctly.1. How do you feel to this idea? 2. How do you think of the proposal? 3. What’s you opinion? 4. I’m not thinking it’s a good idea 5. I’m agree with you. 6. Absolutely! I think it so too 7. I think we should to do it. 8. How about find someone else for the job? 9. I know what do you mean. 10. I’m afraid but I can’t agree.

XI. Write a telephone conversation according to this situation. Use as many common telephone phrases as you know.

One of you is a company employee who has arranged to meet a colleague (your partner) from one of your subsidiaries. Explain that you cannot keep the appointment, and give a reason. Suggest an alternative time.

XII. Read the article Daewoo and the Art of Customer Focus and answer the questions.Daewoo and the Art of Customer Focus

When Daewoo entered the UK car market in spring 1995 it was hardly known at all; its cars were technically average and had an unfashionable country of origin (Korea). With around 40 carmakers, the market was crowded. Less than half of these had market shares of over 1%. Many companies had a ‘Buy UK’ or ‘Buy European’ policy for their fleet purchases, which account for about half of all car purchases.

Since the mid-1970s, no new entrant to the UK car market had achieved more than a 1% market share. Yet Daewoo did exactly that in less than a year. We believe it did so by achieving its aim of being the most customer-focused car company in the UK.

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Daewoo’s market research revealed that its best target market would be drivers primarily interested in a car’s ability to get from A to B reliably and cheaply. Surveys had shown that most motorists were afraid to visit car showrooms and found salespeople too aggressive. They believed that they were treated even worse after the sale. Further, Daewoo’s research found that in its target segment, 84% of motorists believed that the treatment they got from the salesperson was at least as important as how they felt about the car itself.

Daewoo developed a new approach to selling:1. They did not use dealers to sell their cars. By saving the money normally paid to dealers,

Daewoo was able to offer higher specifications at a lower price.2. Daewoo designed its car showrooms to be like high street stores, with free access to product

information and a free café; salespeople were on a fixed salary and no negotiating on price was allowed.

3. The price included extensive guarantees and three years’ free servicing.4. Daewoo offered free collection and delivery as well as a courtesy car during servicing.Daewoo’s competitors had been unwilling or unable to rethink the way that they did business in

the face of clear dissatisfaction in the market. This created a market opportunity that Daewoo was able to exploit.

Adapted from Mastering Marketing (Financial Times)

1. Which of the following sentences best summarises the content of the article?a) Daewoo’s share of the UK car market is declining.b) Daewoo needs to research the UK car market more thoroughly.c) Daewoo understands what their customers really want.d) Daewoo sells cars by traditional methods.

2. Mark each of the following statements as T or F or C (can’t tell).a) Daewoo was not present in the UK car market until 1995.b) Cars from the Far East are not popular in the UK.c) There was very strong competition in the UK car market when Daewoo entered.d) Company cars account for approximately 50 % of the UK car market.e) Only ten car manufacturers have a market share of more than 1 %.f) Within a year, Daewoo had achieved a market share of more than 1 %.

3. Which of the following statements best describes Daewoo’s cars, according to the information in the article?

a) Inexpensive in relation to the specificationsb) Technically very excitingc) Luxury classd) Unreliable

4. How does Daewoo sell its cars? Mark all the statements that are true.a) Offering salespeople large bonuses if they sell more.b) Making showrooms more friendly.c) Offering good after-sales service.d) Offering big discounts on price.

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XIII. Choose any kind of product, name your favourite brand and describe it. You may use the following clues:1. Is the brand national or international?2. What image does it create? How is it advertised? 3. What qualities does it have?4. Describe its quality and price relation?5. Are you loyal to this brand or not? Why?

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TEST 2 (U1-U2)*

I. Give a Lithuanian equivalent.1. a subsidiary

2. the headquarters

3. a retail chain

4. the cost of living

5. the exchange rate

6. global offensive

7. a loss leader

8. a luxury brand

9. upmarket

10. revenue

11. a market share

12. to respond to customer needs

II. Give an English equivalent.1. dirbti viršvalandžius

2. darbuotojų kaita

3. atitikti kokybės standartus

4. įeiti į užsienio rinką

5. padidinti konkurenciją tarp kompanijų

6. įkurti įmonę

7. bendra įmonės strategija

8. konkurentas

9. autorinių teisių pažeidinėjimas

10. pelningas produktas

11. rinkos apklausa

12. didžiausią rinkos dalį užimanti gaminio rūšis

III. Give English definitions for the following:1. a welfare benefit

2. a retail chain

3. a consignment

4. an industrial accident

5. brand awareness

6. downmarket

7. to launch

8. a brand

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IV. Insert the right word (franchising, local partner, joint venture, acquisition, hold on, got through, hang up, cut off, pick up).1. Wal-Mart, a US retail chain, appeared in the Mexican market by establishing a with a

local Mexican retailer.2. He’s on his mobile and the signal is weak. That’s why we keep getting .3. It took a long time but eventually I to him.4. When the Japanese tyre group Bridgestone got into the US market, it made an buying

the local production base of Firestone.5. It’s been ringing for ages. I wish she’d the phone.6. If a company is short of capital to expand overseas, it may prefer to have agreements

with local businesses.7. When you finish a call you .8. If a company wishes to get into the Chinese market, it usually looks for a who

will cooperate in doing it.

V. Study the table comparing three models of electronic notebook. Then complete the sentences. Write one word in each gap.

Model A Model B Model CWeight 180 g 140 g. 98 g.Number of features 8 12 16Price £140 £180 £220

1. Model A is Model B. (price)2. Model A is much Model C. (weight)3. Model C has twice features Model A.4. Model A is Model B. (price)5. Model A is of the three electronic notebooks

(price).6. Model C is (weight)7. Model B is not Model C. (price)8. Model A has features Model B.9. Model C is (price)

VI. Complete this report about the history of Joie de Vivre. Use the past simple or the present perfect forms of the verbs in brackets.

I 1 (receive) the year’s results yesterday and I am delighted to announce that our company 2 (have) another fantastic year. We 3

(start) in 1970 in a small factory in Shatin, Hong Kong, and we only 4 (employ) four people. That number 5 (grow) to around 2,000 today.

In the early years we 6 (face) strong competition from our competitors and in 1982 we nearly 7 (go) bankrupt. But from that difficult period until now, we 8 (hold) out and we 9 (not make) the mistake of becoming typecast as a label for the changeable junior market.

Things ……………… 10 (improve) considerably since we ………………11 (move) from Shatin to China. In 2000 we ………………12 (buy) the international operations of our partner company Joie de Vivre Holdings and we now do business in more than 30 countries.

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In recent years we ………………13 (expand) our product range and we ………………14

(carve out) a sizeable niche in the same market as Benetton and Zara.Last year we ………………15 (have) our fifth consecutive year of growth with 98 million in net profit and in January of this year we ………………16 (deliver) the first retail stock to be included in Hong Kong’s Hang Seng index.

A lot of change ………………17 (take) place lately. This is because last year most of our sales ………………18 (come) from the Asian markets. So, in January this year, we ………………19 (decide) to try and break into the US market. Just recently, we ………………20 (enter) into negotiations with Macy’s department stores.

In conclusion, our company so far this year ………………21 (prosper) and that is down to all your hard work. Congratulations to you all.

VII. Express your opinion on the following:1. What is globalisation? What factors helped this tendency spread?2. Why do people often lose their temper on the phone?3. Write some guidelines on using the telephone at work.………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

VIII. Choose any kind of product, name your favourite brand and describe it. You may use the following clues:1. Is the brand national or international?2. What image does it create? How is it advertised? 3. What qualities does it have?4. Describe its quality and price relation?5. Are you loyal to this brand or not? Why?

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IX. Read the article Daewoo and the Art of Customer Focus and answer the questions.Daewoo and the Art of Customer Focus


Since the mid-1970s, no new entrant to the UK car market had achieved more than a 1% market share. Yet Daewoo did exactly that in less than a year. We believe it did so by achieving its aim of being the most customer-focused car company in the UK.


Daewoo developed a new approach to selling:1. They did not use dealers to sell their cars. By saving the money normally paid to dealers,

Daewoo was able to offer higher specifications at a lower price.2. Daewoo designed its car showrooms to be like high street stores, with free access to product


3. The price included extensive guarantees and three years’ free servicing.4. Daewoo offered free collection and delivery as well as a courtesy car during servicing.Daewoo’s competitors had been unwilling or unable to rethink the way that they did business in

the face of clear dissatisfaction in the market. This created a market opportunity that Daewoo was able to exploit.



2. Mark each of the following statements as T or F or C (can’t tell).a) Daewoo was not present in the UK car market until 1995.b) Cars from the Far East are not popular in the UK.c) There was very strong competition in the UK car market when Daewoo entered.d) Company cars account for approximately 50 % of the UK car market.e) Only ten car manufacturers have a market share of more than 1 %.f) Within a year, Daewoo had achieved a market share of more than 1 %.

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TEST 3 (U3-U4)*

I. Give a Lithuanian equivalent.1. an overbooked flight 2. to offer an incentive 3. delayed luggage 4. a long queue at check-in 5. runway 6. to suffer inconvenience 7. a USP ( ) 8. to differentiate the product / service 9. a promotional technique 10. point-of-sale advertising 11. a hoarding 12. word-of-mouth advertising

II. Give an English equivalent.1. reiso atšaukimas 2. duoti geresnę vietą nei nurodyta lėktuvo biliete 3. pakeisti susirinkimo datą 4. organizmo paros ritmo sutrikimas nuskridus keletą laiko juostų 5. piko metas 6. atsiprašyti ko nors už kažką 7. rinkodaros kompleksas 8. mažmeninės prekybos parduotuvė 9. įdėti skelbimą į laikraštį 10. įtikinti potencialųjį vartotoją 11. reklamos būdas, kai prekę/paslaugą reklamuoja žinomas žmogus 12. greitas reagavimas į reklamą

III. Find 8 places in the leaflet where will needs to be added.As a regular business traveller we need you to tell us about your views, requirements and habits in

terms of business travel. This information help us to shape and refine our service in the future. Your feedback also allow us to up-date our records and ensure that any special offers or information we may send about Emirates in the future be of genuine relevance to you. So by picking up a pen and filling in the attached questionnaire, you be doing us a great favour too.

All completed questionnaires received by 22 January be entered in a free prize draw. The winner enjoy Emirates Business Class trip to Singapore, Hong Kong or Bangkok for two people, including seven nights’ luxury hotel accommodation.

There’s another excellent reason for completing our questionnaire. We thank everyone who responds by sending them a voucher entitling them to a free Economy Class ticket for every Emirates First or Business Class flight they take between February and June this year.

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IV. Insert the correct article: a, an, the, or zero article.Well, I remember I was reading newspaper in Holiday Inn near

Heathrow airport. I had just returned to United Kingdom from marketing trip to New York. I had been staying in Ritz Hotel. Anyway, newspaper – think it was Financial Times – had article about what was best advert of century. I think one of Marlboro’s cigarette adverts was voted best. However I have always liked Coca Cola’s adverts. I think it would be interesting to look at what adverts are popular in different cultures. Would advert that was popular in United States also be popular in Africa or Asia?

V. Read the text. For each statement 1 to 8 below choose a) right, b) wrong or c) doesn't say.Juana Lopez has invented a number of things over the years, but they were mostly relatively small

improvements to existing products. Then one day she had an idea for a dishwashing machine that worked without using water. She went to see several dishwasher manufacturers about producing the machine, but none of them were interested.

Juana found investors to back her idea and founded her own production company. She spent millions of euros on developing her dishwasher, and it was launched three years later. From the day of the launch, sales were very good -better even than Juana had hoped.

But Global Domestic (GD), one of the companies that she had been to see, launched its own waterless dishwasher. Juana obtained one and found that it used a lot of the technical ideas that she had developed and patented: she had obtained legal protection for these ideas so that other companies could not use them. After a long legal process, GD was forced to stop making its competing dishwasher and to pay Juana several million euros.

Now Juana's waterless dishwasher has 40 percent of the worldwide dishwasher market, and this is increasing every year. There is no other dishwasher like it. Word-of-mouth recommendation by satisfied users has made it a big success.

1. Juana Lopez is Spanish.2. Her dishwashing machine was her first invention.3. She went to see several manufacturers about producing the dishwasher.4. She founded her own production company, entirely with her own money.5. GD produced a dishwasher that copied a lot of Juana's ideas.6. Juana's case against GD was settled in a court in the United States.7. GD was forced to pay Juana for copying her ideas without her permission.8 Juana's market share of the world dishwasher market was increasing, but now it is getting smaller.

VI. Write a telephone conversation according to this situation. Use as many common telephone phrases as you know.One of you is a company employee who has arranged to meet a colleague (your partner) from one of your subsidiaries. Explain that you cannot keep the appointment, and give a reason. Suggest an alternative time..........................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................TEST 4 (U3-U4)*

I. Give a Lithuanian equivalent.1. a jingle

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2. a diversion

3. to offer an incentive

4. to upgrade

5. an aisle seat

6. to suffer inconvenience

7. a USP

8. a jet lag

9. a promotional technique

10. point-of-sale advertising

II. Give an English equivalent.

1. reiso atšaukimas

2. pradėti reklaminę kampaniją

3. pasiekti kelionės tikslą

4. automobilių vora

5. įdėti skelbimą į laikraštį

6. atsiprašyti ko nors už kažką

7. rinkodaros kompleksas

8. vieta reklamai televizijoje

9. įtikinti potencialųjį vartotoją

10. greitas reagavimas į reklamą

III. Give English definitions for the following:1. a retail outlet 2. an endorsement 3. a slogan 4. to downgrade 5. word-of-mouth advertising

IV. Write a suitable active word / word combination for the following definitions:1. a large board on the outside of a building or at the side of the road, used for putting advertisements

on 2. rapidly increasing prices 3. an act of sending advertising or information to a large number of people at the same time by mail 4. to make your product or service seem different from other similar products or services 5. giving the best possible profit or benefits for the money that is spent

V. Complete the text by choosing the most appropriate phrase from below.As someone who has flown Emirates in the past year, you .............. 1 our outstanding service to

the Middle East. But were you aware that Emirates also flies to an extensive network of major destinations all around the world?

By filling in the enclosed questionnaire, you ............ 2 us with our research on your views as a business traveller, as well as providing an update for our database. This .............. 3 that we only send out information and offers that are relevant to you personally.

To thank you for your time and effort we ................. 4 you a free flight voucher. You can use this to claim a free Economy ticket if you take a First or Business Class trip with Emirates before July this year.

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In addition, we ................ 5 all respondees’ names in a free prize draw, and the winner ................ 6

a Business Class trip for two people including seven nights’ luxury hotel accommodation in a choice of three exotic locations – Hong Kong, Singapore, or Bangkok.

To qualify for your free voucher and enter the prize draw, please ensure your completed questionnaire reaches us by January.

You ............... 7 full details in the enclosed leaflet. I do hope you find the information in it interesting and that you take advantage of our free flight offer – and I wish you the best of luck with our prize draw. The winner ................. 8 by 5 March. Most of all, I hope we ..................... 9 you once more on board an Emirates flight.

1. a) will have experienced b) will be experiencing c) will be experienced2. a) ’ll have helped b) ’ll be helping c) ’ll help3. a) will have ensured b) will ensure c) will be ensured4. a) ’ll send b) ’ll have sent c) ’ll be sent5. a) will be entering b) will be entered c) will enter6. a) will be received b) will receive c) will be receiving7. a) ’ll have found b) ’ll find c) ’ll be found8. a) will be notifying b) will be notified c) will have notified9. a) ’ll welcome b) ’ll have welcomed c) ’ll be welcoming

VI. Which of these nouns are countable (C), which uncountable (U)?Questionnaire ( ), information ( ), accommodation ( ), network ( ), location ( ), research ( ), travel (…), money (…). meeting (…), trip (…), ticket (…).

VII. Read the text below and write in the articles a, an or the where appropriate.Ronaldinho smashed window in centuries-old cathedral of Santiago de Compostela while filming

advert for television today. Luckily for Barcelona star, window was only small, modern addition to Spain’s famous cathedral in Galicia. Brazilian blundered after being asked to try scissor-kick beneath cathedral’s 12th century Portico de la Gloria (Portal of Glory). ‘‘I asked Ronaldinho to hit ball as hard as he could and he had bad luck to hit window,’’ said advert’s director Emil Samper. ‘‘It was my fault.”

