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Page 43
BE
C V
AN
TA
GE
A B C D
The
mob
ile p
hone
bus
ines
s is
beh
avin
g lik
e th
e
inte
rnet
ind
ustr
y in
tak
e-up
and
the
pac
e of
inno
vatio
n,an
d it’
s im
port
ant
not
to b
e le
ft
behi
nd.
We
mus
t co
ntin
ue
to
inno
vate
in
deliv
erin
g th
e pr
oduc
t to
th
e cu
stom
er.
In
term
s of
se
rvic
e pr
ovis
ion,
you
can
draw
com
pari
sons
bet
wee
n us
and
our
clo
sest
riv
al,
but
clea
rly
all t
he m
ain
mob
ile p
hone
ret
aile
rs
have
suc
ceed
ed in
tak
ing
the
indu
stry
forw
ard.
Gro
wth
has
acc
eler
ated
rap
idly
and
the
mob
ile
tele
phon
e ha
s ch
ange
d fr
om s
impl
y be
ing
a
busi
ness
to
ol,
to
bein
g a
mea
ns
of
com
mun
icat
ion
for
ever
yone
.
Ove
r a
few
yea
rs,
pric
es h
ave
drop
ped
shar
ply
and
tech
nolo
gica
l ad
vanc
es h
ave
mea
nt
prod
ucts
hav
e ch
ange
d –
and
are
chan
ging
. Su
cces
sful
ret
aile
rs m
ust
try
to k
eep
on t
op o
f
thes
e de
velo
pmen
ts a
nd in
vest
in th
e tr
aini
ng o
f em
ploy
ees
so th
ey a
re a
ble
to o
ffer i
mpa
rtia
l
advi
ce to
cus
tom
ers.
E-c
omm
erce
is ta
king
off
but t
his
won
’t ne
cess
arily
rep
lace
trad
ition
al
reta
il ou
tlets
. In
orde
r to
stan
d ou
t, yo
u ne
ed in
nova
tive
idea
s on
cus
tom
er s
ervi
ce. W
e do
n’t
belie
ve i
n cr
itici
sing
oth
er r
etai
lers
, bu
t th
ere’
s no
thin
g pa
rtic
ular
ly e
xciti
ng o
ut t
here
at
pres
ent.
Whe
n I
firs
t st
arte
d in
the
ind
ustr
y, m
obile
phon
es w
ere
reta
iling
at a
thou
sand
pou
nds
and
wer
e as
lar
ge a
s bo
x fi
les.
Now
, pr
ices
are
cons
tant
ly b
eing
dri
ven
dow
n an
d ha
ndse
ts a
re
cons
ider
ably
mor
e co
mpa
ct.
The
re i
s in
tens
e
com
petit
ion
betw
een
the
netw
ork
prov
ider
s,
and
ever
y tim
e th
ey l
ower
the
ir t
arif
fs,
mor
e
peop
le
com
e in
to
the
mar
ket.
T
his
wil
l
cont
inue
, an
d w
hile
ret
ail
deal
ers’
prof
its w
ill
be
affe
cted
dr
amat
ical
ly,
netw
ork
prov
ider
s
will
hav
e to
gen
erat
e m
ore
reve
nue
by o
ffer
ing
inte
rnet
pr
ovis
ion
and
data
se
rvic
es
to
the
mob
ile u
ser.
Mar
ket
awar
enes
s of
the
mob
ile t
elep
hone
has
exp
lod
ed a
nd t
he r
etai
ler
who
spe
cial
ises
in m
obile
pho
nes
is s
eein
g gr
owth
lik
e ne
ver
befo
re. A
dm
itte
dly
, so
me
cust
omer
s bu
y
thei
r fi
rst
mob
ile p
hone
in
the
supe
rmar
ket,
but
for
advi
ce,
add
-ons
and
par
ticu
lar
serv
ices
they
turn
to th
e sp
ecia
list.
The
re a
re a
larg
e nu
mbe
r of
mob
ile p
hone
reta
ilers
and
I ca
n’t
help
but
fee
l th
e m
arke
t on
ly h
as r
oom
for
fou
r pl
ayer
s. U
ndou
bted
ly, c
usto
mer
serv
ice
is th
e fa
ctor
that
dif
fere
ntia
tes
oper
ator
s an
d I
thin
k th
is y
ear
we
will
pro
babl
y se
e
rati
onal
isat
ion
in th
e se
ctor
.
