rI,

lTextbank

Text bank answer key

Unit1

Networking

1 id 2f 3g 4a sb 6c 7e

2 1C 2b 3e 4d sa

3 Suggested answersa) glossy brachure b) businessjsociallunchc) leading brand d) personal computere) social occasion

4 a) True On Tuesday, I will be on the 8.38 a.m. toMoorgate Station as usual. (paragraph 2)

b) False ... aetually the prospeet of the biggestnetworkathon in the world appeals to me even

less than the prospeet of going skiing - whieh

appeals not at all. (paragraph 2)c) True Having to make eonversation with strangers .., is

a wretehed way to spend an evening; do ing it fordays on end must be pure torture. (paragraph 2)

d) True The whole networking proeess defeats me(paragraph 3)

e) True theyare usuallya bit grubby (paragraph 3)f) False on the rareoeeasionslam requiredto produee

one. (paragraph 3)g) False ... get fished out whenever Ispring dean it.

(paragraph 3)h) False They then sit on my desk for a while before

eventually going into the bin. (paragraph 3)5 a) iii b) ii c) ii d) i e) iii r) ii g) i6 Suggested answers

a) correet

b) thought he hadn't made any useful business deals whilenetworking.

c) hadn't employed a single person he had met whilenetworking.

d) found he enjoyed networking less as he got older.e) eorreet

7 a) off-putting b) pushy c) calculating d) self-defeatinge) annoying

Relocating

I,.

I

1 e, b, h, d, f, a2 a) shockproof b) head back c) commuter d) always on

the move e) given their marching orders f) brave newworld g) ghetto h) lavish rental allowancei) expatriate; expat j) blend into

3 a) well-heeled b) property market c) mainstayd) tenants e) landlords f) exclusive expatriateneighbourhoods g) take ... on the chin h) stand outi) saturated marketplace j) make way for

4 a) False landlords in Hong Kong have been offeringbusinesses free aeeommodation for up to 18months of a three-year lease to seeure theirtenure.

2041

i=

landlords in Hong Kong have been offering

businesses free accommodation for up to 18months of a three-year lease to seeure theirtenure.

Singapore, home to 80,000 foreigners workingin white-eollar professionsSingapore ... has begun to play second fiddleto Chinese cities sueh as ShanghaiShanghai, where rents are lower, and theinfrastrueture and sehools are improvingimmeasurably.

5 ih 2a 3g 4f Sd 6c 7e 8b6 a) HoteIsoffermanynewfacilities for businesstravellers.

b) Servicedapartmentsare pepperedaround the world.c) Servicedapartmentswill comewithconciergeservices

and tailored facilities.

d) Familieswon't haveto uprootasoften.e) Relocationcan putstrainsona couple'srelationship.

Business ideology

1 a) Bing Xiang b) GMAT test c) EMBA(executiveMBA)d) $3S,SOO(Rmb 288,000) e) 80 r) Insead and the

Wharton School (University of Pennsylvania)

2 Suggested answers

a) The Chinese government licensed China's first privatelyowned business school.

b) China hopes to adopt US-style education in

management education.c) The new school was set up wit h money fram Li Ka-Shing

3A8 BiAg XiaAg.

d) The new business school is run by Bing Xiang.

e) eorreet

3 a) application procedure (paragraph 3)

b) sit (atest) (paragraph3)c) minimum score(paragraph3)d) inception (paragraph4)e) doctoral degree(paragraph4)f) thirst for knowledge(paragraph4)g) faculty (paragraphS)h) dean (paragraphS)

4 a) False ProfessorXiangaspiringtoattraetoverseasstudents to his programme, whieh is taught in

English... (paragraph 3)top of the hit list are Chinese professors who

have studied and taught abroad. (paragraph S)Both were sedueed by the idea of eonduetingreseareh in China. (paragraph S)The EMBAalumni network is extremelypowerful... we ean get information not through

the formai ehannels. (paragraph 6)We don't want to regurgitate what we leamt in

the US. (paragraph 7)

b) True

c) True

d) False

e) True

Unit 2

b) False

c) True

d) True

e) False

- 1-- --

@ Pearson Education Limited 2006 8:iiIi1(i"Ji{i]1]"f,lj1r-

d

~

~~

J

J

:J

;=]

J:l.........:l....-.:!