VIII. Put the definite article the or zero article (-) with the following:… Baltic Sea, … China, … Broadway, … Channel Islands, … Tilžės Street, … Middle East, … Hilton, … London, … Netherlands, … Oxfordshire, … Klaipėda, … Thames, … Texas, … Pennsylvania Avenue, … Nemunas, … Philippines, … Sahara, … Lithuania.

IX. Add the where necessary.1. Knowledge of advertising code of practice is vital to those wishing to work in advertising industry.2. We want to film a TV commercial in Kingdom of Saudi Arabia.3. Wales, Scotland, England and Northern Ireland make up UK.4. “Think small” Volkswagen Beetle advert was one of most successful advertising campaigns of

twentieth century.5. We are going to Czech Republic this summer.6. This year the sales conference is in Netherlands.

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X. Express your opinion on the following:1. The abusive passenger is becoming a world-wide problem. What are the reasons?2. What makes a good advertisement? (from the point of view of the advertiser and consumer)3. What advertising media or method do you think is the most effective. Supply arguments.………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

XI. Write a telephone conversation according to this situation. Use as many common telephone phrases as you can.

One of you is a company employee who has arranged to meet a colleague (your partner) from one of your subsidiaries. Explain that you cannot keep the appointment, and give a reason. Suggest an alternative time.........................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................

XII. (A) Read the article Managing International Retailing and mark the sentences as true or false. Managing International Retailing

Among international retailers, two have set the pace: Ikea, the Swedish furniture chain, and Toys “R” Us, the US toy retailer. They have built up worldwide networks – Ikea in 28 countries, Toys “R” Us in 26 – of giant stores which have killed competition from local rivals.

Ikea is opening 12 new stores a year in cities including Frankfurt, Shanghai, Chicago, and Wroclaw in Poland. A committee of senior executives at the group’s international headquarters in Denmark oversees investment in new markets and the redesigning or expansion of existing stores.

Responsibility for product development and purchasing lies with Ikea of Sweden, the original company that pioneered the ‘blond’ style of Scandinavian furniture and furnishings which has gained a huge international following.

A third layer of country managers tailors the presentation and marketing of those products in their home territories. Country managers usually assume control for day-to-day activities only when there are more than two stores in their region. They are allowed some flexibility in choosing additional products which they think will meet local tastes.

At Toys “R” Us, by comparison, the fickle nature of children’s choices requires more latitude for local managers. Toy tastes vary significantly between different cultures, says Greg Staley, President of the company’s international division. For example, Asian families like educational toys, while American children are heavily influenced by Saturday morning television programmes. Some toys, such as Barbie dolls and Lego building sets, do well everywhere. But others are less predictable.

Headquarters decides whether to open a new store but local managers take all the day-to-day decisions on what toys to buy and in what quantities; how to market them, and how much to spend on

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advertising. ‘We really do give them great latitude in the management of their business,’ says Mr Staley.

1. Both Ikea and Toys “R” Us are strongly competitive in local markets around the world.2. Ikea and Toys “R” Us have the same management structure for their international network.3. Ikea’s international headquarters are in Sweden.4. Children in different countries like different kinds of toys.5. Toys “R” Us local managers have more decision-making powers than Ikea local managers.6. Ikea’s country managers have more control when they are in charge of more than two stores in the

same region.

(B) Find the best explanation for each of these words and phrases as used in the text.7. have set the pace

a) have been slow to expandb) have taken a lot of risksc) have provided a good example for othersd) have been in competition with each other

8. tailorsa) takes full responsibility forb) creates ideas forc) carries outd) adapts or modifies

9. ficklea) unpredictableb) expensivec) limitedd) unchanging

10. latitudea) restrictionsb) assistancec) freedomd) guidance

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TEST 5 (U3-U4)*

I. Explain the following words in English.1. a jingle 2. to offer an incentive jingle 3. a diversion 4. to upgrade a seat 5. an aisle seat 6. a USP 7. a jet lag 8. point-of-sale advertising 9. a retail outlet 10. an endorsement 11. a slogan 12. a tailback 13. word-of-mouth advertising 14. a round trip 15. to overbook a flight

II. Write a suitable active word / word combination for the following definitions.1. a large board on the outside of a building or at the side of the road, used for putting advertisements

on 2. rapidly increasing prices 3. an act of sending advertising or information to a large number of people at the same time by mail 4. to make your product or service seem different from other similar products or services 5. giving the best possible profit or benefits for the money that is spent 6. a variety of products / services of a particular type 7. the state of the relationship between an organization and the public 8. to introduce a series of planned activities to persuade people to buy a product 9. to arrive at a place that an airline flies passengers to 10. the main factors that influence a customer’s decision to buy a particular product or service, which a

business must consider when it is deciding how to advertise and sell its products 11. a statement that a flight will not happen 12. to wait at a place to show your ticket when you arrive at an airport 13. the time when the roads are full of traffic because people are travelling to or from work 14. a building or set of buildings at an airport where air passengers arrive and leave 15. to give somebody a worse seat on a plane, room in a hotel, etc. than the one that they have paid for

III. Complete the text by choosing the most appropriate phrase from below.As someone who has flown Emirates in the past year, you .............. 1 our outstanding service to


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IV. Read the text below and write in the articles a, an or the where appropriate.Ronaldinho smashed window in centuries-old cathedral of Santiago de Compostela while filming

advert for television today. Luckily for Barcelona star, window was only small, modern addition to Spain’s famous cathedral in Galicia. Brazilian blundered after being asked to try scissor-kick beneath cathedral’s 12th century Portico de la Gloria (Portal of Glory). ‘‘I asked Ronaldinho to hit ball as hard as he could and he had bad luck to hit window,’’ said advert’s director Emil Samper. ‘‘It was my fault.”

V. Add the where necessary.1. Knowledge of advertising code of practice is vital to those wishing to work in advertising industry.2. We want to film a TV commercial in Kingdom of Saudi Arabia.3. Wales, Scotland, England and Northern Ireland make up UK.4. “Think small” Volkswagen Beetle advert was one of most successful advertising campaigns of


VI. Express your opinion on the following:1. The abusive passenger is becoming a world-wide problem. What are the reasons?2. What makes a good advertisement? (from the point of view of the advertiser and consumer)3. What advertising media or method do you think is the most effective. Supply arguments.

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………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

VII. Write a telephone conversation according to this situation. Use as many common telephone phrases as you know.

One of you is a company employee who has arranged to meet a colleague (your partner) from one of your subsidiaries. Explain that you cannot keep the appointment, and give a reason. Suggest an alternative time.…………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

VIII. Read the article Managing International Retailing and mark the sentences true or false. Managing International Retailing






Headquarters decides whether to open a new store but local managers take all the day-to-day decisions on what toys to buy and in what quantities; how to market them, and how much to spend on advertising. ‘We really do give them great latitude in the management of their business,’ says Mr Staley.

1. Both Ikea and Toys “R” Us are strongly competitive in local markets around the world.2. Ikea and Toys “R” Us have the same management structure for their international network.

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3. Ikea’s international headquarters are in Sweden.4. Children in different countries like different kinds of toys.5. Toys “R” Us local managers have more decision-making powers than Ikea local managers.6. Ikea’s country managers have more control when they are in charge of more than two stores in the

same region.






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TEST 6 (U3-U4)

I. (A) New Market Leader Skills Placement Test, Section 3, Part 1 (CD 2). Listen to someone being interviewed about business technology and tick the best ending to sentences 1-5 according to what the speaker says.

1 Business technology has…a) produced a lot less waste.b) helped all business processes become more efficient.c) helped manufacturing processes become more efficient.

2 Workers use email…a) to save time reading and writing. b) to make social arrangements.c) to produce less waste.

3 Printing out emails and documents…a) makes them easier to read.b) keeps people’s desks tidy.c) defeats the object of receiving them electronically.

4 In the 1980s, companies found ways to cut costs…a) inside the company.b) outside of the company.c) in other companies.

5 Happy workers are…a) more competitive.b) a greater expense for the company.c) more productive.

(B) New Market Leader Skills Placement Test, Section 3, Part 2 (CD 2). Listen to three speakers describing presentations. Write short answers to questions 6-10. 6 When speaker 1 talks to international audiences what does he realise? 7 What is the speaker going to do differently next time? 8 What was the effect of Speaker 2’s special efforts in Bangkok? 9 Why does Speaker 3 think Japanese audiences close their eyes during a presentation? 10 Why shouldn’t you always expect questions at a presentation in all parts of the world?

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II. Give a Lithuanian equivalent.1. hot-desking

2. cutting-edge technology

3. economies of scale

4. action minutes

5. a merger

6. to adopt a ‘hub and spoke’ structure

7. a specialty retailer

8. an outlet

9. to bail out

10. a vendor

11. an opportunity for networking

III. Give an English equivalent.1. nustatyti veklos gaires

2. profesinė sąjunga

3. įgyvendinti išlaidų mažinimo priemones

4. tiekimo grandinė

5. tarptautinis Valiutos Fondas

6. teisėsauga

7. darbuotojų skaičiaus mažinimas

8. žinių pavertimas kapitalu

9. užsakyti tyrimų projektą

10. žmogus dirbantis keliems klientams

11. vadovas atsakingas už įmonės žinių valdymą

IV. Complete sentences 1-4 with answers a, b or c.1 They’ll have them in stock at the …………

a) warehouse b) head office c) subsidiary2 Dial the ……… centre and ask them to deliver it straight away.

a) call b) service c) distribution3 The board is meeting at our …………. for the AGM.

a) head office b) plant c) branch4 You can buy them from any one of our 30 ……………

a) factories b) headquarters c) outlets

V. Match adjectives to comments describing different organisations and people (bureaucratic, caring, dynamic, democratic, hierarchical, decentralised, impersonal).1. My new boss has lots of great ideas and energy. ………………2. Our organisation has a head office but each division is in charge of itself really. ………………3. We’re so big now I don’t know the names of half the people in this building. ………………4. Not another document! All I do these days is sign paper! ………………5. We have an appraisal every month and my manager really listens. ………………6. It’s a traditional management structure but at least I know who I report to and who reports to me.

………………7. It’s fine that they want our opinions on every decision but sometimes I think managers need to tell

us, not ask us! ………………

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VI. Complete sentences with the word in brackets. Add a prefix and change the form if necessary.1. Since they took over the company, they’ve ………………. all parts of the workforce. (size)2. Some of the people at head office won’t like this new initiative to ………………. decision-making

down to branch level. (centralise)3. The ………………. from the city centre out to our new site in the midlands is taking longer than

planned. (locate)4. Oh no! We’re having another office ………………. It’s the third time this year! (organise)5. If they ………………. the company, he thinks we’ll lose our jobs. (structure)6. They want a product ………………. to try and improve sales. (launch)7. I’m going on a course to ………………. and work in customer care. (train)8. Can we ………………. these computers with that new software you bought. (grade)9. ………………. of the industry has made it easier for use to compete with cheap exports. (regulate)

VII. Write a noun that combines with the other three words.1. virus, program, software 6. technology, desk, overload2. magazine, fair, union 7. consultancy, policy, style3. labour, stock, super 8. loyalty, name, management4. representative, department, campaign 9. head, post, sales 5. satisfaction, complaint, service

VIII. Rewrite the following phrases using an appropriate noun combination.1. a journey lasting two hours 2. a deal that is worth three million dollars 3. a document consisting of 200 pages 4. a hotel with five stars 5. a meeting which lasts 45 minutes

IX. Choose the correct or the best phrase in each group.1. a) the secretary of Mr Lorenzo 2. a) our company future 3. a) a contract breach

b) Mr Lorenzo’s secretary b) our companies future b) a contract’s breachc) Mr Lorenzo secretary c) our company’s future c) a breach of contract

4. a) the work’s force 5. a) unemployment’s figures 6. a) a researches projectb) the workforce b) figures of unemployment b) a project of researchc) the work force c) unemployment figures c) a research project

X. Complete this report by writing the past simple or the present perfect of the verbs given in brackets.

In a meeting held last Monday, the Marketing Department proposed that the company should change its advertising strategy. It ……………….24 (be) the policy in the past to use TV as the main medium for advertising our products. However, in the last year, there ………………25(be) a number of changes. The cost of TV advertising ………………26 (rise) considerably since the beginning of last year. For example, whereas a one-minute prime-time slot …………..27 (cost) £500,000 last year, it now costs £750,000. In addition, the results of our TV advertising campaign last year ………………28

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(be) very disappointing. Market research, which we ………………29 (conduct) between October and December last year, ………………30 (show) only a slight increase in sales following the campaign. On the other hand, sales resulting from our radio advertising campaign ………………31 (increase) substantially since last October. This is probably because we………………32 (target) a younger audience through our radio campaign by linking advertising to pop music programmes. What is more, the cost of radio advertising ………………33 (not, increase) as much as TV advertising over the last year. Our conclusion is that TV advertising should be cut in favour of greater emphasis on radio.

XI. Complete sentences with these irregular verbs in the past simple or present perfect (be, meet, not have, go, rise, not do, buy, take, come, make).

1. At last! Finally, he ……………. a decision. 2. Turnover ……………. by 3% every year since 1998.3. A: Did you finish that report? B: No sorry, I still ……………. it yet.4. Didn’t you hear? They ……………. bankrupt last year. 5. ……………. you ever ……………. to Hong Kong?6. We visited the factory and then I ……………. them out for dinner.7. ……………. shares in their company six years ago. 8. I’m afraid I ……………. time to look at it yesterday.9. The majority of our new business ……………. from the teenage market in recent months.10. ……………. you ……………. Maggie while you were there?

XII. Introducing and networking: Complete these phrases with a preposition.1. I live …… Berlin. 2. I’m ……. France. I was born in Marseille. 3. Can I introduce you……. Miriam? 4. He’s responsible .…. sales. 5. I’m ….. the banking sector these days. 6. They work …... an American company now. 7. We have a workforce ……. over 2,000. 8. She’s now in charge .…. the whole division. 9. The company was founded ……. 1995. 10. We’re very interested ……. your ideas.

XIII. Replace the underlined words and phrases in the conversation with the words and phrases in italics: say something, ’d like, hold on, do you mean, we could, propose is, follow, clarify, happy about it, in more detail. Write your answer here: 1…………… 2…………… 3…………… 4…………… 5…………… 6…………… 7…………… 8…………… 9…………… 10……………

A: To help the current communication problems, (1) I suggest we look at reorganising the office. What do you think?

B: I agree. What I (2) was thinking of.C: Could I just (3) interrupt?B: (4) Wait. I (5) want to finish if I may. I suggest we introduce an open-plan office.C: Sorry, I don’t (6) understand you.A: Yes, can you explain (7) with more information?B: It’s simple. If we have open-plan, it’s good for communication and interaction.C: What exactly (8) are you saying? That we don’t need privacy?A: I’m not (9) sure I agree with you either.B: You can still have private meetings but just to (10) be more specific take a look at this research.

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XIV. Read the article Changes in Business Operations and decide if these statements are true or false.

Changes in Business OperationsBritish companies are investing huge amounts of money in making changes to their traditional

business practices. The main aims behind this investment are to increase the quality of services provided, while reducing prices.

The demand for available and skilled IT resources in the UK is so great that many customer services companies have decided to outsource contracts to low-cost countries, such as India, in order to meet this demand.

So, what are the challenges and opportunities that outsourcing presents? There have been many newspaper stories of failed projects and broken-down relationships between customers and the service companies who have outsourced contracts. Probably the most famous of these stories was LS, who had agreed a ten-year deal to provide services for Tilkin. This ended earlier this year, when LS was replaced by Calcot. However, it was not all bad news and LS behaved professionally and helped to ensure the successful takeover of the service by its rival, so the only problems reported were minor ones.

The main goal of investing in outsourcing is to improve the quality of customer services, and to lower the cost of operations at the same time. One example of a successful outsourcing partnership is Bilton’s. Almost two years ago the company started outsourcing services to a consortium of companies. The deal with the consortium is for five years. Payments are made to the consortium if it reaches its targets – it has to deliver a two percent improvement in customer satisfaction annually.

There are huge opportunities for small and medium-sized businesses to make savings by using shared services. For instance, organisations with similar requirements can negotiate to use the same service provider. This would mean that the costs for each company would be reduced through savings of scale. This is the model behind a deal recently announced for a joint venture between Parts-2-go and Delkon.

Partnerships are great opportunities to show what can be achieved with open minds, shared interests, and a commitment to better and cheaper services. Perhaps the experience of the past can actually help make changes for the future.

1. British companies are failing to spend money on modernising their businesses.2. Large numbers of companies have invested in new IT equipment.3. The press have reported on many unsuccessful projects.4. LS took over Calcot.5. LS recently took over its rival.6. Bilton’s is a successful partnership.7. Small and medium-sized businesses need to negotiate better.8. Parts-2-go and Delkon are working closely together.

