Klausur WS 2002/2003 (PDF

ENG 1+2 BWL und WiRecht
Klausur WS 02/03
11 Feb 2003
PART 1
A: Presentation of sales figures
Points to be scored: 10
Ms Marlborough of FFF (Furniture for the Future), a medium-sized start-up, is presenting the
company´s export sales figures to Mr Wilkins, the bank manager.
Find the suitable adjectives and nouns (adj/n) or verbs and adverbs (v/adv) and
prepositions (prep) to complete the presentation on the basis of the given graph, paying attention
to the correct usage of the tenses.
Model:
§ Sales figures …increased considerably to...... (v/adv/prep) 20,000 units in May
§ In May, major problems with our Malaysian supplier resulted in a … dramatic drop by…
(adj/n/prep) 3000 units.
This bar chart, Mr Wilkins, shows our export sales figures over the past 12 months. As you can see from the
graph we made a rather slow start when we set up our business in January 2002. In February, however, we
experienced a ………….. ………… …. (adj/noun/prep) around 30,000 units. This was achieved mainly from
the advertising campaign we had been running in Italy since we recruited our Marketing Manager, Ms
Donatelli from Italy. Due to delivery problems in March and April, our exports …………… …………… …
(v/adv/prep) 5000 units each month. By the end of April we found a new supplier for plywood [Sperrholz] in
Malaysia and as a consequence figures ………………… …………….. ….. (v/adv/prep) 35,000 units. The
export sales volume ……………. …… (v/prep) this level until June. July was a great month with sales ………
-ing …………… … (v/adv/prep) just under 50,000 units. This was a direct result of new orders coming in
after the furniture trade fair in Verona. However, decreased demand for up-market chairs and tables in Italy
caused sales to …………. ………… (v/adv) only a few weeks later – not so good. As you can see, the
………….. (n) lasted until mid-October when we managed to reverse that trend. We experienced a
………….. …………. (adj/n) up 25K reaching an all-time .......... (n) of just under 60,000 units. After all, our
policy to develop a new product line for a younger target group and to decide on penetration pricing in order
to gain market share proved absolutely right. Well, Mr Wilkins, I believe, our sales results speak for
themselves. – Expanding our business early next year is just a must….
FFF´s Export Sales Figures 2002
60.000
50.000
40.000
Sales in
Units
30.000
20.000
10.000
0
1
2
3
4
5
6
7
Months 2002
8
9
10
11
12
ENG 1+2 BWL und WiRecht
Klausur WS 02/03
11 Feb 2003
PART 1
B: CV
Points to be scored: 10
This is Christian Birke's CV, which he submitted to Hazel as a response to her job offer in The Irish
Times.
Please complete the text translating the words from the language box underneath and putting them
into the appropriate gaps.
1.Praktikum; 2. Teilzeit; 3. Qualifikationen; 4. Gutachten/E mpfehlungen (auf
Anfrage); 5. Berufsausbildung/Lehre; 6. Ausbildung; 7. Abitur; 8. BWL;
9. Berufserfahrung, 10. akademischer Grad
Curriculum Vitae
Personal Details
Name
Nationality
Address
Telephone & Fax
Date of Birth
Marital Status
Christian Birke
German
41 Kingston Road, Rathmines, Dublin 6, Ireland
++353 - 1 - 8766532
30 March 1974
Single
(a)……………………… and Further Training
1999
Webster's Graduate Studies Centre, London, UK,
European Marketing Course
1994 - 1999
Dresden University of Technology,
course of studies: (b)……………………………
(specialisation: Marketing, Accounts & Finance, Tourism)
awarded (c)………………. : MA
served 2-year (d)………………………….. with Dresdner Bank, Görlitz
graduated from Görlitz Secondary School with
(e)…. …………….
1992 – 1994
1986 - 1992
(f)………………… ……………………………….
