She developed a close relationship with several wedding planners who provided her with the names of engaged couples. Which method of prospecting is Karen using?

She developed a close relationship with several wedding planners who provided her with the names of engaged couples. Which method of prospecting is...

Which of the following statements about sales lead clubs is true?

Which of the following statements about sales lead clubs is true? A) Sales lead clubs should not charge any dues from its members. B) Sales lead...

Nikki's father introduced her to a friend of his outside the post office. When Nikki sold Girl Scout cookies to her father's friend, she asked him if he knew of others who would buy her cookies. He suggested she go to the post office counter and sell a box to Stan, one the postal employees. When asked, Stan suggested she try a park bench near the post office where his wife and some of her friends gather to eat their lunch. Using the _____ method of prospecting, Nikki was soon sold out of cookies.

Nikki's father introduced her to a friend of his outside the post office. When Nikki sold Girl Scout cookies to her father's friend, she asked him if...

When Amy Dillard began selling Mary Kay Cosmetics, she didn't know anyone in her neighborhood. She simply went door-to-door, mostly talking to stay-at-home moms. Which of the following prospecting techniques best describes the method Amy used?

When Amy Dillard began selling Mary Kay Cosmetics, she didn't know anyone in her neighborhood. She simply went door-to-door, mostly talking to stay-at-home...

A qualified person or organization that has a potential to buy your goods or services is best described as a(n):

A qualified person or organization that has a potential to buy your goods or services is best described as a(n): A) prospect. B) lead. C) champion. D)...

"There could be a price hike in these items next month. Why don't you buy some extra stock now?" This is an example of:

"There could be a price hike in these items next month. Why don't you buy some extra stock now?" This is an example of:  A. suggestive proposition. B....

A(n) _____ type of suggestion implies that prospects should act immediately.

A(n) _____ type of suggestion implies that prospects should act immediately.  A. suggestive proposition B. counter suggestion C. autosuggestion D....

The statement, "Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n):

The statement, "Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n):  A....

____ attempts to have prospects imagine using the product themselves.

____ attempts to have prospects imagine using the product themselves.  A. Suggestive proposition B. Prestige suggestion C. Empathetic suggestion D....

The equipment salesperson asked the professional landscaper, "Did you know the RedMax brand backpack blower can save you time and money as it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

The equipment salesperson asked the professional landscaper, "Did you know the RedMax brand backpack blower can save you time and money as it is the...

"Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe. What kind of an approach was the travel agent using?

"Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the...

All of the following are examples of consumer sales promotions EXCEPT:

All of the following are examples of consumer sales promotions EXCEPT: a) free samples b) coupons c) contests d) displays e) demonstrations Answer:...

The manufacturers of products like Coca-Cola, Levi's jeans, IBM computers, and Purina dogg food want to reach all the users of their products-- both consumers and industrial buyers. They would use _______ advertising because it has the greatest reach.

The manufacturers of products like Coca-Cola, Levi's jeans, IBM computers, and Purina dogg food want to reach all the users of their products-- both...

What should a salesperson know about their company?

What should a salesperson know about their company? a) its growth and accomplishments b) its policies and procedures c) its service facilities d)...

The value or worth of a product that attracts the buyer to exchange money or something of value for the good or service is its:

The value or worth of a product that attracts the buyer to exchange money or something of value for the good or service is its: a) contribution margin b)...

A salesperson who used a(n) ________ would be able to plan her sales calls geographically:

A salesperson who used a(n) ________ would be able to plan her sales calls geographically: a) worksheet b) atlas c) management info system d) geographic...

A value analysis is defined as:

A value analysis is defined as: a) a listing of those products with the lowest prices b) a way to save costs while using cheaper products c) a listing...

_____ refers to the physical placement of the product within the retailer's store.

_____ refers to the physical placement of the product within the retailer's store. a) shelf positioning b) shelf placement c) store siting d) product...

When the book salesperson told the bookstore manager, "3/15 net 60," the manager knew he was receiving a _________________ discount.

When the book salesperson told the bookstore manager, "3/15 net 60," the manager knew he was receiving a _________________ discount. a) cash b)...

Surfing the internet:

Surfing the internet: a) refers to actually exploring the different sites found on the World Wide Web b) requires the user to purchase a license...