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TEST 7 (U1*, U2, U4)

I. Give a Lithuanian equivalent.1. a subsidiary

2. the headquarters

3. a retail chain

4. the cost of living

5. to respond to customers’ needs

6. the exchange rate

7. global offensive

8. a loss leader

9. a USP

10. upmarket

11. revenue

12. a market share

II. Give an English equivalent.1. dirbti viršvalandžius

2. darbuotojų kaita

3. atitikti kokybės standartus

4. įeiti į užsienio rinką

5. padidinti konkurenciją tarp kompanijų

6. įkurti įmonę

7. bendra įmonės strategija

8. konkurentas

9. autorinių teisių pažeidinėjimas

10. klastotojas

11. rinkos apklausa

12. didžiausią rinkos dalį užimanti gaminio

rūšis

III. Give English definitions for the following:1. downmarket 2. to launch 3. a brand 4. a retail outlet 5. an endorsement 6. a slogan

IV. Write a suitable active word / word combination for the following definitions:1. a large board on the outside of a building or at the side of the road, used for putting advertisements

on 2. an act of sending advertising or information to a large number of people at the same time by mail

3. to make your product or service seem different from other similar products or services 4. giving the best possible profit or benefits for the money that is spent 5. a brand associated with expensive, high quality products 6. the analysis of a company’s activity necessary for future planning

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V. Insert the right word (franchising, local partner, joint venture, acquisition, hold on, got through, hang up, cut off, pick up).1. Wal-Mart, a US retail chain, appeared in the Mexican market by establishing a with a

local Mexican retailer.2. He’s on his mobile and the signal is weak. That’s why we keep getting .3. It took a long time but eventually I to him.4. When the Japanese tyre group Bridgestone got into the US market, it made an

buying the local production base of Firestone.5. It’s been ringing for ages. I wish she’d the phone.6. If a company is short of capital to expand overseas, it may prefer to have

agreements with local businesses.7. When you finish a call you .8. If a company wishes to get into the Chinese market, it usually looks for a who will

cooperate in doing it.

VI. Study the table comparing three models of electronic notebook. Complete the sentences. Write ONE word in each gap.

Model A Model B Model CWeight 180 g 140 g. 98 g.Number of features 8 12 16Price £140 £180 £220

1. Model A is Model B. (price)2. Model A is much Model C. (weight)3. Model C has twice features Model A.4. Model A is Model B. (price)5. Model A is of the three electronic notebooks

(price).6. Model C is (weight)7. Model B is not Model C. (price)8. Model A has features Model B.9. Model C is (price)

VII. Complete this report about the history of Joie de Vivre. Use the past simple or the present perfect forms of the verbs in brackets.

I ………………1 (receive) the year’s results yesterday and I am delighted to announce that our company ………………2 (have) another fantastic year. We ………………3 (start) in 1970 in a small factory in Shatin, Hong Kong, and we only ………………4 (employ) four people. That number ………………5 (grow) to around 2,000 today.

In the early years we ………………6 (face) strong competition from our competitors and in 1982 we nearly ………………7 (go) bankrupt. But from that difficult period until now, we ………………8

(hold) out and we ………………9 (not make) the mistake of becoming typecast as a label for the changeable junior market.

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Things ………………10 (improve) considerably since we ………………11 (move) from Shatin to China. In 2000 we ………………12 (buy) the international operations of our partner company Joie de Vivre Holdings and we now do business in more than 30 countries.

In recent years we ………………13 (expand) our product range and we ………………14 (carve out) a sizeable niche in the same market as Benetton and Zara.

Last year we ………………15 (have) our fifth consecutive year of growth with 98 million in net profit and in January of this year we ………………16 (deliver) the first retail stock to be included in Hong Kong’s Hang Seng index.

A lot of change ………………17 (take) place lately. This is because last year most of our sales ………………18 (come) from the Asian markets. So, in January this year, we ………………19 (decide) to try and break into the US market. Just recently, we ………………20 (enter) into negotiations with Macy’s department stores.

In conclusion, our company so far this year ………………21 (prosper) and that is down to all your hard work. Congratulations to you all.

VIII. Read the text below and write in the articles a, an or the where appropriate.Ronaldinho smashed window in centuries-old cathedral of Santiago de Compostela while filming

advert for television today. Luckily for Barcelona star, window was only small, modern addition to Spain’s famous cathedral in Galicia. Brazilian blundered after being asked to try scissor-kick beneath cathedral’s 12th century Portico de la Gloria (Portal of Glory). “I asked Ronaldinho to hit ball as hard as he could and he had bad luck to hit window,” said advert’s director Emil Samper. “It was my fault.”

IX. Put the definite article the or zero article (-) with the following.… Baltic Sea, … Channel Islands, … Tilžės Street, … Middle East, … EU, … Hilton, … Netherlands, … Oxfordshire, … Klaipėda, … Texas, … Nemunas, … Netherlands, … Lithuania.

X. Express your opinion on the following:1. What is globalisation? What factors helped this tendency spread?2. Write some guidelines on using the telephone at work.3. What makes an advertisement good? (from the point of view of the advertiser and consumer).4. What advertising practises are unacceptable?……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

XI. Choose any kind of product, name your favourite brand and describe it. You may use the following clues:1. Is the brand national or international? 2. What image does it create? How is it advertised? 3. What qualities does it have? 4. Describe its quality and price relation? 5. Are you loyal to this brand or not? Why?

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…………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

XII. Write a telephone conversation according to this situation. Use as many common telephone phrases as you can.


XIII. Read the article Daewoo and the Art of Customer Focus and answer the questions.Daewoo and the Art of Customer Focus


Since the mid-1970s, no new entrant to the UK car market had achieved more than a 1 % market share. Yet Daewoo did exactly that in less than a year. We believe it did so by achieving its aim of being the most customer-focused car company in the UK.


Daewoo developed a new approach to selling:1 They did not use dealers to sell their cars. By saving the money normally paid to dealers,

Daewoo was able to offer higher specifications at a lower price.2 Daewoo designed its car showrooms to be like high street stores, with free access to product


3 The price included extensive guarantees and three years’ free servicing.4 Daewoo offered free collection and delivery as well as a courtesy car during servicing.

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Daewoo’s competitors had been unwilling or unable to rethink the way that they did business in the face of clear dissatisfaction in the market. This created a market opportunity that Daewoo was able to exploit.



2. Mark each of the following statements as T or F or C (can’t tell).a) Daewoo was not present in the UK car market until 1995.b) Cars from the Far East are not popular in the UK.c) There was very strong competition in the UK car market when Daewoo entered.d) Company cars account for approximately 50% of the UK car market.e) Only ten car manufacturers have a market share of more than 1 %.f) Within a year, Daewoo had achieved a market share of more than 1 %.




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TEST 8 (U5)*

I. Give a Lithuanian equivalent.1. annual report 2. to advertise a vacancy 3. a service record 4. HRM ( ) 5. to attend a job interview 6. to come up to expectations 7. to complete a probationary period 8. high self-esteem 9. unfair dismissal 10. to select a candidate

II. Give an English equivalent.1. kompanijai priimtinas apsirengimo stilius 2. atleisti iš darbo (3 ž.) 3. darbuotojų paieška ir atranka 4. palaikyti kompanijos tvarką 5. patirtis 6. rekomendacijos 7. pateikti prašymą 8. įveikti sunkumus 9. rinkodaros skyrius 10. padaryti kam nors gerą įspūdį

III. Insert the right word (human, promoting, unfair, qualifications, candidate, recruit, impress).1. In case of .................... dismissal, an employee may sue a company to get their job back.2. Few companies have escaped people with impressive .......................... yet incapable of learning.3. It is better to select a ............................. for what you actually see rather than attempt to change

him / her.4. According to journalists, when you enter a Japanese company, you sign away your .......................

rights.5. I think, .......................... alcohol on TV is an unacceptable advertising practice.6. Preparation is the most important thing when trying to ........................ an interviewer.7. In order to ....................... and train each new graduate, companies invest thousands of pounds.

IV. Complete the questions in this questionnaire about holidays. Each slash (/) indicates one or more missing words.(A)General information1. / age group / in? 35 – 40.2. / have / children? Yes, two boys.

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3. / old / they? The older one is 10 and the other is 8.4. / much / earn? $45,000 a year after tax.5. How / times a year / go on holiday? Two.

(B) Your last holiday6. When / your last holiday? In January.7. Where / go? We went skiing in Aspen, Colorado.8. / buy a package or arrange it yourselves? We arranged it ourselves.9. How / travel? We flew from Chicago to Aspen.10. / long / go for? One week.

V. How would you find out politely the following information? Begin indirect questions with different expressions.1. What are your strengths? 2. What would your colleagues say about you? 3. How have you changed in the last five years?

VI. (A) Read the article Managing International Retailing and mark the sentences as true or false.

Managing International RetailingAmong international retailers, two have set the pace: Ikea, the Swedish furniture chain, and Toys

“R” Us, the US toy retailer. They have built up worldwide networks – Ikea in 28 countries, Toys “R” Us in 26 – of giant stores which have killed competition from local rivals.





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same region.






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TEST 9 (U2*, U6)

I. Explain the following words in English.1. a jingle 2. to offer an incentive 3. a diversion 4. to upgrade a seat 5. an aisle seat 6. a USP 7. a jet lag 8. point-of-sale advertising 9. a retail outlet 10. an endorsement 11. a slogan 12. a tailback 13. word-of-mouth advertising 14. a round trip 15. to overbook a flight

II. Write a suitable active word / word combination for the following definitions.1. a large board on the outside of a building or at the side of the road, used for putting advertisements

on 2. rapidly increasing prices 3. an act of sending advertising or information to a large number of people at the same time by mail

4. to make your product or service seem different from other similar products or services 5. giving the best possible profit or benefits for the money that is spent 6. a variety of products / services of a particular type 7. the state of the relationship between an organization and the public 8. to introduce a series of planned activities to persuade people to buy a product 9. to arrive at a place that an airline flies passengers to 10. the main factors that influence a customer’s decision to buy a particular product or service, which a

business must consider when it is deciding how to advertise and sell its products 11. a statement that a flight will not happen 12. to wait at a place to show your ticket when you arrive at an airport 13. the time when the roads are full of traffic because people are travelling to or from work 14. a building or set of buildings at an airport where air passengers arrive and leave 15. to give somebody a worse seat on a plane, room in a hotel, etc. than the one that they have paid for

III. Complete the text by choosing the most appropriate phrase from below.As someone who has flown Emirates in the past year, you .............. 1 our outstanding service to


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IV. Read the text below and write in the articles a, an or the where appropriate.Ronaldinho smashed window in centuries-old cathedral of Santiago de Compostela while filming

advert for television today. Luckily for Barcelona star, window was only small, modern addition to Spain’s famous cathedral in Galicia. Brazilian blundered after being asked to try scissor-kick beneath cathedral’s 12th century Portico de la Gloria (Portal of Glory). “I asked Ronaldinho to hit ball as hard as he could and he had bad luck to hit window,” said advert’s director Emil Samper. “It was my fault.”

V. Add the where necessary.1. Knowledge of advertising code of practice is vital to those wishing to work in advertising

industry.2. We want to film a TV commercial in Kingdom of Saudi Arabia.3. Wales, Scotland, England and Northern Ireland make up UK.4. “Think small” Volkswagen Beetle advert was one of most successful advertising campaigns of


VI. Express your opinion on the following:1. The abusive passenger is becoming a world-wide problem. What are the reasons?2. What makes a good advertisement? (from the point of view of the advertiser and consumer)3. What advertising media or method do you think is the most effective. Supply arguments.

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………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

VII. Write a telephone conversation according to this situation. Use as many common telephone phrases as you know.


VIII. (A) Read the article Managing International Retailing and mark the sentences as true or false.

Managing International RetailingAmong international retailers, two have set the pace: Ikea, the Swedish furniture chain, and Toys

“R” Us, the US toy retailer. They have built up worldwide networks – Ikea in 28 countries, Toys “R” Us in 26 – of giant stores which have killed competition from local rivals.






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same region.






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TEST 10 (U5-U6)

I. Progress Test 2. (CD 2) (A) Listen to Martin McNaughton summarizing two companies’ performances over the past year. Complete the notes below with the figures you hear.

Profits at Simpson’s Profits at Littyincreased at Highfield ………….1 percent since last year

in March: £………………….3

current year’s profit’s: £……………….2 in September: £………………….4

predicted for last quarter: £……………………….5

(B) Listen to a TV presenter speaking about five people who have been nominated for a business award. Match the descriptions (a-e) to the names below.

6. Catherine Rope a) has taken over another company7. Deepak Patel b) has a number of overseas branches8. Ricky Rand c) went to university9. Gary Bell d) recently moved into a different area of business10. Melanie Rogers e) has always worked for the family business

II. Give a Lithuanian equivalent.1. a loan

2. a hoarding

3. a USP

4. a low-end market

5. a debt

6. to default

7. a promotional technique

8. thrifty

9. a jingle

10. securities

III. Give an English equivalent.1. kapitalo prieaugis

2. ekonominis nuosmukis

3. reklama prekybos vietoje

4. šykštus

5. nepageidaujama reklama

6. investicijų grąža

7. valiutų rinka

8. reklamos siuntimas paštu

9. reklamos vieta televizijoje

10. nekilnojamasis turtas

IV. Match a word from A and B and complete sentences 1-7.gross / pre-tax / venture / stock / earnings / sales / consumer

capitalists / revenues / profits / spending / per share / margin / market

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1. To raise money for a new business you have three options: bank debt, private investors or 2. always look good before you have to pay the government out of them.3. Divide the profits by the number of shares to calculate 4. With low unemployment and a strong housing market, has remained healthy.5. It was a quiet day on the with trading ending the day only a point lower.6. The difference between the selling price and the cost of production on a product is known as the 7. Walmart’s rose this quarter, driven partly by five new stores.

V. Advertising methods and media. Complete the missing words in these sentences. The first letter is given.1. Because tobacco companies can’t advertise on TV, they use s……………… at sporting events

such as Formula 1 to publicise their products.2. W……… o……. m………… tends to be the most effective form of advertising because you trust

the opinion of the person who tells you.3. I receive so many f……….. s………… I never need to buy the product!4. I’m always getting l………….. through my door for pizza delivery or personal loans.5. Sports men and woman are often used for celebrity e……………………..6. I usually can’t read what’s on a b……………… unless the traffic isn’t moving.7. They have a really short and memorable s……………… on their adverts.8. Television c………………….. seem to get louder and longer!9. I think the e…………………… in Milan would be a good event to launch our new spring range.10. The new p…………… campaign on the buses and underground is really imaginative.

VI. Write the numbers and symbols in words.1. 12.48 % 2. 991,800 3. £3.5 m 4. 274 5. 32 p 6. 0.185 7. 2014 8. $7.5 bn 9. €6.15 10. $2.90

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VII. Complete these sentences with appropriate words to describe the graph. Write ONE word in each gap.

1. Sales in January ................. ......... ........... 10 %.2. The price ..................... in February to 2,400 Swiss francs.3. From March to June, the price ..................... between 2,400 and 2,800 Swiss francs.4. In July it .................. .................. ................... of 2,950 Swiss francs.5. In August, there was a ...................... ....................... to 1000 Swiss francs.6. The price reached a .............. ........... ...... 1,000 Swiss francs.7. In September and October, the price remained .......................... 1,000 Swiss francs.8. In November, the price ....................... ............. to 1,400 Swiss francs.9. In December, the price .................... ................. .

VIII. Insert the correct article: a, an, the, or zero article.Well, I remember I was reading ............. newspaper in ........... Holiday Inn near ...............

Heathrow airport. I had just returned to ................ United Kingdom from ............... marketing trip to ............. New York. I had been staying in ............. Ritz Hotel. Anyway, ............ newspaper – think it was .............. Financial Times – had ............... article about what was .............. best advert of ............ century. I think one of ........... Marlboro’s cigarette adverts was voted .......... best. However I have always liked ............. Coca Cola’s adverts. I think it would be interesting to look at what adverts are popular in .............. different cultures. Would ............... advert that was popular in ............. United States also be popular in .................. Africa or ................. Asia?

IX. Put the definite article the or zero article (-) with the following.… Baltic Sea, … China, … Broadway, … Channel Islands, … Tilzes Street, … Middle East, … Hilton, … London, … Netherlands, … Oxfordshire, … Klaipeda, … Thames, … Texas, … Pennsylvania Avenue, … Nemunas, … Philippines, … Sahara, … Lithuania.

