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particular company and to persuade them to join this company 
28. companies that design advertising for clients
29. the advertising of a particular product or service during a particular period of time
30. the statement of objectives that a client works out with an advertising agency

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31. a defined set of customers whose needs a company plans to satisfy
32. the amount of money a company plans to spend in developing its advertising and 
buying media time or space
33. the choice of where to advertise in order to reach the right people
34. free advertising, when satisfied customers recommend products to their friends
35. trying to get consumers to forward an online marketing message to other people
36. money placed in a bank
37. a sum of money borrowed from a bank
38. the money invested in a business
39. certificates representing part-ownership of a company
40. certificates of debt issued by governments or companies to raise money
41. when one company combines with another one
42. why one company offers to buy or acquire another one
43. all the investments owned by an individual or organisation
44. the profits made on investments
45. unable to pay debts or continue to do business
46. the ending or relaxing of legal restrictions 
47. the price paid for borrowing money, paid to the lenders
48. what an organisation can do better than its competitors
49. the sales businesses expect to achieve in a particular period of time 
50. the total income received by a business before any expenses are paid
II. GRAMMAR (3 pts): Select the best answer to complete each sentence. 
 
1. The success or failure of companies depends __________ the quality of their 
managers. 
A. on 
B. in 
C. of 
D. with 
2. The work of a manager can be divided _________ five tasks. 
A. on 
B. into 
C. of 
D. with 
3. A manager’s five tasks include planning, organizing, integrating, measuring 
performance, and __________ people.
A. develop 
B. to develop
C. developing 
D. developed 
4. There are management skills that have to be __________.
A. learning 
B. learn 
C. to learn 
D. learnt 
5. Some people are good __________management.
A. at 
B. on
C. for
D. of 
6. Top managers also have to deal __________ any crisis that arises. 
A. on 
B. with 
C. of 
D. in 

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7. Some people perform tasks better _____ their own while others work better in teams. 
A. with 
B. on
C. of
D. by 
8. ________ an organisation has set objectives, it has to make sure that it achieves them. 
A. Before
B. Then 
C. Lastly 
D. After 
9. I experience _________ explaining difficult decisions to employees, investors, 
journalists, and so on.
A. in
B. on
C. of
D. with 
10. One of the most important responsibilities of a manager is to motivate the people 
_______ report to him/her. 
A. who 
B. which 
C. when 
D. whom 
11. One of the most important responsibilities of a manager is to motivate the people who 
report ________ him/her. 
A. with 
B. on
C. of
D. to 
12. People would rather __________ told what to do. 
A. to be
B. be
C. is
D. was 
13. Most people are far more creative __________their employers realize. 
A. with 
B. about 
C. than 
D. the 
14. People are motivated by fear of __________ their job. 
A. losing
B. lose 
C. loses 
D. lost 
15. People are motivated by fear __________ losing their job. 
A. with 
B. of
C. about 
D. at 
16. People want to be interested _________ their work and, given the right conditions, 
they will enjoy it. 
A. with 
B. to
C. at
D. in 
17. ________ the right conditions, most people will accept responsibility.
A. Upon
B. Under 
C. Above 
D. Below 
18. Lazy workers have to be both threatened _________ rewarded with incentives. 
A. with 
B. same 
C. also 
D. and 
19. Most lazy people are incapable ________ taking responsibility for themselves have to 
be looked after.
A. of 
B. with 
C. on
D. at 
20. Most lazy people are incapable of _______ responsibility for themselves have to be 
looked after.
A. taking
B. take 
C. to take 
D. taken 
21. Most lazy people are incapable of taking responsibility for themselves have to be 
looked ______.
A. after
B. for
C. at
D. into 

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22. Theory Y, ______ the contrary, assumes that most people have a psychological meed 
to work.
A. with 
B. to
C. on
D. as 
23. McGregor’s two theories are based _________ Abraham Maslow’s famous 
“hierarchy of needs”. 
A. with 
B. on
C. in
D. of
24. Theory X relates ______ the basic “lower order” needs at the bottom of the hierarchy.
A. to 
B. with 
C. in
D. of 
25. MrGregor is widely considered to have _____ the foundations for the modern people-
centered view of management. 
A. lay 
B. laying 
C. laid
D. to lay 
26. Maslow spent a year ________ a Californian company that used Theory Y. 
A. study
B. to study 
C. studying
D. studied 
27. Benefits such as sick pay, ______ holidays and a pension are incentives that motivate 
workers. 
A. paying
B. pay
C. paid 
D. to pay 
28. Benefits such as sick pay, paid holidays and a pension are incentives that 
________workers. 
A. motivates
B. motivate
C. to motivate 
D. motivating 
29. Workers who have “hygiene factors” take them for _______ . 
A. granted 
B. granting
C. to grant 
D. grant 
30. _______ people are motivated, they will not perform well.
A. When
B. If
C. Unless 
D. After 
31. There are plenty _______ boring, repetitive and mechanical jobs.
A. of 
B. for
C. with 
D. at 
32. Some supermarkets let workers _____ what product lines to stock and how to display 
them. 
A. to decide 
B. decides 
C. deciding
D. decide 
33. Some supermarkets let workers decide what product lines to stock and how _____ 
them. 
A. to display 
B. display 
C. displaying
D. displayed 
34. Doing four different repetitive jobs are _____ than doing only one. 
A. better
B. good 
C. worse than
D. best
35. Unfortunately, not all the competing companies in an industry can seriously claim to 
be the _____.
A. better
B. good 
C. worse than
D. best
36. Workers might be motivated by _______ responsibilities as part of a team. 
A. have
B. having 
C. to have 
D. had 

