READING

PASSAGE 1

You should spend about 20 minutes on Questions 1-14, which are based on
Reading Passage 1 below.

The Cacao: a Sweet History

A Chapter 1

Most people today think of chocolate as something sweet to eat or drink that can be
easily found in stores around the world. It might surprise you that chocolate was
once highly treasured. The tasty secret of the cacao (Kah Kow) tree was discovered
2,000 years ago in the tropical rainforests of the Americas. The story of how
chocolate grew from a local Mesoamerican beverage into a global sweet
encompasses many cultures and continents.

B Chapter 2

Historians believe the Maya people of Central America first learned to farm cacao
plants around two thousand years ago. The Maya took cacao trees from the
rainforests and grew them in their gardens. They cooked cacao seeds, then crushed
them into a soft paste. They mixed the paste with water and flavorful spices to
make an unsweetened chocolate drink. The Maya poured the chocolate drink back
and forth between two containers so that the liquid would have a layer of bubbles,
or foam. Cacao and chocolate were an important part of Maya culture. There are
often images of cacao plants on Maya buildings and art objects. Ruling families
drank chocolate at special ceremonies. And, even poorer members of the society
could enjoy the drink once in a while. Historians believe that cacao seeds were also
used in marriage ceremonies as a sign of the union between a husband and a wife.
The Aztec culture in current-day Mexico also prized chocolate. But, cacao plants
could not grow in the area where the Aztecs lived. So, they traded to get cacao.
They even used cacao seeds as a form of money to pay taxes. Chocolate also
played a special role in both Maya and Aztec royal and religious events. Priests
presented cacao seeds and offerings to the gods and served chocolate drinks during
sacred ceremonies. Only the very wealthy in Aztec societies could afford to drink
chocolate because cacao was so valuable. The Aztec ruler Montezuma was
believed to drink fifty cups of chocolate every day. Some experts believe the word
for chocolate came from the Aztec word "xocolatl," which in the Nahuatl language
means "bitter water." Others believe the word "chocolate" was created by
combining Mayan and Nahuatl words.

C Chapter 3

The explorer Christopher Columbus brought cacao seeds to Spain after his trip to
Central America in 1502. But it was the Spanish explorer Hernando Cortes who
understood that chocolate could be a valuable investment. In 1519, Cortes arrived
in the current-day Mexico. He believed the chocolate drink would become popular
with Spaniards. After the Spanish soldiers defeated the Aztec empire, they were
able to seize the supplies of cacao and send them home. Spain later began planting
cacao in its colonies in the Americas in order to satisfy the large demand for
chocolate. The wealthy people of Spain first enjoyed a sweetened version of the
chocolate drink. Later, the popularity of the drink spread throughout Europe. The
English, Dutch, and French began to plant cacao trees in their own colonies.
Chocolate remained a drink that only wealthy people could afford to drink until the
eighteenth century. During the period known as the Industrial Revolution, new
technologies helped make chocolate less costly to produce.

D Chapter 4
Farmers grow cacao trees in many countries in Africa, Central, and South America.
The trees grow in the shady areas of the rainforests near the Earth's equator. But
these trees can be difficult to grow. They require an exact amount of water,
warmth, soil, and protection. After about five years, cacao trees start producing
large fruits called pods, which grow near the trunk of the tree. The seeds inside the
pods are harvested to make chocolate. There are several kinds of cacao trees. Most
of the world's chocolate is made from the seed of the forastero tree. But farmers
can also grow criollo or trinitario cacao plants. Cacao trees grown on farms are
much more easily threatened by diseases and insects than wild trees. Growing
cacao is very hard work for farmers. They sell their harvest on a futures market.
This means that economic conditions beyond their control can affect the amount of
money they will earn. Today, chocolate industry officials, activists, and scientists
are working with farmers. They are trying to make sure that cacao can be grown in
a way that is fair to the farmers and safe for the environment.

E Chapter 5

To become chocolate, cacao seeds go through a long production process in a

factory. Workers must sort, clean, and cook the seeds. Then they break off the
covering of the seeds so that only the inside fruit, or nibs, remain. Workers crush
the nibs into a soft substance called chocolate liquor. This gets separated into
cocoa solids and a fat called cocoa butter. Chocolate makers have their own special
recipes in which they combine chocolate liquor with exact amounts of sugar, milk,
and cocoa fat. They finely crush this "crumb" mixture in order to make it smooth.
The mixture then goes through two more processes before it is shaped into a mold
form. Chocolate making is a big business. The market value of the yearly cacao
crop around the world is more than five billion dollars. Chocolate is especially
popular in Europe and the United States. For example, in 2005, the United States
bought 1.4 billion dollars' worth of cocoa products. Each year, Americans eat an
average of more than five kilograms of chocolate per person. Specialty shops that
sell costly chocolates are also very popular. Many offer chocolate lovers the
chance to taste chocolates grown in different areas of the world.

Questions 1-5

Reading passage 1 has 5 chapters.

Which chapter contains the following information? Write your answers in boxes 1-
5 on your answer sheet

1. the part of cacao trees used to produce chocolate

2. average chocolate consumption by people in the US per person per year

3. risks faced by fanners in the cacao business

4. where the first sweetened chocolate drink appeared

5. how ancient American civilizations obtained cacao

Question 6-10

Do the following statements agree with the information given in Reading Passage
1?

