SAMPLE TEST – K42 – MODULE ACADEMIC YEAR 2018 – FIRST SEMESTER SECTION 1: Vocabulary and Structure (2.5 - marks) Make the best choice The power of money has become in today’s business world, which can unfortunately contribute to unethical decisions A pervading B pervasive C pervaded D pervasion The strategy was to target the heads of the household as they had the final say on where the disposable income would be spent A promotional B promoting C promoted D promotive Marketing is to integrate the customer the design of the product line A to B into C for D with No matter what we to earn as much money as possible for the company, we still have to conform the basic rules of the society which are embodied in law and in ethical custom A to B into C on D onto It’s not fair to make out of loans to poor students A changes B profits C efforts D messes The President has accused two cabinet ministers of working secretly to his position A undermine B undergo C undertake D underlie A person such as an employee, customer or citizen who is involved with an organization, society, etc and therefore has responsibilities towards it and an interest in its success is a A householder B shareholder C stockholder D stakeholder Some organizations focused their energies on changing customers’ mind to fit the product – practicing the ‘any color as long as it’s ’ school of marketing A blue B red C yellow D black Rural railway lines risk being axed because they are A profitable B profitless C unprofitable D unprofitably 10 We could go to the Indian restaurant, or , we could try that new Italian place A alter B alterly C alternative D alternatively 11 As was his , if the entry sidewalks to his building were not clean, he took a broom and tidied the stairs and walkway A profession B custom C professor D customer 12 A is a distribution of a portion of a company’s earnings, decided by the board of directors, to a class of its shareholders It can be issued as cash payments, as shares of stock, or other property A loan B mortgage 13 14 15 16 17 18 19 C dividend D surplus As an employee, he has to conduct business accordance with the desire of his manager A from B in C by D with He was employed to the computerization of records A integrate B motivate C supervise D achieve occurs when an investor decides to close out his or her position on a particular asset or security A liquidation B bankruptcy C removal D eradication I serve as a member of the executive management team and work closely with the _of Managers A Pack B Troupe C Board D Gang At this stage in my career, I see myself in a challenging new position that involves setting and deciding how the organizations can achieve them A targets B objectives C aims D A, B and C are correct It is difficult to the success of the campaign at this stage A measure B allocate C include D classify is the process of dividing a broad consumer or business market, 20 21 22 23 24 25 normally consisting of existing and potential customers, into sub-groups of consumers based on some type of shared characteristics A market expansion B market segmentation C market penetration D market promotion Collectively organizations that combine to enable offerings to reach end users quickly and efficiently constitute a marketing channel, are sometimes referred to as a A vehicle B courier C transportation D distribution channel is a marketing process that showcases the differences between products A product variation B product marketing C product differentiation D product segmentation We ought to hire a public relations to help improve our image A subordinate B businessman C consultant D member Managers have to check whether objectives and targets are being A achieve B achievement C achieved D achieving The work has been divided into smaller, more sections A management B manageable C manager D managing They have to work people in other areas and functions A to B with C into 26 27 28 29 30 D together Starting salary varies from £26 000 to £30 500, depending experience A at B in C on D of More resources are being to the project A divided B separated C allocated D given Managers have to find the best way to allocate all the human, physical and capital available to them A assets B values C resources D properties _ is for increasing the market share of a particular product or service A market penetration strategy B market development strategy C product development strategy D product expansion strategy measures the responsiveness of the quantity demanded or supplied of a good to a change in its price A price differentiation B price response C price elasticity D price adaptivity KEY: B pervasive A undermine A promotional D stakeholder B into D black A to C unprofitable 11 B custom 12 C dividend 13 B in 14 C supervise 16 C board 17 D (A, B and are correct) 21 C product differentiation 22 C consultant C 18 measure A 19 B market segmentation 23 achieved C 24 B manageable B profits 10 D alternatively 15 A liquidation 20 D distribution channel 25 B with 26 C on 27 C allocated 28 resources C 29 A market penetration strategy 30 C elasticity price SECTION 2: Reading Cloze (1.5 - marks) Match up the following words with the underlined words in the text cash commission salary cost-of-Iiving allowance deducted evaluate executive directors