3
Turn
Ove
r �
2PAR
T O
NE
Qu
esti
on
s 1
– 7
•Lo
ok a
t th
e st
atem
ents
bel
ow a
nd t
he c
omm
ents
giv
en o
n th
e op
posi
te p
age
by m
obile
pho
ne
reta
ilers
.
•W
hich
sec
tion
(A,
B,
Cor
D)
doe
s ea
ch s
tate
men
t 1
– 7
refe
r to
?
•F
or e
ach
stat
emen
t 1
– 7,
mar
k on
e le
tter
(A,
B,
Cor
D)
on y
our
Ans
wer
She
et.
•Yo
u w
ill n
eed
to u
se s
ome
of t
hese
lette
rs m
ore
than
onc
e.
Exa
mp
le:
0th
e ex
tent
to
whi
ch m
obile
pho
nes
have
cha
nged
in s
ize
0
1th
e ne
ed fo
r re
tail
staf
f to
sta
y in
form
ed a
bout
the
mob
ile p
hone
s th
ey a
re s
ellin
g
2th
e be
lief
that
the
mar
ket
will
not
sus
tain
the
pre
sent
num
ber
of m
obile
pho
ne r
etai
lers
3th
e us
e of
mob
ile p
hone
s no
long
er b
eing
res
tric
ted
to a
spe
cific
gro
up o
f pe
ople
4th
e re
latio
nshi
p be
twee
n ch
arge
s an
d th
e nu
mbe
r of
mob
ile p
hone
use
rs
5a
nega
tive
view
of
com
petin
g m
obile
pho
ne r
etai
lers
6a
com
paris
on b
etw
een
chan
ge in
the
mob
ile p
hone
indu
stry
and
tha
t in
a d
iffer
ent
sect
or
7th
ose
serv
ices
ava
ilabl
e at
mob
ile p
hone
out
lets
tha
t ar
e no
t pr
ovid
ed b
y ot
her
reta
ilers
AB
CD
READING SAMPLE PAPER
Page 44
BE
C V
AN
TA
GE
AT
he h
otel
sta
ff as
sum
ed t
hey
shou
ld b
e
book
ed in
to t
he s
ame
room
.
BB
ut t
here
is c
lear
evi
denc
e th
at t
hing
s ar
e
slow
ly im
prov
ing.
CT
his
wou
ld e
nabl
e w
omen
to
mak
e an
info
rmed
cho
ice
abou
t a
hote
l, an
d th
ey
wou
ld n
ot b
e pl
aced
in t
he u
ncom
fort
able
posi
tion
of h
avin
g to
com
plai
n ab
out
poor
serv
ice.
DIt
is a
dvis
able
for
them
to
do t
his
durin
g
thei
r st
ay r
athe
r th
an w
aitin
g un
til t
hey
chec
k ou
t.
EM
akin
g su
re t
hat
faci
litie
s in
gue
st
bedr
oom
s ca
ter
equa
lly fo
r th
e ne
eds
of
mal
e an
d fe
mal
e gu
ests
is o
ne s
uch
idea
.
FM
ost
of t
he w
omen
, w
hen
ques
tione
d
furt
her,
thou
ght
that
the
rea
son
for
this
was
tha
t th
ey w
ere
fem
ale
and
trav
ellin
g
alon
e.
GT
his
is e
vide
nt f
rom
the
res
ults
of
a
ques
tionn
aire
dis
trib
uted
to
hote
l gue
sts
by
the
Bus
ines
s Tr
avel
Ass
ocia
tion.
5
Turn
Ove
r �
AB
CD
EF
G
Exa
mp
le:
0
PAR
T T
WO
Qu
esti
on
s 8
– 12
•R
ead
the
artic
le b
elow
abo
ut a
sur
vey
of b
usin
essw
omen
sta
ying
in h
otel
s.
•C
hoos
e th
e be
st s
ente
nce
from
the
opp
osite
pag
e to
fill
eac
h of
the
gap
s.
•F
or e
ach
gap
8–
12,
mar
k on
e le
tter
(A–
G)
on y
our
Ans
wer
She
et.
•D
o no
t us
e an
y le
tter
mor
e th
an o
nce.
•T
here
is a
n ex
ampl
e at
the
beg
inni
ng,
(0).
