END-OF-UNIT TEST 8

Duration: 75 minutes
Section 1: Language knowledge (30 marks)

I. Fill in each blank in the passage below with ONE suitable word.

The dictionary defines ‘advertise’ as ‘to make (something for sale, services offered, etc) known to the (1)
……………. Advertising can therefore be considered (2) …………….. form of communication, the ultimate
aim of (3) …………….. is to persuade consumers to choose a specific (4) …………….. or service.
Every company tries to differentiate its products from (5) …………… of the competition, and a key element is
the strategy of branding.
A brand can be defined as the (6) …………….. attached to a product or service, how that name is visually
expressed through a (7) …………….. and how that name and logo are extended throughout a company’s
communications.
However, a (8) …………….. is much more than just a noun. It also represents some intangible aspects of a
product, as it is (9) …………….. the product or often even the whole company is perceived by (10)
…………….. customers. It is a nexus of ideas, feelings, and perceptions about lifestyle and status, image and
quality.

1. a. market b. company c. public d. managers

2. a. the b. a c. any d. some
3. a. which b. them c. this d.
that
4. a. products b. product c. production d. produced
5. a. these b. this c. that d.
those
6. a. logo b. name c. tune d. image
7. a. logo b. brand c. name d. premise
8. a. name b. headquarter c. brand d. asset
9. a. what b. which c. how d. when
10. a. the b. those c. its d. these

II. Choose the best answer

11. Coca-cola is a ................. market product; it sells to large numbers of people.

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 a. mass c. c. new
b. productive d. d. mature
12. A market for a special kind of product that may not have many buyers is ................
a. luxury market c. closed market
b. captive market d. niche market
13. The length of time during which a company expects to sell a particular product before it has to replace
it with a more up-to-date product is known as product ......................
a. life cycle c. timetable
b. range d. forecast
14. All the activities, not just advertising , used to support the product – everything from pre-sales
information to after sales services.
a. product c. place
b. price d. promotion
15. The main elements of the marketing ..................... are product, price, promotion and place.
a. position c. mix
b. information d. campaign
16. a programme of advertising activities over a period, with particular aim
a. advertising campaign c. advertising agency
b. advertising budget
c. d. advertising method
17. Some manufacturers were accused of ....................., in other words selling goods abroad at a lower
price than they were sold domestically.
a. dumping c. flooding
b. revaluing d. devaluation
18. - ..................... are the sales figures like? – Well, I think we’ve had excellent results.
a. How c. Which
b. What d. Why
19. ..................... can we make sure that our new range is targeted on the right market segment?
a. What c. If
b. How d. Which
20. information about what customers want and need.
a. market research c. market share
b. market segment d. market place
21. Hasn’t our market share increased?
a. No. it increased by 3.5%. c. Yes, by 3.55. isn’t it fantastic.
b. Yes. It hasn’t increased at all. d. Yes. The sales figures are not good.
22. How are things going?
a. No, not yet. I’m afraid. d. Very well, thank you. It’s been very
b. Certainly. I’ll do that. busy.
c. Very well, thank you. And you?
23. - …………………………? – It’s doing really well. Orders are pouring in, actually.
a. What about our new range of furniture
b. What do you plan for our new range of furniture
c. How are you doing with our new range of furniture
d. Which about our new range of furniture
24. Numbers showing how much a company has sold in a period.

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a. Sales forecast c. sales target
b. Sales figures d. sales result
25. Every target group is becoming more resistant to the traditional advertising methods, .....................
brands have to look at different ways to move people.
a. because c. so
b. although d. where
26. Setting prices that are attractive to a particular groups of customers (segments) and that are profitable
for the company.
a. customer solution c. convenience
b. price d. promotion
27. How much a company thinks it will sell in a period
a. sales figures c. sales target
b. sales forecast d. sales promotion
28. I’ve not met my sales targets. ..................... I’m worried I won’t get a bonus.
a. That’s why c. For instance,
b. Because d. In addition,
29. Luxury brands are expert …………….creating word-of-mouth advertising through fashion weeks,
events and PR.
a. in b. for c. at d. on
30. The four elements of marketing work together to develop a successful marketing operation
………….satisfies customers and achieves the company’s objectives.
a. that b. which c. that d. a&b are correct
31. The product did not sell well ..................... it was not promoted in the right way.
a. unless c. where
b. if d. because
32. Chanel launched a new ad campaign which centres ………….. a ‘commercial’ directed by Baz
Luhrmann.
a. in b. on c. at d. for
33. Length of time people continue to buy a product
a. product launch c. product lifecycle
b. product production d. product range
34. ..................... reality, advertisements for most luxury brands are depressingly similar.
a. At c. By
b. In d. On

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35. Clever advertising is no substitute .................... good quality at a reasonable price.
a.on b. in c. to d. for
36. There’s an ............................... bonus if I exceed my sales target by more than 10%.
a. addition b. add c. additional d. added
37. It’s ............................... to sell such goods without a proper permit.
a. legal b. illegal c. legally d. illegally
38. We’ll need a detailed cost ............................... before giving final approval.
a. analysis b. analyse c. analyses d. analyzing
39. Their latest figures demonstrate ............................... that their shares are ready for a big rise! Buy now!
a. convincingly b. convincing c. convinced d. convince
40.I have no intention of paying such ............................... prices.
a. inflating b. inflated c. inflate d. inflatable

