Name/Class:

Name/Class:

Answer Key

Entry Test

Progress Test 1

Listening (10 marks)

Listening (10 marks)

See page 41 for audio script.

See page 41 for audio script.

1 b, d (4 marks max.: deduct 1 for each mistake)

2 b, d (3 marks max.: deduct 1 for each mistake)
3 a, c and e (3 marks max.: deduct 1 for each mistake)

Vocabulary (20 marks)

A

4
5
6
7
8

9 h
14 b

10 f
15 g

C 19 c

20 e

competitors
agreement
economic
product
organisation
11 a
16 c
21 a

12 i
17 j
22 b

13 d
18 e

1 1st event: b
2nd event: e
3rd event: g
4th event: f
5th event: c
6th event: d
7th event: a
(5 marks max.: deduct 1 for each mistake)
2 a) 1980s
b) 50 million
c) 1.5 billion
d) 50
(1 mark for each correct answer)
3 a and d (1 mark only if both correct)

23 d

Vocabulary (20 marks)

A 4 d
5 c
B 10 complained

Grammar (25 marks)

11
12
13
14

A 24 Can or May
25 from or with
26 have
27 will

B 28 Please to meet you (too) or Nice to meet you or

How do you do
29 Did you have
30 Would you like
31 Do you take or Would you like

C
D
E
F

32 b

33 c

34 b

38 b

39 d

40 a

41 c

42 b

43 d

35 b

36 d

37 a

7 f

8 b

9 a

survey
loyal
consortium
media

C 15 b
16 a
D 19 good quality
20
21
22
23

6 e

17 b

18 c

low priced or reasonably priced or good value for money

well made
well known
modern or up to date

Grammar (25 marks)

44, 47 and 48 (5 marks max.: deduct 1 for each mistake)

A 24 was

Reading (15 marks)

49 b
50 g
51 c
52 h
53 j
54 e
55 i
56 d
57 a
58 f
59 a and e (5 marks max.: deduct 1 for each mistake)

Total marks: 70

25
26
27
28
29
30
31
32
33

have been
has risen
cost
were
conducted
showed
have increased
have targeted
has not increased

B 34 heavier
35
36
37
38
39
40
41

as many
less expensive than
the least
the lightest
as expensive as
fewer than
the most

C 42 the
43
44
45
46
47
48

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a
The

the
the
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37

Name/Class:
Answer Key

Functions (5 marks)
49
50
51
52
53

Grammar (15 marks)

a, b and d
a and d
d
a, c and d
a, b and e
(1 mark per question only if all the answers are given
correctly in each question)

A 31 pay
32 will be or could be or may be
33 would be
34 paid

B 35 Provided that
36 If not
37 unless
38 provided that

C 39 is advertised

Reading (10 marks)

54 c
55 a) T
b) C
c) T
d) T
e) C
f) T
(6 marks max.: deduct 1 for each mistake)
56 a
57 b and c (2 marks max.: deduct 1 for each mistake)

40
41
42
43

fill out
is drawn up
are invited
is offered

D 44 a three-million dollar deal

45 a 200-page document

Writing (10 marks)

Functions (20 marks)

See page 43 for model answer.

A 46 c
51 b

Award marks for writing as follows:

Including all the facts clearly (printed in
italics in the model answer)
Politeness
(thanking, looking forward to meeting)
Deduct half a mark for each major
grammatical mistake (small inaccuracies
can be tolerated as this is e-mail)

B 56 c
61 h

47 d
52 i

48 e
53 g

49 j
54 h

50 a
55 f

57 e
62 d

58 j
63 b

59 i
64 g

60 a
65 f

70 T

Reading (10 marks)

A 66 T
B 72 c

67 F

68 F

69 T

73 d

74 a

75 c

71 T

Total marks: 80
Writing (10 marks)
See page 43 for model answer.

Progress Test 2

Award marks for writing as follows:

Including all the points clearly
(printed in italics in the model answer)
Politeness (thanking, showing
appreciation, closing)
Deduct half a mark for each major
grammatical mistake

Listening (10 marks)

See page 41 for audio scripts.