4
Ho
tels
Fai
ling
Bu
sin
essw
om
enH
ote
liers
sh
ou
ld t
ake
no
te b
ecau
se t
hey
are
fac
ing
seri
ou
s cr
itic
ism
! W
om
en a
cco
un
t fo
r m
ore
th
an
hal
f o
f al
l b
usi
nes
s tr
avel
lers
, b
ut
ho
tels
are
no
t
do
ing
en
ou
gh
fo
r th
em. (0
)..
..G
....
. T
hes
e sh
ow
that
the
nu
mb
er o
f co
mp
lain
ts m
ade
abo
ut t
he
way
wo
men
gu
ests
are
tre
ated
is in
crea
sin
g.
Th
e B
arto
nsf
ield
Ho
tel i
n L
on
do
n a
lso
co
nd
uct
ed a
rece
nt
surv
ey
of
UK
b
usi
nes
swo
men
, w
hic
h
reve
als
that
70
%
feel
th
ey
rece
ive
an
infe
rio
r
serv
ice.
(8)
....
...
Th
e at
titu
de
of
ho
tel
staf
f m
ade
them
fee
l ou
t o
f p
lace
in p
ub
lic a
reas
; fo
r ex
amp
le,
62%
ch
ose
to
eat
in t
hei
r ro
om
s b
ecau
se t
hey
wer
e
mad
e to
fee
l u
nco
mfo
rtab
le b
y st
aff
wh
en d
inin
g
alo
ne.
(9)
....
...
Fou
r ye
ars
ago
, fo
r ex
amp
le,
a
sim
ilar
surv
ey
had
re
veal
ed
that
a
sig
nif
ican
t
nu
mb
er o
f w
om
en t
rave
llin
g a
lon
e an
d w
ish
ing
to
use
the
ho
tel r
esta
ura
nt w
ere
actu
ally
turn
ed a
way
.
Man
y o
f th
e su
gg
esti
on
s fo
r im
pro
ved
ser
vice
s p
ut
forw
ard
by
the
Bu
sin
ess
Trav
el A
sso
ciat
ion
are
rela
tive
ly
sim
ple
. (1
0)..
....
. P
laci
ng
ta
ble
s in
rest
aura
nts
in a
way
th
at a
llow
s th
e h
ead
wai
ter
to
intr
od
uce
g
ues
ts
to
on
e an
oth
er,
so
they
ca
n
cho
ose
to
sit
to
get
her
ove
r a
mea
l, w
as a
fu
rth
er
sug
ges
tio
n. G
ues
ts in
th
e d
inin
g r
oo
m w
ou
ld t
hen
hav
e th
e o
pp
ort
un
ity
to m
eet
up
wit
h o
ther
s w
ho
mig
ht,
fo
r ex
amp
le,
be
atte
nd
ing
th
e sa
me
con
fere
nce
, or
hav
e th
e sa
me
bu
sin
ess
inte
rest
s.
Wen
dy
Man
nin
g,
exec
uti
ve
man
ager
o
f th
e
Bar
ton
sfie
ld H
ote
l, ag
reed
wit
h th
e B
usi
nes
s Tr
avel
Ass
oci
atio
n
that
h
ote
l st
ar
rati
ng
s sh
ou
ld
be
infl
uen
ced
by
the
leve
l o
f se
rvic
e th
ey o
ffer
to
fem
ale
bu
sin
ess
gu
ests
. (1
1)..
....
. ‘O
ur
surv
ey
hig
hlig
hte
d t
he
un
will
ing
nes
s o
f m
any
wo
men
to
air
thei
r vi
ews
if t
hey
are
tre
ated
bad
ly,’
Wen
dy
Man
nin
g p
oin
ted
ou
t.
A g
rou
p o
f in
flu
enti
al b
usi
nes
swo
men
rec
entl
y m
et
to
dis
cuss
th
e re
sult
s o
f th
e B
usi
nes
s Tr
avel
Ass
oci
atio
n
qu
esti
on
nai
re.
Th
ey
sug
ges
ted
th
at
bu
sin
essw
om
en
sho
uld
n
ot
hes
itat
e to
m
ake
it
clea
r if
th
ey h
ave
a p
rob
lem
. (1
2)..
....
. O
nce
clie
nts
hav
e g
on
e, i
t is
all
too
eas
y fo
r th
e is
sue
to
be
ign
ore
d b
y h
ote
l m
anag
ers,
an
d i
t w
ill a
lso
be
forg
ott
en b
y th
e o
verw
ork
ed b
usi
nes
s ex
ecu
tive
s
them
selv
es.