In boxes 6-10 on your answer sheet, write

TRUE if the statement is true

FALSE if the statement is false

NOT GIVEN if the information is not given in the passage

6 use cacao and chocolate in ceremonies was restricted to Maya royal families

7 The Spanish explorer Hernando Cortes invested in chocolate and chocolate

drinks.
8 The forastero tree produces the best chocolate.

9 some parts of the cacao seed are get rid of during the chocolate process

10 Chocolate is welcomed more in some countries or continents than in other parts

around the world.

Questions 11-14

The flow chart below shows the steps in chocolate making. Complete the flow
chart using NO MORE THAN THREE WORDS from the passage for each
blank

Write your answers in boxes 11-14 on your answer sheet.

Cacao seeds

↓ sorting, cleaning and cooking ridding seeds of their

11________________

Nibs

↓ crushing

12________________

↓ Add sugar, milk and 13_______________

Crumb mixture

↓ Crush finely then come into a shape in a 14_______________

Chocolate.

PASSAGE 2
You should spend about 20 minutes on Questions 15-27, which are based on
Reading Passage 2 below.

Cosmetics in Ancient Past

A Since cosmetics and perfumes are still in wide use today, it is interesting to
compare the attitudes, customs, and beliefs related to them in ancient times to those
of our own day and age. Cosmetics and perfumes have been popular since the
dawn of civilization; this is shown by the discovery of a great deal of pertinent
archeological material, dating from the third millennium BC. Mosaics, glass
perfume flasks, stone vessels, ovens, cooking pots, clay jars, etc., some inscribed
by the hand of the artisan. Evidence also appears in the Bible and other classical
writings, where it is written that spices and perfumes were prestigious products
known throughout the ancient world and coveted by kings and princes. The written
and pictorial descriptions, as well as archaeological findings, all show how
important body care and aesthetic appearance were in the lives of the ancient
people. The chain of evidence spans many centuries, detailing the usage of
cosmetics in various cultures from the earliest period of recorded history.

B In antiquity, however, at least in the onset, cosmetics served in religious

ceremonies and for healing purposes. Cosmetics were also connected with cultic
worship and witchcraft: to appease the various gods, fragrant ointments were
applied to the statuary images and even to their attendants. From this, in the course
of time, developed the custom of personal use, to enhance the beauty of the face
and the body, and to conceal defects.

C Perfumes and fragrant spices were precious commodities in antiquity, very much
in demand, and at times even exceeded silver and gold in value. Therefore, they
were luxury products, used mainly in the temples and in the homes of the nobles
and the wealthy. The Judean kings kept them in treasure houses (2 Kings 20:13).
And the Queen of Sheba brought to Solomon "camels laden with spices, gold in
great quantity and precious stones." (1 Kings 10:2, 10). However, within time, the
use of cosmetics became the custom of that period. The use of cosmetics became
widespread among the lower classes as well as among the wealthy; in the same
way they washed their bodies, so they used to care for their bodies with substances
that softened the skin and anointed it with fragrant oils and ointments.

D Facial treatment was highly developed, and women devoted many hours to it.
They used to spread various scented creams on the face and apply makeup in vivid
and contrasting colors. An Egyptian papyrus from the 16th century BC contains
detailed recipes to remove blemishes, wrinkles, and other signs of age. Greek and
Roman women would cover their faces in the evening with a "beauty mask" to
remove blemishes, which consisted mainly of flour mixed with fragrant spices,
leaving it on their face all night. The next morning, they would wash it off with
asses' milk. The very common creams used by women in the ancient Far East,
particularly important in the hot climate and prevalent in that area of the globe,
were made up of oils and aromatic scents. Sometimes the oil in these creams was
extracted from olives, almonds, gourds, sesame, or from trees and plants; but, for
those of limited means, scented animal and fish fats were commonly used.

E Women in the ancient past commonly put colors around their eyes. Besides
beautification, its purpose was also medicinal as covering the sensitive skin of the
lids with colored ointments that prevented dryness and eye diseases: the eye-paint
repelled the little flies that transmitted eye inflammations. Egyptian women
colored the upper eyelid black and the lower one green, and painted the space
between the upper lid and the eyebrow gray and blue. The women of Mesopotamia
favored yellows and reds. The use of kohl for painting the eyes is mentioned three
times in the Bible, always with disapproval by the sages (2 Kings, 9:30; Jeremiah
4:30; Ezekiel 23:40). In contrast, Job named one of his daughters "Keren
Happukh"- "horn of eye paint" (Job 42:14)

F Great importance was attached to the care for hair in ancient times. Long hair
was always considered a symbol of beauty, and kings, nobles, and dignitaries grew
their hair long and kept it well-groomed and cared for. Women devoted much time
to the style of the hair; while not cutting, they would apply much care to it by
arranging it skillfully in plaits and "building it up" sometimes with the help of
wigs. Egyptian women generally wore their hair flowing down to their shoulders or
even longer. In Mesopotamia, women cherished long hair as a part of their beauty,
and hair flowing down their backs in a thick plait and tied with a ribbon is seen in
art. Assyrian women wore their hair shorter, braiding and binding it in a bun at the
back. In Ancient Israel, brides would wear their hair long on the wedding day as a
sign of their virginity. Ordinary people and slaves, however, usually wore their hair
short, mainly for hygienic reasons, since they could not afford to invest in the kind
of treatment that long hair required.

