A However, managers must take greet care in this respect.
　　B Only after that should managers put forward their own points, which are likely to include comments collected from others in the organisation.
　　C They should not be forgotten as soon as they are over.
　　D Like many other aspects of free enterprise, appraisals era an excellent example of underlying self-interest.
　　E Sometimse the appraiser goes too far the other way and fells to communicate problem areas and scope for improvement.
　　F If they relied on memory, they probably got things wrong.
　　G Employees were paid, and they obeyed; if they didn't like it, they could leave.

　　13 In the first paragraph, the writer points out that
　　A there is general agreement on the benefits of pioneering products.
　　B companies are still uncertain about how to market new products.
　　C most companies prefer to market new products independently.
　　D there are now guidelines to help those who wish to pioneer.
　　14 According to the information in the second paragraph, how do customers approach new products?
　　A They take some time to develop a liking for them.
　　B They make comparisons with other new products.
　　C They need some persuasion to purchase them.
　　D They consider cost an important feature.
　　l5 The writer refers to Walkman and Polaroid because they were
　　A better than any of their followers.
　　B copied many times by their followers.
　　C quickly accepted by consumers.
　　D designed for a particular market.
　　16 When pioneering products are promoted, the writer notes that
　　A a heavy financial investment is required.
　　B a wide variety of advertising methods must be used.
　　C a clear message is likely to be communicated.
　　D a long campaign is usually necessary.
　　14 In the keyboard example, the 'costs' the writer is referring to are concerned with
　　A the price of the products.
　　B the quality of the products.
　　C the need for user training.
　　D the lack of useful information.
　　15 According to the final paragraph, the high technology market differs from other consumer markets in that
　　A it is still a relatively new area of consumerism.
　　B it is not dependent on product characteristics alone.
　　C there are so many different types of product on the market.
　　D there is such a great demand for high technology products.

　　19
　　A structure
　　B direction
　　C order
　　D arrangement
　　20
　　A point
　　B worth
　　C need
　　D reason
　　21
　　A brought in
　　B dealt with
　　C catered for
　　D taken off
　　22
　　A appear
　　B produce
　　C arise
　　D result
　　23
　　A lose
　　B fail
　　C miss
　　D drop
　　24
　　A form
　　B establish
　　C design
　　D settle
　　25
　　A contain
　　B reserve
　　C check
　　D restrict
　　26
　　A turn
　　B time
　　C moment
　　D sequence
　　27
　　A noted
　　B written
　　C regarded
　　D remarked
　　28
　　A down
　　B through
　　C away
　　D forward
　　29
　　A path
　　B course
　　C process
　　D method
　　30
　　A ensure
　　B secure
　　C allow
　　D permit
　　31
　　A give
　　B make
　　C have
　　D put
　　32
　　A part
　　B reality
　　C contrast
　　D case
　　33
　　A custom
　　B routine
　　C practice
　　D habit