Page 45
BE
C V
AN
TA
GE
Turn
Ove
r � 7
13A
ccor
ding
to
the
text
, th
e en
d of
a p
rodu
ct’s
life
cyc
le is
mar
ked
by
Aa
shar
p ris
e in
pro
duct
ion
cost
s.
Bth
e pr
oduc
t be
com
ing
outd
ated
.
Can
incr
ease
in c
usto
mer
com
plai
nts.
Dle
ss s
uppo
rt f
rom
sal
es m
anag
emen
t.
14W
hat
does
the
writ
er s
ay a
bout
sal
es m
anag
emen
t in
the
firs
t pa
ragr
aph?
AC
ompa
nies
sho
uld
spen
d m
ore
time
on t
heir
sale
s pl
anni
ng.
BT
here
are
man
y m
anag
ers
who
nee
d to
impr
ove
thei
r sa
les
perf
orm
ance
.
CM
ost
sale
s m
anag
ers
fail
to r
ecog
nise
whi
ch s
tage
a p
rodu
ct h
as r
each
ed.
DT
he s
ales
app
roac
h sh
ould
cha
nge
with
eac
h ph
ase
of t
he p
rodu
ct li
fe c
ycle
.
15A
ccor
ding
to
the
text
, a
grea
ter
sale
s ef
fort
is r
equi
red
for
a pr
oduc
t w
hen
Ait
is p
artic
ular
ly in
nova
tive.
Bth
e ad
vert
isin
g bu
dget
has
bee
n cu
t.
Criv
al c
ompa
nies
sta
rt t
o pr
oduc
e so
met
hing
sim
ilar.
Dco
nsum
er in
tere
st s
witc
hes
to a
new
pro
duct
cat
egor
y.
16A
ccor
ding
to
the
text
, a
good
mar
ketin
g st
rate
gy m
ust
prim
arily
be
conc
erne
d w
ith
Asa
les
stat
istic
s.
Bpr
oduc
t de
tails
.
Cco
nsum
er d
ata.
Dpr
ofit
info
rmat
ion.
17A
ccor
ding
to
the
text
, pr
ofit
leve
ls m
ay fa
il to
cor
resp
ond
to t
he v
olum
e of
sal
es b
ecau
se
Ath
e fu
ll se
lling
cos
ts h
ave
not
been
tak
en in
to a
ccou
nt.
Bth
e pr
oduc
tion
cost
s w
ere
not
estim
ated
cor
rect
ly.
Cth
ere
are
unfo
rese
en p
robl
ems
with
dis
trib
utio
n.
Dth
ere
has
been
a la
ck o
f ec
onom
ic s
tabi
lity.
18W
hat
does
the
writ
er s
ay a
bout
the
cha
rts
that
sho
w s
ales
pro
gres
s?
AIt
is a
mat
ter
of ju
dgem
ent
whe
re o
ne s
ales
pha
se f
inis
hes
and
anot
her
begi
ns.
BM
anag
ers
shou
ld r
evie
w p
olic
y w
hen
a sh
arp
fall
in s
ales
is in
dica
ted.
CIt
is d
iffic
ult
to s
ee h
ow s
ales
cha
rts
can
prov
ide
suffi
cien
t gu
idan
ce t
o m
anag
ers.
DM
anag
ers
shou
ld g
et c
onfir
mat
ion
of t
he d
ata
they
plo
t on
the
sal
es c
hart
s.
Prod
uct
Life
Cyc
les
and
Sal
es S
trat
egy
One
of
th
e m
ost
impo
rtan
t co
ncep
ts
in
sale
sm
anag
emen
t and
mar
ketin
g is
that
of
the
prod
uct l
ife
cycl
e. T
his
is a
his
tori
cal
reco
rd o
f th
e lif
e of
apr
oduc
t, sh
owin
g th
e st
age
in it
s lif
e th
e pr
oduc
t has
reac
hed
at a
par
ticul
ar ti
me.