:J

J:l~:l.,...,=-l.......=-l....-.

J~~:l~.:1--l

rE!:~F:~

5 a) i b) ii c) i d) i e) ii t) ii g) i h) ii6 1e 2f 3d 4b SC 6a7 a) keeping...afloat b) all it took c) running

d) come50far e) get into f) pioneer g) aspiring to

Professional development

1 1b 2h 3d 4e sa 6f

2 1e 2h 3a 4g sf 6d

3 1f 2g 3c 4a Sb 6e

4 a) ii b) i c) ii d) iii

5 1b 2d 3a 4C se 6f

7C 8g7C 8b

7d

Unit3

Toll systems

1 a) Austrian b) gantries c) cash d) and easy

e) inspectors f) Autostrade g) the system was untried

h) credit card i) 60% i) mobile-phone users2 a) iii b) i c) iii d) ii

3 19 2f 3e 4b sa 6c 7d

4 a) Truck drivers; toll booths b) loose change

c) commercial vehicles d) satellite technology

5 a) period since when tolls have operated on Itatianmotorways

b) number of years ago when more than half of Itatian

drivers paid to 115in cash

c) percentage of Itatian drivers who pay wit h credit cards or

Telepass

d) amount of money (in euros) spent by Autostrade on

research and development

e) percentage of Autostrade's revenue that came from tollsin 2004

f) percentage of the Itatian tolled network controlled byAutostrade

g) percentage of Itatian toll roads for which Autostrade acts

as a clearing house for the non-cash revenue

h) num ber of cameras installed by Autostrade on

motorways

i) name of the telecommunications company wit h which

Autostrade is discussing a venture

6 a) True the accompanying sensor s can reJay

information on traffic and weather to units suchas media outJets ar screens in service stations.

b) False Autostrade is discussing a venture with 3, the

teJecommunications company, that will see free

and paid-for services avaiJabJeon mobiles.

drivers' phones can be Jocated by readings

taken from the mobile phone network.

Mr Bergamini says tracking the exact Jocation

ofvehicJes, and speed and direction oftraveJ

are not vet precise enough.

If you want personaJ information, you want

information that is tailored for you, not for

sameone who is near you. (Here, he is referring

to personal information for the driver andmobile user, not for Autostrade.)

c) 'True

d) True

e) False

<9 Pearson Education Limited 2006

Text bank

Partnerships with NGOs

1 a) Peter Melchett, head of Greenpeace (paragraph 1)

b) corporate communications company (paragraph 1)c) conservation group (paragraph 2)

d) US banana giant (paragraph 2)

e) UK electricity supptier (paragraph 2)f) consumer goods group (paragraph 2)

g) executive director of Greenpeace (paragraph 3)

h) executive director of the FLA (paragraph 5)i) US-based monitoring organisation, working with

companies and NGOs (paragraph 6)i) co-director of the Partnering Initiative at the

International Business Leaders Forum (paragraph 9)2 a) Peter Melchett angered many environmentatists when

he became an adviser at Burston-Marsteller.

b) Peter Melchett argued that he could achieve more

working with companies than in opposition to them.

c) A growing num ber ot non-governmental organisations

are currently doing the same as Greenpeace and theRainforest AlIiance.

d) Chiquita has come under severe criticism for its poorrecord on environmental and labour issues.

e) Greenpeace has embarked on joint ventures to improveworking practices in companies such as Ci:lia(,Jita,NPower and Unilever.