X. Translate into Lithuanian.However, by September the market had collapsed, and the share price fell back to £124. When

sellers took legal action to recover their money, the courts were not helpful because they saw such investment as a kind of gambling. Share prices on the New York stock exchange had begun rising in 1924, 1928 and in 1929 they rocketed to unbelievable levels.

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.....................................................................................................................................................................

.....................................................................................................................................................................

.....................................................................................................................................................................

.....................................................................................................................................................................

.....................................................................................................................................................................

.....................................................................................................................................................................

XI. Translate into English.Pirmoji ir labiausiai neįprasta spekuliacija istorijoje buvo ne akcijomis ar nekilnojamu turtu, bet

tulpių svogūnėliais. Žmonės pirko kompanijos akcijas tikėdamiesi gauti milžinišką pelną, bet akcijų pirkimo pakilimas žlugo ir daugelis investuotojų prarado visus savo pinigus. 1929-ųjų metų vertybinių popierių biržos krizė JAV-ose buvo didžiulė ir privedė prie sunkaus ekonominio muosmukio visame pasaulyje...............................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................

XII. Read the text Shares Fall as BSkyB Plans for Long-term and mark the statements as true or false.

Shares Fall as BSkyB Plans for Long-termBritish Sky Broadcasting saw more than £2 bn ($ 3.6 bn) wiped off its market value on

Wednesday after Europe’s largest pay-television group outlined growth plans. Investors took fright at proposals to increase marketing and infrastructure investment to attract customers to the pay-TV market and the pressure this puts on the company’s short-term profitability. The shares fell 19 percent, or 114 p, to a two-year low of 488 p.

James Murdoch, BSkyB’s Chief Executive, said a ‘short term fall in operating margin’ was expected in 2006, with significant growth from 2007 onwards. ‘There will be a reduction in terms of margin in the short term because of the increased volume of subscribers coming in those years,’ he added.

Some analysts’ fears that growth was running out of steam under the existing business model were worsened by yesterday’s disappointing news that just 81,000 new subscribers were added in the final quarter of last year to 7.4 m. But Mr. Murdoch said BskyB was on track to meet its target of 8 m. subscribers by the end of 2005. He also set out a new target of 10 m. subscribers by 2010. About £25 m will be spent on advertising and a further £450 m would be invested in its infrastructure over four years.

Pre-tax profit almost quadrupled to £480 m. in the year to June 30, compared with £122 m. the previous year. Group turnover was £3.66 bn, up from £3.19 bn in 2003. The full year dividend was 6 p, payable from earnings per share of 16.6 p, up from 9.6 p. BskyB expected the penetration of pay television to reach 80 percent of UK households in the long term, compared with 43 percent at the end of this period.

It believed it would benefit from increasing take-up of pay television as younger customers arrive on the market, and by technological advances. Mr. Murdoch said: ‘As a management team you have to be focused on the long-term, on creating real, durable value… we’ve only scratched the surface here. This is essentially a business that has its best years ahead.’

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1. Its market value – the total current value of BskyB’s shares – is now £2 billion.2. BskyB’s share price has risen.3. There were under 100,000 new subscribers in the last quarter of last term.4. James Murdoch thinks the numbers of new subscribers will continue to rise in the long term.5. BskyB will spend more than £20 million on advertising in the next few years.6. For the last full business year to June 30, profits increased by almost 400 percent.7. The group had turnover of below £3 billion.8. BskyB already reaches 80 percent of UK homes.

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TEST 11 (U6)*

I. Give an English equivalent.1. BVP 2. lydraštis, konosamentas 3. apmokėjimo sąlygos 4. (naudos) gavėjas 5. pateikti užsakymą 6. gamtiniai ištekliai 7. sutvarkyti draudimą 8. atvykimo uostas 9. prekybos rūmai 10. nurodyti kainą

II. Give a Lithuanian equivalent.1. a letter of credit 2. to meet the delivery date 3. a consignment 4. a sole distributor 5. to carry out a market survey 6. a sales invoice 7. a connoisseur 8. shipping documents 9. sea freight 10. a certificate of value and origin

III. Match the words to their definitions.1. infant industry a) an industry that is considered extremely important to

the economy of a country.2. dumping b) a company that is paid to arrange for goods to be transported on behalf

of others.3. protectionism c) very new industry4. strategic industry d) the practice of helping a country’s own industry by taxing foreign goods.5. forwarding agent e) the practice of selling large amounts of goods in a particular country at

prices that are unfairly low.

IV. Choose the correct alternative to complete these sentences.1. We will sign this contract tomorrow (unless / provided that) there are no further problems.2. (Provided that / Unless) we discuss the matter now, the problem is going to get worse.3. We will be able to commence work (as long as / unless) the deposit is paid.4. (Unless / So long as) we continue to order over 500 cases, they will continue giving us free

delivery.5. (Provided that / Unless) we hear from you by 5 pm tomorrow, we will assume that the deal is off.

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V. Conditionals. Put the verb in brackets to make the right conditional (first or second).1. If we ..................... (buy) more than 500 cases of the Reserve, what discount can you offer us?2. If you delivered in March, we .......................... (make) a firm order.3. They ....................... (not start) construction unless we train our personnel.4. If the Government ......................... (find) some extra money would you be prepared to create a

subsidiary in our country?5. If you agreed to create more jobs we ..................... (may) think about a productivity deal.6. If we give you 90 days’ credit instead of 60 .................... (you give) us the interest you would have

paid?7. We will reduce the price by 10 percent if you ............................ (give) us a firm order in advance.8. The terrorists are threatening to kill the hostages unless we ....................... (pay) them $1 million.9. If we pay the terrorists, there ................................... (be) many more kidnappings in the future.10. But if the hostages were killed, that .................................. (be) very bad for diplomatic relations.11. Even if we .................... (pay) the terrorists, we wouldn’t be able to guarantee the safety of the

hostages.

VI. (A) Read the article Managing International Retailing and mark the sentences as true or false. Managing International Retailing







1. Both Ikea and Toys “R” Us are strongly competitive in local markets around the world.2. Ikea and Toys “R” Us have the same management structure for their international network.3. Ikea’s international headquarters are in Sweden.4. Children in different countries like different kinds of toys.5. Toys “R” Us local managers have more decision-making powers than Ikea local managers.

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6. Ikea’s country managers have more control when they are in charge of more than two stores in the same region.






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TEST 12 (U6-U7)*

I. Give an English equivalent.1. BVP 2. lydraštis, konosamentas 3. apmokėjimo sąlygos 4. konkurencinis pranašumas 5. pateikti užsakymą 6. gamtiniai ištekliai 7. sutvarkyti draudimą 8. rinkodaros įgūdžiai 9. prekybos rūmai 10. nurodyti kainą

II. Give a Lithuanian equivalent.1. a letter of credit 2. to meet the delivery date 3. an established corporation 4. to brainstorm ideas 5. to carry out a market survey 6. a sales invoice 7. a breakthrough 8. shipping documents 9. sea freight 10. a certificate of value and origin

III. Match the words to their definitions.1. infant industry a) an industry that is considered extremely important to

the economy of a country.2. dumping b) a company that is paid to arrange for goods to be transported on behalf

of others.3. protectionism c) very new industry4. strategic industry d) the practice of helping a country’s own industry by taxing foreign goods.5. forwarding agent e) the practice of selling large amounts of goods in a particular country at

prices that are unfairly low.

IV. Choose the correct alternative to complete these sentences.1. We will sign this contract tomorrow (unless / provided that) there are no further problems.2. (Provided that / Unless) we discuss the matter now, the problem is going to get worse.3. We will be able to commence work (as long as / unless) the deposit is paid.4. (Unless / So long as) we continue to order over 500 cases, they will continue giving us free


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V. Conditionals. Put the verb in brackets to make the right conditional (first or second).1. If we ..................... (buy) more than 500 cases of the Reserve, what discount can you offer us?2. If you delivered in March, we .......................... (make) a firm order.3. They ....................... (not start) construction unless we train our personnel.4. If the Government ......................... (find) some extra money would you be prepared to create a

subsidiary in our country?5. If you agreed to create more jobs we ..................... (may) think about a productivity deal.6. If we give you 90 days’ credit instead of 60 ..................................... (you give) us the interest you

would have paid?7. We will reduce the price by 10 percent if you ............................ (give) us a firm order in advance.8. The terrorists are threatening to kill the hostages unless we ....................... (pay) them $1 million.9. If we pay the terrorists, there ................................... (be) many more kidnappings in the future.10. But if the hostages were killed, that .................................. (be) very bad for diplomatic relations.11. Even if we .............................. (pay) the terrorists, we wouldn’t be able to guarantee the safety of

the hostages.

VI. Read the article Taking Away the Need to Lie and decide if the statements below are true or false. Taking Away the Need to Lie

In the bad old days, working mothers had to learn to lie. Returning to work after having a baby, they had to prove that nothing had changed. On those black days when the child was ill or the childminder did not turn up, it was better to pretend to be sick themselves rather than to admit to any problem at home. Some people still live like this. But most companies now recognize that employees may have families. They know, in theory at least, that the old way meant their workers were unhappy, stressed out and likely to leave. Yet despite the new family-friendly policies, most companies are still getting it wrong. At one extreme, individual managers consider that any woman who has a family is not serious; at the other, the new militant working mothers behave as if it is their right to put their families first and let their colleagues cover for them.

We need help, and today we are getting some. Cary Cooper, professor of organizational psychology at University of Manchester Institute of Science and Technology, is publishing a pamphlet called ‘Finding the Balance’, containing 10 handy tips on how to balance work and family.

First, Prof Cooper says, you should alert your boss to the idea that you have family to look after. You should spell out how much you like your job and how committed you are. You should plan your approach in advance, thinking about what your employer’s likely reaction is going to be. When problems arise you should give your employer an idea of how long it is going to take to sort them out, and maybe offer to take some of the time off as holiday. You should suggest a way around the particular crisis that will allow you both to be at home and get some work done at the same time. When you come back you should try extra hard, and then point out to your employer how being flexible has allowed you to deal with the crisis at home, without your work suffering.

1. Before, working mothers had to behave as if the situation was exactly the same as before they had children.

2. Before, working mothers were able to tell their boss and take time off work if their children were ill.3. The word “themselves” refers to childminders.4. The situation with working mothers that existed before has not changed at all.5. Some managers still think that women who have children are not committed to their work.6. All working mothers think that their colleagues should replace them when they cannot come to

work.

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TEST 13 (U5-U6-U7)*

I. Give a Lithuanian equivalent.1. technical expertise

2. a letter of credit

3. outplacement

4. royalty

5. to downsize an organisation

6. a beneficiary

7. outsourcing

8. a connoisseur

9. empowerment

10. laisser-faire

II. Give an English equivalent.1. darbo santykiai

2. lydraštis

3. atradimas (perversmas, pvz moksle)

4. siunta

5. draudimo įmoka

6. išeitinė kompensacija

7. Prekybos Rūmai

8. darbo stažas

9. nurodyti kainą

10.konkurencinis pranašumas

III. Give English definitions for the following:1. dumping 2. protectionism 3. a portfolio worker 4. to delayer an organisation 5. a brainwave

IV. Write a suitable active word / word combination for the following definitions:1. a model or initial version of something 2. relevant skills, qualifications, experience, or qualities to get a job 3. a conversation between a manager and an employee, which allows the manager to judge how well the employee is doing their job 4. a document giving details of goods or services that someone has bought and must pay for 5. a company that is paid to arrange for goods to be transported and often exported on behalf of others

V. Choose answer a, b or c to complete these sentences.1. Free trade is when goods come in and out of a country without any __________ or taxes.

a) subsidies b) controls c) borders2. To encourage free trade, countries remove all _____________ to trade.

a) barriers b) ports c) deregulations3. Food _____________ have complained at new charges on their exports.

a) consumers b) producers c) clients51

4. ___________ are paid to domestic producers to sell their goods more cheaply.a) Tariffs b) Quotas c) Subsidies

5. To limit the quantity of a product, ____________ can be applied.a) dumping b) quotas c) deregulation

6. Fair trade food has become a global _____________ market.a) wealth b) niche c) world

7. The new policy of ____________ means consumers will be offered a wider range of high quality products.

a) developing industries b) regulation c) deregulation8. ____________ are taxes on imported goods.

a) Tariffs b) Borders c) Customs9. Overseas companies are ____________ their goods and ruining our domestic markets.

a) trading b) dumping c) developing10. We intend to ______________ out benefits to farmers over the next five years.

a) lead b) run c) phase11. I believe that the benefits western farmers have enjoyed have resulted in widespread ___________________.

a) poor b) poverty c) survival12. We should protect our economy and ___________ all cheap imports.

a) ban b) promote c) liberalise

VI. Rewrite these as direct or indirect questions.1. What’s your job? I was wondering 2. What time does the first one arrive? I’d like to know 3. Why has he gone so early? Could you tell me 4. Do you know where the interview room is? 5. Do you happen to know if they’ve finished? 6. I have no idea who she is?

VII. Write the verb in brackets in the correct form.1. If you ………………….. (not deliver) by Thursday, we’ll find someone who can.2. What kind of deal …………… you ……………(offer) if we agreed in principle?3. …………. you ……………. (change) them if they don’t improve?4. I …………………….. (not / sign) if I were you.5. If you …………… (give) us a 10% discount, we’ll place an order of over 1000.6. We’d increase the guarantee to two years if you …………… (increase) the order.7. Where would we be if it ………… (not / be) for subsidies?8. If you don’t hear from me, you …………….. (know) I’m OK.

VIII. Rewrite these sentences in the passive.1. The market research company interviews the public. 2. They’ll test the new model next week. 3. They’ve put up prices for the fifth time this year. 4. He started his first company in 1967. 5. Start the machine like this.

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6. I was emailing the documents when my laptop crashed. 7. I’ve applied for a patent. 8. The delivery firm are transporting the goods now.

IX. Underline the correct word in italics.1. OK. Let’s get down / up / through to business.2. Could you just hang in / on / at a moment, please.3. Perhaps we could get down / back / forward to the main point.4. I think we should move out / on / up now to the next point on the agenda.5. Do you mind if we come up / down / back to that later on?6. Hold on / up / in. we need to look at this in more detail.7. OK. Let’s go under / out / over what we’ve agreed.8. How do you feel of / about / on that?9. Right, to sum up / down / back then…

X. Write these words in the negotiation below.offer / deal / mind / difficult / reach / break / right / point / hang / condition

A: We’d like to ……………….. an agreement with you by the end of today.B: Can you tell me a little about what you have in ………………?A: We’d be prepared to increase the offer we made yesterday on the …………. that you extend the

………… to three years. If necessary, we’d even extend the service contract.B: Have I got this ………….? You’re doubling your offer on yesterday.A: Well, yes, it’s more than we usually ……………. And as long as you guarantee us exclusivity…B: ……………… on. Are you saying we won’t be able to use any other supplier?A: That’s right.B: I’m not sure about that.A: It would be ………………. for us to agree to anything else.B: I’ll have to consult my colleagues about that ……………………..A: Sure. We can take a short ………….. if you want to call them.

XI. Read the article and match each of these statements (1-5) about conversations with one of the paragraphs (i-v).

i) As many European cultures have already known for years, being good at conversation is a key skill – both socially and in business. ____________________ 6.These companies are gradually recognising that good conversation is more than just making sure the person you’re speaking to has got your message. ____________________7. This two-way interaction generates idea after idea.

ii) Mark Satchell of TDR International says, ‘Managers used to see their staff chatting as a sign of them wasting their time or not having enough to do. What managers failed to see was the way conversation builds relationships – between employees and between staff and their managers. ____________________ 8. This in turn aids company loyalty, staff retention and, ultimately, productivity!’

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iii) ____________________ 9. The office cleaner of a large London organisation, for instance, was chatting to the MD early in the morning and happened to mention that staff regularly left their windows open. Nothing more than that! But, within a week staff had been reminded by the MD to close their windows before going home, office security improved and the heating bill was reduced!

iv) Face-to-face conversation puts people in touch with each other, rather than distancing them, as e-mails are often said to do. This kind of communication can reduce stress in the workplace. ____________________ 10. If employees can’t sort out problems among themselves, they can grow into something much bigger!

v) So, as Malcolm Rogers of the Mallory Business School says, ‘I think it would be a good idea to do the same things our Spanish, Italian, French and Portuguese colleagues do – greet everyone in the morning, have a coffee together, enjoy an extended lunch and, most importantly, engage in some good old-fashioned conversation.’

