<sbook_test>
<sbook_test_ref>Quarterly test</sbook_test_ref>
<sbook_test_company>RRWC</sbook_test_company>
<sbook_test_group>Group 5</sbook_test_group>
<sbook_test_level>C1</sbook_test_level>
<sbook_test_date_submitted>2023/12/14 13:27:12</sbook_test_date_submitted>
<sbook_test_date4file_name>20231214_1327</sbook_test_date4file_name>
<sbook_test_student_name>Mikhaylova Nadezhda</sbook_test_student_name>
<sbook_test_student_email>nadinemikh@yandex.ru</sbook_test_student_email>
<sbook_test_total_score></sbook_test_total_score>
<sbook_test_teacher_comments><![CDATA[]]></sbook_test_teacher_comments>
<sbook_test_cloze_sentence>
<path_to_csv>inc_drills/grammar_have_something_done_selection_b2_03.csv</path_to_csv>
<exercise_nr>1</exercise_nr>
<exercise_type>Have something done</exercise_type>
<selection_number>B2 - 03</selection_number>
<exercise_name>Grammar</exercise_name>
<instructions><![CDATA[
Put the words in the correct order.
]]></instructions>
<qa>
<qn>0</qn>
<qs><![CDATA[by a new consultant. The training department designed has new learning solutions]]></qs>
<true>The training department has new learning solutions designed by a new consultant.
</true>
<submitted_answer>The training department has designed new learning solutions by a new consultant. </submitted_answer>
<score>0</score>
</qa>
<qa>
<qn>1</qn>
<qs><![CDATA[have We (to examine ← past participle) causes of customer dissatisfaction (preposition) an external auditor.]]></qs>
<true>We have causes of customer dissatisfaction examined by an external auditor.
</true>
<submitted_answer>We have examined causes of customer dissatisfaction with the help of an external auditor.</submitted_answer>
<score>0</score>
</qa>
<qa>
<qn>2</qn>
<qs><![CDATA[this product Our company (auxiliary ← present perfect) (to supply ← past participle) (preposition) the biggest logistics provider.]]></qs>
<true> Our company has this product supplied by the biggest logistics provider.
</true>
<submitted_answer>Our company has supplied this product by(through) the biggest logistics provider.</submitted_answer>
<score>0</score>
</qa>
<sub_score>0</sub_score>
</sbook_test_cloze_sentence>
<sbook_test_match>
<path_to_csv>inc_drills/vocab_cultural_dimensions_b2_04.csv</path_to_csv>
<exercise_nr>2</exercise_nr>
<exercise_type>Vocab</exercise_type>
<selection_number>B2 - 04</selection_number>
<exercise_name>Cultural dimensions</exercise_name>
<instructions><![CDATA[
Unscramble the expressions with the help of their definitions.
]]></instructions>
<qa>
<qn>0</qn>
<qs><![CDATA[re-rsnati-t]]></qs>
<ans>willingness to wait for long-term benefits by holding off on instant gratification
</ans>
<true>restraint</true>
<submitted_answer>restraint</submitted_answer>
<score>1</score>
</qa>
<qa>
<qn>1</qn>
<qs><![CDATA[in-ldegunc-e]]></qs>
<ans>state or act of having or doing whatever you want
</ans>
<true>indulgence</true>
<submitted_answer>indulgence</submitted_answer>
<score>2</score>
</qa>
<qa>
<qn>2</qn>
<qs><![CDATA[fe-itininm-y]]></qs>
<ans>shows how much a person is more task-orientated or person-orientated
</ans>
<true>femininity</true>
<submitted_answer>femininity</submitted_answer>
<score>3</score>
</qa>
<qa>
<qn>3</qn>
<qs><![CDATA[un-a yaiiatvrnecdton-ce]]></qs>
<ans>indicates to what extent nations avoid the unknown and tolerate ambiguity
</ans>
<true>uncertainty avoidance</true>
<submitted_answer>uncertainty avoidance</submitted_answer>
<score>4</score>
</qa>
<qa>
<qn>4</qn>
<qs><![CDATA[po-yohclnr-ic]]></qs>
<ans>culture where employees can work on several tasks simultaneously
</ans>
<true>polychronic</true>
<submitted_answer>polychronic</submitted_answer>
<score>5</score>
</qa>
<sub_score>100</sub_score>
</sbook_test_match>
<sbook_test_wri>
<exercise_nr></exercise_nr>
<exercise_type>Vocab</exercise_type>
<selection_number>B2 - 04</selection_number>
<exercise_name>Writing (~300words)</exercise_name>
<instructions><![CDATA[
<pre>
Regional sales manager in Baku (follow-up of case study conducted in class)
Shareholders want your company to penetrate new markets in Russia and Azerbaijan. 