3 a) i b) iii c) ii d) i e) ii t) i

4 a) False The FLA... works more cJoseJywith companies

than many organisations... The FLA has, forexampJe, both companies and non-

governmentaJ organisations on its board.

to maintain its independence ... the

organisation Jaysdown strict ruJesof

engagement.Ali businesses co-operating with the FLA must

agree to give it unimpeded and unannounced

access to their factories

none of the companies has any controJ over

what the FLApubJishes in its reports about the

Jabour conditions in their suppJy chains.'/t's warts and aII,, says Mr van Heerden.

'... we feeJ we can onJy do aur job properly ifwehave independence.'

5 1b 2C 3a 4f se 6d

b) True

c) False

d) False

e) Truef) True

India's energy needs

Before you read

According to the BPAmoco Statistical Review ofWorld Energy

(2000), the top five biggest energy consumers in the worldwere as follows:

1 USA 2 China 3 Russia 4 japan 5 Germany

International Energy Agency forecasts suggest that China will

soon be the top consumer. India is presently the sixth largest

consumer of energy, but will shortly become one of the topfive.

1205

lTextbank

1 Four types of energy:

2 a) ii b) iii c) ii d) iii e) i t) ii g) i3 a) growth rate b) feli well short of c) represent

d) resulted in e) forecast f) projected (forecast usedas a verb is also possible) g) average

4 a) negate b) conundrum c) the West; developedcountries d) developing world e) in turnf) development g) per capita h) wide

5 a) percentage of India's total energy use accounted for bybiomass and waste

b) number of years over which the use of biomass isexpected to deeline and use of oil, gas and coal toincrease

c) number of million barrels a day of oillndia is expected tobe using by 2030

d) percentage of oil that will be supplied by importatione) number of cars that exist for every 1,000 people today in

India

f) number of people that own a car in Europe6 a) True strong economic growth rates ofmore than 4

per cent a yearwillstimulate gas demand among industrialusers in India.

a recent significant gas discoverythis will not be enough to meet future demand.India... is also negotiating with Bangladeshand Burma about building pipelines to import

gas.coal willremain the preferred energy forindustrial users.

The IEAprojects Indian coal demand to rise atsimilar rates to total growth rates of energy usein the country during the next 25 years. (similarrates refers to 4 per cent a year at thebeginning of the paragraph.)

b) True

c) Trued) Falsee) False

t) False

g) False

Nuclear energy

1 a) 7, 8 b) 6 c)1, 2 d) 2 e) 3 f) 5 g) 42 a) There were once plans to build a new nuelear reactor.

b) The company is the target ot safety inspectors becauseof its accident record.

c) Solar energy is the darling ot many environmentalgroups.

d) The use oftossil tuels increases the levels of carbondioxide in the atmosphere.

2061

,(f'...-

e) The Swedish government is pursuing its plan to reducedependence on nuelear energy.

t) A major problem with nuelear energy is the disposal otwaste.

3 d, e4 1f 2a 3e 4b 5d 6c5 a) the public purse b) nuelear plant c) elear-up

operations d) green lobbyists e) upfront costsf) gas-fired power station

6 a) 4 b) 6 c) 5 d) 2 e)1 f) 37 B

",.-~-r;;--~l"""'"-A"',.....

OffshoringF-

1 f, e, g, c, b, d, h, a2 a) Both b) Germany

t) France3 a) True

b) False

c) France d) Both e) Germany~r--The evidence is patchy

nearly half of European companies planned toshift more services offshore.UKcompanies accounted for 61per cent of thetotal ofjobs moved, folIowed by Germany andthe Benelux countries with 14per cent each.... western Europe itself benefited with 29 percent- the favoured locations being the UK,Ireland, Spain and Portugal

e) False Asia was top destination, with 37 per cent4 a) the number (in millions) of European information

technology and service jobs that will move offshore overthe next ten years (according to Forrester Research)

b) the proportion of those jobs that will be from the UKc) the distance (in miles) used by Forresters to define

offshoringd) the number of jobs created by German multinationals in

Eastern Europe between 1990 and 2001e) the number of jobs created by Austrian multinationals in

Eastern Europe between 1990 and 2001t) the number of jobs lost in Germany as a result

5 a) 7 b) 4 c) 2 d) 5 e) 6 t) 3 g) 8 h)16 a) Germany's b) displaced German workers

c) it = outsourcing;them = companies

c) False~....-

d)True

A'"'

......