By
iden
tifyi
ng th
e st
age
that
a p
rodu
ct i
s in
or
may
be
head
ing
tow
ards
,co
mpa
nies
can
for
mul
ate
bette
r m
arke
ting
plan
s. A
llpr
oduc
ts h
ave
‘liv
es’i
n as
muc
h as
the
y ar
e cr
eate
d,se
ll w
ith v
aryi
ng p
rofi
tabi
lity
over
a p
erio
d of
tim
e,an
d th
en b
ecom
e ob
sole
te a
nd a
re r
epla
ced
or s
impl
yno
lon
ger
prod
uced
. A
prod
uct’s
sal
es p
ositi
on a
ndpr
ofita
bilit
y ca
n be
exp
ecte
d to
flu
ctua
te o
ver
time
and
so,
at e
ach
succ
essi
ve s
tage
in
the
prod
uct’s
cycl
e, it
is n
eces
sary
to a
dopt
dif
fere
nt ta
ctic
s.T
he tw
o m
ain
feat
ures
of
the
prod
uct l
ife
cycl
e ar
eun
it sa
les
and
unit
prof
it. T
he u
nit
sale
s fi
gure
sus
ually
jum
p on
intr
oduc
tion,
as
a re
spon
se to
hea
vyad
vert
isin
g an
d pr
omot
ion,
as
cust
omer
s bu
y th
epr
oduc
t ex
peri
men
tally
. T
his
is g
ener
ally
fol
low
edby
a le
velli
ng o
ff w
hile
it is
eva
luat
ed –
the
leng
th o
fth
is p
erio
d de
pend
ing
on th
e us
e to
whi
ch th
e pr
oduc
tis
put
. T
hen,
uni
t sa
les
rise
ste
adily
thr
ough
the
grow
th
phas
e to
th
e m
atur
ity
phas
e,
whe
n th
epr
oduc
t is
wid
ely
acce
pted
, an
d so
on
to s
atur
atio
nle
vel.
By
this
tim
e, c
ompe
titor
s w
ill h
ave
ente
red
the
mar
ket
with
the
ir o
wn
vers
ion
and,
fro
m t
his
poin
t,th
e sa
les
team
will
hav
e to
wor
k ev
en h
arde
r to
win
all
addi
tiona
l sa
les.
Eve
ntua
lly,
the
prod
uct’s
sal
esde
clin
e as
be
tter
vers
ions
en
ter
the
mar
ket
and
com
petit
ion
beco
mes
too
stro
ng.
In r
etro
spec
t, m
ost
firm
s kn
ow w
hat
happ
ened
to
thei
r pr
oduc
ts f
rom
lau
nch
to w
ithdr
awal
. T
hey
can
com
pile
thi
s in
form
atio
n fr
om t
he r
ecor
ds o
f un
itsa
les.
Unf
ortu
nate
ly, u
nit s
ales
are
not
the
com
plet
e st
ory
as it
is u
nit p
rofi
t tha
t is
the
deci
sive
fac
tor,
alth
ough
this
is n
ot a
lway
s re
cord
ed a
ccur
atel
y. I
t is
this
fig
ure
that
sal
es m
anag
emen
t ha
s to
mon
itor,
thou
gh,
toen
sure
an
ef
fect
ive
mar
keti
ng
stra
tegy
an
d to
prod
uce
effe
ctiv
e pr
ofits
.A
t la
unch
, the
pro
duct
is
cost
ed a
ccur
atel
y on
the
basi
s of
pro
duct
ion
cost
s pl
us s
ellin
g co
sts.
Ini
tially
thes
e re
mai
n fa
irly
sta
ble,
but
, w
hen
the
prod
uct
ispr
ovin
g su
cces
sful
, co
mpe
titor
s w
ill b
ring
out
the
irow
n ‘c
opy-
cat’
prod
ucts
. W
ith a
com
petit
or i
n th
efi
eld,
the
ori
gina
l fi
rm h
as t
o re
spon
d in
ord
er t
om
aint
ain
its m
arke
t po
sitio
n. I
t ca
n ru
n sp
ecia
l sa
les
prom
otio
ns, i
mpr
ove
deliv
erie
s, m
ake
mor
e fr
eque
ntsa
les
calls
and
so
on.
Oft
en t
he e
xtra
exp
endi
ture
is
not a
ccur
atel
y ch
arge
d to
the
prod
uct a
nd th
e re
sult
isth
at, l
ong
befo
re u
nit s
ales
are
not
icea
bly
falli
ng, t
heun
it pr
ofit
has
alre
ady
falle
n.T
he p
rodu
ct l
ife
cycl
e, t
hen,
pre
sent
s a
pict
ure
ofw
hat
happ
ened
in
the
prod
uct’s
‘lif
etim
e’,
so h
owca
n th
is b
e us
ed a
s an
ong
oing
aid
to
man
agem
ent
deci
sion
-mak
ing?
