EFS 12 commercial AB

Activity Book

‫ﻡ‬٢٠١٥¥٢٠١٤



Vocational Stream
Commercial Grade 12

Activity Book

‫م‬2015 - 2014
‫المؤسسة العامة للطباعة‬


Contents
Unit

Title

Page

1

Warehousing and Shipping (1)

3

2

Income Statement

6

3

Competition and Pricing

9

Test 1

12

4

Warehousing and Shipping (2)

14

5

Financial Position

17

6

Retail and Wholesale

20

Test 2

23

7

Advertising (1)

25

8

E-Marketing

28

9

Workplace Ethics

31

Test 3

34

10

IT and Telecoms

36

11

Advertising (2)

39

12

Latest Discoveries

42

Test 4

45

Correspondence
Glossary

47
60

2


1 Warehousing and
Shipping (1)

Exercise 1 Matching
Match the following warehousing and shipping names (1-7) with their descriptions (i-vii).

1 Online Tracking
5 Inventory Management
2 Kitting & Hand Assembly
6 Pickup
3 Warehousing
7 Packing
4 Shipping
i If you are moving home or office or shipping a package, we have a wide range of packing
supplies including corrugated boxes, bubble wrap, tape and any other essential packing items
you may require.
ii We will pickup or receive each component, kit and hand assemble the package, store the
inventory in our secure warehouse and ship out on demand.
iii Our secure warehouse hub, with state-of-the-art security and climate control systems, will
receive and store any quantity or type of inventory, for any period of time.
iv We will ensure that your package gets to its destination safely and on time. We offer a wide
variety of delivery, time and insurance options and advise on the best method based on your
package, destination, time frame and budget.
v You can either drop off your package or we can pick it up from your home or office.
vi Our online system enables multiple users to monitor your inventory stock levels and submit
shipping orders directly to our warehouse hub in real time.
vii We enable you to keep track of all shipped packages online and in real time. Simply, enter your
package tracking number and monitor the status and location of your package.

3


Exercise 2 Vocabulary

Put the words in brackets in the correct form.
Our mission is to supply our customers with services that meet established (require)
(1)
. We (constant) (2)
seek to improve responsiveness, (product)
(3)
and quality. We also develop (partners) (4)
with our customers
which encourages a well-founded (rely) (5)
on our (able) (6)
to comply
which established customer requirements. It is very important for us to develop partnerships
with our (supply) (7)
that provide us with quality parts and materials in a timely
with our employees in providing the
manner. In addition, we participate (direct) (8)
best benefits, working conditions and opportunity for personal and (profession) (9)
(grow) (10)
that our business will allow. Finally, we train our staff to meet the needs
of the ever-changing work environment and global marketplace.

Exercise 3 Grammar
Put the verbs in brackets in the correct tense.
1 We (enable)
your warehouse to be more productive with the workforce it has.
2 Yesterday, we (find)
new ways to cut costs.
3 This strategy (decrease)
employee turnover next year.
4 These improvements (lead)

to faster order fulfilment since 2010.
5 It (work)
by storing your database for every key task.
6 We (monitor)
the actual time for task completion before you got this machine.
7 Employees at all levels (receive)
immediate feedback on their performance now.
8 We (utilise)
historical data when this strategy was introduced.
9 With accurate forecasts, managers (improve)
labour efficiency every year.

Exercise 4 Reading
Read the text and answer the questions.
Here are some of the products and solutions that could help achieve your goal of optimising
your warehousing operations.
We offer mobile computers, cordless barcode scanners, handheld scanners, wireless networking
and power over Ethernet products, warehouse shipping software and comprehensive barcode
scanning software packages.
We have a vehicle-mounted computer that will meet all your data processing needs. Its rugged
enclosure has no ventilation holes, ensuring that the front and back panels can withstand dust,
water penetration and other environmental hazards.
We supply parcel and shipping scales to fit the needs of a wide variety of mail and package
shippers. We also design and supply a comprehensive line of wireless switches for all your mobility
needs.
We provide you with a low-profile floor scale that features a durable platform design that can
handle all kinds of warehousing traffic from forklifts to trucks. It comes with a 300% overload
capacity and a 150% end-load capacity.