G From the Bible and Egyptian and Assyrian sources, as well as the words of
classical authors, it appears that the centers of the trade in aromatic resins and
incense were located in the kingdoms of Southern Arabia, and even as far as India,
where some of these precious aromatic plants were grown. "Dealers from Sheba
and Rammah dealt with you, offering the choicest spices..." (Ezekiel 27:22). The
Nabateans functioned as the important middlemen in this trade; Palestine also
served as a very important component, as the trade routes crisscrossed the country.
It is known that the Egyptian Queen Hatsheput (15th century BC) sent a royal
expedition to the Land of Punt (Somalia) in order to bring back myrrh seedlings to
plant in her temple. In Assyrian records of tribute and spoils of war, perfumes and
resins are mentioned; the text from the time of Tukulti-Ninurta II (890-884 BC)
refers to balls of myrrh as part as part of the tribute brought to the Assyrian king by
the Aramaean kings. The trade in spices and perfumes is also mentioned in the
Bible as written in Genesis (37:25-26), "Camels carrying gum tragacanth and balm
and myrrh".

Questions 15-21 Reading Passage 2 has 7 paragraphs A-G.

Which paragraph contains the following information?

Write your answers in boxes 15-21 on your answer sheet.

15 recipes to conceal facial defects caused by aging

16 perfumes were presented to conquerors in war

17 long hair of girls had special meanings in marriage

18 evidence exists in abundance showing cosmetics use in ancient times

19 protecting eyes from fly-transmitted diseases

20 from witchcraft to beautification

21 more expensive than gold Cosmetics in Ancient Past

Questions 22-27

Do the following statements agree with the information given in Reading Passage
2? In boxes 22-27 on your answer sheet, write

TRUE if the statement is true

FALSE if the statement is false

NOT GIVEN if the information is not given in the passage

22 The written record for cosmetics and perfumes dates back to the third
millennium BC.

23 Since perfumes and spices were luxury products, their use was exclusive to the
nobles and the wealthy.

24 In ancient Far East, fish fats were used as cream by women from poor
households.

25 The teachings in the Bible were repeatedly against the use of kohl for painting
the eyes.

26 Long hair as a symbol of beauty was worn solely by women of ancient cultures

27 The Egyptian Queen Hatsheput sent a royal expedition to Punt to establish a

trade route for myrrh

PASSAGE 3

You should spend about 20 minutes on Questions 28-40, which are based on
Reading Passage 3 below.

The Secrets of Persuasion

A Our mother may have told you the secret to getting what you ask for was to say
please. The reality is rather more surprising. Adam Dudding talks to a psychologist
who has made a life's work from the science of persuasion. Some scientists peer at
things through high-powered microscopes. Others goad rats through mazes or mix
bubbling fluids in glass beakers. Robert Cialdini, for his part, does curious things
with towels and believes that by doing so, he is discovering important insights into
how society works.
B Cialdini's towel experiments (more of them later) are part of his research into
how we persuade others to say yes. He wants to know why some people have a
knack for bending the will of others, be it a telephone cold-caller talking to you
about timeshares, or a parent whose children are compliant even without threats of
extreme violence. While he's anxious not to be seen as the man who's written the
bible for snake-oil salesmen, for decades, the Arizona State University social
psychology professor has been creating systems for the principles and methods of
persuasion, and writing bestsellers about them. Some people seem to be born with
the skills; Cialdini's claim is that by applying a little science, even those of us who
aren't should be able to get our own way more often. "All my life I've been an easy
mark for the blandishment of salespeople and fundraisers, and I'd always wondered
why they could get me to buy things I didn't want and give to causes I hadn't heard
of," says Cialdini on the phone from London, where he is plugging his latest book.

C He found that laboratory experiments on the psychology of persuasion were

telling only part of the story, so he began to research influence in the real world,
enrolling in sales-training programmes: "I learnt how to sell automobiles from a
lot, how to sell insurance from an office, how to sell encyclopedias door to door."
He concluded there were six general "principles of influence" and has since put
them to the test under slightly more scientific conditions. Most recently, that has
meant messing about with towels. Many hotels leave a little card in each bathroom
asking guests to reuse towels and thus conserve water and electricity, and reduce
pollution. Cialdini and his colleagues wanted to test the relative effectiveness of
different words on those cards. Would guests be motivated to cooperate simply
because it would help save the planet, or were other factors more compelling? To
test this, the researchers changed the card's message from an environmental one to
the simple (and truthful) statement that the majority of guests at the hotel had
reused their towels at least once. Guests given this message were 26% more likely
to reuse their towels than those given the old message. In Cialdini's book "Yes! 50
Secrets from the Science of Persuasion", co-written with another social scientist
and a business consultant, he explains that guests were responding to the
persuasive force of "social proof", the idea that our decisions are strongly
influenced by what we believe other people like us are doing.