Salespeople need to have selling knowledge in order to:

Salespeople need to have selling knowledge in order to: a) increase the individual salesperson's self-confidence b) increase sales c) build the buyer's...

Which of the following about sales training is true?

Which of the following about sales training is true? a) Sales knowledge gained from the sales training benefits not only the salesperson and the...

Which of the following is not an appropriate way for salespeople to use their computer?

Which of the following is not an appropriate way for salespeople to use their computer? a) to provide games to play while they wait for prospects b)...

Electronic calendar management:

Electronic calendar management: a) reduces time management errors b) allows the salesperson to look at info contained in it from different perspectives c)...

Companies advertise their products because they hope to:

Companies advertise their products because they hope to: a) pave the way for their salesperson b) aid in reducing buyers cognitive dissonance c)...

A manufacturer uses premiums to:

A manufacturer uses premiums to: a) persuade prospects to sample the product b) get prospects to request further info c) boost sales of slow products d)...

All of the following are identified by the text as an element of a firm's promotional effort EXCEPT:

All of the following are identified by the text as an element of a firm's promotional effort EXCEPT: a) personal selling b) advertising c) marketing d)...

Most of the listening people do is at what level?

Most of the listening people do is at what level? a) blank listening b) borderline listening c) marginal listening d) evaluative listening e) surface...

________ is defined as the act of transmitting verbal and nonverbal information and understanding between the buyer and seller.

________ is defined as the act of transmitting verbal and nonverbal information and understanding between the buyer and seller. a) communication b)...

The KISS rule requires the salesperson to:

The KISS rule requires the salesperson to: a) use his or her persuasive powers to the utmost b) maintain a simple presentation style c) listen...

To change caution signals to acceptance signals, the sales person should:

To change caution signals to acceptance signals, the sales person should: a) use open-ended questions b) carefully listen and respond to buyers...

_______ refers to a statement that substantiates claims made by the salesperson.

_______ refers to a statement that substantiates claims made by the salesperson. a) proof statement b) KISS c) source credibility d) feedback assertion e)...

_______ signals indicate the buyer is favorably inclined toward the presentation.

_______ signals indicate the buyer is favorably inclined toward the presentation. a) receptive b) proceed c) caution d) recognition e) acceptance Answer:...

From a communications model perspective, the salesperson in a sales call is the:

From a communications model perspective, the salesperson in a sales call is the: a) presenter b) decoder c) recorder d) source e) communication agent Answer:...

_______ is defined as the ability to change a person's belief, position, or course of action.

_______ is defined as the ability to change a person's belief, position, or course of action. a) perception b) cognition c) attention d) social learning e)...

The characteristics of your voice, such as inflection, pitch, and when you pause between words are all a part of _______ communication.

The characteristics of your voice, such as inflection, pitch, and when you pause between words are all a part of _______ communication. a) imagery b)...

In terms of the communication process, the information conveyed by the salesperson to the prospect during the sales presentation is called:

In terms of the communication process, the information conveyed by the salesperson to the prospect during the sales presentation is called: a) the...

_____ are major nonverbal communication channels.

_____ are major nonverbal communication channels. a) Body movements b) Clothing and grooming c) Handshakes d) Physical space e) all of the above Answer:...

All of the following are examples of major nonverbal communication channels except:

All of the following are examples of major nonverbal communication channels except: a) the physical space between buyer and seller b) a handshake c)...

Which of the following distorts communication between the buyer and seller?

Which of the following distorts communication between the buyer and seller? a) caution signals b) decoding tools c) feedback d) encoding mechanisms e)...

The closer a buyer's perceptions, attitudes, and beliefs are to those of a seller, the:

The closer a buyer's perceptions, attitudes, and beliefs are to those of a seller, the: a) stronger communication between the buyer and seller will...

______ is the ability to identify and understand the other person's feelings, ideas, and situation.

______ is the ability to identify and understand the other person's feelings, ideas, and situation. a) encoding skill b) enthusiasm c) feedback d)...

During the sales presentation, the paper salesperson often asked the prospect various questions about her previous experience with similar types of paper and what she though about the weight and quality of the paper he was selling. Charlie was using _____________, a good tool for the successful salesperson.

