Exam 1 Review Exam Summary 150 points or

Exam 1 Review

Exam Summary 150 points or 15% of your course grade 48 multiple-choice questions 2. 25 points each 108 points or 72% of the exam Approximately 95% of these questions are from the textbook and chapter slides 8 to 10 short-answer questions Between 3 and 10 points each 42 points or 28% of the exam

Multiple Choice Questions SAMPLE EXAM QUESTIONS FROM CHAPTERS 1, 2, 5, 6

Chapter 1 - Selling 1. (p. 5 -6) Which of the following statements most describes someone engaged in personal selling? A. The governor directs the state's legislature to enact a law that provides more legal protection for abused children. B. Jackson's parents loan him $1, 000 to repair his car. C. A mother removes her children for misbehaving at the restaurant. D. Vivian interviews for a job she really wants. E. Your professor gives you a choice of essay or multiple choice questions. Difficulty: Medium

Chapter 2 - Relationships 1. (p. 44) Carla's responsibilities include customers, vendors, and finance. Carla is a(n): A. strategic sales rep B. boundary-spanning employee C. customer relationship manager D. solo exchange monitor E. behavioral loyalty specialist Difficulty: medium

Chapter 5 – Communications 1. (p. 136) You are a salesperson making your first call on a buyer at a new business. In what zone should you expect the buyer to offer you a seat when you go into the buyer's office? *A. social B. personal C. public D. business E. intimate Difficulty: Easy Type: Comprehension

Chapter 5 (con’t) 2. (p. 136) When we consider the distance involved, it is correct to say most students in a classroom are seated in the professor's _____ zone. A. social B. personal *C. public D. outreach E. intimate Difficulty: Easy Type: Knowledge

Chapter 6 – Adaptive Selling 2. (p. 163) Which of the following statements about training systems for developing adaptive selling skills is true? A. All alternatives to the social style matrix rely on the same dimensions. B. Computers cannot be used to develop adaptive selling skills. C. There is no other method available besides the social style matrix for developing adaptive selling skills. D. All a person needs to successfully use adaptive selling is to understand the social style matrix. *E. The social style matrix concentrates on the form of the communication, not the content of the communication. Difficulty: Hard Type: Comprehension

Short Answer Questions Steps of the sale Be sure that you understand the role play evaluation sheet very well. You could be asked anything from that sheet and you will need unaided recall to get the question correct Chapter 5 Nonverbal reactions, nonverbal communication, methods of communications, communicating via technology, communication process Chapter 6 Social style matrix, how to sell to each social style, adjusting social styles, social style cues Class Discussion Responsible party, value of a customer, B 2 B, B 2 C, silences, video discussion, types of sales people

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