D So much for towels. Cialdini has also learnt a lot from confectionery. Yes! Cites
the work of New Jersey behavioural scientist David Strohmetz, who wanted to see
how restaurant patrons would respond to a ridiculously small favour from their
food server, in the form of an after-dinner chocolate for each diner. The secret, it
seems, is in how you give the chocolate. When the chocolates arrived in a heap
with the bill, tips went up a miserly 3% compared to when no chocolate was given.
But when the chocolates were dropped individually in front of each diner, tips
went up 14%. The scientific breakthrough, though, came when the waitress gave
each diner one chocolate, headed away from the table, then doubled back to give
them one more each, as if such generosity had only just occurred to her. Tips went
up 23%. This is "reciprocity" in action: we want to return favours done to us, often
without bothering to calculate the relative value of what is being received and
given.

E Geeling Ng, operations manager at Auckland's Soul Bar, says she's never heard
of Kiwi waiting staff using such a cynical trick, not least because New Zealand
tipping culture is so different from that of the US: "If you did that in New Zealand,
as diners were leaving, they'd say 'can we have some more?" 'But she certainly
understands the general principle of reciprocity. The way to a diner's heart is "to
give them something they're not expecting in the way of service. It might be
something as small as leaving a mint on their plate, or it might be remembering
that last time they were in, they wanted their water with no ice and no lemon. "In
America, it would translate into an instant tip. In New Zealand, it translates into a
huge smile and thank you." And no doubt, return visits.

THE FIVE PRINCIPLES OF PERSUASION

F Reciprocity: People want to give back to those who have given to them. The
trick here is to get in first. That's why charities put a crummy pen inside a mailout,
and why smiling women in supermarkets hand out dollops of free food. Scarcity:
People want more of things they can have less of. Advertisers ruthlessly exploit
scarcity ("limit four per customer", "sale must end soon"), and Cialdini suggests
parents do too: "Kids want things that are less available, so say 'this is an unusual
opportunity; you can only have this for a certain time'."

G Authority: We trust people who know what they're talking about. So inform
people honestly of your credentials before you set out to influence them. "You'd be
surprised how many people fail to do that," says Cialdini. "They feel it's impolite
to talk about their expertise." In one study, therapists whose patients wouldn't do
their exercises were advised to display their qualification certificates prominently.
They did, and experienced an immediate leap in patient compliance.

H Commitment/consistency: We want to act in a way that is consistent with the

commitments we have already made. Exploit this to get a higher sign-up rate when
soliciting charitable donations. First, ask workmates if they think they will sponsor
you on your egg-and-spoon marathon. Later, return the sponsorship form to those
who said yes and remind them of their earlier commitment.

I Linking: We say yes more often to people we like. Obvious enough, but reasons
for "linking" can be weird. In one study, people were sent survey forms and asked
to return them to a named researcher. When the researcher gave a fake name
resembling that of the subject (eg, Cynthia Johnson is sent a survey by "Cindy
Johansen"), surveys were twice as likely to be completed. We favour people who
resemble us, even if the resemblance is as minor as the sound of their name.

J Social proof: We decide what to do by looking around to see what others just like
us are doing. Useful for parents, says Cialdini. "Find groups of children who are
behaving in a way that you would like your child to, because the child looks to the
side, rather than at you." More perniciously, social proof is the force underpinning
the competitive materialism of "keeping up with the Joneses."

Questions 28-31

Choose the correct letter A, B, C or D.

28 The main purpose of Cialdini's research on writing is to

A explain the reason why researchers should investigate in person

B explore the secret that why some people become famous salespeople

C helps people to sell products

D prove maybe there is a science in the psychology of persuasion

29 Which of the statements is CORRECT according to Cialdini's research

methodology?

A he checked the data in a lot of the latest books

B he conducted this experiment in the laboratory

C he interviewed and contracted with many salespeople

D he made a lot of phone calls collecting what he wanted to know

30 Which of the following is CORRECT according to the towel experiment in the

passage?
A Different hotel guests act in a different response

B Most guests act on the idea of environmental preservation

C More customers tend to cooperate with the message that requires them than
simply act environmentally

D People tend to follow the hotel's original message more

31 Which of the following is CORRECT according to the candy shop experiment

in the passage?

A presentable way affects diners' tips

B Regular customer gives tips more than irregulars

C People give tips only when offered chocolate

D Chocolate with the bill got higher tips

Questions 32-35

Do the following statements agree with the information given in Reading Passage
3? In boxes 32-35 on your answer sheet, write

TRUE if the statement is true

FALSE if the statement is false

NOT GIVEN if the information is not given in the passage

32 Robert Cialdini experienced "principles of influence" himself in real life.

33 The Principle of persuasion has different types in different countries.

34 In New Zealand, people tend to give tips to attendants after being served a
chocolate.
35 elderly generation of New Zealand is easily attracted by the extra service of
restaurants by the principle of reciprocity.

Questions 36-40

Use the information in the passage to match the category (listed A-E) with the
correct description below.

Write the appropriate letters A-E in boxes 36-40 on the answer sheet.

NB You may use any letter more than once.

