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
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