G'-....

€',..

r;;.-L""-iii"""

"""iii"""

L""-

iii"""

Older people

1 a) International Labour Organisationb) runs the Unemployment and Labour Market

Disadvantage programme at the Institute forEmployment Studies

c) British DIV(do-it-yourself) retailerd) Halifax Bank of Scotlande) founder of Mist Consultingf) a Cologne-based diversity consultancy

2 Suggested answersa) The ILOsays that, by the year 2050, the number of

people over 60 will increase from 600m to 2bn.b) In 50 years' time there will be more over 60S than

children under 15 in the world.c) Employers should deal with age discrimination at work

and provide incentives for senior workers to agree tostay in their jobs longer.

(f)PearsonEducationLimited2006 Photocopiable

L""

...-.r--.--f'....-,r'....

F'~

~....

If---

wood and cow dung currently accounts for more(also referred to as than half of the country's totalbiomass and waste) energy use; will remain the

main source of energy fordomestic energy users

oil usage currently low due to thelow level of car ownership;demand will rise to 5.4m barrelsa day by 2030

gas demand will rise amon gindustrial users

coal remains the preferred source ofenergy for industrial users

r-

fF~

r~ ~

k""""'"

[r--[~

[~

[f

r=......r

d) John Atkinson from the Institute for Employment

Studies says changes in legislation will force companiesto take action.

e) The British government is committed to implementing

age legislation under the European Directive on EqualTreatment.

3 a) ij b) i c) i d) jji

4 a) 6 bh c) 5 d) 4 e) 2 f) 3 g) 7 h) S

5 lf 2a 3C 4b se 6d6 B

UBit'

Businessresponsibilities

1 e, d, c, a, b, f, g2 a) ii b) i c) ijj d) i3 ld 2e 3C 4f Sb 6a4 a) supplychain b) state-ownedutilities c) Clothing

manufacturers d) dominant market positione) corporatemalpractice f) low-incomecountries

5 a) MichaelFairey b) MervynDavies c) MichaelFaireyd) Associationof British Insurers e) MervynDavies

6 a) violations b) instil c) appointment d) enduringe) taking f) promoting

7 a) appointment b) enduring c) promote d) violatione) instil f) take

8 1C 2d 3e 4a Sb

Business models

1 a) oil companies b) mining companies c) miningcompanies d) mining companies e) Accenture

Development Partnerships f) pfjzer g) Unilever Vietnam

2 a) lack (para. 1) b) social programmes (para. 1) c) tread

extremely carefully (para.l) d) backfjre (para. 1)

e) contentious (para. 2) f) extractive industries (para. 2)

g) create vast footprints (para. 2) h) the thorniest issue

(para. 2) i) arise (para. 2) i) feelleft out (para. 2)3 a) improve b) create c) fund; roll out d) withdraw;

embark on e) conduct f) abandon g) leave

4 a) approached in a measured way b) cash is probably notthe answer c) transparency is essential d) to promote

better schooling e) it's seen as self-serving f) there's

credibility to it5 a) False ...hasunforeseenbenefits.

b) True ... has created 800 to 1,000 smali businesses in

support

the biggest contribution companies can make

to development is the economic story.

c) True

Unit7

International banking

1 a) biggest b) politicians c) top 20 d) equity e) 19%(to 25%) f) US g) Siemens and BASF h) compromisei) consolidation i) (political) interference j socialengineering

2 lf 2g 3a 4C sd 6e 7b3 a) 6e b) Sd c) 7b d) 3a e) 2g fhf g) 4C

@ Pearson Education Limited 2006

4 a) peer group b) return c) equity d) (market)

capitalisation e) assets f) revenues g) analyst

communityjanalysts h) on a par with i) play in the toptier i) balance sheet

5 a) Siemens b) neither c) BASF d) bot h e) neither

f) neither g) Siemens h) BASF6 a) False Deutsche's difficu/t relationship with the

German establishment is long-standing.