A Reciprocity of Scarcity

B Authority

C Previous comment

D Linking

36 Some experts may reveal qualifications in front of clients.

37 Parents tend to say something that other kids are doing the same.

38 Advertisers ruthlessly exploit the limitation of chances.

39 Use a familiar name in a survey.

40 Ask colleagues to offer a helping hand

 KEYS & EXPLANATION
PASSAGE 1

1. D: Bài đọc cho biết bộ phận của cây cacao được dùng để làm sô-cô-la là hạt bên
trong quả. "The seeds inside the pods are harvested to make chocolate."

2. E: Mức tiêu thụ sô-cô-la trung bình hàng năm của người Mỹ là hơn 5 kilôgam
mỗi người. "Each year, Americans eat an average of more than five kilograms of
chocolate per person."

3. D: Nông dân trồng cacao phải đối mặt với rủi ro về bệnh tật, côn trùng và các
điều kiện kinh tế khó lường. "Cacao trees grown on farms are much more easily
threatened by diseases and insects than wild trees." and "...economic conditions
beyond their control can affect the amount of money they will earn."

4. C: Thức uống sô-cô-la có đường lần đầu tiên xuất hiện ở Tây Ban Nha và được
giới nhà giàu thưởng thức. "The wealthy people of Spain first enjoyed a sweetened
version of the chocolate drink."

5. B: Người Maya có được cacao bằng cách trồng trọt, trong khi người Aztec có
được thông qua giao thương. "...the Maya people of Central America first learned
to farm cacao plants..." and "...they [the Aztecs] traded to get cacao."

6. FALSE: Việc sử dụng sô-cô-la trong các nghi lễ không chỉ dành riêng cho hoàng
gia Maya, mà cả những người nghèo hơn cũng thỉnh thoảng được thưởng thức.
"And, even poorer members of the society could enjoy the drink once in a while."

7. NOT GIVEN: Bài đọc chỉ nói rằng Hernando Cortes hiểu sô-cô-la là một khoản
đầu tư giá trị, chứ không đề cập đến việc ông có thực sự đầu tư hay không. "...it
was the Spanish explorer Hernando Cortes who understood that chocolate could be
a valuable investment."
8. NOT GIVEN: Bài đọc nói rằng cây forastero được dùng để sản xuất hầu hết sô-
cô-la trên thế giới, nhưng không nói rằng nó là loại "tốt nhất". "Most of the world's
chocolate is made from the seed of the forastero tree."

9. TRUE: Trong quá trình làm sô-cô-la, lớp vỏ của hạt cacao sẽ bị loại bỏ. "Then
they break off the covering of the seeds so that only the inside fruit, or nibs,
remain."

10. TRUE: Bài đọc cho biết sô-cô-la đặc biệt phổ biến ở Châu Âu và Hoa Kỳ hơn
các nơi khác. "Chocolate is especially popular in Europe and the United States."

11. covering: Quy trình làm sô-cô-la bao gồm việc loại bỏ lớp vỏ của hạt. "...break
off the covering of the seeds..."

12. chocolate liquor: Việc nghiền phần ruột hạt (nibs) sẽ tạo ra một chất gọi là rượu
sô-cô-la. "Workers crush the nibs into a soft substance called chocolate liquor."

13. cocoa fat: Công thức làm sô-cô-la có thêm đường, sữa và chất béo cacao.
"...combine chocolate liquor with exact amounts of sugar, milk, and cocoa fat."

14. mold form: Hỗn hợp sô-cô-la cuối cùng được tạo hình trong một cái khuôn.
"...it is shaped into a mold form."

PASSAGE 2

15. D: Một cuộn giấy cói của Ai Cập được đề cập có chứa các công thức để che đi
các dấu hiệu lão hóa như nếp nhăn. "An Egyptian papyrus from the 16th century
BC contains detailed recipes to remove blemishes, wrinkles, and other signs of
age."

16. G: Các ghi chép của người Assyria đề cập đến nước hoa như một phần của
cống phẩm và chiến lợi phẩm. "In Assyrian records of tribute and spoils of war,
perfumes and resins are mentioned..."
17. F: Ở Israel cổ đại, mái tóc dài của cô dâu trong ngày cưới mang ý nghĩa đặc
biệt về sự trong trắng. "In Ancient Israel, brides would wear their hair long on the
wedding day as a sign of their virginity."

18. A: Có rất nhiều bằng chứng khảo cổ học và văn bản cho thấy việc sử dụng mỹ
phẩm trong thời cổ đại. "...discovery of a great deal of pertinent archeological
material, dating from the third millennium BC."

19. E: Việc sơn mắt có mục đích y học là để bảo vệ mắt khỏi bị khô và xua đuổi
những con ruồi nhỏ truyền bệnh. "...covering the sensitive skin of the lids with
colored ointments that prevented dryness and eye diseases: the eye-paint repelled
the little flies that transmitted eye inflammations."

20. B: Việc sử dụng mỹ phẩm đã phát triển từ mục đích thờ cúng và ma thuật sang
mục đích làm đẹp cá nhân. "Cosmetics were also connected with cultic worship
and witchcraft: to appease the various gods... From this, in the course of time,
developed the custom of personal use, to enhance the beauty of the face and the
body..."

