Read the following article about how Haier achieves its goal of being a mainstream brand in the US and the questions on the opposite page. For each question(15-20), mark one letter(A, B, C or D)on your Answer Sheet. Haier is well on the way towards achieving its goal of being a mainstream brand in the US. Haier has successfully penetrated the Top Ten chain groups in the US. Whenever Haier enters the global procurement system of big chain, this makes Haier one step closer to entering the mainstream US market. Haier has also won awards such as “best supplier“ and “exam-free supplier“ by several retailer chains. Haier has international service centers in more than 50 states of the US and has opened a toll-free hotline. According to Zhang Ruirnin, CEO Haier Group, Haier knew that its entry into the US would be very difficult at first, but would get easier as the company learned from its mistakes. The company adopted a “ market first and then factory“ approach. Haier invested in a global brand strategy with the objective of letting products, capital and brands go global. From the single and niche products at the early days of entering the US market, to the current differentiated product family, with products such as the independent cocktail cabinet and Haier 37T88, Haier’ mainstream products are now very competitive. Haier has obtained the praise and trust of its channel partners, and has successfully transformed itself from a niche to a mainstream brand provider. In the internationalisation process, Haier has been focusing on developing its corporate culture and ensuring culture compatibility. To ensure rapid localisation, Haier implemented an innovative mode of “financing, pooling-in-wisdom, compatibility with local culture and forging a noted local brand“. All designing and marketing personnel are: employed locally. In addition, 95% of Haier’s North American management team are locals. In April 2006, Haier became a strategic partner of NBA and the first global appliance brand to sponsor the NBA. Haier believes this partnership has accelerated its step towards becoming a mainstream brand in the US. NBA sponsorship is a key initiative for Haier as it attempts to implement its global brand strategy. Since becoming the global strategic partner of NBA, Haier has utilized NBA’s market assets, media platform and programs in the US and China to display the innovative technology of Haier’s refrigerator and TV products. Through its broad media assets, including NBA TV’s HD program, the eye-catching NBA matches and extensive NBA thematic retail and publicity activities, Haier can display its most advanced products. Under the guise of its consumer-oriented brand marketing strategy, Haier will continue to integrate its culture with local mainstream culture. Haier has nine products which are “in the front half of the market“ and three products which are among top 3 in the industry in terms of market presence. In addition, the company is a world leader in advanced technological fields such as intelligent house integration, network appliance, digitalisation, large-scale integrated circuits and new materials. The “innovation-boosted“ Haier Group is devoted to providing solutions for global consumers. By late 2006, Haier has applied for o-ver 7,000 patents(of which 1, 234 are invention patents). Haier also presided over or participated in the formulation and amendment of nearly 100 State standards. Of which, Haier water heater firewall technology and Haier double-driver washing machine are included in IEC international standard draft, testifying that Haier’s innovation a-bility is world-class. In the future, Haier’s approach will cooperate with channel partners and dealers that share the same strategy of customer-focus to forge a win-win situation.

Read the article below about corporate culture. Choose the correct word to till each gap from A, B, C or D on the opposite page. For each question(21-30), mark one letter(A, B, C or D)on your Answer Sheet. There is an example at the beginning(0) What is Corporate Culture? Why should job-seekers care(0). C... a potential employer’s corporate culture? Aren’t there more important factors to consider,【C1】______as the job itself, salary and bonuses, and fringe benefits? These factors are indeed important,【C2】______ increasingly career experts are talking about the importance of employee-employer fit in【C3】______of culture, with the idea that how well the employee “fits“ the culture can make the difference【C4】______job-search success and failure. What is corporate culture? At its most basic, it’s described as the【C5】______of an organisation, or simply as “how things are done around here.“ It guides how employees think, act, and feel. Corporate culture is a broad term used to define the unique personality or character of a particular company or organisation, and includes such elements as【C6】______values and beliefs, corporate ethics, and rules of behavior. Corporate culture can be expressed in the company’s mission statement and other communications, in the architectural style or【C7】______decor of offices, by what people wear to work, by how people address each other, and in the titles given to various employees. How does a company’s culture【C8】______you? In many, many ways, for instance, the work environment, including how employees interact, the degree of competition, and whether it’s a fun or hostile environment—or something【C9】______between. How do you uncover the corporate culture of a potential employer? The truth is that you will never really know the corporate culture until you have worked at the company for a number of months, but you can get close to it through research and observation. Understanding culture is a two-step process, starting with research before the interview and【C10】______with observation at the interview. Example: A for B to C about D of [*]