fringe benefit incentive increments earning potential salespeople Most of the full-time employees at our headquarters in Manchester earn an annual salary, divided intotwelve monthly payments Income tax is automatically (31) subtracted from the salary each month,along with National Insurance contributions The staff in our London office also receive a London(32) weighting, because living and working in the capital is more expensive Unlike many publicsector jobs (civil servants, teachers, nurses, and so on) our staff not receive (33) automatic increasesto their salary every year Pay rises are given according to merit, and there is no fixed pay-scale Wehave an appraisal system in which the managers (34) assess the performance of their subordinates everyDecember The (35) senior managers are also paid a bonus at the end of the year if the financial resultsare good, on top of their basic salary, which is already rather high The sales force earn a basic fixed salary, plus (36) a percentage of the value of their sales, which isobviously an (37) encouragement to higher productivity On the other hand, the (38) reps not receiveovertime pay if they work long hours The (39) potential income of the most successful ones is higherthan that of some of the managers The hourly paid staff - cleaners, canteen workers, and so on - receive their wages in (40) notes andcoins in a pay packet every Friday Of course this is after all deductions such as tax and insurancecontributions Because we are in the insurance business we all get at least one perk - cheap insurance policies 31 ………………… 36 ………………… 32 ………………… 37 ………………… 33 ………………… 38 ………………… 34 ………………… 39 ………………… 35 ………………… 40 ………………… KEY:31 deducted; 32 cost-of-living allowance; 33 increments; 34 evaluate; 35 executive directors;36 commission; 37 incentive; 38 salespeople; 39 earning potential; 40 cash; SECTION 3: Reading Comprehension (3 marks) Effective leadership is crucial for the success of a business It is the leader’s job to make sure that everyone works towards the achievement of the organization’s goals But what is a good leader? Different people have different approaches to leadership Some leaders are autocratic, which means that they make all the decisions and expect their staff to simply follow their orders On the other hand, a democratic leader is more likely to involve staff in decisions, to delegate and to make use of teams in the organization of work According to Douglas McGregor, in his book, The Human Side of Enterprise (published in 1960), managers tend to be divided according to their beliefs Theory X managers think that people are lazy, that employees need to be told what to and have to be forced into doing their jobs properly In contrast, according to McGregor, Theory Y managers believe that most people try hard to their best, that they want to enjoy their work, and that everyone can have good ideas As a leader, a Theory X manger is likely to be autocratic A democratice leader will probably have Theory Y beliefs However, the style of leadership which is appropriate may depend on the situation For example, in a crisis, an autocratic style may be more effective because people may need a strong leader to tell them quickly what to On the other hand, in a stable situation where everyone understands their roles, and where time is not a problem, a democratic style can work well It is also important to consider the relationship between leadership and teams This is because recently there has been an increase in democratic management techniques which make use of team work According to John Adair, in his book Effective Teambuilding (1987), the task of the team leader is to: know what the job is and get it done, enable to team to work together, and allow individuals to develop their abilities Complete the guided note: 41 Two types of leaders mentioned in the text: ……………………… What does each of the underlined words refer to? 42 “Some leaders are autocratic, which means that they make all the decisions…” (paragraph 1) 43 “… and have to be forced into doing their jobs properly…” (paragraph 2) Find words from the text which mean: 44 extremely important 45 a rise 46 suitable 47 give a particular job or duty to someone else 48 not likely to move or change Fill in each gap of these sentences with one suitable word from the text 49 The first noticeable effect of the economic was a great scarcity of employment 50 They will a group of four members to represent the company at the sales conference KEY: 41 autocratic & 42 (the fact that) 43 democratic some leaders are employees autocratic 46 appropriate 47 delegate 48 stable 44 crucial 45 (an) increase 49 crisis 50 delegate / make use of ... sales conference KEY: 41 autocratic & 42 (the fact that) 43 democratic some leaders are employees autocratic 46 appropriate 47 delegate 48 stable 44 crucial 45 (an) increase 49 crisis 50 delegate... decisions…” (paragraph 1) 43 “… and have to be forced into doing their jobs properly…” (paragraph 2) Find words from the text which mean: 44 extremely important 45 a rise 46 suitable 47 give a particular... ………………… 37 ………………… 33 ………………… 38 ………………… 34 ………………… 39 ………………… 35 ………………… 40 ………………… KEY:31 deducted; 32 cost-of-living allowance; 33 increments; 34 evaluate; 35 executive directors;36 commission;