1999 - 2002
2/96 - 8/1996
1996 - 1998
Marketing Assistant for SKC Advertising Agency, Manchester
6-month (g)…………… …………………….
as marketing assistant for Henkel Home Improvements &
Adhesive Products, London
(h)……………… ……………… (10 hrs per week) working student
for Henkel, Dresden
Additional (i)………………………………
Languages
Computer
knowledge
Personal Interests
German (mother tongue), English (fluent), French and Russian
(basic)
MS-Windows, MS-Excel, MS-Word, SPSS (Statistics
programme for market research)
Cinema, music, hiking, computers
(j)………………….. …provided on request
ENG 1+2 BWL und WiRecht
Klausur WS 02/03
11 Feb 2003
PART 2: Text production
points to be scored: 40
Situation
Celtic Design Jewellery, Hazel’s Company, are targeting two new markets, the UK and
Germany, for autumn 2003. They are talking to their bank about funding and have handed in a
Business Plan. The bank has accepted it but is asking for an additional chapter on Distribution.
Task
The following diagrams illustrate Hazel’s and Christian’s ideas.
Transform them into a flow text that would fit into their Business Plan as the chapter on
Distribution. Explain the specific distribution structure planned for each country.
Write a minimum of 150 words per country.
1.United Kingdom
retailer 1
retailer 2
Celtic Design
Jewellery
consumer
retailer 3
retail chain
Biba Bijoux,
extra 5%
discount
2. Germany
retailer
wholesaler
retailer
consumer
Celtic
Design
Jewellery
retailer
Karstadt
(large
retailer,
wholesale
terms!)
ENG 1+2 BWL und WiRecht
Klausur WS 02/03
11 Feb 2003
PART 3:
Text production > ORDER
Please use an extra sheet of paper with your name on it!
Points to be scored: 40
You are Britta/Bernd Brinkmann, assistant to the head of the purchasing department of
Karstadt´s HQ in Essen. Your boss, Barbara Bürger, has asked you to write up an urgent
order to CDJ´s in Ireland to confirm what has been agreed upon on the phone.
Since you have been doing business with them for over a year you now expect comfortable
terms for the substantial order you intend to place. You need the goods in time to display them
at your stand at the Fashion Look Trade Fair in Leipzig (22 – 24 Feb)
Here are the aspects Ms Bürger asked you to mention in your letter:
Ø Beziehen Sie sich auf das Telefonat mit C. Birke vom 10. Februar und bedanken Sie
sich für zugesandtes Werbematerial und Warenmuster
Ø bestätigen Sie den erteilten Auftrag über je 200 Broschen (brooch), Ohrringe
(earrings) und Krawattennadeln (tie pins) in Silber mit dem Kleeblatt (shamrock)
Design
Ø Weisen Sie nochmals darauf hin, dass die Lieferung wegen der Fashion Look Messe
bis spätestens 15 Feb. FOB Düsseldorf Airport erfolgen muss. Laden Sie Ms Browne
und Herrn Birke auf die Messe in Leipzig vom 22. – 24. Februar ein.
Ø Bedanken Sie sich für den außerordentlichen 5%igen Preisnachlass, der Ihrer Firma
zugesagt wurde. Erklären Sie aber auch, daß Sie sich auf Grund der regelmäßigen
Aufträge und des kurzen Vertriebsweges (kein Zwischenhandel) künftig einen 10%igen
Rabatt vorstellen mit 2 Monaten Zahlungsziel.
Ø Bitten Sie um möglichst schnelle Auftragsbestätigung per Fax
ENG 1+2 BWL und WiRecht
Klausur WS 02/03
KARSTADT Warenhaus AG
Karstadt.de
Theodor-Althoff-Str. 2
45133 Essen
Celtic Design Jewellery Limited
Summerhil Industrial Estate
Dublin 24
Ireland
Ref. BB/bb
11 Feb 2003
Dear Ms Browne
Re: Order for Celtic Jewellery
….
11 Feb 2003