21. C: Nước hoa và các loại gia vị thơm đôi khi còn có giá trị vượt cả vàng và bạc.
"Perfumes and fragrant spices were precious commodities in antiquity... and at
times even exceeded silver and gold in value."

22. NOT GIVEN: Bài đọc xác định niên đại của các tư liệu khảo cổ nhưng không
nói rõ các ghi chép thành văn có từ khi nào. "...discovery of a great deal of
pertinent archeological material, dating from the third millennium BC."

23. FALSE: Việc sử dụng mỹ phẩm không chỉ dành riêng cho giới quý tộc mà sau
đó đã trở nên phổ biến ở cả tầng lớp thấp hơn. "The use of cosmetics became
widespread among the lower classes as well as among the wealthy..."
24. TRUE: Ở Viễn Đông cổ đại, phụ nữ nghèo thường sử dụng mỡ động vật và mỡ
cá có mùi thơm để làm kem. "...for those of limited means, scented animal and fish
fats were commonly used."

25. TRUE: Kinh thánh đã đề cập đến việc sử dụng kohl để vẽ mắt ba lần và luôn đi
kèm với sự phản đối của các nhà hiền triết. "The use of kohl for painting the eyes
is mentioned three times in the Bible, always with disapproval by the sages..."

26. FALSE: Không chỉ phụ nữ, mà cả vua chúa và các chức sắc nam giới cũng để
tóc dài như một biểu tượng của vẻ đẹp. "...kings, nobles, and dignitaries grew their
hair long and kept it well-groomed and cared for."

27. NOT GIVEN: Bài đọc nói rằng Nữ hoàng Hatsheput cử một đoàn thám hiểm
để mang cây giống myrrh về trồng, chứ không đề cập đến việc thiết lập một tuyến
đường thương mại. "...sent a royal expedition to the Land of Punt (Somalia) in
order to bring back myrrh seedlings to plant in her temple."

PASSAGE 3

28. D: Mục đích chính của Cialdini là chứng minh rằng có một ngành khoa học về
tâm lý thuyết phục. "Cialdini's claim is that by applying a little science, even those
of us who aren't should be able to get our own way more often."

29. C: Phương pháp nghiên cứu của Cialdini bao gồm việc tham gia các chương
trình đào tạo bán hàng để tìm hiểu về sự thuyết phục trong thế giới thực. "He found
that laboratory experiments... were telling only part of the story, so he began to
research influence in the real world, enrolling in sales-training programmes..."

30. C: Thí nghiệm về khăn tắm cho thấy khách hàng có xu hướng hợp tác hơn với
thông điệp về bằng chứng xã hội (những người khác cũng làm vậy) so với thông
điệp về môi trường. "Guests given this message were 26% more likely to reuse
their towels than those given the old message."
31. A: Thí nghiệm về kẹo cho thấy cách trình bày (tặng kẹo) ảnh hưởng đáng kể
đến số tiền boa của khách hàng. "The secret, it seems, is in how you give the
chocolate."

32. TRUE: Cialdini thừa nhận rằng bản thân ông cũng là một người dễ bị ảnh
hưởng bởi những người bán hàng và gây quỹ. "All my life I've been an easy mark
for the blandishment of salespeople and fundraisers..."

33. NOT GIVEN: Bài đọc so sánh kết quả của một nguyên tắc ở các quốc gia khác
nhau, nhưng không nói rằng có những "loại" nguyên tắc khác nhau cho mỗi quốc
gia.

34. FALSE: Ở New Zealand, dịch vụ tốt thường được đáp lại bằng một nụ cười và
lời cảm ơn, chứ không phải một khoản tiền boa ngay lập tức. "In New Zealand, it
translates into a huge smile and thank you."

35. NOT GIVEN: Bài đọc có nói về New Zealand nhưng không đề cập cụ thể đến
thế hệ người cao tuổi.

36. B: Việc các chuyên gia trưng bày bằng cấp của họ để tăng sự tuân thủ của
khách hàng là một ví dụ về nguyên tắc "Uy quyền" (Authority). "...therapists
whose patients wouldn't do their exercises were advised to display their
qualification certificates prominently. They did, and experienced an immediate
leap in patient compliance."

37. E: Việc cha mẹ nói với con rằng những đứa trẻ khác cũng đang làm một việc gì
đó là áp dụng nguyên tắc "Bằng chứng xã hội" (Social proof). "Find groups of
children who are behaving in a way that you would like your child to, because the
child looks to the side, rather than at you."

38. A: Các nhà quảng cáo lợi dụng sự giới hạn về cơ hội, chẳng hạn như "chương
trình sắp kết thúc", là một ví dụ về nguyên tắc "Sự khan hiếm" (Scarcity).
"Advertisers ruthlessly exploit scarcity ('limit four per customer', 'sale must end
soon')..."

39. D: Việc sử dụng một cái tên quen thuộc hoặc tương tự trong một cuộc khảo sát
để tăng tỷ lệ phản hồi là áp dụng nguyên tắc "Sự yêu thích/Liên kết" (Linking).
"When the researcher gave a fake name resembling that of the subject (eg, Cynthia
Johnson is sent a survey by 'Cindy Johansen'), surveys were twice as likely to be
completed."

