1. Exam 1 Review

2. 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

3. Multiple Choice Questions
Sample Exam Questions From 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 rep B. boundary-spanning employee C. customer relationship manager D. solo exchange monitor E. 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. public D. business E. intimate
Difficulty: Easy Type: 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. social B. personal *C. public D. outreach E. intimate
  Difficulty: Easy Type: Knowledge  

8. 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

9. 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

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