During the sales presentation, the paper salesperson often asked the prospect various questions about her previous experience with similar types of...

Salespeople can establish credibility with their customers by:

Salespeople can establish credibility with their customers by: a) continued empathy b) being willing to listen to specific customer needs c) using...

Which of the following statements is true:

Which of the following statements is true: a) People can talk approximately twice as fast as they can listen. b) Visual aids play no part in the...

From a communications model perspective, the buyer is:

From a communications model perspective, the buyer is: a) sender b) receiver c) encoder d) communication deliverer e) source Answer:...

What is the term used to describe the reception and translation of information by the receiver?

What is the term used to describe the reception and translation of information by the receiver? a) message context b) the decoding process c) the...

A product advantage is defined as:

A product advantage is defined as: a) a performance characteristic of a product b) a way in which a product will help the buyer c) a favorable result...

The statement, "With its 25% market share, this is the best selling laser printer on the market today," is an example of a(n):

The statement, "With its 25% market share, this is the best selling laser printer on the market today," is an example of a(n): a) benefit b)...

An appropriate time for a salesperson to use a trial close is:

An appropriate time for a salesperson to use a trial close is: a) at any of the above times b) immediately after the intro c) after answering an...

How does a noncompetitive inhibitor decrease the rate of an enzyme reaction?

How does a noncompetitive inhibitor decrease the rate of an enzyme reaction?  A) by binding at the active site of the enzyme B) by changing...

When you have a severe fever, what grave consequence may occur if the fever is not controlled?

When you have a severe fever, what grave consequence may occur if the fever is not controlled?  A) destruction of your enzymes' primary structure B)...

Protein kinases are enzymes that transfer the terminal phosphate from ATP to an amino acid residue on the target protein. Many are located on the plasma membrane as integral membrane proteins or peripheral membrane proteins. What purpose may be served by their plasma membrane localization?

Protein kinases are enzymes that transfer the terminal phosphate from ATP to an amino acid residue on the target protein. Many are located on the plasma...

Some of the drugs used to treat HIV patients are competitive inhibitors of the HIV reverse transcriptase enzyme. Unfortunately, the high mutation rate of HIV means that the virus rapidly acquires mutations with amino acid changes that make them resistant to these competitive inhibitors. Where in the reverse transcriptase enzyme would such amino acid changes most likely occur in drug-resistant viruses?

Some of the drugs used to treat HIV patients are competitive inhibitors of the HIV reverse transcriptase enzyme. Unfortunately, the high mutation rate...

In order to attach a particular amino acid to the tRNA molecule that will transport it, an enzyme, an aminoacyl-tRNA synthetase, is required, along with ATP. Initially, the enzyme has an active site for ATP and another for the amino acid, but it is not able to attach the tRNA. What must occur in order for the final attachment to occur?

In order to attach a particular amino acid to the tRNA molecule that will transport it, an enzyme, an aminoacyl-tRNA synthetase, is required, along...

Zinc, an essential trace element for most organisms, is present in the active site of the enzyme carboxypeptidase. The zinc most likely functions as a(n)

Zinc, an essential trace element for most organisms, is present in the active site of the enzyme carboxypeptidase. The zinc most likely functions as...

Which of the following is true of enzymes?

Which of the following is true of enzymes?  A) Nonprotein cofactors alter the substrate specificity of enzymes. B) Enzyme function is increased...

Increasing the substrate concentration in an enzymatic reaction could overcome which of the following?

Increasing the substrate concentration in an enzymatic reaction could overcome which of the following?  A) denaturization of the enzyme B)...

Mutations that result in single amino acid substitutions in an enzyme

Mutations that result in single amino acid substitutions in an enzyme  A) can have no effect on the activity or properties of the enzyme. B)...

According to the induced fit hypothesis of enzyme catalysis, which of the following is correct?

According to the induced fit hypothesis of enzyme catalysis, which of the following is correct? A) The binding of the substrate depends on the...

The active site of an enzyme is the region that

The active site of an enzyme is the region that  A) binds allosteric regulators of the enzyme. B) is involved in the catalytic reaction of...