40. C: Việc yêu cầu đồng nghiệp cam kết trước khi nhờ giúp đỡ là áp dụng nguyên
tắc "Cam kết/Nhất quán" (Commitment/consistency). "First, ask workmates if they
think they will sponsor you... Later, return the sponsorship form to those who said
yes and remind them of their earlier commitment."
 Hướng dẫn làm bài
PASSAGE 1

Questions 1-5

Đây là dạng bài Matching Information, nối thông tin với đoạn văn phù hợp.

Câu 1: Ta cần tìm đoạn văn nói về bộ phận của cây cacao được dùng để sản xuất
sô-cô-la. Scan các đoạn để tìm từ khóa "part of cacao trees", "produce chocolate",
"seeds", "pods".

Câu 2: Ta cần tìm đoạn văn chứa số liệu về mức tiêu thụ sô-cô-la trung bình của
người Mỹ. Scan các đoạn để tìm từ khóa "US", "average consumption", "per
person", "kilograms" và các con số.

Câu 3: Ta cần tìm đoạn văn nói về những rủi ro mà nông dân trồng cacao phải đối
mặt. Scan các đoạn để tìm từ khóa "risks", "farmers", "difficult", "threatened",
"economic conditions".

Câu 4: Ta cần tìm đoạn văn nói về nơi đầu tiên xuất hiện sô-cô-la có đường. Scan
các đoạn để tìm từ khóa "first", "sweetened", "drink" và tên các quốc gia/khu vực.

Câu 5: Ta cần tìm đoạn văn mô tả cách thức các nền văn minh cổ đại ở Mỹ có
được cacao. Scan các đoạn để tìm từ khóa "ancient civilizations", "Maya", "Aztec",
"obtained", "farm", "traded".

Questions 6-10

Đây là dạng bài True/False/Not Given.

Câu 6: Ta cần xác định việc sử dụng sô-cô-la trong nghi lễ có phải chỉ dành riêng
cho gia đình hoàng gia Maya hay không. Scan đoạn văn về "Maya", tìm từ khóa
"ceremonies", "royal families" và các từ chỉ sự giới hạn như "restricted to", "only",
đồng thời tìm xem có đối tượng nào khác được đề cập không.
Câu 7: Ta cần xác định liệu Hernando Cortes có "đầu tư" vào sô-cô-la hay không.
Scan tìm tên "Hernando Cortes" và kiểm tra xem hành động của ông có được mô tả
là "invested" hoặc tương tự.

Câu 8: Ta cần xác định xem cây forastero có phải là loại cho ra sô-cô-la "tốt nhất"
không. Scan tìm từ "forastero" và các từ so sánh nhất như "best", "highest quality".

Câu 9: Ta cần xác định xem có bộ phận nào của hạt cacao bị loại bỏ trong quá trình
sản xuất không. Scan đoạn văn về quy trình sản xuất, tìm từ khóa "process",
"seed", "get rid of", "remove", "break off".

Câu 10: Ta cần xác định xem bài đọc có so sánh mức độ phổ biến của sô-cô-la giữa
các quốc gia/châu lục hay không. Scan để tìm sự so sánh trực tiếp, ví dụ "more
popular than" hoặc "welcomed more than".

Questions 11-14

Đây là dạng bài Flow-chart Completion điền NO MORE THAN THREE

WORDS.

Câu 11: Ta cần tìm một danh từ chỉ bộ phận bị loại bỏ khỏi hạt cacao. Scan đoạn
mô tả quy trình, tìm từ khóa "seeds", "nibs", "break off".

Câu 12: Ta cần tìm một danh từ/cụm danh từ chỉ sản phẩm tạo ra sau khi nghiền
"nibs". Scan theo trình tự của quy trình, tìm từ khóa "crush the nibs".

Câu 13: Ta cần tìm một danh từ/cụm danh từ chỉ một thành phần được thêm vào
cùng với "sugar" và "milk". Scan tìm danh sách các thành phần trong công thức.

Câu 14: Ta cần tìm một danh từ chỉ vật dụng dùng để tạo hình cho sô-cô-la. Scan
công đoạn cuối của quy trình, tìm từ khóa "shape", "form".

PASSAGE 2
Questions 15-21

Đây là dạng bài Matching Information.

Câu 15: Ta cần tìm đoạn văn nói về công thức che khuyết điểm do lão hóa. Scan
các đoạn để tìm từ khóa "recipes", "aging", "wrinkles", "blemishes".

Câu 16: Ta cần tìm đoạn văn nói về việc nước hoa được dâng cho kẻ chinh phục
trong chiến tranh. Scan tìm từ khóa "perfumes", "war", "conquerors", "tribute",
"spoils".

Câu 17: Ta cần tìm đoạn văn nói về ý nghĩa đặc biệt của tóc dài trong hôn nhân.
Scan tìm từ khóa "long hair", "marriage", "wedding", "virginity".

Câu 18: Ta cần tìm đoạn văn liệt kê nhiều bằng chứng về việc sử dụng mỹ phẩm
thời cổ đại. Scan tìm từ khóa "evidence", "archeological", "discovery", "findings".

Câu 19: Ta cần tìm đoạn văn nói về việc trang điểm mắt để bảo vệ mắt khỏi bệnh
do ruồi gây ra. Scan tìm từ khóa "eyes", "diseases", "flies", "medicinal".