Tocompound matters, Mr Ackermann is noteven German.

Mr Ackermann is obliged to maintain a degree

of distance in his political and corporate

networking in order to avoid being drawn into

unprofitable patriotic business.

the political outcry over the Deutsche jobs

saga carries a resonant message.

'This kind of political interference is derailing

capitalism in Germany,' says Mr Williams. 'It is

sodal engineering. And it is delaying much-needed consolidation in German banking.'

'It is a big deterrent for potential acquirers

from abroad. 'ForDeutsche,in particular, senior managersbelieve the debacle has exacerbated the

'German discount' attached to the share price.

That is the last thing Mr Ackermann needs as

he tries to play catch-up with his internationalrivals.

b) False

c) True

d) True

e) True

f) False

g) False

Textbank J

Corporate recovery

1 ld 2h 3g 4f se 6c 7b Sa2 ld 2e 3C 4a sb3 a) Sb bhd c) 3C d) 4a e) 2e4 a) (dramatic) turnaround(s) b) deluging ... (markets)

c) a flood d) fluid e) stakeholders f) trustees5 b6 a) ii b) jj c) i d) i

7 a) DJ b) DJ c) IP d) IP e) PK f) PK g) IPlan Powell is most in favour of the new style.

The growth of management consultancy

1 a) False

b) True

c) True

The strength and pattern of the recovery varies

by country, and some sectors remain

depressed ...the information-technology

consulting sector is likely to growat an

average compound rate of little more than

1per cent. (paragraph 2)

The merger and acquisition wave among US

public companies helps explain why North

America is leading the w'!Y-Consultants areoften called in to review potential deals and

advise on post-merger integration.

(paragraph 3)The economic boom of the late 1990Sled to

very strong demand... The result: raw recruits

delivering work of questionable quality to

increasingly disil/usioned clients.

(paragraph 3)

""""~

l

1207

lTextbank

Under particular scrutiny is the traditional,

pyramid-shaped organisation in which a few

senior partners are supported byan army of

enthusiastic juniors. (paragraph S)The ability to 'Ieverage' the expertise of senior

consultants in this way is central to the

economics ofthe industry. (paragraph 6)

Experienced consultants were leaving to work

for 'hot' technology companies, and youngrecruits could not be trained fast enough to fili

the gap. (paragraph 3)

'This is an apprenticeship industry. Ifyou have

too few people coming in at the bottom, you

end up with not enough managers.'

(paragraph 6)Some consultants predict the emergence of

'diamond-shaped' firms, in which partner s are

supported by more experienced consultantsand fewer youngsters (Le. where senior

consultants are in the majority) (paragraph 7)

...some will doubtless find ways to maintain

the leverage model. Others will evolve intodiamond-shaped organisations. (paragraph 9)

2 a) sector b) exaggerated c) several d) recuperation

e) recovery f) sector .3 a) the merger and acquisition wave b) leading the way

c) advise on post-merger integration d) economic boom

e) raw recruits delivering work of questionable quality

f) competitive bidding on engagements

Il a) ii b) iii c) iii d) i e) ii f) iii5 a) leverage b) expertise c) correlation d) progression

e) intakes f) apprenticeship6 lb 2f 3e 4d sa 6c

7 1C 2e 3b 4a Sf 6d

8 a) primary activity b) Experienced recruits c) diamond-

shaped fjrms d) advisory fees e) strategy consultingf) adjacent industries

d) True

e) False

f) False

Management consultancy

1 a) the MCA (para. 2) b) the writer (para. 3) c) the writer(para. 4) d) Bruce Tindale (para. S) e) anonymous

consultant (para. 6) f) Fiona Czerniawska (para. 7)

g) Bruce Tindale (para. 9) h) anonymous client (para. 9)