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37. Job rotation can make a day’s work more _________ . 
A. interest 
B. interested
C. interesting
D. to interest 
38. Companies can always motivate workers by telling them that they work _____ the 
best company in the field. 
A. for 
B. with 
C. on
D. of 
39. Companies can always motivate workers by telling them that they work for the 
______ company in the field. 
A. good
B. better 
C. best 
D. worse than 
40. The production and marketing departments cannot take financial decisions without 
______ the finance department. 
A. consult
B. consulting
C. to consult
D. consulted 
41. Large organisations ________ a range of products are often further divided into 
separate operating divisions.
A. to make 
B. making 
C. makes 
D. made 
42. People are often more concerned ________ the success of their own department than 
that of the company as a whole. 
A. with 
B. on
C. of
D. at 
43. There are permanent conflicts ________ finance and marketing or marketing and 
production over what the objectives are.
A. neither
B. either 
C. rather 
D. between 
44. People at lower levels pass _____ responsibility to their boss.
A. on 
B. with 
C. of
D. about 
45. The modern tendency is to reduce the chain of command, take _______ layers of 
management.
A. out 
B. of
C. on
D. up 
46. Typically, the owners of small firms want to keep _____ much control over their 
business as possible.
A. more
B. as
C. than 
D. most 
47. A production manager with an idea could deal directly _______the managers 
responsible for a certain market segment.
A. with 
B. on
C. of
D. at 
48. A production manager with an idea could deal directly with the managers who are 
responsible ______ a certain market segment. 
A. for
B. at
C. with 
D. of 
49. It is sometimes necessary to give one department priority in decision ______ . 
A. made
B. make 
C. making 
D. to make 
50. Teams are not always very good _______ decision making.
A. for 
B. at
C. with 
D. about 

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51. A company ______ hires an employment agency or advertises the vacancy.
A. either
B. neither 
C. between
D. both 
52. A recruiter follows _____ the references of candidates who seem interesting. 
A. with 
B. up
C. on
D. among 
53. Companies often try to discover ______ the worker has resigned. 
A. who 
B. why 
C. what
D. when 
54. He is applying ______ the Sales Associate position. 
A. for 
B. with 
C. on
D. of 
55. She is looking _____ a challenging entry-level position that allows him to contribute 
her skills and experience 
A. after
B. for
C. at
D. up 
56. She would like the opportunity for an interview in _____ I could show you how I 
can benefit your company. 
A. which
B. what 
C. that
D. where 
57. I grew ________ in four different countries. 
A. in
B. with 
C. up
D. at 
58. I am enthusiastic _____ pursuing a career in sales. 
A. with
B. for
C. at
D. about 
59. Manufacturing companies can produce according ______ pull or push strategies. 
A. with 
B. for
C. at
D. to 
60. Historically, Kanban was a manual system in which cards _____ placed in 
component bins in warehouses. 
A. are 
B. is
C. were 
D. was 
61. Apart _____ JIT, other names for pull strategies include lean production. 
A. from
B. with 
C. the
D. for 
62. Supplies are scheduled to meet ______ demand. 
A. expecting 
B. expect 
C. expected
D. to expect 
63. Both production and suppliers are constantly ______ to the actual consumption of 
components. 
A. react
B. reacts 
C. reacting 
D. reacted 
64. When pieces are removed _______ stock, replacements are automatically ordered 
from suppliers.
A. from
B. of
C. away 
D. to
65. I had never seen what a supply chain looked like in action until I ________ Wal-Mart 
headquarters in Bentonville.
A. visiting
B. to visit 
C. visit 
D. visited 
66. The trucks were ______ off boxes of merchandise from thousands of different 
suppliers. 

