Exam 1 Review

Exam Summary

150 points or 15% of your course grade48 multiple-choice questions

2.5 points each 120 points or 80% of the exam Approximately 95% of the these questions are from

the textbook and chapter slides

short-answer questions Between 3 and 10 points each 30 points or 20% of the exam

Multiple Choice Questions

SAMPLE EXAM QUESTIONSFROM 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 repB. boundary-spanning employeeC. customer relationship managerD. solo exchange monitorE. 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. publicD. businessE. 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. socialB. personal*C. publicD. outreachE. intimate

 Difficulty: EasyType: Knowledge

 

Chapter 6 – Adaptive Selling

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. socialB. personalC. publicD. businessE. intimate

Difficulty: EasyType: Comprehension 

Chapter 6 (con’t)

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

Testing Lab Issues

UCF ID for entry is requiredThere is no scratch paper, calculators, or

notes permittedNote that the times and settings shown in

webcourses may differ, but this is only in case of a power outage or network outage that requires a re-login to the exam