A group of HR consultants are short-listing candidates for the position of regional sales manager in Baku. 
→ write skills &amp; qualities expected from the ideal candidate to the shareholders
→ justify your choice 
→ recycle cultural dimensions terminology
    ✓ monochronic, polychronic by Edward T.Hall
    ✓ linear-active, multi-active, reactive typologies by R.Lewis
    ✓ OCEAN by McCrae 
          1 Openness to experience 
          2 Conscientiousness 
          3 Extraversion 
          4 Agreeableness 
          5 Neuroticism
    ✓ 6 cultural dimensions by Hofstede 
          1 power distance
          2 individualism-collectivism
          3 masculinity-femininity
          4 uncertainty avoidance
          5 short vs long-term orientation
          6 indulgence vs restraint

OR

</pre>
Choose 2 topics from the list below.<br />
(~150 words / topic)]]></instructions>
<topics_for_wri><![CDATA[<li>How has the role of women changed over the centuries? How representative is it of a country's culture?</li>
<li>Are your personal values representative of your national ones?</li>
<li>Why do people begin to prioritize freedom and indulge in creativity and recreational pleasure when they feel safe?</li>
<li>What values does a post-industrial economy need?</li>
<li>How has individualism progressed in cultures? Why do you think it has decreased in certain countries?</li>
<li>What emancipating values can learning foreign languages bring?</li>
<li>What country would you like to relocate to if you wanted to start your own business?</li>
<li>What do you understand by the following statement? <em>Culture is the collective programming of the mind</em> - G.Hostede</li>
<li>Explain the following statement <em>Fish can't see water</em> - Richard D.Lewis &amp; Kai Hammerich</li>
<li>Explain the following of delivering a presentation: <em>You should tell people what you're going to tell them, then you should tell them, and then you should tell them what you've told them</em> - Erin Meyer</li>]]></topics_for_wri>
<submitted_answer><![CDATA[
The ideal Sales Manager Candidate
Target position: Regional Sales Manager in Baku
Goal:  to penetrate new markets in Russia and Azerbaijan. 
Necessary skills: Sales experience; familiarity with the specific regional (Russian, Azerbaijan) characteristics of the market; sales strategy development skills; ability of developing sales initiatives, designing and implementing sales plan; sales budgeting; incentive programmes development, CRM programmes adaptation skills.
Preliminary conclusion: All shortlisted candidates have the necessary professional knowledge and skills. Thus, the key skills for successful penetrating new markets lay in the behavioral and cultural characteristics that help to build effective communications with local authorities and community. At the same time he/she should lead and guide of sales team, -  therefore he/she should be able to inspire and organize a team (including representatives of local cultures) to reach ambitious goals.
Behavioral & cultural characteristics expected:
We know that Russian and Azerbaijanian cultures are characterized as collectivistic and high-context cultures. And ex-communist countries have the lowest level of trust in their societies.
And we also know that the majority of the target audience for our company are women, especially young women. Moreover, these young women want to integrate into developing activities as comfortably and conflict-free as possible. At the same time these young women strive to create their original female image, being oriented more at indulgence that restraint (as we can see in older generations). It is necessary for the sales manager to feel this target audience, be able to understand it and orient the marketing programmes to meet these needs.
In these circumstances a person-oriented approach may be a better choice.
Moreover high-context awareness also helps a female sales manager in this position to be attentive to what is expected before launching any new strategy and to prove more diplomatic when only starting out in new markets with new partners.
At the same time, these countries, especially Azerbaijan, are characterized as countries with high power distance and uncertainty avoidance culture. I’m aware that being person-oriented rather than task-oriented (femininity rather than masculinity) may be to some extent risky given high uncertainty avoidance in such societies. The appointment of a woman as one of the company's top executives may be viewed with suspicion/rejection. To counterbalance uncertainty avoidance in these circumstances the regional sales manager may ask a senior person from Baku to introduce her/he to the local team using senior endorsement to satisfy local power distance.
In addition, I would like to note that a person-oriented approach should help the newly appointed manager form an effective and flexible team to develop a new sales market. Innate agreeableness will help to create strong and effective communications in the team.
Conclusion: All these considerations made me to believe that the female sales manager with person-oriented approach has more potential than others for succeeding in this position.
]]></submitted_answer>
<suggested_answer><![CDATA[]]></suggested_answer>
<key><![CDATA[]]></key>
<sub_score></sub_score>
</sbook_test_wri>
</sbook_test>