2 a) amount earned by British consultants last year On billiondollars)

b) percentage or members of the MCA whose income

comes from outsourcing

c) percentage of MCA members' fee income accounted for

by information-technology-related consulting and

systems development

d) percentage of MCA members' fee income accounted for

by traditional management consulting

e) percentage by which MCA members' fees for traditionat

consulting felllast year

f) percentage ofthe UK consulting industry's feesaccounted for by MCA members

2081

3 a) ii b) i c) ji d) i e) iii

Il a) sophisticated b) toll c) retention d) pushback

e) subsume f) steeply5 Ais correct. B contains various errors:

... there are two reasons [thereare variousreasons,ofwhichonly two are described in this paragraph] why revenue per

consultant is falling. Many independent consultants have

become members of the MCA and charge less, which hassi~nifjcantlv reduced the avera~e income or smaller fjrms

[partly true, but not a definite or significant decrease; she

says smaller firms may have depressed the figure]. Ms

Czerniawska also thinks outsourcing [and IT-related

consulting] generate less fee income than traditional

management consulting services.

6 a) True But the likeliest explanation for the fali is the

increase in the number of consultants.

Because so many consultants, inveterate

optimists, believe sales are about to increase.

Many consultants over-recruited during the

Internet boom at the beginning ofthe decade,

and Ms Czerniawska says: 'Consulting firms

have perhaps not entirely learnt the lessons of2001.'

Tindale ... says consultants need to provide

their cIients with a better value-for-money

service than they did in the past.

b) True

c) True

d) False

- ------.Unit9 - - ----

What is strategy?

1 1C 2f 3e 4g sb 6d 7a

2 a) True Strategy is, very simply, an out/ine of how a

business intends to achieve its goals. The

goals are the objective; the strategy sets out

the route to that objective.In the early stages, business objectives are

usually fairly simple: to survive and to achieve

growth targets.

Strategies are correspondingly simple as well,and are often not even committed to paper; it

is enough that everyone in the company

understands where it is going and how it willget there.

But as the business grows, so does the need

for co-ordination. Accordingly, there is a need

for a mutually agreed and accepted strategyfor the business.

3 a) the wrong way to go about it b) tailored to meet the

requirements c) easier said than done d) branched oute) a matter of

Il B

5 a) framework b) arise c) ad-hoc d) adage e) novice6 a) ii b) ii c) iii d) i e) ji

7 1 e 2 g 3 d 4 b S h 6 c 7 a 8 f 9 j 10 i .

b) True

c) False

d) False

@ Pearson Education limited 2006 Photocopiable

)1.,...

J.,....,....-,,..,

,...,

,~

-...,

--,...,-.-"">....,

............,-r~-, ,---

iii""-

--..--$'r--E"-r--L'...--A"r--JE'tr--

~---..-

;:--I

9

III!!!"""'"