4

Unit 1
Questions
1 What is the meaning of optimising, handheld, comprehensive, rugged and mobility?
2 What is the main idea of the text?
3 Are the products presented in the text important at a warehouse? Explain.
4 Which one is the most important? Why?
5 Write a conclusion for the text.

Exercise 5 Roleplay
Work in pairs. Imagine you are applying for the following job. Prepare a conversation between you
and your potential employer.
Job Summary
Industries: Wholesale Trade / Import - Export
Job Type: Employee / Material Handler - Warehousing / Shipping
Duties:
Pick and prepare orders for customers
Receive and document products for inventory
Receive and document returns from customers
Load and / or unload trucks for deliveries / pickups
Maintain accurate counts and locations of product
Manage other warehouse personnel
Follow safety procedures
Skills / Qualifications:
High school diploma required
Minimum 2 years warehouse experience
Basic computer skills
Good verbal and written communication skills

Exercise 6 Writing
Invent a warehousing and shipping company and write about it using the following phrases.
was established in
a warehousing company serving
serve our customers, requirements
now operate out of depots
enhance our door-to-door capabilities
serving the needs of your suppliers and customers
give a personal and cost-effective service

5


2 Income Statement
Exercise 1 Taxonomic Skills
The following are six pieces of evidence for the usefulness and limitations of the income statement.
Put them in the correct column.
a It assesses the capacity to generate future cash flow by reporting income and expenditure.
b It predicts future performance.
c Some numbers depend on ju dgments and estimates (e.g. depreciation depends on the estimated
useful life and salvage value of the item).
d It helps investors and creditors to determine the past financial performance of the enterprise.
e Some numbers depend on the accounting methods used.
f Items that might be relevant but cannot be reliably measured are not reported (e.g. brand
recognition and loyalty).
Usefulness

6

Limitations

Unit 2
Exercise 2 Vocabulary
Put the following phrases in the right place to complete the income statement template.
advertising gross sales utilities salaries repairs and maintenance
cost of goods rent freight charges office supplies insurance
gross profit taxes and licenses
Company Name
Income Statement
From: January 1, xxxx
To: December 31, xxxx
Income

Total Income
Expenses

Total Expenses
Net Income

7


Exercise 3 Grammar
A Write the verbs in the correct tense. If you need help refer to the grammar box in your Students’
Book.
a When you (have) (1)
a plan with fixed goals and action steps, you (guide)
(2)
your business through turbulent economic conditions.

b You (help) (3)
increase your ability to make ju dgments after you (practise)
(4)
this strategy over a period of time.
c Before he (make) (5)
a profit on his sales and a return on his investment, Mr Jet
(decide) (6)
what business he (concentrate) (7)
on.
d As soon as you (decide) (8)
what business you are in, you (be) (9)
ready to consider another important part of your business plan.
e You (ask) (10)
your banker to recommend people who know most about location
in your line of business when you (think) (11)
you have finally solved the site
location question.
f When the money you can spend for advertising (be) (12)
limited, it (be)
(13)
vital for your advertising to be on target.
time to determine what jobs you want to do for your store before
g You (take) (14)
you (think) (15)
about how much money you can afford for advertising.
B Write six sentences about income statement using the future time clause.