Section 2: Language use (70 marks)

I. Read the following passage and answer the questions that follow.
SELLING DREAMS
By John Munch
Ferrari, Italy's maker of sports and racing cars, is among the three most recognisable brands in the world.
The company got its high profile among the world's corporate giants without the help, for most of its
existence, of an advertising department. Only as recently as 1993 did Ferrari create a marketing department.
'Just parking our exciting automobiles is enough to draw the crowds,' writes Gian Luigi Longinotti-Buitoni,
the author of a book called Selling Dreams.
Customers are now spending more money on products they desire rather than on products they simply need.
All companies must therefore produce goods of very high quality. More importantly, they must establish a
brand for years to come by giving it emotional qualities that match customers' strongest desires. Like Ferrari,
all companies must create and sell 'dreams'.
Longinotti-Buitoni gives some interesting statistics about markets for luxury goods worldwide: Switzerland,
with 220 Ferraris sold in 1997, is the largest market per capita for the car maker's products; the company, on
the other hand, sells only 2.7 percent of its cars to women; Rolex and the highest number of luxury watches
are sold in Italy, while Japan has been consistently the leading market in the world for leather goods from
Gucci, Ferragamo, Hermes and Louis Vuitton. China, amazingly, appears to be drinking a lot of Hennessy
cognac.
From the Financial Times
Choose the best answer
1. What was unusual about Ferrari's marketing until 1993?
a. It enabled the company to get its high profile.
b. They didn’t have a marketing department.
c. It launched the three most recognisable brands of cars.
d. They were among the world’s corporate giants thanks to its help.

2. Why must all companies produce goods of very high quality, according to the author?
a. because people aren’t pleased with low quality goods at all.
b. because people’s buying power is increasing.
c. because people are becoming richer.
d. because people are buying goods on the basis of desire rather than need.
3. What does the author recommend that companies should do?
a. They should give their brand emotional qualities that match customers' strongest desires, thus creating and
selling dreams.
b. They should have a marketing department that helps to find out customers’ need.
c. They should do some statistics about the market before launching their products.
d. They should break into new markets, such as Switzerland, China, Italy, Japan, etc.

What does each of the following underlined words / phrases refer to?
4. …. for most of its existence, of an advertising department (paragraph 1)
5. … they must establish a brand for years to come by giving it emotional qualities … (paragraph 2)

Which words in the passage mean the following?

6. a product or group of products or a service, with a particular name, that usually forms part of an easily
recognizable design on packaging or advertising campaign …………….
7. relating to a company or group …………….
8. expensive items that are bought from choice and not necessity …………….

Fill in each blank with ONE suitable word from the passage. Put it in its correct form or tense.
9. Consumer ..................... is a description of a typical customer who may be interested in a product.
10. How easily are you persuaded by .....................?

I. Writing
You work for the Marketing Department of Vinamilk. You receive the following enquiry. Write a
reply based on the notes below.

Dear Sir/ Madam,

I am interested in your range of fresh milk for adults, which I saw advertised in Phu Nu.
Could you please send me a copy of your catalogue? Further details of your new brand of
yoghurt would also be welcome.

Many thanks,
Le Van

Notes
Thanks for enquiry/ enclose catalogue/ also enclose leaflet about Vinamilk Aloe Vera Yogurt Milk +
say a few word about this product (tasty, nutritious for complexion ,its rich source of Vitamin A and B
that helps bring fine complexion, Selenium in Aloe Vera contributes to preventing the aging of skin) /
end suitably

IV. Listen to the talks, and then answer the questions about them by marking the correct choice —
(A), (B), (C), or (D). The recording will be played twice.
1. Where is this announcement being made?
a. On an aircraft. c. c. At an airport.
b. In Glasgow. d. d. On a shuttle bus.
2. Why is Mr. Kim being paged?
a. There's a message for him. c. c. Someone has found his ticket.
b. His flight has been delayed. d. d. There is an emergency.
3. Where are the white telephones located?
a. On board the aircraft. c. c. All over the airport.
b. At the ticket counter. d. d. At an information booth.
4.Who is the audience for this talk?
a. People at a cafeteria. c. c. Guests at a party.
b. Shoppers at a grocery store. d. d. People who want to go fishing.
5.What is being offered at a special price?
a. Meat. c. c. Charcoal.
b. Bread. d. d. Fish.
V V. You will hear a telephone conversation between a man and a woman talking about advertising
their new product. Fill in the missing information.The recording will be played twice.
1. 6. The man suggests advertising: …………………
2. 7. The cost of online advertising: …………………
3. 8. The results of online advertising: far ………………… other forms of adverts
4. 9. online advertising actually costs about: ………………… of television ads
5. 10. The man will speak to: ………………… of his