~

~~-~-~-~-~-H-rl-~ ~

, "-~

~~~l---

Hl---

~~-t~

~

~[PI

~~

Mission statements

1 C2 f,d, a, c, e, b3 a) liable b) stomped off; drive (customers) away

c) a regularjloyal customer d) queried the bill e)emblazoned f) chatting (freely)

4 a) False The writer says The words haunted me and thewords were sti/l swi/ling around my head, buthe is referring to Avis's mission statement, notto the words ofthe woman.

as an out/et for my rage, I began researching

the subject of mission statementsthere is a substantia/ amount of literatureavailab/e on the subject: o.. theses (a thesis is

an essay written by an MAor PhD student)The writer says... with live/y tit/es such as'Libraries, Mission and Marketing: WritingMission 5tatements That Work', but he is being

b) True

c) True

d) True

ironie.

the authors fali into two camps (not themission statements)One expert insists that ...Anotherinsists on ...Yet another insists that ...

5 a) i b) ijj c) ii d) i e) Hi f) i6 1 b 2d 3a 4f SC 6e7 a) memorable b) ordinary c) modest d) unsolved

e) lamentable f) rallying

e) False

f) False

Unit 20 ~

Online groceries

1 f, c, e, a, g, d, b2 a) False ... he wasverymuch an outsider. (paragraph1)

b) False He and his brother Thomas persuaded lewe/

Stores, a Chicago grocer, to take the

revo/utionary step of allowing some of its

customers to place delivery orders via their

computers with their start-up, Peapod.

(paragraph 1)Andrew and Thomas were not allowed to work

from the supermarket that served as their

base. Instead, they were con{ined to a van in

the car parko (paragraph 1)

Peapod is a wholly owned subsidiary of Aho/d

(paragraph 2)... Peapod's sa/es were estimated to be about

$200m /ast year, making it the biggest onlineoperator in terms of revenue in what is sti/l the

comparative/y smali U5 market. (paragraph 2)3 1C 2f 3a 4e Sb 6d

4 a) financingpackage b)distributionpartnershipsc) software development; brieks-and-mortar grocer

d) online operation

c) True

d) True

e) False

--@ Pearson Education Limited 2006

.,Text bank J

5 a) True The takeover by Aho/d dramatically reduced

Peapod's sourcing costs.

Aho/d a/50 kept Peapod's separate identity, he

says. 'From the very beginning, we had "the

Peapod way", which was to "amaze and

delight" the customer..o'... make sure you enjoy your job and don't

forget about your family.

Peapod claims that it has achieved far /ower

turnoverofstaffthan wou/d be usua/ in a

businessthat combines /ogisticsand retailing

It sti/l runs regu/ar emp/oyee awards and its'8roken Promises Index' that monitors its

performance in 14 keyareas, such as /ateness

and incomp/ete orders.6 a) (strong)background b)heads c) (site)users

d) customised e) innovation(s) f) what it comesdownto

7 a) entrepreneur b)challenges c) supermarketchainsd) fast e) outside f) investors g) motherh) start (up) i) books j)JeffBezos

b) False

c) True

d) False

e) True

Using a website

1 a) 6 b) S c) 7 d) 3 e) 2 f)1 g) 4

2 a) brand-building b) cuddly c) strength d) attributes

e) fundamentally

3 a) True Hardwebis the websiteas a too/. Consumers

can buy products or check accountso 828

customers can place orders. lournalists can (ind

how much money your CEOearned /ast year.

Investors can see how much money they have

made out of you. Theyare all doing somethingthat he/ps them in their lives or jobs.

Consumers can buy products or check

accounts. 828 customers can place orders ...Theyare all doing something that he/ps themin their lives or jobs.50ft web is using a site to nudge, to impress,

to massageo '8rochureware', where a websitereproduces marketing literature created for

print, is 50ft web.50 are the /ook, fee/ and 'voice' of asite, whichtransmit messages about the organisation's

cu/ture and brand.

Most CSR, but not all: And the great bulk otcorporate socia/ responsibility (C5R)materia/ issofto

b) False

c) True

d) True

e) False

4 B5 a) trick b) in harness c) stopping point d) serviee

reminder e) back (this)up f) op,timisation g) flowingh) bombard

6 1e 2a 3f 4C Sg 6b 7d7 a) arrivesj has arrivedmid-site b) keep up standards j

keep standards up c) hiring;writers d) links;scatterede) Drawingpeople in;feeding

1209

r-lTextbank

Unit 11

Technological innovation

1 a) founder b) big break c) trade exhibitiond) technology manager e) three days f) nine staffg) intellectual property h) printing-ink i) single pricei) Licences