Look at the statements below and at the five extracts about American real estate from a magazine article on the opposite page. Which extract(A, B, C, D or E)does each statement(1-8)refer to? For each statement(1-8), mark one letter(A, B, C, D or E)on your Answer Sheet. You will need to use some of these letters more than once. There is an example at the beginning(0). Example: 0 According to Moody’s Economy, com, home prices in this area will increase nearly 9% annually in the next 10 years. [*] A At the foot of the Adirondack Mountains of New York you’ll find Glens Falls. With attractions like Lake George just a short drive away, tourism has long played a key role in the local economy. But the area, which has about 130,000 residents, is also considered “catheter valley“ because of its thriving medical device manufacturing industry. It has become a popular lower-cost alternative to nearby Saratoga County, N. Y., and a bedroom community for the state capital of Albany. Home prices in the area will increase by an average of more than 7 percent a year over the next ten years, Moody’s Economy. com projects. B Corvallis, a town of about 48,000 residents, is home to Oregon State University as well as numerous public agencies. About a third of the area’s workers are employed by the government. At the same time, the people of this university town have long possessed a creative, entrepreneurial spark. Corvallis has the highest number of patents per capita in the United States. Large companies like Hewlett-Packard and Samaritan Health Services are among the region’s leading private employers. Area home prices should increase an average of more than 5 percent annually over the next ten years, Moody’s Economy. com projects. C Founded in the early 1600s, Santa Fe, New Mexico, has a mix of history, art, and outdoor wonders that attracts more than one million visitors to the city annually. Santa Fe also boasts 300 days of sunshine a year. While tourism helps juice the local economy, the city’s favourable employment outlook is linked to its abundance of more stable government jobs. Moody’s Economy. com expects area home prices to increase by an average of more than 5 percent annually over the next ten years. D The neighbouring cities of Bremerton and Siverdale, Wash. , are located on the Kitsap Peninsula, a slip of land surrounded by more than 300 miles of coastline on Puget Sound. Although the Pacific Northwest greenery is enticing, it’s the area’s stable economy that should drive home price gains in the coming years. A large military presence—of the Navy in particular— helps insulate the local economy from volatility. Moody’s Economy. com expects home prices in this area to increase by an average of nearly 9 percent annually over the next ten years. E Although the recent financial turmoil has hurt, Charlotte, N. C. remains the nation’s second-leading banking centre and home to corporate giant Bank of America, says Bob Morgan, the president of the Charlotte Chamber of Commerce. Charlotte’s low-cost, business-friendly climate and diverse economic base should help push home prices higher. Home prices in the Charlotte area should increase by an average of more than 3 percent annually over the next 10 years, Moody’s Economy.com projects.

Read this text about how to find the affiliate niche market. Choose the best sentence form the opposite page to fill each of the gaps. For each gap(9-14), mark one letter(A-H)on your Answer Sheet. Do not mark any letter more than once. There is an example at the beginning(0). How to Find Your Affiliate Niche Market Profiting from your affiliate niches(0). B... Finding your own profitable niche online is where most aspiring affiliates get stuck, and it can often take months on end to find a niche that will give you a favourable return on investment. 【P1】______ 1. Pick on a broad category of ideas, which could be green energy, affiliate marketing, relationships, general shopping, or sports, etc.【P2】______ 2. Think about the subsets that lie within the broad category you picked on above. For example, if you chose the relationship market, think about people who are just starting to date, 【P3】______ 3. Pick on an item to sell that belongs to one of the subsets you just identified above. 4. Continue brainstorming and finding out specific details about the people that might belong to any of the subsets you picked on above. For example people who have just broken up in reality still want their partner back or would be more than willing to make up or buy products that help them understand why their partner broke up in the first place.【P4】______ 5. Next step is to determine the profit potential of the keywords you think these people will be using when looking for solutions online.【P5】______ ... The results that are returned will show you exactly how many websites are competing for that keyword, the lower the figure the better, also pay attention to the advertisements being run at the top and left hand sides, the fewer the better for you. In summary that is how you find your affiliate niche market online.【P6】______ Example:[*] A Those are the basic rules, finding lucrative niches, however, requires more strategies and techniques that you can find by visiting the number one place to learn about affiliate niche marketing. B is very possible if you truly understand the enormous potential that exists with knowing the correct niches to get into. C Skin this broad category till you get to a segment of what you started with. D Finding your own niche though is not entirely impossible, there are guidelines for finding niches and if followed correctly will get you results. E The easy way to do this is using quotes when entering the keyword into Google. F If youunderstand this then you are moments away from your ideal customers. G those who are breaking up, those who are not comfortable with the other partner or those that want to make the relationship better. H Niche marketing is an extremely powerful concept that has the potential to change affiliate income levels.

Read the article below about corporate culture. For each question(31-40), write one word in CAPITAL LETTERS on your Answer Sheet. There is an example at the beginning(0). [*] Understanding Corporate Culture Every time people come(0).with a shared purpose, culture is created. This group of people could be a family, neighbourhood, project team, or company. Culture is automatically created【B1】______ of the combined thoughts, energies, and attitudes of the people in the group. I often compare culture【B2】______ electricity. Culture is an energy force that becomes woven through the thinking, behaviour, and identity of those within the group. Culture is powerful and invisible and its manifestations are far reaching. Culture determines a company’s dress code, work environment, work hours, rules for getting ahead and getting promoted, how the business world is viewed,【B3】______ is valued, who is valued, and much more. Culture shows up in【B4】______ Visible and invisible ways. Some manifestations of this energy field called “culture“【B5】______easy to observe. You can see the dress code, work environment, perks, and titles in a company. This is the surface layer of culture.【B6】______are only some of the visible manifestations of culture. The far【B7】______ powerful aspects of culture are invisible. The cultural core is 【B8】______of the beliefs, values, standards, paradigms, worldviews, moods, internal conversations , and private conversations of the people that are part of the group. This is the foundation for all actions and decisions within a team, department, or organisation. Business leaders often assume that their company’s vision, values, and strategic priorities are synonymous【B9】______ their company’s culture. Unfortunately, too often, the vision, values, and strategic priorities may only be words hanging【B10】______ a plaque on the wall.

