Transcript Exam 1 Review - Robert Cascio

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 the 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, B2B, B2C, silences, video discussion,
types of sales people
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 relogin to the exam