2 a) False Three years ago, a young entrepreneur inLeeds risked everything he had to make hisbusiness a success ... His route to success took

him as farafieldas Chinao.. (China is not theonly country where the company has beensuccessful.)Andrew Ainge's print-technology company,MetalFX,... an innovative technology-licensingmodel that minimises the operation'soverheads while maximising its profits.The system has changed the industry's

approach to the use of metallic inks, and thevisual results - on brochures, packaging,

annual reports and 50 on - have beenstunning. (Thereis no mentionof it needingfurther development.)Printersuse the CMYKsystem (combinationsofcyan, magenta, yel/ow and black ink) to createcoloured images and text.The system al/owed millions of metallic coloursto be created at ance.

3 1d 2C 3e 4a Sb4 a) ji b) i c) i d) ii e) iii f) iii5 1b 2e 3d 4a SC6 a) branching out b) eye-catching c) caught the attention

of d) down to e) overseas buyers

b) True

c) False

d) True

e) True

Increasing market share

1 b, d, f, h2 a) Defyingthe laws of gravity b) a succession of

c) seemingly unassailable leaders d) astute e) gainedf) brought in g) head up h) True to form

3 1d 2C 3b 4a4 1C 2a 3b 4d5 a) (had) launched new brands b) condiment company;

case history c) has grabbed; market shared) nationwide distribution e) Changing conditions

6 a) i b) ii c) iii d) ii e) i7 A

Unit 12 ~ --

project mediators

1 a) MP (paragraph 1) b) BF(paragraph 2) c) IC(paragraph3) d) BF(paragraph 4) e) AC(paragraph S) f) MP(paragraph 6) g) PV(paragraph 7) h) AC(paragraph 8)

2 1C 2b 3f 4e sa 6g 7d3 a) True Whena relationship breaksdown, it is never

total/y oneparty's fault.A third party cancomein with a moreobjectiveview.

b) True

210 I

Sometimes, to ensure the advice is truly

impartial, the cIient and IT contractor will share

advisory fees.... companies are often nominating a third-

party mediator (rom the start. There is more ofan expectation that things can get out of shape

The company had about 100 engagements last

year; and demand is growing at around 25 percent each quarter.

4 a) oversee b) have different agendas c) everything it issupposed to d) keep everyone on track e) fed up (with)f) driving g) parachuted in to tum round a projecth) run into trouble

5 a) iii b) iii c) ii d) ii e) i f) ii g) i h) iii

c) False

d) False

e) False

Remote management

JJ~

J...,

J,J...,

J...,

J,l

"""'II

]~-

II

1 d Theyarescatteredacrosstheworld... their operationsand customers are global... It represents what more and

more companies will come to look like. (paragraph 1)b Gone are the days when managers could supervise the

hour-to-hour work of individuals. (paragraph 2)

a ... managers must have a deeper understanding ofwhento use the wide range of communications that are now

available. When is a phone cal/ best? A teleconference?

A video conference? An e-mail? A face-to-face meeting?

(paragraph 3)

f As a general rule, face-to-face sessions are for intensive,

real-time problem-solving (paragraph 4)

g ...individual managers need to work with and influence

people who are not their subordinates. (paragraph 7)

c First, they must explain that sharing leadership is a

performance expectation and will be rewarded. Second,

team members must accept responsibility for providing

as wel/ as responding to peer-based leadership.

(paragraph 8)e This means often deferring critical decisions ...They

must be able to demonstrate shared leadership in

meetings, turning leadership over to a capable

subordinate ar peer at the appropriate moment. They

must coach and develop their team 's individual and

col/ective leadership skillso (paragraph 9)

2 1C 2h 3f 4b sa 6d 7e 8g

3 a) Managers now have to lead by focusing on processes,

performance and resultsob) Staff need to achieve results.

c) This can only be done if managers set appropriate goals

and milestones, shape behaviour and analyse progress

being madeod) Face-to-face communication is the best way to start a

virtual project in order to reach an agree~nt onmilestones and commitments.

4 a) conferences; virtual b) relationship; face-to-facec) problem-solving; information-sharing

5 a) i b) i c) ii d) ii e) iii

6 a) shared b) cross-functional c) locations d) peers

e) performance expectation f) responsibility g) directive

h) developjcoach i) leadershipskills i) directcontrol

--....,,--....,-

I--.

,...,--..,--~--...,.--,....

-.....

@PearsonEducation limited 2006 .::.tiM(iIi(i]i]f:]"or-

,........