Read the text below about tips on business negotiation. In most of the lines(41-52)there is one extra word. It either is grammatically incorrect or does not fit in with the sense of the text. Some lines, however, are correct. If a line is correct, write CORRECT on your Answer Sheet. If there is an extra word in the line, write the extra word in CAPITAL LETTERS on your Answer Sheet. The exercise begins with two examples(0 and 00). [*] Business Negotiating Tip—Tackle Your Negotiation Partner“ 0 People often refer to their negotiating partners as “opponents“! This just goes to 00 their attitude towards the process of a negotiation. Negotiation is not a fight, but 【M1】______a process of addressing an issue in a more creative and civilized manner. 【M2】______You may not be like your partner. But you have to control your emotions, rather 【M3】______than to let your emotions control you. Think of your negotiating partner as 【M4】______someone you in need and who needs you in return. This way, you concentrate 【M5】______on the issue at your hand. 【M6】______This doesn’t mean that voicing a critical opinion will cast a negative doubt 【M7】______upon your person. On the contrary, people often appreciate it honesty. But then 【M8】______again, it is the way you convey it. Suggest, not to accuse. 【M9】______During your interaction, try to understand the basic nature of your partner; 【M10】______this will go a for long way in the negotiating process. 【M11】______You must be confident(or at least you appear to be)because most people want 【M12】______to negotiate with someone who they feel will deliver.

Read the following article about how Haier achieves its goal of being a mainstream brand in the US and the questions on the opposite page. For each question(15-20), mark one letter(A, B, C or D)on your Answer Sheet. Haier is well on the way towards achieving its goal of being a mainstream brand in the US. Haier has successfully penetrated the Top Ten chain groups in the US. Whenever Haier enters the global procurement system of big chain, this makes Haier one step closer to entering the mainstream US market. Haier has also won awards such as “best supplier“ and “exam-free supplier“ by several retailer chains. Haier has international service centers in more than 50 states of the US and has opened a toll-free hotline. According to Zhang Ruirnin, CEO Haier Group, Haier knew that its entry into the US would be very difficult at first, but would get easier as the company learned from its mistakes. The company adopted a “ market first and then factory“ approach. Haier invested in a global brand strategy with the objective of letting products, capital and brands go global. From the single and niche products at the early days of entering the US market, to the current differentiated product family, with products such as the independent cocktail cabinet and Haier 37T88, Haier’ mainstream products are now very competitive. Haier has obtained the praise and trust of its channel partners, and has successfully transformed itself from a niche to a mainstream brand provider. In the internationalisation process, Haier has been focusing on developing its corporate culture and ensuring culture compatibility. To ensure rapid localisation, Haier implemented an innovative mode of “financing, pooling-in-wisdom, compatibility with local culture and forging a noted local brand“. All designing and marketing personnel are: employed locally. In addition, 95% of Haier’s North American management team are locals. In April 2006, Haier became a strategic partner of NBA and the first global appliance brand to sponsor the NBA. Haier believes this partnership has accelerated its step towards becoming a mainstream brand in the US. NBA sponsorship is a key initiative for Haier as it attempts to implement its global brand strategy. Since becoming the global strategic partner of NBA, Haier has utilized NBA’s market assets, media platform and programs in the US and China to display the innovative technology of Haier’s refrigerator and TV products. Through its broad media assets, including NBA TV’s HD program, the eye-catching NBA matches and extensive NBA thematic retail and publicity activities, Haier can display its most advanced products. Under the guise of its consumer-oriented brand marketing strategy, Haier will continue to integrate its culture with local mainstream culture. Haier has nine products which are “in the front half of the market“ and three products which are among top 3 in the industry in terms of market presence. In addition, the company is a world leader in advanced technological fields such as intelligent house integration, network appliance, digitalisation, large-scale integrated circuits and new materials. The “innovation-boosted“ Haier Group is devoted to providing solutions for global consumers. By late 2006, Haier has applied for o-ver 7,000 patents(of which 1, 234 are invention patents). Haier also presided over or participated in the formulation and amendment of nearly 100 State standards. Of which, Haier water heater firewall technology and Haier double-driver washing machine are included in IEC international standard draft, testifying that Haier’s innovation a-bility is world-class. In the future, Haier’s approach will cooperate with channel partners and dealers that share the same strategy of customer-focus to forge a win-win situation.

What has Haier done on the way towards achieving its goal of being a mainstream brand in the US?

Which of the following is true according to the second paragraph?

In the internationalisation process, Haier has been focusing on

Haier has accelerated its step towards becoming a mainstream brand in the US by

Why does Haier adopt consumer-oriented brand marketing strategy?

What approach will Haier adopt in the future?