Eve
ry s
ales
man
ager
has
a c
hart
on
whi
ch th
e pr
ogre
ss o
f sa
les
is p
lotte
d an
d th
is c
an b
eus
ed a
s a
guid
e to
the
sta
ge o
f de
velo
pmen
t ea
chpr
oduc
t is
cur
rent
ly i
n. A
n es
sent
ial
man
agem
ent
skill
is
bein
g ab
le t
o in
terp
ret
sale
s re
sults
and
dra
win
the
sta
ges
as t
hey
occu
r. D
ecid
ing
whe
re e
ach
stag
e be
gins
and
end
s ca
n be
a r
ando
m e
xerc
ise,
thou
gh u
sual
ly th
e st
ages
are
bas
ed o
n w
here
the
rate
of s
ales
gro
wth
or
decl
ine
beco
mes
pro
noun
ced.
PAR
T T
HR
EE
Qu
esti
on
s 13
– 1
8
•R
ead
the
artic
le b
elow
abo
ut p
rodu
ct li
fe c
ycle
s an
d th
e qu
estio
ns o
n th
e op
posi
te p
age.
•F
or e
ach
ques
tion
13 –
18,
mar
k on
e le
tter
(A,
B,
Cor
D)
on y
our
Ans
wer
She
et fo
r th
e an
swer
you
choo
se.
6
Page 46
BE
C V
AN
TA
GE
Exa
mp
le: A
calc
ulat
eB
depe
ndC
dete
rmin
eD
lean
19A
prod
uce
Bm
ake
Cco
nstr
uct
Dbu
ild
20A
beha
viou
rB
habi
tC
prac
tice
Dro
utin
e
21A
met
hod
Bla
wC
rule
Dco
urse
22A
focu
sB
defin
eC
targ
etD
dire
ct
23A
gain
ing
Bac
quiri
ngC
colle
ctin
gD
taki
ng
24A
requ
ests
Bca
llsC
bids
Dco
mm
ands
25A
appo
int
Bpr
ogra
mm
eC
sche
dule
Dca
talo
gue
26A
parc
els
Bpa
cket
sC
bund
les
Dpa
ckag
es
27A
form
atio
nB
desi
gnC
stru
ctur
eD
syst
em
28A
cata
logu
eB
labe
lC
mar
kD
iden
tify
29A
poin
tB
tend
Cle
adD
mov
e
30A
diso
rder
Bm
ista
keC
conf
use
Dco
mpl
icat
e
31A
appo
intm
ents
Bpr
oced
ures
Car
rang
emen
tsD
orga
nisa
tions
32A
shar
eB
role
Cfu
nctio
nD
elem
ent
33A
prec
isel
yB
suita
bly
Cpr
oper
lyD
accu
rate
ly
AB
CD
0
9
Turn
Ove
r �
8PAR
T F
OU
R
Qu
esti
on
s 19
– 3
3
•R
ead
the
advi
ce b
elow
abo
ut t
he u
se o
f te
chno
logy
in p
rese
ntat
ions
.
•C
hoos
e th
e be
st w
ord
to f
ill e
ach
gap
from
A,
B,
Cor
Don
the
opp
osite
pag
e.
•F
or e
ach
ques
tion
19 –
33,
mar
k on
e le
tter
(A,
B,
Cor
D)
on y
our
Ans
wer
She
et.
•T
here
is a
n ex
ampl
e at
the
beg
inni
ng,
(0).
Gui
delin
es fo
r gi
ving
Pre
sent
atio
nsM
ost
pres
enta
tions
tod
ay (
0)..
.B..
.on
the
use
of
som
e so
rt o
f te
chno
logy
,su
ch a
s a
lapt
opco
mpu
ter
linke
d to
a p
roje
ctor
.Whi
le t
his
tech
nolo
gy c
an h
elp
to(1
9)...
...pr
esen
tatio
ns b
ette
r,it
also
has
a(2
0)...
...of
get
ting
in t
he w
ay.A
s a
gene
ral(
21)
......
,it
is b
ette
r to
(22)
......
on t
he c
onte
ntof
a
pres
enta
tion
as
a m
eans
of
(23)
......
your
au
dien
ce’s
atte
ntio
n,ra
ther
th
an
rely
ing
onso
phis
ticat
ed e
quip
men
t.
Bear
in m
ind
that
whe
n an
org
anis
atio
n in
vite
s(2
4)...
...fo
r a
cont
ract
,the
y m
ay(2
5)...