Exercise 4 Reading
Read the text and answer the questions.
Income statements and balance sheets are the most basic elements required by potential

lenders, such as banks, investors and vendors. They will use them to determine credit limits.
However, one should not forget the difference between an income statement and a balance sheet.
The first represents a period of time, while the latter represents a single moment in time. It is very
important to format an income statement so that it is relevant to the business. It can be prepared
in one of two methods. The ‘s ingle step income statement’ totals revenues and subtracts expenses
to find the bottom line. The ‘m ulti-step income statement’ takes several steps to find the bottom
line, starting with the gross profit. It then calculates operating expenses and, when deducted
from the gross profit, yields income from operations. Adding to income from operations is the
difference of other revenues and other expenses. When combined with income from operations,
this yields income before taxes. The final step is to deduct taxes, which produces the net income
for the measured period.
Questions
1 What are the main ideas in the text?
2 Match the words with their meanings.
a latter
1 second
b potential
2 subtract
c format
3 give
d yield
4 plan
e deduct
5 possible
3 Who are, according to the text, potential lenders?
4 How many steps are found in the multi-step income statement? What are they?
5 Write a concluding sentence for the text.

8

3 Competition and
Pricing
Exercise 1 Vocabulary

Match the words with their meanings.
a penetration pricing
b skimming pricing
c competition pricing
d product line pricing
e bundle pricing
f psychological pricing
g premium pricing
h optional pricing

1 pricing different products within the same product range at
different price points
2 the seller considers the psychology of price and the positioning
of price within the market place
3 the organisation sets an initial high price and then slowly
lowers the price to make the product available to a wider market
4 the price set is high to reflect the exclusiveness of the product
5 the organisation packs a group of products at a reduced price
6 the organisation sets a low price to increase sales and market
share
7 the organisation sells optional extras along with the product to
maximise its turnover
8 setting a price in comparison with competitors

Exercise 2 Dialogue

Complete the dialogues. Use formal or informal phrases appropriately.
1 A Let’s go and have lunch.
B I would if
but
meeting in ten minutes.
.
2AI
B U nfortunately, I’m afraid the meeting tomorrow is not possible.
cinema this evening.
3A
B I can’t . I have to work this evening.
4 A Our proposal is that our two companies work together on this project .
but
because it’s against our
B I wish
company policy.
5A
swim?
B That’s a good idea. Let’s do it now.
6 A We succeeded in promoting our new product, do you agree?
.
B
9


Exercise 3 Grammar
A Combine the sentences using who, which, whose or where.
1 Com petition is an essential element in pricing. Com petition is growing among chain
supermarkets.
2 Monopolisers are people who are in full control of supplying certain goods. Monopolisers usually

don’t face competition.
3 Com mercial industries are always looking for ways to minimise production costs to survive
competition. Com petition has become fierce these days.
4 People discovered that items are becoming more expensive by the day. People are more
interested in the price of items than their quality.
5 Com petition is very intense with certain items. These items are low-priced and of high quality.
6 Small shops cannot measure up with chain supermarkets. Items of small shops aren’t that varied.
7 Com mercial companies are aware of market competition. In commercial companies the number of
employing financial advisors is higher than any other companies.
B Write five sentences using non-defining relative clauses to describe the importance of competition
and pricing in business and their effect on the market.

Exercise 4 Reading
Read the text and answer the questions.
Perfect Competition or Monopoly?
When a service or item is supplied only by one producer, the latter controls the price in a way
that the consumer has no influence over the market. This is what we call monopoly. Sometimes,
the government monopolises an industry, such as electricity, to control it. A natural resource is
sometimes exclusively managed by a specific company or powerful person so the industry related
to it becomes a monopolistic industry. A copyright or a patent is also a good reason to form a
monopoly since the company who has it can impede others from entering the market.
An oligopoly is similar to a monopoly in that it also controls the price of a service or item.
However, it is not one firm that produces the service or product; many companies produce
identical items. This situation develops competition among these companies to get bigger market
shares.
Perfect competition means there are fewer barriers to entry for new companies than in
monopolies or oligopolies, and prices are determined by supply and demand. Thus, producers in
a perfectly competitive market are subject to the prices determined by the market. For example,
in a perfectly competitive market, if a firm decides to increase its selling price of a good, the
consumers can jus t turn to the nearest competitor for a better price. This causes any firm that

raises its prices to lose profits.