1. A brief conversation led to important changes for one company.2. Perhaps we should learn from our European neighbours.3. Good conversation can help to motivate staff.4. Talking to colleagues is a good way of dealing with problems at work.5. Effective conversation is important in your private and work life.

Now complete the gaps (6–10) in the article with the sentences (a–e) below.a) This is because it enables people to discuss issues and solve everyday work difficulties.b) It’s about listening to the other person and responding. c) It may come as a surprise to some what people can learn from casual conversation.d) However, this is something British businesses are only starting to realise.e) In addition, conversation enables colleagues to work better as a team.

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TEST 14 (U5-U6-U7)

I. Give English definitions for the following:1. dumping 2. protectionism 3. a portfolio worker 4. to delayer an organisation 5. a brainwave 6. technical expertise 7. a letter of credit 8. outplacement 9. royalty 10. to downsize an organisation 11. a beneficiary 12. outsourcing 13. a connoisseur 14. empowerment 15. laisser-faire

II. Write a suitable active word / word combination for the following definitions:1. a model or initial version of something 2. relevant skills, qualifications, experience, or qualities to get a job 3. a conversation between a manager and an employee, which allows the manager to judge how well

the employee is doing their job 4. a document giving details of goods or services that someone has bought and must pay for 5. a company that is paid to arrange for goods to be transported and often exported on behalf of others

6. relations between employers and employees in an organisation or an industry 7. a list giving details of the goods that a ship, etc. is carrying 8. an important discovery or development 9. a quantity of goods that are sent or delivered somewhere 10. a payment made to an insurance company in return for which the company agrees to pay for loss,

damage or expenses usually up to a particular amount 11. a set of conditions, proposals or money provided on ending sb’s contract of employment 12. a national organization that encourages trade between its own country and foreign companies 13. the work that sb does for an organization, especially when it continues for a long time 14. to tell a customer how much you will charge them for a job, service or product 15. something that helps a company be in a situation where a company is in a position to be more

successful than its competitors

III. Choose answer a, b or c to complete these sentences.1. Free trade is when goods come in and out of a country without any __________ or taxes.


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a) consumers b) producers c) clients4. ___________ are paid to domestic producers to sell their goods more cheaply.

a) tariffs b) quotas c) subsidies5. To limit the quantity of a product, ____________ can be applied.

a) dumping b) quotas c) deregulation6. Fair trade food has become a global _____________ market.

a) wealth b) niche c) world7. The new policy of ____________ means consumers will be offered a wider range of high quality products.

a) developing industries b) regulation c) deregulation8. ____________ are taxes on imported goods.

a) tariffs b) borders c) customs9. Overseas companies are ____________ their goods and ruining our domestic markets.

a) trading b) dumping c) developing10. We intend to ______________ out benefits to farmers over the next five years.

a) lead b) run c) phase11. I believe that the benefits western farmers have enjoyed have resulted in widespread ___________________.



IV. Rewrite these as direct or indirect questions.1. What’s your job? I was wondering 2. What time does the first one arrive? I’d like to know 3. Why has he gone so early? Could you tell me 4. Do you know where the interview room is? 5. Do you happen to know if they’ve finished? 6. I have no idea who she is?

V. Write the verb in brackets in the correct form.1. If you ………………….. (not deliver) by Thursday, we’ll find someone who can.2. What kind of deal …………… you …………… (offer) if we agreed in principle?3. …………. you ……………. (change) them if they don’t improve?4. I …………………….. (not / sign) if I were you.5. If you …………… (give) us a 10 % discount, we’ll place an order of over 1000.6. We’d increase the guarantee to two years if you …………… (increase) the order.7. Where would we be if it ………… (not / be) for subsidies?8. If you don’t hear from me, you …………….. (know) I’m OK.

VI. Rewrite these sentences in the passive.1. The market research company interviews the public.

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2. They’ll test the new model next week. 3. They’ve put up prices for the fifth time this year. 4. He started his first company in 1967. 5. Start the machine like this. 6. I was emailing the documents when my laptop crashed. 7. I’ve applied for a patent. 8. The delivery firm are transporting the goods now.

VII. Underline the correct word in italics.1. OK. Let’s get down / up / through to business.2. Could you just hang in / on / at a moment, please.3. Perhaps we could get down / back / forward to the main point.4. I think we should move out / on / up now to the next point on the agenda.5. Do you mind if we come up / down / back to that later on?6. Hold on / up / in. we need to look at this in more detail.7. OK. Let’s go under / out / over what we’ve agreed.8. How do you feel of / about / on that?9. Right, to sum up / down / back then…

VIII. Write these words in the negotiation below.offer / deal / mind / difficult / reach / break / right / point / hang / condition



IX. Read the article and match each of these statements (1-5) about conversations with one of the paragraphs (i-v).

i) As many European cultures have already known for years, being good at conversation is a key skill – both socially and in business. ____________________ 6. These companies are gradually

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recognising that good conversation is more than just making sure the person you’re speaking to has got your message. ____________________7. This two-way interaction generates idea after idea.


iii)____________________ 9. The office cleaner of a large London organisation, for instance, was chatting to the MD early in the morning and happened to mention that staff regularly left their windows open. Nothing more than that! But, within a week staff had been reminded by the MD to close their windows before going home, office security improved and the heating bill was reduced!

iv)Face-to-face conversation puts people in touch with each other, rather than distancing them, as e-mails are often said to do. This kind of communication can reduce stress in the workplace. ____________________ 10. If employees can’t sort out problems among themselves, they can grow into something much bigger!




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TEST 15 (U1*-7)

I. Give a Lithuanian equivalent.1. marketable

2. a bill of lading

3. a loss leader

4. eponymous

5. Chamber of Commerce

6. performance appraisal

7. to downgrade a seat

8. SWOT

9. controlling interest

10. industrial relations

II. Give an English equivalent.1. socialinė pašalpa

2. metinės pajamos

3. pasiūlyti lengvatą

4. rentabilus

5. atlygio už darbą sistema

6. autorinis honoraras

7. užsakomosios paslaugos

8. laikytis sveikatos ir saugumo reikalavimų

9. teisių ir galių suteikimas

10. specializuota mažmeninės prekybos parduotuvė

III. Give English definitions for the following:1. a global offensive 2. joint venture 3. a jet lag 4. target consumer 5. a freelancer 6. GDP per capita 7. a blueprint

IV. Write a suitable active word / word combination for the following definitions:1. the relation in value between one currency and another 2. the work that companies do when they are developing new products, services, or methods 3. to wait at a place to show your ticket when you arrive at an airport 4. a variety of products / services of a particular type 5. the work that sb. does for an organization, especially when it continues for a long time 6. to tell a customer how much you will charge them for a job, service or product 7. something that helps a company be more successful than its competitors

V. Correct the grammatical mistakes in these sentences (comparison of adjectives).1. Prague has become central Europe’s glamourest city.

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2. Cleveland is now one of the most cleanest cities in North America. 3. The London Underground is worst than the Tokyo Underground system. 4. Ireland is not as larger as Sweden. 5. The London Stock Exchange is very older than the Singapore Exchange. 6. Their prices are very high in compared to ours

VI. Complete this report by writing the correct form of the verbs given in brackets. Use either the past simple or the present perfect.

In a meeting held last Monday, the Marketing Department proposed that the company should change its advertising strategy. It ……………….1 (be) the policy in the past to use TV as the main medium for advertising our products. However, in the last year, there ………………2(be) a number of changes. The cost of TV advertising ………………3 (rise) considerably since the beginning of last year. For example, whereas a one-minute prime-time slot …………..4 (cost) £500,000 last year, it now costs £750,000. In addition, the results of our TV advertising campaign last year ………………5 (be) very disappointing. Market research, which we ………………6 (conduct) between October and December last year, ………………7 (show) only a slight increase in sales following the campaign.

VII. Insert the correct article: a, an, the, or zero article.Well, I remember I was reading ............. newspaper in ........... Holiday Inn near ...............

Heathrow airport. I had just returned to ................ United Kingdom from ............... marketing trip to ............. New York. I had been staying in ............. Ritz Hotel. Anyway, ............ newspaper – think it was .............. Financial Times – had ............... article about what was .............. best advert of ............ century. I think one of ........... Marlboro’s cigarette adverts was voted .......... best.

VIII. How would you find out politely the following information?1. What are your strengths? 2. What would your colleagues say about you? 3. Have you changed in the last five years?

IX. Choose the correct alternative to complete these sentences.1. We will sign this contract tomorrow (unless / provided that) there are no further problems.2. We will be able to commence work (as long as / unless) the deposit is paid.3. (Unless / So long as) we continue to order over 500 cases, they will continue giving us free


X. Conditionals. Put the verb in brackets to make the right conditional (first or second).1. If the Government ......................... (find) some extra money would you be prepared to create a

subsidiary in our country?2. If you agreed to create more jobs we ..................... (may) think about a productivity deal.

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3. If we give you 90 days’ credit instead of 60 ..................................... (you give) us the interest you would have paid?

4. We will reduce the price by 10 percent if you ............................ (give) us a firm order in advance.5. If we pay the terrorists, there ................................... (be) many more kidnappings in the future.6. But if the hostages were killed, that .................................. (be) very bad for diplomatic relations.7. Even if we .............................. (pay) the terrorists, we wouldn’t be able to guarantee the safety of

the hostages.

XI. Rewrite these sentences in the passive.1. We are relocating our head office in Canada. 2. We were considering the new proposal for most of last week. 3. They have cancelled the 9.00 am flight to Hong Hong. 4. Patrick Miller built the first steam ship in Scotland in 1799.

XII. Read Part 1 of the article Corporate Social Responsibility: an issue for recruits and match the headings (a-e) to the paragraphs (1-5).

Corporate Social Responsibility: an issue for recruitsPart 11…………………. Climate change, human rights and child labour. A few years ago, companies

would have found these issues irrelevant. However, as the world has become better informed, companies have had to take more account of their non-financial impact on society and corporate social responsibility (CSR) has become crucial to a company’s success.

2…………………. But do graduates pay any attention to this – and is it having any effect on the career choices they make? Peter Davies, deputy chief executive of Business in the Community, the UK charity that aims to improve the company’s impact on society, says that commitment to CSR does help companies attract new recruits. ‘Companies seen to be managing aspects of corporate responsibility are able to retain and recruit better staff.’

3 …………………. Sectors at the forefront of CSR ’are those addressing global issues such as human rights, poverty and HIV / AIDS, some of the big issues in society,’ Professor Warhurst of Warwick Business School says. ‘Those are the attractive employers. They’re exciting, they’re doing something completely different – and they’re the ones in the press.’

4 …………………... She gives the example of the logistics sector as one that has welcomed the challenges of ethical business. ‘Many train, freight and air services – among them DHL and FedEx – are helping hurricane victims in the Caribbean. TPG, the Dutch logistics group, invests heavily in the World Food Programme and has introduced a staff volunteering programme.’

5 …………………... Different types of companies are having to face different issues, she says, ‘Retail companies are there on ethical supply chain management, oil and mining companies are getting there on land rights, etc., while companies are working on environmental issues.’

a) Good publicity for companies.b) Growing importance of ethical business.c) CSR in the transport sector.d) Helping to attract and keep employees.e) Ethics in a variety of sectors.

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Read Part 2 of the article Corporate Social Responsibility: an issue for recruits and complete the gaps (6-10) with the missing sentences (a-e).

Corporate Social Responsibility: an issue for recruitsPart 2The effort is worthwhile, she believes. ‘People think of companies doing these things as better

companies and might choose them over others.’Anne-Marie Martin, director of the University of London careers service, agrees, but says that for

many the interest in CSR ‘started in the last recession, when students saw their parents being made redundant. …………………… 6’

Corporate scandals such as Enron and Anderson also made students look twice at some high-flying financial careers, but Ms. Martin says ‘They’re generally aged twenty-one to twenty-three. …………………… 7. You’re not going to look too hard at it.’ Some students, though, ‘won’t touch particular areas because they are not socially responsible. These students do think quite deeply about this. They’re very serious about things like the arms trade, the tobacco industry, the third world and green issues. ……………………….. 8. On the other there are also those who are just interested in money.’

Over recent years there has certainly been a huge growth in careers in areas related to CSR. …………………..9. in addition, a recent survey reported that, among new employees, the qualities employees most value in a company are clear vision and ethical values. ……………………..10.

a) So, on the one hand there is a group who want to feel that something is being done.b) This might be ethical investment or environmental consultancy, for instance.c) That made them think much more deeply about what they wanted from a job.d) They’re faced with a big pay package, a glamorous company with lots about CSR.e) Only time will tell if interest in business ethics will continue to increase.

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TEST 16 (U2-U7)

I. Give English definitions for the following:1. a global offensive 2. joint venture 3. a jet lag 4. target consumer 5. a freelancer 6. GDP per capita 7. a blueprint 8. marketable 9. a bill of lading 10. a loss leader 11. eponymous 12. Chamber of Commerce 13. performance appraisal 14. to downgrade a seat 15. SWOT 16. controlling interest 17. industrial relations

II. Write a suitable active word / word combination for the following definitions:1. the relation in value between one currency and another 2. the work that companies do when they are developing new products, services, or methods 3. to wait at a place to show your ticket when you arrive at an airport 4. a variety of products / services of a particular type 5. the work that sb. does for an organization, especially when it continues for a long time 6. to tell a customer how much you will charge them for a job, service or product 7. something that helps a company be more successful than its competitors 8. money that is given to people who are unemployed or who cannot work because they are sick 9. money that is received by a business or the State once a year 10. to offer something that encourages people to work harder, spend more money, etc. 11. giving the best possible profit or benefits for the money that is spent 12. the system of giving somebody money for doing their job, with other benefits that the company

offers 13. an amount of money that is paid for the right to use the property of another person, such as the

owner of a copyright or patent 14. the process of arranging for somebody outside a company to produce goods or provide services for

that company 15. a specialized shop selling goods to the public 16. to follow the rules in order to be healthy and safe 17. when managers give employees more responsibility to control their own work, make their own

decisions

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III. Correct the grammatical mistakes in these sentences (comparison of adjectives).1. Prague has become central Europe’s glamourest city. 2. Cleveland is now one of the most cleanest cities in North America. 3. The London Underground is worst than the Tokyo Underground system. 4. Ireland is not as larger as Sweden. 5. The London Stock Exchange is very older than the Singapore Exchange. 6. Their prices are very high in compared to ours

IV. Complete this report by writing the correct form of the verbs given in brackets. Use either the past simple or the present perfect.

In a meeting held last Monday, the Marketing Department proposed that the company should change its advertising strategy. It ……………….1 (be) the policy in the past to use TV as the main medium for advertising our products. However, in the last year, there ………………2(be) a number of changes. The cost of TV advertising ………………3 (rise) considerably since the beginning of last year. For example, whereas a one-minute prime-time slot …………..4 (cost) £500,000 last year, it now costs £750,000. In addition, the results of our TV advertising campaign last year ………………5 (be) very disappointing. Market research, which we ………………6 (conduct) between October and December last year, ………………7 (show) only a slight increase in sales following the campaign.

V. Insert the correct article: a, an, the, or zero article.Well, I remember I was reading ............. newspaper in ........... Holiday Inn near ...............

Heathrow airport. I had just returned to ................ United Kingdom from ............... marketing trip to ............. New York. I had been staying in ............. Ritz Hotel. Anyway, ............ newspaper – think it was .............. Financial Times – had ............... article about what was .............. best advert of ............ century. I think one of ........... Marlboro’s cigarette adverts was voted .......... best.

VI. How would you find out politely the following information?1. What are your strengths? 2. What would your colleagues say about you? 3. Have you changed in the last five years?

VII. Choose the correct alternative to complete these sentences.1. We will sign this contract tomorrow (unless / provided that) there are no further problems.2. We will be able to commence work (as long as / unless) the deposit is paid.3. (Unless / So long as) we continue to order over 500 cases, they will continue giving us free


VIII. Conditionals. Put the verb in brackets to make the right conditional (first or second).1. If the Government ......................... (find) some extra money would you be prepared to create a

subsidiary in our country?2. If you agreed to create more jobs we ..................... (may) think about a productivity deal.3. If we give you 90 days’ credit instead of 60 ..................................... (you give) us the interest you

would have paid?4. We will reduce the price by 10 percent if you ............................ (give) us a firm order in advance.

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5. If we pay the terrorists, there ................................... (be) many more kidnappings in the future.6. But if the hostages were killed, that .................................. (be) very bad for diplomatic relations.7. Even if we .............................. (pay) the terrorists, we wouldn’t be able to guarantee the safety of

the hostages.