...fo
ur o
r fiv
epr
esen
tatio
ns f
rom
diff
eren
t co
mpa
nies
on
the
sam
e da
y.Ea
ch o
f th
ese
com
pani
es w
ill p
roba
bly
beus
ing
the
sam
e co
mpu
ter
grap
hics
(26)
......
and
the
sam
e eq
uipm
ent.
The
ch
ance
s ar
e th
epr
esen
tatio
ns w
ill b
e si
mila
r to
o.
Tha
t’s w
hy t
he c
onte
nt a
nd(2
7)...
...of
wha
t yo
u sa
y ar
e im
port
ant.
Thi
nk a
bout
wha
t yo
u w
ant
tosa
y an
d ho
w t
o sa
y it
as c
lear
ly a
s po
ssib
le.
As
a fir
st s
tep,
you
need
to
(28)
......
the
mai
n po
ints
you
wan
t to
get
acr
oss.
Aud
ienc
es a
re e
asily
bor
ed a
nd(2
9)...
...to
rem
embe
r on
ly t
he m
ost
ente
rtai
ning
,ex
citin
g or
unu
sual
idea
s.
Nex
t cr
eate
you
r m
ater
ials
,cho
osin
g th
e im
ages
for
your
pre
sent
atio
n ca
refu
lly.R
emem
ber
you
dono
t w
ant
to s
top
your
aud
ienc
e fr
om li
sten
ing
to y
ou,n
or d
o yo
u w
ant
to(3
0)...
...th
em.
Fina
lly,
mak
e al
l th
e ne
cess
ary
(31)
......
for
the
equi
pmen
t yo
u ne
ed.
If te
chno
logy
is
to b
e an
impo
rtan
t(3
2)...
...of
you
r pr
esen
tatio
n,m
ake
sure
you
kno
w h
ow t
o us
e it
(33)
......
and
test
it o
utbe
fore
hand
.
Page 47
BE
C V
AN
TA
GE
PAR
T F
IVE
Qu
esti
on
s 34
– 4
5
•R
ead
the
artic
le b
elow
abo
ut a
tra
inin
g co
mpa
ny.
•In
mos
t of
the
line
s 34
– 4
5th
ere
is o
ne e
xtra
wor
d.It
is e
ither
gra
mm
atic
ally
inco
rrec
t or
does
not
fit
in w
ith t
he m
eani
ng o
f th
e te
xt. S
ome
lines
, ho
wev
er,
are
corr
ect.
•If
a lin
e is
cor
rect
, w
rite
CO
RR
EC
Ton
you
r A
nsw
er S
heet
.
•If
ther
e is
an
extr
a w
ord
in t
he li
ne,
writ
e th
e ex
tra
wo
rdin
CA
PIT
AL
LET
TE
RS
on y
our
Ans
wer
She
et.
•T
he e
xerc
ise
begi
ns w
ith t
wo
exam
ples
, (0
) an
d (0
0).
Exa
mp
les
0S
O
00C
OR
RE
CT
0T
her
e is
lit
tle
do
ub
t th
at t
rain
ing
has
bec
om
e so
an
acc
epte
d p
art
of
bu
sin
ess
bu
t it
is
00
equ
ally
tru
e th
at c
om
pan
ies
take
a m
uch
les
s sc
ien
tifi
c ap
pro
ach
th
an t
hey
sh
ou
ld.
A
34
rece
nt
stu
dy
sug
ges
ted
us
that
, w
hile
UK
org
anis
atio
ns
spen
d n
earl
y £1
0bn
a y
ear
on
35
trai
nin
g,
37%
of
them
hav
e n
ever
eva
luat
ed t
hat
exp
end
itu
re i
n s
tric
t te
rms
of
bu
sin
ess
36
imp
act.
Yet
if
trai
nin
g a
ctiv
itie
s th
at a
re r
un
alo
ng
th
e sa
me
lines
as
oth
er b
usi
nes
s
37
op
erat
ion
s, i
n w
ays
that
max
imis
e w
ith
op
po
rtu
nit
ies,
it
bec
om
es e
asie
r fo
r tr
ain
ing
38
org
anis
atio
ns
to h
elp
co
mp
anie
s m
eet
stra
teg
ic g
oal
s. O
ne
org
anis
atio
n s
ho
win
g a
n
39
awar
enes
s o
f w
hat
th
is p
rin
cip
le i
s C
T S
olu
tio
ns,
a t
rain
ing
bu
sin
ess
that
has
its
ow
n
40
pre
mis
es i
n S
ou
th L
on
do
n.