1 d
2 a, c and e (1 mark only if all are correct)

3 a
4 b
5 a) F
b) T
c) T
d) F
e) T
(6 marks max.: deduct 1 for each mistake)

2
4
4

Total marks: 90
f) T

Vocabulary (25 marks)

A

6
7
8
9
10

flat
low
boring or dull
accepted
impersonal

B 11 applications
12
13
14
15

flexibility
ambitious
punctual
assets

C 16 b
D 21 d
26 d

38

17 e

18 a

19 c

22 b
27 c

23 a
28 a

24 c
29 d

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25 a
30 b

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Name/Class:
Answer Key

Progress Test 3

Writing (10 marks)

See page 43 for model answer.

Listening (10 marks)

Award marks for writing as follows:

Including all the key points clearly
(printed in italics in the model answer)
Correct use of reported speech forms
(deduct half a mark for each mistake)
Deduct half a mark for each major
grammatical mistake

See page 42 for audio script.

1
2
3
4

selling flowers
about 2,500
president
True

5 c

6 c

7 d

8 a

9 d

4
3
3

10 a

Total marks: 100

Vocabulary (35 marks)
A 11 f
16 i

12 j
17 a

13 h
18 c

14 g
19 d

15 b
20 e

Exit Test

B 21 bribe
22
23
24
25

strict
brave
consists
currency

C 26 c
31 d

27 c
32 a

Listening (10 marks)

See page 42 for audio scripts.
28 b
33 b

29 d
34 d

30 a
35 c

D 36 went up by
37
38
39
40
41
42
43
44
45

fell or dropped or decreased

fluctuated
reached a peak
dramatic or sharp/fall or drop or decrease
low point
steady or constant
went up
levelled off or remained stable or remained constant
by

1 08:45 Pick up from your hotel

2 09:00 Coffee and presentation
3 14:00 Meeting with Peter Fisher
4
5
6
7
8
9
10

a
15
a
200,000 dollars
in six months
a, c and d (1 mark only if all are correct)
b

Vocabulary (15 marks)

Grammar (20 marks)

A 11 a

A 46 was just leaving

B 19 c

47
48
49
50
51
52
53
54
55

havent received
promised
(has) happened
didnt know
had happened
was carrying
had had
was waiting
will take or may take

B 56 e
57 a
C 61 with
62
63
64
65

16 c

58 b

24 d

12 b
17 d

13 c
18 d

14 d

15 a

20 a
25 d

21 a

22 c

23 b

36 a

37 c

43 a

44 b

45 c

50 a
56 g

51 c
57 f

52 i
58 j

Grammar (15 marks)

A 26 for

59 d

60 c

to
of
to
on

27
28
29
30
31
32

We have already sent

dont or wont
We are holding
you to come
dont
at

B 33 c
38 a

34 b
39 c

35 b
40 b

Functions (18 marks)

Functions (15 marks)
A 66 e
71 a

67 g
72 d

68 i
73 c

69 b
74 j

70 h
75 f

B 76 e

77 c

78 a

79 b

80 d

A 41 e
B 46 a
C 48 k
54 b

42 d
47 b
49 d
55 e

53 h

Reading (10 marks)

81 a) T
b) F
c) T
d) T
e) T
f) F
g) F
h) T
(8 marks max.: deduct 1 for each mistake)
82 c, d and f (1 mark only if all are correct)
83 b

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Name/Class:
Answer Key

Reading (12 marks)

A 59 a) 1

b) 3
c) 4
d) 2
(2 marks if all correct; 1 mark if two texts are incorrectly
matched)
60 a) 2
b) 3
c) 4
d) 1
e) 4
(5 marks max.: deduct 1 for each mistake)
B 61 d
62 f
63 c
64 a
65 b
(Sentence e is not used.)