Câu 20: Ta cần tìm đoạn văn mô tả sự chuyển đổi mục đích sử dụng mỹ phẩm từ
ma thuật sang làm đẹp. Scan tìm từ khóa "witchcraft", "religious", "beautification",
"personal use".

Câu 21: Ta cần tìm đoạn văn so sánh giá trị của nước hoa/gia vị với vàng. Scan tìm
từ khóa "more expensive", "exceeded", "gold", "silver".

Questions 22-27

Đây là dạng bài True/False/Not Given.

Câu 22: Ta cần xác định xem "bằng chứng chữ viết" (written record) có từ thiên
niên kỷ thứ ba TCN hay không. Scan tìm "third millennium BC" và kiểm tra xem
đó là loại bằng chứng gì.
Câu 23: Ta cần xác định xem việc dùng nước hoa có phải chỉ dành riêng cho giới
quý tộc không. Scan tìm từ khóa "luxury", "nobles", và các từ chỉ sự độc quyền
như "exclusive", "only" và xem liệu các tầng lớp khác có được dùng không.

Câu 24: Ta cần xác định xem phụ nữ nghèo ở Viễn Đông có dùng mỡ cá làm kem
hay không. Scan tìm từ khóa "Far East", "fish fats", "poor", "limited means".

Câu 25: Ta cần xác định xem Kinh thánh có phải luôn luôn phản đối việc dùng
kohl không. Scan tìm từ "Bible", "kohl", và xem có ví dụ nào ủng hộ hoặc không
phản đối việc này không.

Câu 26: Ta cần xác định xem tóc dài có phải chỉ dành cho phụ nữ không. Scan
đoạn văn về tóc, tìm từ khóa "long hair", "women" và kiểm tra xem có đề cập đến
"men", "kings", "nobles" không.

Câu 27: Ta cần xác định mục đích chuyến thám hiểm của Nữ hoàng Hatsheput.
Scan tìm "Hatsheput" và xem mục đích có phải là "establish a trade route" hay là
một mục đích khác.

PASSAGE 3

Questions 28-31

Đây là dạng bài Multiple Choice Questions

Câu 28: Ta cần tìm mục đích chính của nghiên cứu của Cialdini. Scan các đoạn
đầu (A, B) để tìm lý do và mục tiêu nghiên cứu của ông.

Câu 29: Ta cần tìm phương pháp nghiên cứu chính xác của Cialdini. Scan đoạn C
để tìm cách ông thu thập dữ liệu (ví dụ: "enrolling in sales-training programmes").

Câu 30: Ta cần tìm kết quả đúng của thí nghiệm khăn tắm. Scan đoạn C, tập trung
vào so sánh hiệu quả giữa các thông điệp và con số "%".
Câu 31: Ta cần tìm kết quả đúng của thí nghiệm tặng kẹo. Scan đoạn D, chú ý cách
thức tặng kẹo khác nhau đã ảnh hưởng đến tiền boa như thế nào.

Questions 32-35

Đây là dạng bài True/False/Not Given.

Câu 32: Ta cần xác định Cialdini có tự mình trải nghiệm các nguyên tắc thuyết
phục không. Scan đoạn B và C tìm bằng chứng về kinh nghiệm cá nhân của ông.

Câu 33: Ta cần xác định xem bài đọc có nói các nguyên tắc thuyết phục là khác
nhau ở các quốc gia khác nhau không. Scan toàn bài để tìm sự so sánh này.

Câu 34: Ta cần xác định phản ứng của người New Zealand khi được tặng sô-cô-la
có phải là cho tiền boa không. Scan đoạn E để tìm thông tin về "New Zealand
tipping culture".

Câu 35: Ta cần xác định xem bài đọc có đề cập đến "thế hệ người lớn tuổi" (elderly
generation) ở New Zealand hay không. Scan đoạn E và toàn bài.

Questions 36-40

Đây là dạng bài Matching Features.

Câu 36: Ta cần tìm nguyên tắc tương ứng với việc chuyên gia trưng bày bằng cấp.
Scan các định nghĩa từ đoạn F-J, tìm nguyên tắc nói về sự tin tưởng vào chuyên gia
(Authority).

Câu 37: Ta cần tìm nguyên tắc tương ứng với việc cha mẹ nói rằng "các bạn khác
cũng làm vậy". Scan các định nghĩa, tìm nguyên tắc nói về việc làm theo người
khác (Social proof).

Câu 38: Ta cần tìm nguyên tắc tương ứng với việc nhà quảng cáo nhấn mạnh sự
giới hạn. Scan các định nghĩa, tìm nguyên tắc nói về sự khan hiếm (Scarcity).
Câu 39: Ta cần tìm nguyên tắc tương ứng với việc sử dụng tên quen thuộc trong
khảo sát. Scan các định nghĩa, tìm nguyên tắc nói về việc ta thích những người
giống mình (Linking).

Câu 40: Ta cần tìm nguyên tắc tương ứng với việc nhắc lại cam kết trước đó của
một người. Scan các định nghĩa, tìm nguyên tắc nói về sự nhất quán với cam kết đã
đưa ra (Commitment/consistency).