IX. Rewrite these sentences in the passive.1. We are relocating our head office in Canada. 2. We were considering the new proposal for most of last week. 3. They have cancelled the 9.00 am flight to Hong Hong. 4. Patrick Miller built the first steam ship in Scotland in 1799.

X. Read Part 1 of the article Corporate Social Responsibility: an issue for recruits and match the headings (a-e) to the paragraphs (1-5).

Corporate Social Responsibility: an issue for recruitsPart 11…………………. Climate change, human rights and child labour. A few years ago, companies



3 …………………. Sectors at the forefront of CSR ’are those addressing global issues such as human rights, poverty and HIV / AIDS, some of the big issues in society,’ Professor Warhurst of Warwick Business School says. ‘Those are the attractive employers. They’re exciting, they’re doing something completely different – and they’re the ones in the press.’

4 …………………... She gives the example of the logistics sector as one that has welcomed the challenges of ethical business. ‘Many train, freight and air services – among them DHL and FedEx – are helping hurricane victims in the Caribbean. TPG, the Dutch logistics group, invests heavily in the World Food Programme and has introduced a staff volunteering programme.’

5 …………………... Different types of companies are having to face different issues, she says, ‘Retail companies are there on ethical supply chain management, oil and mining companies are getting there on land rights, etc., while companies are working on environmental issues.’


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many the interest in CSR ‘started in the last recession, when students saw their parents being made redundant. …………………… 6’

Corporate scandals such as Enron and Anderson also made students look twice at some high-flying financial careers, but Ms. Martin says ‘They’re generally aged twenty-one to twenty-three. …………………… 7. You’re not going to look too hard at it.’ Some students, though, ‘won’t touch particular areas because they are not socially responsible. These students do think quite deeply about this. They’re very serious about things like the arms trade, the tobacco industry, the third world and green issues. ……………………….. 8. On the other there are also those who are just interested in money.’



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TEST 17 (U7-U8)

I. Progress Test 3, Part 2. (CD 2) Listening 2. Charles and Gina run a successful ice-cream business. Listen to the radio interview with Charles and decide if the statements are TRUE or FALSE.

1. They wanted to set up their own financial company in the US.2. They noticed that UK supermarkets did not stock a large range of ice-creams.3. Their ice-cream is more expensive than US ice-cream but has a homemade quality.4. They carried out extensive market research and went on a course.5. They hope to double their staff in the near future.

II. Give a Lithuanian equivalent.1. hospitality

2. outplacement

3. recruitment

4. to downsize an organisation

5. to handle stereotypes with caution

6. outsourcing

7. It is bad manners to

8. Empowerment

9. to have a first-hand experience

10. To headhunt

III. Give an English equivalent.1. Sudaryti galutinį kandidatų sąrašą

2. Tarpkultūrinis klausimas /problema

3. Bendrauti šalies, kurioje esi kalba

4. Mažinti atotrūkį tarp kultūrų

5. išeitinė išmoka

6. Kultūrinis sąmoningumas

7. darbo stažas

8. Išvengti sumišimo/keblios padėties

9. Užtikrinti konkurencinį pranašumą

10. Neteisėtas atleidimas iš darbo

IV. Give English definitions for the following:1. a portfolio worker 2. a high performer 3. a benefit 4. to work flexitime

V. Write a suitable active word / word combination for the following definitions:1. relations between employers and employees in an organisation or an industry 2. the work that sb. does for an organization, especially when it continues for a long time 3. a feeling of confusion, caused by being in a place that is very different from what you are used to 4. a person (country, organisation) that receives and entertains guests (organises an event) in social or

official capacity

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VI. The recruitment process. Match the words in A and B and complete sentences 1-8.pep / head / financial / curriculum / interview / application / fast / probationary

track / package / hunter / talk / form / panel / vitae / period

1. I always find that a quick __________________________ with my staff raises morale.2 The _________________________________ includes a pension and an annual bonus.3 Six months is the standard ______________________________________________.4 I’m on a ______________________________ scheme so I should be promoted soon.5 Please could you fill in this ____________________________ before the interview.6 It was scary! I had to sit in front of an _________________________ of six people.7 I work as a ________________________. I have to find the best person for the job.8 My ___________________________ is out of date. It doesn’t include details of my most recent

job.

VII. Complete these sentences with answer a, b or c.1. You _________ use a mobile phone on an aeroplane.

a) mustn’t b) don’t have to c) have to2. He’s tired. I think he _________ take a holiday.

a) must b) has to c) should3. I’m sorry but I ________ agree with her on this one.

a) don’t have to b) have to c) should4. Anyone wishing to enter the country _________ apply for a visa first.

a) must b) mustn’t c) should5. You really_________ come out for dinner if you don’t want to.

a) mustn’t b) have to c) don’t have to

VIII. Circle the correct alternative for the underlined phrases.1. I recommend that you don’t talk about money. You (shouldn’t / don’t have to) talk about money.2. It’s essential that we order the new stationery supplies today. We (must / should) order the new

stationery supplies today.3. It isn’t necessary for you to attend the meeting. You (mustn’t / don’t have to) attend the meeting.4. I advise you to take plenty of business cards with you on your trip. You (have to / should) take

plenty of business cards with you on your trip.5. Where I work it’s necessary for everyone to start work at 9.00. Where I work everyone (should / has

to) start work at 9.00.

IX. Your colleague is going on some trips. Give some tips by re-writing these sentences with a modal verb.1. In most states in the USA, it’s against the law to drive faster than 65 m.p.h. on the freeway. 2. When doing business in Italy, it’s advisable to be prepared to make plenty of small talk first. 3. In the UAE, it’s necessary that you eat with the right hand.

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4. In Brazil, you’re not obliged to say what your income is. 5. In Italy, it is strongly advised to accept a dinner invitation.

X. Write each question. Use the prompts in brackets and the replies to help you.1. (applicant / think / be / suitable?)

‘Well, I think both applicants are reasonable, but Stephen Wrigley appears the best for this particular post to me.’

2. (give / pigs / that type of feed?) ‘We’d only been giving them that particular type of pig feed for about two months.’

3. (tell / you / divorce?) ‘I think it was Susan who told me about it, but most people at college seem to know.’

4. (persuade / David / stay / team?) ‘No, I don’t think we could have persuaded him to stay any longer. The counter-offer was far too attractive.’

XI. Change the indirect questions into the direct ones.1. Do you know where the interview room is? 2. Do you happen to know if they’ve finished? 3. I have no idea who she is?

XII. Rewrite each question to make it less direct, but so that it is as similar in meaning as possible to the original question. Begin with the phrases given.1. Who is responsible for street cleaning in this area? Could you tell me

2. Why did it take you so long to deliver this parcel? I’d like to know

3. Has Harriet finished the minutes of the meeting yet or not? I wonder

4. When will the new curtains for the hotel suites be ready? Please let me know

5. What’s your job? I was wondering

6. What time does the first one arrive? I’d like to know

7. Why has he gone so early? Could you tell me

XIII. Complete B’s responses to A.1. A: I’ve just been promoted to Managing Director! B:__________________!2. A: Can I pay for this? B:_____ ________ __________3. A: Those cakes look good! B:________ ____________4. A: Would you like to join us for dinner this evening? B:________ __________ ________.5. A: I’m so tired after the journey. B: Have a seat. _____ _______ ___ _______6. A: Cheers! B:________!

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XIV. Write in the missing question words.1. ______ this your first visit to South Korea? 5. ______’s the food like?2. ______ long have you been based there? 6. ______ part of France did you visit?3. ______ you been to Rome before? 7. ______ I introduce you to John Perry?4. ______ are you staying?

XV. Read the article and match each of these statements (1-5) about conversations with one of the paragraphs (i-v).

i) As many European cultures have already known for years, being good at conversation is a key skill – both socially and in business. ____________________ 6. These companies are gradually recognising that good conversation is more than just making sure the person you’re speaking to has got your message. ____________________7. This two-way interaction generates idea after idea.


iii) ____________________ 9. The office cleaner of a large London organisation, for instance, was chatting to the MD early in the morning and happened to mention that staff regularly left their windows open. Nothing more than that! But, within a week staff had been reminded by the MD to close their windows before going home, office security improved and the heating bill was reduced!

iv) Face-to-face conversation puts people in touch with each other, rather than distancing them, as e-mails are often said to do. This kind of communication can reduce stress in the workplace. ____________________ 10. If employees can’t sort out problems among themselves, they can grow into something much bigger!



B Now complete the gaps (6–10) in the article with the sentences (a–e) below.a) This is because it enables people to discuss issues and solve everyday work difficulties.b) It’s about listening to the other person and responding. c) It may come as a surprise to some what people can learn from casual conversation.d) However, this is something British businesses are only starting to realise.e) In addition, conversation enables colleagues to work better as a team.

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TEST 18 (U5-U8)

I. Progress Test 4. (CD 2) Listening. Listen to Mark Parry, a business analyst, giving a presentation at a business forum on better ways of doing business. Answer the questions below with the correct alternative.

1. What does the CEO say about his company?a) Its marketing budget for new products is currently too small.b) It makes only slight changes to existing products.c) Its products are not yet of a high enough quality.

2. What does Mark say about the big brand companies?a) Most gave the poor climate as the reason for lower sales.b) Unilever saw its profits rise for the third time.c) Three companies expected an average turnover.

3. What is the first piece of advice that Mark gives?a) Work more closely with big companies.b) Bring new products onto the market.c) Use a different advertising agency.

4. What is the second piece of advice that Mark gives?a) Try and meet the retailer’s needs.b) Aim to increase profits at any cost.c) Remember that the customer is the consumer.

5. What is the third piece of advice that Mark gives?a) Look for alternative distributors.b) Provide a good after-sales service.c) Try selling directly to your customers.

II. Give a Lithuanian equivalent.1. a capital gain

2. return on investment

3. a counterpart

4. gross margin

5. an endorsement

6. on behalf of the company

7. performance appraisal

8. to make redundant

9. remuneration system

10. real estate

III. Give an English equivalent.1. skelbti laisvą darbo vietą

2. gera profesinė patirtis

3. vertybiniai popieriai

4. svečius priimančios šalies etiketas ir draudimai

5. skola

6. išskirtinis produkto požymis

7. rinkodaros skyrius

8. finansinių įsipareigojimų nevykdymas

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9. mokesčių grąžinimas 10. pastovus laikas (pvz. reklamai) TV programoje

IV. Choose the best word to complete these sentences.1. Please could you submit the ________________ form by 22 August.

a) offer b) application c) covering d) probationary2. We’re looking for someone with excellent communication________________

a) education b) qualifications c) skills d) experience3. There are over a hundred references to ________________

a) shortlist b) enable c) make d) check4. Could you type up the ________________ after the meeting?

a) agenda b) minutes c) AOB d) items5. I’ve just started a new job and have been thrown in the ________________ end.

a) big b) wide c) deep d) long6. My boss has no ________________ and really embarrassed himself at lunch yesterday.

a) traditions b) customs c) greetings d) manners7. It was a great eye- ________________ doing business in Japan.

a) turner b) opener c) closer d) widener8. We need to come up with a new marketing ________________

a) exhibition b) campaign c) mailshot d) commercial

V. Replace the underlined words with the right idioms (hot water, see eye to eye, like a house on fire, thrown in at the deep end, eye-opener, like a fish out of water, break the ice).1. In my first job I was really given no help. 2. They don’t agree with each other on this issue. 3. She got into trouble for not wearing her uniform. 4. When I interview people I try to relax them and get them talking with a joke. 5. I was very uncomfortable when I first started managing this department.

VI. Complete the passage with / a / an / the / - / articles.In addition, subvertising is reaction against invasion of public places by hoardings, posters,

slogans, logos, etc., which some people say 'pollute our mental environment’. It is attempt to‚ reclaim streets’, to free our personal space of those consumerist messages which can be seen or heard left, right and centre in our cities.

While one cannot ignore that in eyes of law, altering hoardings is considered minor form of vandalism, one has to recognise that subvertising is form of creativity and way of exercising one’s freedom of speech.

VII. Modal verbs: choose the correct alternative from the brackets.1. Visitors must / should register with the police within one week of arriving. Anyone who does not

can be fined $1,000.2. It is very difficult to find somewhere to live. You will probably must / have to live in a hotel for the

first few weeks.3. UK citizens mustn’t / don’t have to register at the British Consulate but doing so will help the consul

to assist you if you get into trouble.

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4. You should / must carry your passport with you at all times. The police carry out frequent spot checks.

5. Visitors and residents don’t have to / mustn’t go near military installations, especially when carrying a camera.

VIII. Complete the graph using the information in the text.Ten years ago, Smithson made a profit of £10 million. Its products were in great demand and,

over the next three years, its profits rose to £35 million. Profits then levelled off for two years, remaining at the same level. There was a slight drop in the following year to £33 million, before profits started rocketing again. They tripled to reach £100 million two years ago. It was then that Smithson’s troubles started. Profits plummeted to only £7 million last year, and this year Smithson made its first ever loss, of £50 million.

IX. Make the questions below indirect.1. Are you satisfied with your present salary? 2. How do you react when people criticize you? 3. What are your weaknesses? 4. Why do you think you are the right person for this job?

X. Make the questions below direct.1. I wonder if there is anything you dislike in your present job. 2. Do you mind telling me what kind of situations you find difficult? 3. I’d like to know how much you earned in your last job. 4. Could I ask you if your partner has ever worked before?

XI. Complete these two presentations with phrases a-j. One presentation is more formal than the other.a) Right, let’s get started b) morning c) Feel free d) Could I have your attention please? e) to see you f) I’d like to welcome you g) please don’t hesitate to interrupt me h) to outline i) Thanks for coming j) tell you

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PRESENTATION 1: (1) ___________________ Good (2) _______________ everyone. On behalf of everyone here (3) _______________ to our company. This morning we’d like (4) _______________ the concept we’ve developed for the campaign. We’ll be looking at the types of media we intend to use and finally I’ll talk you through the schedule for the launch. If you have any questions, (5) _______________.

PRESENTATION 2: (6) _______________. Good (7) _______________all. (8) _______________. This morning I’ll (9) _______________ about the new concept and also about the types of media we’ll use. We’ll finish by looking at the schedule. (10) _______________ to ask any questions you want.

XII. Read the article Be a Leader in Business – With a Life! and decide if the statements (1–5) are true or false.

Be a Leader in Business – With a Life!It is not possible to achieve a balance between work and life if you want to do well in business. To

reduce only your workload will fail because in real life success in work depends on achieving targets. In a competitive business environment, leadership takes different qualities and skills – including commitment, passion, and of course a lot of time.

A work–life balance is not just about people wanting to leave the office at a reasonable time – they know that they have to compete against those who are prepared to work until the early hours, on the other side of the world. Take Pavan Vishnakarma, a freelance software developer who lives in Bhopal, for instance. He advertises himself as being available for work at any time.

The answer is surely to look for balance across our whole lives, rather than at any particular time. Life is about deciding what is important to you – and sometimes making hard decisions. There are periods when we want to devote ourselves to work and others when the family is more important.

It’s not that a work–life balance isn’t worth having. It certainly is. _______________1. This is that you are not going to rise as high in the organization or be as rich as those business leaders who have no interest in a work–life balance. _______________2. However, if you are the sort of person who, faced with a choice between a school play and a crucial meeting, chooses the play, you will fall behind. _______________3.

Show me a successful Chief Executive and I will show you someone who barely sees his/her children. _______________4. We can’t. Those who spend more time with their family and friends will be richer in the ways that really matter. _______________5.

1. You can’t be successful in business and have a good work–life balance.2. Commitment is the only quality needed to become an effective leader.3. To be successful in business you may need to work longer hours.4. It’s more important to set work–life priorities when you are young.5. There’s no point aiming for a work–life balance when you have a family.

Now complete the gaps (1-5) in the last two paragraphs with the sentences (a-e).a) There is no point in pretending we can have it all.b) It’s just that it has its price.c) I’m sure we all know people who wouldn’t dream of missing the meeting.d) You can work more intelligently, and delegate as much as you like.e) However, unless they win the lottery, they will have less money in the bank.