Writing (15 marks)

See page 43 for model answer.
Award marks for writing as follows:
Including all the key points clearly
(printed in italics in the model answer)
Correct use of appropriate language to
describe trends and make comparisons
(deduct half a mark for each mistake)
Overall clarity, organisation of points and
readability

8
3

Speaking (15 marks)

See page 44 for guidelines for the examiner.
Note: It is recommended that the oral test be recorded on tape
for analysis afterwards. Oral performance should always be
assessed by at least two teachers. In the event of disagreement,
award a score midway between the two (if two assessors), or
take an average (if three or more assessors).
Award marks for speaking as follows:
Use of polite social language to greet,
introduce and make small talk
Ability to understand and react
appropriately to questions or remarks
Ability to give clear and accurate
information
Ability to ask clear and accurate questions
about HG Supplies
Ability to express clearly an opinion
Ability to support an opinion with clear
logical reasons
Overall fluency and confidence in speaking
Range of vocabulary and expression
Clarity of pronunciation
Ability to expand on an answer (not just
give a minimal response to a question)

2
2
2
1
1
1
2
1
2
1

The oral performance of candidates with a pass score of 8 or

more can be described as follows:
The candidate can use English to communicate effectively and
consistently, with few hesitations or uncertainties.
Description based on level 7 of the English Speaking Unions
Framework of Examination Levels.

Total marks: 100

40

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Name/Class:

Audio Scripts
T h e rec o rd in g s o f th e m aterial b elow c an be found
a t t h e en d of Market Lead er I n te rmediat e Class
C as s ettes .
Entry Test

Progress Test 2

Play the conversation twice.

A

What do you think about moving to the new offices then?

Personally, Im not keen on the idea. I like being here in the
centre of town and being able to go out to the shops in the
lunch hour. And Ill really miss going to our favourite caf for
lunch. You know well have to eat in the office canteen
because therell be nowhere else to go.
Well, yes. It wont be as nice being outside town. But think
how much more practical the new building will be. Well have
more space, more light, more modern conveniences. You
know how small that old building is now that the companys
expanded. In fact youre always complaining about the size
of your office!
Yes, thats true, I suppose. But I will have a problem getting
to work. Ill have to go by car because the bus service out
there is terrible!
Yes, I agree. And not everyone has a car. Maybe we should
talk to the management about that. They should organise a
company bus service for all the staff.

Progress Test 1

A Play section A of the presentation twice.

Section A
Good afternoon, ladies and gentlemen. Im very pleased to be
here with you today to talk about risks in international trade. I
know that many of you have small and medium-sized
businesses, and that you havent exported before. As you enter
international markets, you need to be aware that there are a
number of things that can cause problems.
In particular, Id like to focus on the following points during my
talk: firstly, payment. How can you make sure that you will
receive payment for your goods, on time and in full? Secondly,
exchange rate risk. As you know, you can lose a lot of money if
your customer is paying in US dollars and then the value of the
dollar falls before you receive the payment. How can you protect
yourself against losing money in this way? Thirdly, disputes. How
can you avoid getting into costly and time-consuming
disagreements with your buyers over such problems as delivery,
quality and, of course, payment?
So those are the main points that Ill be covering today. Lets start
with the first one. Payment.
Basically, there are four payment methods which can be used
when exporting goods: advance payment, letter of credit, bills for
collection and open trade account.

Play the speech twice.

Not many companies can say they have survived because they
decided to go global but Cemex is certainly one of them.
Back in 1995, there was a financial crisis in Mexico. The value of
the peso fell sharply and income from our domestic operations
was cut by 50%. It could have been the end of us. It was our
foreign subsidiaries that saved us. The income from our overseas
plants brought in enough money to help us stay in business.
We decided to become a global company in the mid 1980s. At
that time, Mexico had just opened up its economy to foreign
investors. We suddenly found that we were competing with very
large international companies. We had to become large and
international as well or we would end up being purchased by a
bigger company.
Our first step in globalising was to focus on our core business:
cement. So we sold off all our other industrial projects and
bought two domestic competitors in the cement business. Then
we started to acquire companies overseas. First we bought two
cement producers in the US; and later we also acquired plants in
Spain, Venezuela and Colombia. We invested over one and a half
billion dollars in modernising the plants we had acquired. As a
result, our production went up from nine million tonnes to fifty
million tonnes in just ten years. And in every plant we increased
our profit margins.
Now Cemex is looking to expand still further. We recently
acquired a cement plant in the Philippines and we are looking for
more opportunities to buy in Asia. Now is definitely the right time
to buy.

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B Play section B of the presentation twice.