10


Unit 3
Questions
1 How many main ideas are there in the text?
2 Write each in one sentence.
3 Write a suitable introductory paragraph and a suitable concluding sentence for this text.
4 Give real-life examples of a monopoly, an oligopoly and a perfect competition.
5 Find three difficult words in the text, write their meaning and use each in a meaningful
sentences.

Exercise 5 Writing
Write a paragraph about trade agreements using the following guide words / phrases.
WTO – international organisation – trade between countries / trade agreements –
discussed – agreed – member countries – meetings / aim – help producers – exporters –
importers –in ternational trade / sometimes – disputes – member countries – trade / problem
discussed – find a solution / problem – not solved – WTO Appeals Tribunal

11


Test 1
Part One: Reading Comprehension
(35 marks)
I Read the following text and answer the
questions.
You can still find the traditional storage or

self-storage firms in Syria. However, there
exists now a variety of moving companies that
provide storage and warehousing services. You
can refer to the listing of such companies in
the directory. There, you look for the kind of
services each company offers and the range of
prices. A respectable storage company requires
insurance coverage for the goods.
Other companies may include the insurance fees
in the rental charge.
1 Do moving and storage companies in Syria
offer a range of services? Explain your answer.
2 What is the use of the directory?
3 What does the word ‘n ow’ in the second
sentence contrast with?
4 Write TS for the suitable topic sentence and
CS for the concluding sentence.
a Be wise, compare services and
choose a company that suits your purposes.
b It is important to find a good
storage company which offers security for your
goods and reasonable prices.

Part Two: Grammar and Structure
(60 marks)
II Write the correct word for each definition
pricing labelling income statement
packaging marketing warehouse
exporting balance sheet shipping
1

a place in which goods or
merchandise are stored
2
the business of sending
or transporting packages or goods usually
through the mail
3
a financial statement that
summarises a company’s assets, liabilities
and shareholders’ equity at a specific point in
time
12

4

the method adopted by a
firm to establish its selling price for products.
5
the process of wrapping of
items that serves to identify, describe, protect
and promote
6
a ratio of profitability
calculated as net income divided by revenues
7
displaying information about
an item on its container or the product itself
8
the selling of goods and

services produced in one country to another
country
a financial statement that
9
measures a company’s financial performance
over a specific period of time
the management process
10
through which goods and services move
from concept to the customer
III Complete the dialogue with phrases from the
box.
I know what these mean geographical
areas charging a product or a service
other aspects in marketing
A You know, I still don’t understand the
concept of pricing.
B Well, pricing is one aspect of marketing,
besides three others. It has to do with
(1)
and deciding how to do
that.
A Oh, is it that simple?
B It can be, but it could also deal with some
general issues such as setting different
prices according to (2)
,
deciding whether there should be quantity
discounts and considering transfer pricing.
A You mentioned three (3)

.
What are they?
B The other three parts of marketing are
product management, promotion and
distribution.
A (4)
. Thanks for the
information.


Test 1
IV Complete the sentences.
1 Before the investors get the income
statement,
2 Customer service has been a boost to the
company
3 Until we know what goods sell best,
4 They had already shipped the goods to
Lattakia
5 After the taxes are reduced,

Part Three: Writing (25 marks)
VI You head a business company that imports
Italian clothes to Syria. Write a
one-paragraph letter to a company that offers
shipping services from Milan to Lattakia. You
need to specify the goods, the estimated price
of the goods and the purpose of the shipment
(personal or business). You need to know
the time needed for the shipment to arrive

to Lattakia, the charge for the shipment and
storage until the goods are released and the
time needed for the shipment to arrive.

6 When you price the goods, you
V Form new complex sentences by using relative
pronouns such as who, whom, whose, which,
that....
1 The applicant came yesterday.
He did not leave his phone number.