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TEST 19 (U8, U9, U13)

I. Give English definitions for the following:1. dumping 2. protectionism 3. a portfolio worker 4. to delayer an organisation 5. a brainwave 6. technical expertise 7. a letter of credit 8. outplacement 9. royalty 10. to downsize an organisation 11. a beneficiary 12. outsourcing 13. a connoisseur 14. empowerment 15. laisser-faire

II. Write a suitable active word / word combination for the following definitions.1. a model or initial version of something ...................................2. relevant skills, qualifications, experience, or qualities to get a job .................................3. a conversation between a manager and an employee, which allows the manager to judge how well

the employee is doing their job ...............................4. a document giving details of goods or services that someone has bought and must pay

for .........................5. a company that is paid to arrange for goods to be transported and often exported on behalf of

others ........6. relations between employers and employees in an organisation or an

industry ............................................7. a list giving details of the goods that a ship, etc. is

carrying ........................................................................8. an important discovery or development ........................................9. a quantity of goods that are sent or delivered somewhere ...........................................10. a payment made to an insurance company in return for which the company agrees to pay for loss,

damage or expenses usually up to a particular amount ....................................11. a set of conditions, proposals or money provided on ending sb’s contract of

employment ........................12. a national organization that encourages trade between its own country and foreign

companies ................13. the work that sb. does for an organization, especially when it continues for a long

time .............................14. to tell a customer how much you will charge them for a job, service or

product ........................................

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15. something that helps a company be in a situation where a company is in a position to be more successful than its competitors ..................................... .

III. Choose answer a, b or c to complete these sentences.1. Free trade is when goods come in and out of a country without any __________ or taxes.



a) consumers b) producers c) clients4. ___________ are paid to domestic producers to sell their goods more cheaply.

a) Tariffs b) Quotas c) Subsidies5. To limit the quantity of a product, ____________ can be applied.

a) dumping b) quotas c) deregulation6. Fair trade food has become a global _____________ market.

a) wealth b) niche c) world7. The new policy of ____________ means consumers will be offered a wider range of high quality

products.a) developing industries b) regulation c) deregulation

8. ____________ are taxes on imported goods.a) Tariffs b) Borders c) Customs

9. Overseas companies are ____________ their goods and ruining our domestic markets.a) trading b) dumping c) developing

10. We intend to ______________ out benefits to farmers over the next five years.a) lead b) run c) phase

11. I believe that the benefits western farmers have enjoyed have resulted in widespread___________________.



IV. Rewrite these as direct or indirect questions.1. What’s your job? I was wondering 2. What time does the first one arrive? I’d like to know 3. Why has he gone so early? Could you tell me 4. Do you know where the interview room is? 5. Do you happen to know if they’ve finished? 6. I have no idea who she is?

V. Write the verb in brackets in the correct form.1. If you ………………….. (not deliver) by Thursday, we’ll find someone who can.2. What kind of deal …………… you …………… (offer) if we agreed in principle?3. …………. you ……………. (change) them if they don’t improve?4. I …………………….. (not / sign) if I were you.

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5. If you …………… (give) us a 10% discount, we’ll place an order of over 1000.6. We’d increase the guarantee to two years if you …………… (increase) the order.7. Where would we be if it ………… (not / be) for subsidies?8. If you don’t hear from me, you …………….. (know) I’m OK.

VI. Rewrite these sentences in the passive.1. The market research company interviews the public. 2. They’ll test the new model next week. 3. They’ve put up prices for the fifth time this year. 4. He started his first company in 1967. 5. Start the machine like this. 6. I was emailing the documents when my laptop crashed. 7. I’ve applied for a patent. 8. The delivery firm are transporting the goods now.

VII. Underline the correct word in italics.1. OK. Let’s get down / up / through to business.2. Could you just hang in / on / at a moment, please.3. Perhaps we could get down / back / forward to the main point.4. I think we should move out / on / up now to the next point on the agenda.5. Do you mind if we come up / down / back to that later on?6. Hold on / up / in. we need to look at this in more detail.7. OK. Let’s go under / out / over what we’ve agreed.8. How do you feel of / about / on that?9. Right, to sum up / down / back then…

VIII. Write these words in the negotiation below.offer / deal / mind / difficult / reach / break / right / point / hang / condition



IX. Read the article and match each of these statements (1-5) about conversations with one of the paragraphs (i-v).

i) As many European cultures have already known for years, being good at conversation is a key skill – both socially and in business. ____________________6.These companies are gradually

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recognising that good conversation is more than just making sure the person you’re speaking to has got your message. ____________________7. This two-way interaction generates idea after idea.

ii) Mark Satchell of TDR International says, ‘Managers used to see their staff chatting as a sign of them wasting their time or not having enough to do. What managers failed to see was the way conversation builds relationships – between employees and between staff and their managers. ____________________8. This in turn aids company loyalty, staff retention and, ultimately, productivity!’

iii)____________________9. The office cleaner of a large London organisation, for instance, was chatting to the MD early in the morning and happened to mention that staff regularly left their windows open. Nothing more than that! But, within a week staff had been reminded by the MD to close their windows before going home, office security improved and the heating bill was reduced!

iv)Face-to-face conversation puts people in touch with each other, rather than distancing them, as e-mails are often said to do. This kind of communication can reduce stress in the workplace. ____________________10. If employees can’t sort out problems among themselves, they can grow into something much bigger!




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TEST 20 (U10-U11)*

I. Give a Lithuanian equivalent.1. a loophole 2. downsizing 3. to view change as a threat / opportunity 4. to be guilty of tax evasion 5. fraud 6. to segment the market 7. a code of good practice 8. to make redundant 9. a high profile customer 10. facilitation payment

II. Give an English equivalent.1. būti atsakingu už savo veiksmus 2. patikimas 3. reikšmingiausias pokytis gyvenime 4. prisitaikyti prie pokyčių 5. konferencijos dalyvis 6. duoti premiją 7. nesaugumas darbe 8. pasiūlyti kyšį 9. pasipriešinimas pokyčiams 10. pažeisti taisykles

III. Choose the best word to complete each of these sentences.

1. The company was not competitive with its huge workforce and it is now having to ......................... .a) reduce b) downturn c) downsize d) decline

2. Unfortunately the factory will have to close and all the workers will be made ....................a) redundant b) excessive c) surplus d) unemployable

3. He tried to cheat the bank by producing false documents, but now he has been found guilty of .............

a) fraud b) corruption c) bribery d) falsehood

IV. A salesman from Israel receives a telephone call from one of his customers. Write the correct form of the verbs in brackets in order to complete the story.

Moshe Goldberg ................................1 (just leave) his office when he ................................2

(receive) a telephone call from Hans Lehman. “I’m very worried,” Hans said. “We ................................3 (not, receive) that delivery of machine tools that we ................................4

(order) from you last week. You know you ................................5 (promise) that they would arrive today. But it’s already 5 pm. What ................................6 (happen)?”

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Moshe said he ................................7 (not, know), but he would find out. He promised to call back as soon as he had some news. He phoned the transport agents right away. An embarrassed clerk at the agents’ office explained what ................................8 (happen).

The truck that ................................9 (carry) the consignment of machine tools to Germany ................................10 (have) an accident. At that time the driver ................................11 (wait) on the other side of the road for the emergency services to arrive. “It ................................ 12 (take) several hours to put the truck back on the road again,” the clerk warned. Moshe Goldberg sighed and prepared to call Hans.

V. Use say, tell and ask to report this dialogue between two company directors.

Philip: I want to motivate our managers more.Amanda: Are you delegating the less important decisions?Philip: I think so. And I’m making more time to listen to their suggestions.Amanda: That’s good. Responding to their ideas is really important.Philip: Is the department investing enough in training?Amanda: Yes, it is. This year’s budget is bigger than last year’s...............................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................

VI. (A) Read the article SAB Moves to London and mark the statements as true or false.SAB Moves to London

South African Breweries, the World’s fourth largest brewer, is about to relocate to London where it hopes to raise capital by selling shares on the London Stock Exchange.

Since the fall of apartheid, the brewer has expanded rapidly outside South Africa into emerging markets in Eastern Europe, Asia and the rest of sub-Saharan Africa. SAB’s biggest move came in 1994 when the group jumped continents by entering the post-communist world of eastern Europe with the acquisition of a brewer in Hungary. It has since added brewing interest in Romania, Slovakia, Russia and Poland. It has also expanded into Asia with shares in four Chinese breweries through joint venture, and is negotiating to buy a fifth. ‘Unlike most other brewers, we make money in China,’ says Graham Mackay, Managing Director of SAB.

However, its ability to grow internationally is limited by exchange controls that restrict the use of cash from its South African brewing activities to fund overseas expansion. ‘We must acquire access to the global share market to further growth in our international brewing business,’ says Mr. Mackay.

SAB is not about to pull out of South Africa, where it also owns the country’s largest soft drinks bottling business and its largest hotels and gaming business. And it believes the core brewing business has room for further growth – despite its market share of 98 %. More than 45% of the population is under 19 and yet to enter their beer-drinking years,’ says Mr. Mackay. ‘More and more people are moving from the countryside into the towns. They earn more money and they choose to buy beer with it.’

One of the main purposes of listing the company on the London Stock Exchange is to fund further acquisitions in emerging markets, particularly in Poland. But the group also wants the freedom to be an

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active participant in the consolidation of the global brewing industry where the ten largest brewers control little more than a third of the market. ‘We must participate in that process on equal terms with other international brewers or we will languish,’ says Mr. Mackay.

(B) Mark each of the following statements T (true) or F (false).1. SAB has expanded rapidly outside South Africa since the end of apartheid.2. SAB wants to leave the South African market.3. SAB dominates the market in South Africa.4. SAB has good opportunities for growth in its home market.5. SAB sells beer in Eastern Europe.6. In South Africa, SAB is only involved in making beer.7. SAB has been unable to make a profit from its activities in China.8. There are many small brewers in the international market.

(C) Why does SAB want to move to London? Mark ALL the answers that are correct.1. The UK is its largest market.2. It needs to be inside the European Union.3. It wants to become part of the global beer industry.4. It wants to compete equally with international brewers.5. It hasn’t been very successful in South Africa.6. Exchange controls restrict the company in moving its funds abroad.

(D) What is the meaning of languish (second to last line)? Choose the best answer.a) expand furtherb) lose strengthc) carry on in the same wayd) have to stop making beer

VII. Express your opinion.1. Using your influence to get jobs for relatives is the worst unethical activity. Why? Why not?.......................................................................................................................................................................................................................................................................................................................................... 2. Which is worse, in your opinion: to offer or to accept a bribe? Why?.......................................................................................................................................................................................................................................................................................................................................... 3. What is your personal attitude to change? Do you like / dislike change? Why?..........................................................................................................................................................................................................................................................................................................................................

VIII. Complete these sentences.1. Companies that do not change 2. because I disapprove of business partner’s private life.

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TEST 21 (U5, U7, U11, U12)

I. (A) Progress Test 2. Listening 1. (CD 2) Listen to Martin McNaughton summarizing two companies’ performances over the past year. Complete the notes below with the figures you hear.

Profits at Simpson’s Profits at Littyincreased at Highfield ………….1 percent since last year

in March: £………………….3

current year’s profit’s: £……………….2 in September: £………………….4

predicted for last quarter: £……………………….5

(B) Progress Test 2. Listening 2. (CD 2) Listen to a TV presenter speaking about five people who have been nominated for a business award. Match the descriptions (a-e) to the names below.6. Catherine Rope a) has taken over another company7. Deepak Patel b) has a number of overseas branches8. Ricky Rand c) went to university9. Gary Bell d) recently moved into a different area of business10. Melanie Rogers e) has always worked for the family business

II. Give a Lithuanian equivalent.1. trustworthy

2. a capital gain

3. to breach regulations

4. return on investment

5. to impose sanctions

6. to prosecute smb. for smth.

7. transparency

8. a transaction

9. a commitment to good behaviour

10. to make redundant

11. to offer a bribe

12. real estate

13. to be accountable for one’s actions

III. Give an English equivalent.1. svetimo turto švaistymas

2. įstatymus gerbianti kompanija

3. sąžiningas žmogus

4. apgaulė, sukčiavimas

5. gera profesinė patirtis

6. vertybiniai popieriai

7. įstatymo spraga

8. skola

9. neteisėtas mokestis už tarpininkavimą

10. paskola

11. finansinių įsipareigojimų nevykdymas

12. sąžiningos veiklos kodeksas

13. būti kaltam už vengimą mokėti mokesčius

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IV. Insert the words: recession, share price, debt, stock market, investment, forecast, bankruptcy, dividend, revenues.

It has been a disappointing year for Smithson, and our ....................1 for the next six months is that things will get even worse. In the UK, Smithson made a loss of £50 million on ................... 2 of £1 billion and because of a continuing .......................3 in the Asian economy and slow economic growth in Europe, profits from abroad, where Smithson has most of its activities, have also continued to fall.

Reflecting this performance, which was much worse than expected, the ...................4 fell 30 percent to 16.1 p on the London .......................5 yesterday. Of course, there is no question of a .....................6 this year, and shareholders are becoming increasingly angry. Smithson plans to reduce its ....................7 in plant and equipment over the coming two years as part of its effort to return to profitability. In any case, Smithson would be unable to borrow more in order to invest: the company has increased its ....................8 by 90 percent over the last three years, and may soon be unable to make repayments – the lenders are becoming very nervous. If things go on as they are, there is a real risk that Smithson will face ..................9 before long.

V. Complete these statements about leadership qualities by using correct forms of the words in brackets.1. A leader who has a special quality that attracts people is .................................. (charisma).2. Someone who acts to get what they want without worrying about hurting people displays ............................ (ruthless).3. ................... (impulse) people do things without thinking about the consequences.4. Leaders often complain that they suffer from ..................... (lonely): they do not have anyone to talk to or socialise with.5. .................. (access) leaders are easy to meet and to talk to 6. If someone is able to change the way that other people think or behave, they are ....................... (persuade).

VI. Complete this text about a pharmaceutical company with the correct tenses.We’d like to think we are an ethical company, but we.................1 (have) a problem last year when

we ......................2 (launch) our new product.Let me give you the background to the problem. The new product .......................3 (sell) very well

and we.....................4 (get) good feedback, and sales......................... 5 (increase) month by month. Everyone was happy.

Then it all ......................6 (go) wrong. In August we ..........................7 (start) to get complaints from some doctors about one of our salesmen. They ..........................8 (complain) about the methods that the salesman .........................9 (use) to persuade them to endorse the product. He .............................10 (offer) them expensive gifts and .......................11 (take) them to expensive restaurants. The doctors ..............................12 (feel) under pressure to promote the product.

By the end of the year we ......................13 (receive) over 30 complaints about that particular salesman. In December articles .....................14 (start) to appear in the press about our unethical sales methods. In the end we ...................15 (fire) the salesman. As a result of this, we ........................16

(recently issue) guidelines to all sales staff about appropriate gifts.

VII. Complete the graph using the information in the text.Ten years ago, Smithson made a profit of £10 million. Its products were in great demand and,

over the next three years, its profits rose to £35 million. Profits then levelled off for two years, remaining at the same level. There was a slight drop in the following year to £33 million, before profits started rocketing again. They tripled to reach £100 million two years ago. It was then that Smithson’s troubles started. Profits plummeted to only £7 million last year, and this year Smithson made its first ever loss, of £50 million.

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VIII. Relative clauses: there is one mistake in each sentence. Correct it.1. The people which work for us are all qualified.2. It is his ideas that, have made the company so successful.3. The company, where is known throughout the world, has plans to grow further still.4. Have you read the report that which I left on your desk?5. The Gatcombe Hotel, which is just outside the city is under new management.6. Ingvar Kamprad, is no ordinary billionaire who, founded IKEA.7. Organisations what are flat are more flexible than hierarchical structures.

IX. Modal verbs: choose the correct alternative from the brackets.1. Visitors must / should register with the police within one week of arriving. Anyone who does not

can be fined $1,000.2. It is very difficult to find somewhere to live. You will probably must / have to live in a hotel for the

first few weeks.3. UK citizens mustn’t / don’t have to register at the British Consulate but doing so will help the consul

to assist you if you get into trouble.4. You should / must carry your passport with you at all times. The police carry out frequent spot

checks.5. Visitors and residents don’t have to / mustn’t go near military installations, especially when carrying

a camera.

X. Correct the one word that is incorrect in each of these useful expressions.1. Can you bring us under to date? (Asking for the facts)2. We shall do that as soon as possible. (Making a suggestion)3. I don’t agree when that at all. (Disagreeing)4. We’ve got to got more information. (Identifying needs)5. You’re about right. (Agreeing)6. I’m not sure around that. (Expressing doubt)7. On balance, we fill we should do this. (Making a decision)8. What we’ve got to did now is to act. (Stating future action)

XI. Read the article Shares Fall as BSkyB Plans for Long-term and mark the statements as true or false.

Shares Fall as BSkyB Plans for Long-term

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British Sky Broadcasting saw more than £2 bn ($ 3.6 bn) wiped off its market value on Wednesday after Europe’s largest pay-television group outlined growth plans. Investors took fright at proposals to increase marketing and infrastructure investment to attract customers to the pay-TV market and the pressure this puts on the company’s short-term profitability. The shares fell 19 percent, or 114 p, to a two-year low of 488 p.