Th
e n
eed
fo
r m
ore
tra
inin
g h
as c
om
bin
ed i
t w
ith
cu
tbac
ks i
n
41
off
ice
acco
mm
od
atio
n t
o c
reat
e p
len
ty o
f b
usi
nes
s fo
r th
ose
hir
ing
ou
t sp
ace,
par
ticu
larl
y
42
up
per
-en
d h
ote
ls.
Bu
t w
hile
CT
So
luti
on
s d
etec
ted
th
at m
any
org
anis
atio
ns
wer
e n
ot
43
sati
sfie
d w
ith
ho
tels
bec
ause
th
ey d
o n
ot
alw
ays
pro
vid
e a
go
od
ser
vice
. C
T S
olu
tio
ns
is
44
tota
lly d
edic
ated
to
pro
vid
ing
of
spac
e fo
r b
usi
nes
s, m
ost
ly f
or
trai
nin
g,
bu
t al
so f
or
45
con
fere
nce
s an
d A
GM
s. C
lear
ly,
sin
ce t
he
bu
sin
ess
has
bee
n g
row
n i
n s
ize,
it
is a
n
app
roac
h t
hat
wo
rks.
10
Tra
inin
g P
rov
isio
n
READING ANSWER KEY
Part One Part Two Part Three Part Four Part Five
1 C 8 F 13 B 19 B 34 US2 A 9 B 14 D 20 B 35 STRICT3 D 10 E 15 C 21 C 36 THAT4 B 11 C 16 D 22 A 37 WITH5 C 12 D 17 A 23 A 38 CORRECT6 D 18 A 24 C 39 WHAT7 A 25 C 40 IT
26 D 41 CORRECT27 C 42 WHILE28 D 43 CORRECT29 B 44 OF30 C 45 BEEN31 C32 D33 C
Page 48
BE
C V
AN
TA
GE
Part
3
Part
5
14
13
16
15
17
35
34
01
01
37
36
01
01
38
01
34
35
36
37
38
AB
CD
AB
CD
19
21
20
23
22P
art
4
25
24
27
26
28
29
30
18
AB
CD
AB
CD
AB
CD
AB
CD
31
32
33
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
AB
CD
39
01
40
01
39
40
41
01
42
01
41
42
43
01
44
01
43
44
45
01
45
Superv
isor:
VA
NT
AG
E
BE
C V
an
tag
e R
ead
ing
An
sw
er S
heet
00
00 1 2 3 4 5 6 7 8 9
1 2 3 4 5 6 7 8 9
1 2 3 4 5 6 7 8 9
1 2 3 4 5 6 7 8 9
Ca
nd
ida
te N
am
eIf
no
t alr
ead
y p
rin
ted
, w
rit
e n
am
e
in C
AP
ITA
LS
an
d c
om
ple
te t
he
Can
did
ate
No
. g
rid
(in
pen
cil).
Ca
nd
idate
’s S
ign
atu
re
Exam
inati
on
Tit
le
Ce
ntr
e
If t
he
ca
nd
ida
te is A
BS
EN
T o
r h
as
WIT
HD
RA
WN
sh
ad
e h
ere
Can
did
ate
No
.
Ce
ntr
e N
o.
Exam
inati
on
Deta
ils
21 43
8
5
109 12
11
Part
1
Ins
tru
cti
on
s
Use a
PE
NC
IL (B
or
HB
).
Rub o
ut any a
nsw
er
you w
ish to c
hange w
ith a
n e
raser.
Fo
r P
arts
1 t
o 4
:
Mark
one b
ox for
each a
nsw
er.
Fo
r e
xa
mp
le:
If y
ou thin
k C
is the r
ight answ
er
to the q
uestion, m
ark
your
answ
er
sheet like this
:
Part
2
�
Tu
rn
over f
or P
arts
3 -
5
Fo
r P
art
5:
Write
your
answ
er
cle
arly in C
AP
ITA
L L
ET
TE
RS
.
Write
one letter
in e
ach b
ox.
Fo
r e
xa
mp
le:
AB
C0
6 7
0 A
BE
C V
- R
DP
45
8/3
58
BC
AB
C
AB
C
AB
C
AB
C
AB
CD
EF
G
AB
CD
EF
G
AB
CD
EF
G
AB
CD
EF
G
AB
CD
EF
G
AB
C
AB
C
D D D D D D D