2 Mrs Salloum wrote the best bylaws twenty
years ago.
They are still up-to-date.

3 My grandfather built the building at the end
of the street.
It needs renovating.

4 At the first meeting the chair announced
new policies.
It was held yesterday.

5 The director Mr Srour listened attentively to
the staff.
He was present at the meeting.

6 Ahmad thinks differently.
He should know something of the matter.

13


4 Warehousing and
Shipping (2)
Exercise 1 Vocabulary
Fill in the blanks with words from the list.
vessels routes in transit
tonnage destination
proposal
.
1 The goods were damaged while they were
2 Our government has made a
to reduce its import tarriffs.
3 The Suez Can al Office records the total
of all passing ships.
4 The containers are taken to their
on lorries.
5 Some ships always travel on the same scheduled
.
6 Tramps and bulk carriers are different kinds of
.

Exercise 2 Grammar
A Complete the sentences in the passive by using the structures in brackets.

1 Steaming machines to remove wrinkles (can import) from our supplier in Chin a.
2 A new store room (must empty) immediately.
3 The engine of the truck (had to fix or change).
4 The arriving goods (are going to put) in the new section of the warehouses.

B Put these sentences in the passive form.
1 In the past, people had to unload heavy containers themselves.
2 N owadays, warehouses must use many ways of shipping and transportation.
3 Warehouse managers should emphasise space management.
4 Trucks may take several days to transport the ordered goods.
14


Unit 4
Exercise 3 Reading
Read the text then answer the questions.

If I send goods to an importer in another country, how do I know that he will pay me? That is
the question that exporters must ask. If an exporter has done business with an importer before, he
may allow the importer to pay after delivery of the goods. However, this is risky for the exporter.
Cas h in advance is the safest method for exporters, but this is risky for importers.
A common method, which often satisfies both the exporter and the importer, is called
documentary collection. The exporter uses a bill of exchange (B/E) to instruct the importer’s bank.
The bank collects the money from the importer, and the importer collects the bill of lading from
the bank.
Another common method is documentary credit (also called ‘l etter of credit’). An importer
opens a D/ C (or L/C) at his bank, and the bank promises to pay the exporter’s bank after the
goods are loaded onto the ship.
Questions
1 Give the text a suitable title.
2 How many different methods of payment are described in the text?
3 Why is payment after delivery risky for exporters?
4 Why is payment in advance risky for importers?
5 Why is documentary collection less risky than the other methods mentioned in the text?

15


Exercise 4 Speaking
Discuss the following questions in pairs.
1 What is the difference between passenger ships and bulk carriers?
2 What is the difference between imports and exports?
3 What is the difference between transporting oil and transporting coal by sea?

Exercise 5 Writing
Write a paragraph explaining how importers pay for goods that they import. Use these guide
questions.
1 What does the exporter receive when the goods are loaded onto the ship?
2 Which bill does the exporter write? To which bank does it give instructions?
3 Where does the exporter send the documents?
4 Whose bank are the documents sent to?
5 What does the importer’s bank receive from the importer, and where does the bank send it?
6 Where does the importer get the shipping documents from?
7 Which bill does the importer hand over in exchange for the goods?

16


5 Financial Position
Exercise 1 Vocabulary
Match the following phrases with their definitions.
1 Financial Audit
2 Financial Management
3 Financial Position

4 Financial Reporting
5 Financial Statement
6 Financial planner

a It indicates the organisation’s overall financial situation, taking
into account current assets and liabilities and projected income
and expenses.
b It is a person who helps to sort personal finances and develop a
financial plan to help achieve short-term and long-term financial
goals.
c It is a formal periodic examination of accounts and financial
records of an organisation or programme, generally performed
for the purposes of verifying that funds were used as they were
intended and in accordance with standard financial management
practices.
d It is a written report that summarises the financial health of a
company.
e It is a process of implementing and managing financial control
systems, collecting financial data, analysing financial reports
and making sound financial decisions based on the analysis.
f It is an established system for periodic reporting on financial
transactions and financial status of an organisation or
programme.