Section B
Lets deal first with advance payment. This is ideal for the
exporter. You ask your customer to send the money before you
dispatch the goods. That way you know that youll get your
money and theres absolutely no risk to you. However, there is a
lot of risk for the customer because he doesnt know if or when
you might send him the goods. So there are not many situations
where the customer will agree to this method.
So what about the second method? Letter of credit, or
documentary credit as it is also known. This is a reasonably safe
method for the exporter. What happens is the buyers ask their
bank to guarantee payment to the exporter. As soon as the
exporting company has dispatched the goods, they must present
all the documents to their bank to prove that the goods are on
their way and that everything has been done according to the
sales agreement. Then the exporters bank passes the
documents on to the importers bank. This bank makes the
payment by letter of credit so the exporter can receive their
money and the importer can receive the goods. This method is
particularly low risk for the exporter, although you must make
sure that you present the correct documents and that you comply
with all the terms and conditions of the agreement. If there is any
kind of mistake, you could lose the protection of the letter of
credit. So this method has fewer risks than the open account or
bills for collection, but is not as risk-free as advance payment,
from your point of view.
Now lets move on to the third payment method

MARKET LEADER INTERMEDIATE TEST FILE

41

Name/Class:
Audio Scripts

Progress Test 3
Play the presentation twice.
Id now like to describe a case concerning a company whose
business is selling flowers. Basically, the company consists of
about 2,500 flower shops, all over the country, all of them leased
to shopkeepers. There is a board of management with a
president to oversee the business. The shopkeepers are all
shareholders in the company and are entitled to go and vote at
the annual shareholders meetings.
Now, in the past, this company was run like a family business.
Everyone was very friendly, meetings were very relaxed. There
were lots of social gatherings where the shopkeepers could meet
and get to know each other. And all the shops retained quite a lot
of independence and made their own decisions about their dayto-day operations. But the company as a whole was not doing
well. Profits across the country were down, and it was felt that
some changes would have to be made. So, a new president was
brought in from outside the company. He was not an expert at
selling flowers, but he was a very experienced manager with a
reputation for making tough decisions and getting companies
out of trouble.
Well, once this new man took over the running of the company, a
lot of things changed very rapidly. The shopkeepers were told
that they all had to buy their flowers from the same supplier. All
the shops had to look the same. Opening hours had to be the
same. And certain minimum standards were set which everyone
had to follow. The shopkeepers didnt like this at all. They felt
that decisions were being taken by the board and they were no
longer being consulted. They resented this new authoritarian
style of management very much.
So some of the shopkeepers organised an extraordinary meeting
and everyone was invited. A lot of people attended. At the
meeting, the atmosphere was very hostile. Shareholders made
speeches about what they saw as the defects of the management
team and in particular they complained about the new president.
People got angrier and angrier. Eventually, a vote was taken and
it was decided unanimously that all the directors should be
sacked. In their place, they elected a new board from amongst
themselves. A coup had taken place.
The interesting thing is that the new board didnt actually change
the policies very much. All the actions that had been taken by the
unpopular president and his team were continued. They
continued the practice of standardising the shops and buying
from a common supplier, because these policies actually made a
lot of sense. So you see, what people objected to was not the
changes in themselves, but the way in which those changes were
made. And this is a very good lesson for us all.

42

MARKET LEADER INTERMEDIATE TEST FILE

Exit Test
A

Play the voicemail message twice.

Hello. This is Trudy Ferrier from Socorro. Er Im calling because

we have had to make some changes to the programme for your
visit on Wednesday. First is it OK if we pick you up from your
hotel at 8.45 instead of 9 oclock? Its because our driver has to
pick up someone else afterwards. So well start the presentation
at 9 oclock. I hope thats all right.
Also, unfortunately, Jenny Fowler wont be able to meet you in
the afternoon as shes had to go to Hungary this week. So youll
meet the Assistant Head of Sales thats Peter Fisher.
I just thought Id let you know about these changes. OK. I look
forward to seeing you on Wednesday. Bye.

B Play the conversation once only.