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A. drop
B. dropped
C. to be dropped
D. dropping 
67. The little conveyer belts fed ____ a bigger belt.
A. into 
B. on
C. of
D. about 
68. The signal will pop ________ on the supplier’s computer screen and prompt him to 
make another of that item. 
A. on 
B. with 
C. up
D. for 
69. No sooner does your arm lift a product off the local Wal-Mart’s shelf and onto the 
checkout counter ______ another mechanical arm starts making another one.
A. after
B. than 
C. when 
D. before 
70. A Wall-Mart picks _____ merchandise at a supplier’s factory or warehouse. 
A. up 
B. off
C. at
D. to 
71. Finished goods are put into inventory in a warehouse _____ orders. 
A. awaits
B. to await 
C. awaited 
D. awaiting 
72. Suppliers received orders and dispatch raw materials and components to the 
manufacturing site on _______ dates. 
A. to agree 
B. agreeing
C. agrees 
D. agreed 
73. The plan is approved and ______ to the analysts. 
A. pass 
B. to pass 
C. passed 
D. passing 
74. Advertising informs consumers ________the existence and benefits of products and 
services. 
A. with 
B. at
C. about 
D. on 
75. Most companies used _______ agencies to produce their advertising for them. 
A. advertised 
B. advertising 
C. to advertise 
D. advertises 
76. It is always difficult to know how much _________ on advertising.
A. spends
B. spend 
C. to spend
D. spent 
77. Advertising is widely considered to be essential for _______ new consumer products. 
A. launching 
B. launch 
C. to launch
D.launching 
78. Companies succeed ________ getting people to spread commercial messages.
A. in
B. in
C. with 
D. of 
79. Companies succeed in getting people ______ commercial messages. 
A. to spread 
B. spreading
C. spreads 
D. spread 
80. Viral marketing allows companies _________, persuade, and create a “buzz”, so that 
an idea spreads very quickly, at very little cost. 
A. to inform 
B. informs 
C. informing
D. informed 
81. American house prices fell and many borrowers stopped _____.
A. repay
B. to repay
C. repaid 
D. repaying 
82. It is estimated that banks around the world will eventually have to write _____ $1.5 
trillion of worthless subprime MBSs.

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A. on 
B. off
C. with 
D. away 
83. A major bank has been rescued by the government after ____ billions of euros on 
speculative investments. 
A. lose 
B. losing 
C. lost
D. to lose 
84. It took three years for our revenue ________ our break-even point. 
A. to reach 
B. reaching
C. reached
D. reaches 
85. In order to persuade investors _________, you need to write a business plan. 
A. to invest 
B. investing
C. invests 
D. invested 
86. A reward once ____________ becomes a right. 
A. give 
B. given 
C. to give 
D. gave 
87. _______ four different repetitive jobs a day is better than doing only one. 
A. Do 
B. Did
C. Doing 
D. Done 
88. Many people now talk about the importance of a company’s ______ values or 
corporate culture. 
A. shares
B. sharing 
C. shared 
D. share 
89. Not all _________ companies in an industry can seriously claim to be the best. 
A. competing 
B. compete
C. competed
D. competes 
90. There is a clear chain of command ______ down from the pyramid. 
A. run 
B. running 
C. to run 
D. ran 
91. Large organisations ________ a range of products are often further divided into 
separate operating divisions. 
A. make
B. making 
C. made 
D. makes 
92. Matrices ________ several departments can become quite complex.
A. involves 
B. involving
C. to involve
D. involved 
93. Production is based on estimates of future demand, and begins according to the 
_______ production lead time. 
A. plan 
B. planning
C. planned 
D. plans 
94. Hotmail added a little advertisement for itself at the bottom of every email ______ 
using a Hotmail address. 
A. sent 
B. sending 
C. send 
D. sends 
95. The losses destroyed much of the capital of the world banking system, ______ to a 
credit crisis. 
A. leads
B. led
C. leading 
D. lead 
96. I had ______ team members in my operational team. 
A. a few
B. little
C. much 
D. a little 
97. Theory X assumes that most people are _________ of taking responsibility for 
themselves and have to be looked after. 
A. capable 
B. incapable
C. capacity
D. capably 

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98. Senior managers and directors set objectives and decide _______ their organization 
can achieve or accomplish them. 
A. what
B. which 
C. who 
D. how 
99. You have to know how _____ people. 
A. to lead
B. lead 
C. leading 
D. led 
100. She is good at meeting deadlines, solving problems and ______ decisions. 
A. makes
B. making 
C. to make 
D. made 
101. The company can offer a payment for a _____________ solution. 
A. successfully B. success 
C. successful
D. succeed 
102. I have never seen what a supply chain looked _________in action. 
A. to like
B. liking
C. liked
D. like 
103. The most common JIT system is _____ Kanban, a Japanese word meaning “visual 
card”. 
A. called
B. call
C. to call 
D. calling 
104. If you _____ starting a company, how could you raise money? 
A. are 
B. were 
C. was
D. had been 
105. Advertising is widely considered ______ essential for launching new consumer 
products. 
A. being
B. be
C. to be 
D. been 
106. Some people are good at management and others _____.
A. is not
B. cannot 
C. do not 
D. are not 
107. The size of _____ can range from one person in a small organisation to hundreds 
of thousands of managers in multinational companies. 
A. management B. managers
C. managing
D. manage 
108. Workers _____ have them take them for granted. 
A. whom
B. who 
C. whose 
D. which