Exercise 2 Grammar
Rewrite the following questions in the reported speech form beginning the statement with “He/She
asked me...”
a “What is an important step in planning your financial future?”
b “When is it a good time for preparing a statement of financial position?”
c “Do you compile a list of what you own – your assets – and what you owe – your liabilities – to

prepare your statement of financial position?”
d “Does preparing the statement of financial position involve transferring information from paper
money you have or will be receiving?”
e “How is net worth determined?”

17


Exercise 3 Reading
Read the text and answer the questions.
The Statement of Changes in Financial Position (SCFP), also called the financial cash flow
statement, is one primary financial accounting report besides the income statement, balance sheet
and statement of retained earnings.
The SCFP statement, unlike the income statement, includes only real cash flow. For example, if
an asset is paid for in cash the full transaction is counted for the period when it occurs.
On the other hand, the income statement reflects the asset purchase only through a number of
depreciation expense entries over the depreciable life of the asset. The SCFP reports real cash flow
changes during the period, structured around the equation:
increase or decrease in cash = income minus expenditure.
The following is a simple, high-level example of an SCFP:
My Corporation
Statement of Changes in Financial Position
for the year 2012
Sources of Cash
Net cash flow, operations and investments
Cash flow from other investing activities
Net cash flow from extraordinary item
Total cash inflows
Uses of Cash
To pay dividends during the period

To repay debt
To purchase assets
Total cash outflows
Increase / Decrease in cash during period

2,901
912
492
4,305
134
456
620
1,210
3,095

Questions
1 Explain, in your own words, what is the Statement of Changes in Financial Position.
2 What is, according to the text, the difference between the Statement of Changes in Financial
Position and the income statement?
3 If you were to explain to your friend what to put in an SCFP, what would you say? Use the
example above to help you in your explanation.

18


Unit 5
Exercise 4 Writing
Write a paragraph about financial position using at least four of the phrases in exercise 1.

19

6 Retail and
Wholesale
Exercise 1 Vocabulary

A Match the following wholesale / retail terms with their definitions.
1 anchor store
2 brand awareness
3 visual merchandising
4 cash discount
5 comparable-store sales
6 dead stock
7 first in, first out
8 inventory

a the art of implementing effective design ideas to increase
store traffic and volume of sales
b a percentage reduction in price for payment within a
specified period of time
c the merchandise a retail store has on hand
d a major retail store that attracts a lot of customers to a
shopping centre and to the other shops
e a method of stock rotation in which goods that are received
first are sold first
f a statistics method used to compare sales of retail stores
that have been open for a year or more
g extent to which a brand is recognised by potential customers
h unsold merchandise

B Fill in the blanks with a word from task A.
can be determined by showing buyers the brand and asking whether they are
1
familiar with it.
is too often bought because of lack of knowledge and communication between sales
2
and purchasing.
3 In the past, grocers were a common type of
, since they are visited often.
4 Our company showed an impressive
growth of 5.9% in the last quarter which was
fuelled by strength in flat-panel TVs , video-gaming hardware and notebook computers.
5 Reduction in price given by the creditor to the debtor is known as
.
6 The main principle of
is that it is intended to increase sales.

20


Unit 6
Exercise 2 Grammar
Report the following sentences using advise, ask, tell, warn, encourage and remind.
a Learn how to personalise your shop’s customer service.
b Get answers to inventory buying and management questions.
c Running a retail business requires a set of day-to-day policies and procedures.
d A trade show is one of the best places to buy wholesale merchandise for your store.
e N ever feel pressured to buy from a salesperson.
f The more you negotiate and sharpen your skills, the better you will get.

Exercise 3 Reading
Read the following text from a tourist guide about Syria and answer the questions.