Peter Hi Jenny! Great news we just received an order from
Hadleys!
Jenny Hadleys! Youve been chasing them for months! Well
done! What have they ordered?
Peter Fifteen top of the range models. The total order is worth
over 200,000 dollars. They want them within one month.
Jenny Oh! Can the production department handle it?
Peter Oh yes Ive already talked to them. Thats no problem.
Theyre going to give priority to this order. I stressed that
Hadleys could be very good customers in the long term.
You know they hinted that there could be another similar
order in six months time. So we have to get everything
right on this order make sure we deliver on time and so
on.
Jenny Another order in six months! That will really boost our
turnover this year. I think this calls for a celebration, dont
you?

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Model Answers to Writing Tasks

Entry Test

Exit Test

There is no writing task in the Entry Test.

Over the year, sales of product A have increased sharply. In the

first quarter, sales stood at 450 units, but in the last quarter they
exceeded 620 units, an increase of more than 70%. Buyers prefer
A because it is a new product and is more up to date than the
others.
Product Bs sales, on the other hand, have decreased slightly
over the year. At the start of the year, Bs sales were the same as
As, but they fell to only a little over 400 by the end of the year.
This is probably because B is an older product and is not as
attractive as A. Many buyers are changing from B to A.
Product Cs sales increased in the first and second quarters and
reached a peak of about 450. However, they then fell again to
below 400 in the last quarter, which is slightly higher than at the
start of the year. Product C is the most expensive of the three
products. It is a better product, but too expensive for most
people. Sales increased for a time when the price was reduced
during a special offer.

Progress Test 1
Dear Jack
Here are the details of my travel to London on 6 April. I will arrive
at London City Airport (not Heathrow) at 09:10. My flight number
is Crossair 9462. I will depart on 8 April for Paris at 16:35.
It is very kind of you to offer to meet me. I am very much looking
forward to my visit.
Best regards

Progress Test 2
Dear Mr Pereira
I am writing to thank you for your kind hospitality during my visit
to your company. The visit around your factory was very
interesting and I was impressed by the high quality standards
that you maintain. Many thanks also for the delicious lunch. It
was good of you to give up so much of your time.
You have a good range of childrens fashion items and I am
certainly hoping to be able to place an order with you in the near
future. However, I must first wait for my company to finalise the
purchasing plan for the next quarter.
I will be in contact with you again as soon as I can.
Yours sincerely,

Progress Test 3
3

The cutting machine

John explained the background to this item. He said that the

cutting machine kept breaking down. They had tried to get it
repaired but it was an old machine. Everyone agreed that a new
machine was needed.
The chair asked whether we should get another machine of the
same type. He said that perhaps this type was unreliable and
suggested finding out what other machines were available.
Alice said she had done some research and that there were
several new models on the market now. She suggested that one
of those could be considered. She had asked the manufacturers
for information but hadnt yet received any replies.
Action: Alice to prepare a short report and a decision to be taken
at the next meeting.

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MARKET LEADER INTERMEDIATE TEST FILE

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Name/Class:

Exit Test: Speaking

Guidelines for the Examiner

The oral test should take about ten minutes. You should give each candidate
about five minutes to prepare the two items before starting the test.
A You will role-play the part of Mr/Mrs Harris, representing HG Supplies, a British
company which buys equipment for hospitals. Carry out the following steps in
your role-play:
Greet the candidate and introduce yourself.
Ask the candidate some general small talk questions.
Examples:
Did you have a good flight?
Have you been to Britain before?
How long will you stay?
Tell the candidate that you would like to know something about their company. If necessary,
prompt by asking questions about specific points given on the information sheet.
Ask the candidate if they would like to ask any questions about HG Supplies. Use the information
below to answer the candidates questions.
Your company:
Your job title:
Company activity:
Size of company:
Employees:
Location:

HG Supplies
Chief Buyer
To buy medical equipment and sell it on to hospitals all over Britain.
You buy from abroad and from British companies.
Medium
680, mostly buyers, sales representatives who visit hospitals and
office administration staff.
You have regional offices in the North and West of Britain and three
warehouses, each one linked to a regional office.

B Ask the candidate to give their opinions on the qualities of salespeople listed.
Allow them to speak freely and do not make them more nervous by interrupting too often or being
too quick to prompt. If the candidate stops speaking, encourage him or her by asking questions or
giving a different opinion to provoke further ideas.
Examples:
Why do you say that ?
Dont you think that ?
What do you think about ?
What would you say if ?

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