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Exam 1 Review

Exam 1 Review. Exam Summary. 150 points or 15% of your course grade 48 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

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Exam 1 Review

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  1. Exam 1 Review

  2. Exam Summary • 150 points or 15% of your course grade • 48 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

  3. Multiple Choice Questions • Sample Exam QuestionsFrom Chapters 1, 2, 5, 6

  4. 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

  5. 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

  6. 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: EasyType: Comprehension

  7. 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

  8. 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

  9. 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: HardType: Comprehension

  10. 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

  11. Testing Lab Issues • UCF ID for entry is required • There is no scratch paper, calculators, or notes permitted • Note 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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