There are many ways to buy things which we need. We can either buy products online or can
go to retail outlets such as supermarkets, department stores and shopping centres. Des pite the
advantages of these means of retail shopping, many people still prefer to do their shopping in
souks.
Some mistakenly believe that a souk is a traditional local market which doesn’t offer shoppers
everything they might need. However, examples of souks in Syria prove this to be a fallacy.
Examples include Dam ascus’ Souk al-Hamidiya and Aleppo’s Souk. In both souks you can find a
variety of food products as well as soft goods such as carpets, textiles, musical instruments and
olive soap, which is the most important product sold in Aleppo’s Souk.
Almost every town of any size in Syria has a souk. In bigger communities, such as Dam ascus,
there are also specialty souks which sell specific kinds of items. For example, if you go to
Dam ascus and you are interested in books and literature, you have to pay a visit to Al-Miskiyeh.
Moreover, people who are fascinated by jew ellery can find all kinds of classic as well as modern
je wellery at Souk al-Saghah. Shopping in souks is not only a fun activity, but also a means to find
whatever items you need.
Questions
1 Give the text a suitable title.
2 Explain the following words:
a outlet
b soft goods
c fascinated
3 Find in the text a pair of synonyms and a pair of antonyms.
4 Find in the text words that come from Arabic.
5 List the means of retail shopping that are mentioned in the text. Com pare and contrast them in
a V enn Di agram.

21

Exercise 4 Speaking
There are many ways for retailers to buy wholesale products for their retail stores. Discuss with your
group all the following possibilities. Then choose the one you think is the most suitable for you and
explain your choice.
Retailers can often find products to sell in their stores by:
• searching online
• joining buying groups
• using library resources
• attending trade shows or buyers’ market

Exercise 5 Writing
Use the following information to write about the career of a wholesaler.
What wholesalers do

•

buy from producers
sell to retailers, industry and
other wholesalers
promote products to retailers,
etc.
sell directly to the public
capital
office space
warehouses
transport for distribution of
goods
the trust of suppliers and

customers
prompt delivery of goods
technical assistance
management services
consultancy services
financing / credit
risk bearing
market information
developing product ranges
bulk buying
•

•
What wholesalers don’t do
What wholesalers need

•
•
•
•
•
•
•

What wholesalers can provide for
their customers
•
•
•
•

•
•
•
•
What wholesalers want to achieve

•
•
•

22

profit
good relations with suppliers
and customers
a good reputation


Test 2
Part One: Reading Comprehension
(35 marks)

Part Two: Grammar and Structure
(60 marks)

I Read the following text and answer the
questions.
When you start a new business, you don’t
have to create your own retail plan. You could
seek professional help to establish a retail

plan which will be easier and faster to use.
Specialised companies now offer well written
retail business plan templates. These come
in a popular word processor format, an MS
Excel fully automated financial projection
application, an easy to use presentation
template or a comprehensive business plan
guide. You have to choose the template that
best suits your business type which becomes
the default. Some companies offer you an
additional retail business plan template besides
the one you purchase. Some others may require
an additional fee to the second template. By
using such templates, you could easily add
project plans, phasing diagrams, floor plans and
specific plans. Moreover, you could easily insert
financial data from the financial application. It
is advisable to get professional help to boost
your investment in the new business.
1 What is the writer’s advice to the reader?

II Write the correct form of the words in brackets.
Most (store) (1)
companies
do not (allow) (2)
you as a
(move) (3)
to store in their
warehouses certain items such as (flame)
(4)

or (corrode)
items, (perish)
(5)
(6)
food and plants.

2 Find five adjectives that the writer uses to
convince the reader.

A Passive

III Complete the dialogue in your own words.

A Oh, there are so many competing storage
companies that I find it difficult to choose
one.
B It is easy. First you have to
A How can I find out?
B
A What else do I have to look for?
B
A Thanks. You’ve been of great help.
IV Rewrite the following sentences in the
suggested structure.

1 They will offer special prices to the ships
that transport food items.

3 What are the available retail templates?
4 Explain how each of the following pairs of

words related in the text?
a professional and specialised
b default and additional
5 Write the concluding sentence in your own
way.

2 The ministry should maintain the roads to
the border.
3 The director has to control the financial state
of this department.
4 They are going to control the time the trucks
can go on this road.
5 We can classify retail stores according to the
service they offer.
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