James Murdoch, BSkyB’s Chief Executive, said a ‘short term fall in operating margin’ was expected in 2006, with significant growth from 2007 onwards. ‘There will be a reduction in terms of margin in the short term because of the increased volume of subscribers coming in those years,’ he added.

Some analysts’ fears that growth was running out of steam under the existing business model were worsened by yesterday’s disappointing news that just 81,000 new subscribers were added in the final quarter of last year to 7.4 m. But Mr. Murdoch said BskyB was on track to meet its target of 8 m. subscribers by the end of 2005. He also set out a new target of 10 m. subscribers by 2010. About £25 m will be spent on advertising and a further £450 m would be invested in its infrastructure over four years.

Pre-tax profit almost quadrupled to £480 m. in the year to June 30, compared with £122 m. the previous year. Group turnover was £3.66 bn, up from £3.19 bn in 2003. The full year dividend was 6 p, payable from earnings per share of 16.6 p, up from 9.6 p. BskyB expected the penetration of pay television to reach 80 percent of UK households in the long term, compared with 43 percent at the end of this period.

It believed it would benefit from increasing take-up of pay television as younger customers arrive on the market, and by technological advances. Mr. Murdoch said: ‘As a management team you have to be focused on the long-term, on creating real, durable value… we’ve only scratched the surface here. This is essentially a business that has its best years ahead.’

1. Its market value – the total current value of BskyB’s shares – is now £2 billion.2. BskyB’s share price has risen.3. There were under 100,000 new subscribers in the last quarter of last term.4. James Murdoch thinks the numbers of new subscribers will continue to rise in the long term.5. BskyB will spend more than £20 million on advertising in the next few years.6. For the last full business year to June30, profits increased by almost 400 percent.7. The group had turnover of below £3 billion.8. BskyB already reaches 80 percent of UK homes.

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TEST 22 (U5, U11)

I. (A) Progress Test 3. Listening 1. (CD 2) You will hear a conversation between a member of staff and the HR department. Write a word or phrase in the numbered spaces in the e-mail below.

From: Sandra CollinsSubject: Rob McCartneyDear CelliaAre you free this morning to meet and discuss the situation?Rob McCartney’s just phoned to make a ....................................1. He claimed that

his ......................................2, Sam, has tried to get him to accept a ..............................3.He has found out that Sam has been involved in ...............................4 at the company. I have

promised to conduct an .......................................5 straightaway.Rob McCartney

(B) Progress Test 3. Listening 2. (CD 2) Charles and Gina run a successful ice-cream business. Listen to the radio interview with Charles and decide if the statements are TRUE or FALSE. 6. They wanted to set up their own financial company in the US.7. They noticed that UK supermarkets did not stock a large range of ice-creams.8. Their ice-cream is more expensive than US ice-cream but has a homemade quality.9. They carried out extensive market research and went on a course.10. They hope to double their staff in the near future.

II. Give a Lithuanian equivalent.1. a loan

2. a man of integrity

3. a facilitation payment

4. nepotism

5. a debt

6. to default

7. a law-abiding company

8. to blow the whistle on smth.

9. a loophole

10. securities

III. Give an English equivalent.1. kapitalo prieaugis

2. sandoris

3. skaidrumas

4. taikyti apribojimus

5. investicijų grąža

6. valiutų rinka

7. pažeisti taisykles

8. įsipareigojimas tinkamai elgtis

9. nekilnojamasis turtas

10. patraukti baudžiamojon atsakomybėn už pavojingų medžiagų pardavimą

IV. Match a word from A and B and complete sentences 1-10.insider / gross / pre-tax / venture / stock / espionage / capitalists / fund / revenues / profits /

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earnings / sales / industrial / consumer / slush

spending / per share / margin / market / trading

1. To raise money for a new business you have three options: bank debt, private investors or 2. always look good before you have to pay the government out of them.3. Divide the profits by the number of shares to calculate 4. With low unemployment and a strong housing market, has remained healthy.5. A separate amount of money used by an organisation for illegal purposes is called 6. It was a quiet day on the with trading ending the day only a point lower.7. The difference between the selling price and the cost of production on a product is known as the

8. Walmart’s rose this quarter, driven partly by five new stores.9. Taking secret company information to help a competitor is called 10. Buying or selling company shares using information only available to employees of that company

is

V. Write the numbers and symbols in words.1. 12.48 % 2. 991,800 3. £3.5 m 4. 274 5. 32 p 6. 0.185 7. 2006 8. $7.5 bn 9. €6.15 10. $2.90

VI. Complete these sentences with appropriate words to describe the graph. Write ONE word in each gap.

1. Sales in January ................. ......... ........... 10 %.2. The price ..................... in February to 2,400 Swiss francs.

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3. From March to June, the price ..................... between 2,400 and 2,800 Swiss francs.4. In July it .................. .................. ................... of 2,950 Swiss francs.5. In August, there was a ...................... ....................... to 1000 Swiss francs.6. The price reached a ......................... ................. 1,000 Swiss francs.7. In September and October, the price remained .......................... 1,000 Swiss francs.8. In November, the price ....................... .............. to 1,400 Swiss francs.9. In December, the price .................... ................. .

VII. Read about three problems and write the verb in brackets in the past simple, past continuous, past perfect or present perfect.

I ....................1 (spend) a fortune yesterday at a clothes shop. About £450. Anyway, while I ..................... 2 (leave), I .....................3 (realise) that I .......................4 (not pay) for a very expensive jacket. I was now in the street and no-one in the shop knew...

The assistant to the Head of Finance ...................5 (work) late when he came across the accounts which didn’t add up. It .......................6 (be) clear that someone .......................7 (transfer) last month’s salaries as normal but that 10% .....................8 (disappear). But where to? He couldn’t find it.

Since I first .........................9 (begin) working here I ........................10 (take) some of the office paper and pens home for my kids. The manager before you never ..................11 (say) anything.

VIII. Translate into Lithuanian.However, by September the market had collapsed, and the price fell back to £124. When sellers

took legal action to recover their money, the courts were not helpful because they saw such investment as a kind of gambling. Share prices on the New York stock exchange had begun rising in 1924 and in 1928 and 1929 they rocketed to unbelievable levels...............................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................

IX. Translate into English.Pirmoji ir labiausiai neįprasta spekuliacija istorijoje buvo ne akcijomis ar nekilnojamu turtu, bet

tulpėmis. Žmonės pirko kompanijos akcijas tikėdamiesi gauti milžinišką pelną, bet akcijų pirkimo pakilimas žlugo ir daugelis investuotojų prarado visus savo pinigus. 1929-ųjų metų vertybinių popierių biržos krizė JAV buvo didžiulė ir privedė prie sunkaus ekonominio muosmukio visame pasaulyje...............................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................X. Read Part 1 of the article Corporate Social Responsibility: an issue for recruits and match the headings (a-e) to the paragraphs (1-5).

Corporate Social Responsibility: an issue for recruits

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Part 11…………………. Climate change, human rights and child labour. A few years ago, companies



3…………………. Sectors at the forefront of CSR ’are those addressing global issues such as human rights, poverty and HIV / AIDS, some of the big issues in society,’ Professor Warhurst of Warwick Business School says. ‘Those are the attractive employers. They’re exciting, they’re doing something completely different – and they’re the ones in the press.’

4…………………... She gives the example of the logistics sector as one that has welcomed the challenges of ethical business. ‘Many train, freight and air services – among them DHL and FedEx – are helping hurricane victims in the Caribbean. TPG, the Dutch logistics group, invests heavily in the World Food Programme and has introduced a staff volunteering programme.’

5…………………... Different types of companies are having to face different issues, she says, ‘Retail companies are there on ethical supply chain management, oil and mining companies are getting there on land rights, etc., while companies are working on environmental issues.’





many the interest in CSR ‘started in the last recession, when students saw their parents being made redundant. ……………………6’

Corporate scandals such as Enron and Anderson also made students look twice at some high-flying financial careers, but Ms. Martin says ‘They’re generally aged twenty-one to twenty-three. ……………………7. You’re not going to look too hard at it.’ Some students, though, ‘won’t touch particular areas because they are not socially responsible. These students do think quite deeply about this. They’re very serious about things like the arms trade, the tobacco industry, the third world and green issues. ………………………..8. On the other there are also those who are just interested in money.’


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TEST 23 (U7, U12)

I. Progress Test 4. Listening. (CD 2) Listen to Mark Parry, a business analyst, giving a presentation at a business forum on better ways of doing business. Answer the questions below with the correct alternative.

1. What does the CEO say about his company?a) Its marketing budget for new products is currently too small.b) It makes only slight changes to existing products.c) Its products are not yet of a high enough quality.

2. What does Mark say about the big brand companies?a) Most gave the poor climate as the reason for lower sales.b) Unilever saw its profits rise for the third time.c) Three companies expected an average turnover.

3. What is the first piece of advice that Mark gives?a) Work more closely with big companies.b) Bring new products onto the market.c) Use a different advertising agency.

4. What is the second piece of advice that Mark gives?a) Try and meet the retailer’s needs.b) Aim to increase profits at any cost.c) Remember that the customer is the consumer.

5. What is the third piece of advice that Mark gives?a) Look for alternative distributors.b) Provide a good after-sales service.c) Try selling directly to your customers.

II. Give a Lithuanian equivalent.1. a polite enquiry

2. embezzlement

3. a leadership quality

4. a good track record in

5. to bridge the gap between cultures

6. a foreman

7. to clock in and out

8. to handle stereotypes with caution

9. turn-taking

III. Give an English equivalent.1. pagarbos gestas

2. perduoti valdžią

3. sektinas pavyzdys

4. aiškiai perduoti tikslus

5. priimančios šalies etiketas ir draudimai

6. imtis užduoties

7. pasinaudoti proga

8. tai nemandagu

9. kompanijos vardu

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IV. Give English definitions for the following:1. a cross-cultural issue 2. a host 3. cost-conscious 4. a chairman

V. Write a suitable active word / word combination for the following definitions:1. the nervous or confused feeling that you get when you arrive in a place completely different from

yours ...............................2. a system for organizing people according to their status in a society, or

organization ...............................3. friendly and generous behaviour towards visitors and guests, intended to make them feel

welcome .........4. knowledge or understanding of ideas, beliefs and ways of behaving in a particular

society ...............................

VI. Vocabulary: idioms. Replace the underlined words with the right idioms (hot water, see eye to eye, like a house on fire, thrown in at the deep end, eye-opener, like a fish out of water, break the ice).1. In my first job I was really given no help. 2. They don’t agree with each other on this issue. 3. She got into trouble for not wearing her uniform. 4. When I interview people I try to relax them and get them talking with a joke. 5. I was very uncomfortable when I first started managing this department.

VII. Complete the gaps using the adjective form of the noun in brackets. Some may be negative.1. He cannot choose which supplier to use. He is so _______________ (decision).2. She really can’t wait to skydive. She’s so _______________ (adventure).3. My boss never stops to think before opening her mouth. She can be so _______________ (thought).4. I can’t seem to do anything right. It’s just so _______________ (motivation).5. You have to wear smart clothes where I work. It’s a very _______________ (formality) working

environment.

VIII. Complete these sentences with answer a, b or c.1. You _________ use a mobile phone on an aeroplane.

a) mustn’t b) don’t have to c) have to2. He’s tired. I think he _________ take a holiday.

a) must b) has to c) should3. I’m sorry but I ________ agree with her on this one.

a) don’t have to b) have to c) should4. Anyone wishing to enter the country _____ apply for a visa first.

a) must b) mustn’t c) should5. You really_______ come out for dinner if you don’t want to.

a) mustn’t b) have to c) don’t have to

IX. Your colleague is going on some trips. Give some tips by re-writing these sentences with a modal verb.1. In most states in the USA, it’s against the law to drive faster than 65 m.p.h. on the freeway. 2. When doing business in Italy, it’s advisable to be prepared to make plenty of small talk first.

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3. In the UAE, it’s necessary that you eat with the right hand. 4. In Brazil, you’re not obliged to say what your income is. 5. In Italy, it is strongly advised to accept a dinner invitation.

X. Relative clauses. Complete the gaps with who, which, whose, that, when or where.1. Cultural awareness seminars at Train Us,_______ the company only started offering five years ago,

have become their most popular courses.2. People _______________ trust their staff are often good leaders.3. It’s the ideas of the company _______________ are really influencing business practices in this

country.4. Busy N, _______________ is an IT provider, offers a high-quality service.5. Bix UT is a fast-growing Estonian company _______________ is looking for a new leader.6. This is the team _______________ achieved record sales last year.7. Citigroup, ____________ bid for Wachovia failed last week, fell another 5.1 % to $17.41.8. A bank holiday is a day ___________ most shops and offices are close.9. Milly Saviour, _______________established the clothing company Citty Slick, travels economy

class.10. Opposite is the National Gallery, ___________ you can see many famous British paintings.

XI. Combine these sentences using appropriate relative pronouns and commas where necessary.1. The group had a record turnover last year. The group is looking to continue its expansion. 2. Vendome’s sales depend heavily on Japanese and east-Asian consumers. Vendome has been hit by the turmoil in the region’s economies. 3. Philip Coggan wrote The Money Machines. Philip Coggan is a journalist with the Financial Times. 4. The BBC World Service is financed by the Foreign Office. The BBC World Service said it intended to invest £14 m in improving its internet services. 5. The product has been produced by a well-known company. The company’s perfumes have always been sold in the higher price ranges. 6. Ice cubes crackle louder according to the strength of your drink. They have been developed in Japan. 7. We have developed a new computerized stock control system. The system will allow us to compete with our much larger rivals.

XII. Rewrite the following sentences in a more formal style.1. As a leader, she motivated anyone she worked with. 2. The company I used to work for is now facing a financial crisis.

XIII. Complete B’s responses to A.94

1. A: I’ve just been promoted to Managing Director! B:__________________!2. A: Can I pay for this? B:_____ ________ __________3. A: Those cakes look good! B:________ ____________4. A: Would you like to join us for dinner this evening? B:________ __________ ________.5. A: I’m so tired after the journey. B:Have a seat. _____ _______ ___

_______6. A: Cheers! B:________!

XIV. Write in the missing question words.1. _______ this your first visit to South Korea? 5. _______’s the food like?2. _______ long have you been based there? 6. _______ part of France did you visit?3. _______ you been to Rome before? 7. _______ I introduce you to John Perry?4. _______ are you staying?

XV. (A) Read the article Be a Leader in Business – With a Life! and decide if the statements (1–5) are true or false.

Be a Leader in Business – With a Life!It is not possible to achieve a balance between work and life if you want to do well in business. To

reduce only your workload will fail because in real life success in work depends on achieving targets. In a competitive business environment, leadership takes different qualities and skills – including commitment, passion, and of course a lot of time.

A work–life balance is not just about people wanting to leave the office at a reasonable time – they know that they have to compete against those who are prepared to work until the early hours, on the other side of the world. Take Pavan Vishnakarma, a freelance software developer who lives in Bhopal, for instance. He advertises himself as being available for work at any time.

The answer is surely to look for balance across our whole lives, rather than at any particular time. Life is about deciding what is important to you – and sometimes making hard decisions. There are periods when we want to devote ourselves to work and others when the family is more important.

It’s not that a work–life balance isn’t worth having. It certainly is. _______________1. This is that you are not going to rise as high in the organization or be as rich as those business leaders who have no interest in a work–life balance. _______________2. However, if you are the sort of person who, faced with a choice between a school play and a crucial meeting, chooses the play, you will fall behind. _______________3.

Show me a successful Chief Executive and I will show you someone who barely sees his/her children. _______________4. We can’t. Those who spend more time with their family and friends will be richer in the ways that really matter. _______________5.

1. You can’t be successful in business and have a good work–life balance.2. Commitment is the only quality needed to become an effective leader.3. To be successful in business you may need to work longer hours.4. It’s more important to set work–life priorities when you are young.5. There’s no point aiming for a work–life balance when you have a family.

(B) Now complete the gaps (1-5) in the last two paragraphs with the sentences (a-e).a) There is no point in pretending we can have it all.b) It’s just that it has its price.c) I’m sure we all know people who wouldn’t dream of missing the meeting.d) You can work more intelligently, and delegate as much as you like.e) However, unless they win the lottery, they will have less money in the bank.

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