During a laboratory experiment, you discover that an enzyme-catalyzed reaction has a ?G of -20 kcal/mol. If you double the amount of enzyme in the reaction, what will be the ?G for the new reaction?

During a laboratory experiment, you discover that an enzyme-catalyzed reaction has a ?G of -20 kcal/mol. If you double the amount of enzyme in the reaction,...

Which of the following statements regarding enzymes is true?

Which of the following statements regarding enzymes is true?  A) Enzymes increase the rate of a reaction by making the reaction more exergonic. B)...

A solution of starch at room temperature does not readily decompose to form a solution of simple sugars because

A solution of starch at room temperature does not readily decompose to form a solution of simple sugars because  A) the starch solution has...

Reactants capable of interacting to form products in a chemical reaction must first overcome a thermodynamic barrier known as the reaction's

Reactants capable of interacting to form products in a chemical reaction must first overcome a thermodynamic barrier known as the reaction's  A)...

Which of the following statements is true about enzyme-catalyzed reactions?

Which of the following statements is true about enzyme-catalyzed reactions?  A) The reaction is faster than the same reaction in the absence...

What is the difference (if any) between the structure of ATP and the structure of the precursor of the A nucleotide in RNA?

What is the difference (if any) between the structure of ATP and the structure of the precursor of the A nucleotide in RNA?  A) The sugar molecule...

A number of systems for pumping ions across membranes are powered by ATP. Such ATP-powered pumps are often called ATPases although they don't often hydrolyze ATP unless they are simultaneously transporting ions. Because small increases in calcium ions in the cytosol can trigger a number of different intracellular reactions, cells keep the cytosolic calcium concentration quite low under normal conditions, using ATP-powered calcium pumps. For example, muscle cells transport calcium from the cytosol into the membranous system called the sarcoplasmic reticulum (SR). If a resting muscle cell's cytosol has a free calcium ion concentration of 10?7 while the concentration in the SR is 10?², then how is the ATPase acting?

A number of systems for pumping ions across membranes are powered by ATP. Such ATP-powered pumps are often called ATPases although they don't often...

When ATP releases some energy, it also releases inorganic phosphate. What purpose does this serve (if any) in the cell?

When ATP releases some energy, it also releases inorganic phosphate. What purpose does this serve (if any) in the cell?  A) The phosphate...

When chemical, transport, or mechanical work is done by an organism, what happens to the heat generated?

When chemical, transport, or mechanical work is done by an organism, what happens to the heat generated?  A) It is used to power yet more cellular...

Which of the following statements is true concerning catabolic pathways?

Which of the following statements is true concerning catabolic pathways?  A) They combine molecules into more energy-rich molecules. B) They...

Which of the following is most similar in structure to ATP?

Which of the following is most similar in structure to ATP?  A) a pentose sugar B) a DNA nucleotide C) an RNA nucleotide D) an amino acid...

When 10,000 molecules of ATP are hydrolyzed to ADP and Pi in a test tube, about twice as much heat is liberated as when a cell hydrolyzes the same amount of ATP. Which of the following is the best explanation for this observation?

When 10,000 molecules of ATP are hydrolyzed to ADP and Pi in a test tube, about twice as much heat is liberated as when a cell hydrolyzes the same amount...

Why is ATP an important molecule in metabolism?

Why is ATP an important molecule in metabolism?  A) Its hydrolysis provides an input of free energy for exergonic reactions. B) It provides...

For the hydrolysis of ATP to ADP + Pi, the free energy change is -7.3 kcal/mol under standard conditions (1 M concentration of both reactants and products). In the cellular environment, however, the free energy change is about -13 kcal/mol. What can we conclude about the free energy change for the formation of ATP from ADP and Pi under cellular conditions?

For the hydrolysis of ATP to ADP + Pi, the free energy change is -7.3 kcal/mol under standard conditions (1 M concentration of both reactants and products)....

Which of the following best describes enthalpy (H)?

Which of the following best describes enthalpy (H)?  A) the total kinetic energy of a system B) the heat content of a chemical system C) the...

A chemical reaction that has a positive ?G is correctly described as

A chemical reaction that has a positive ?G is correctly described as  A) endergonic. B) endothermic. C) enthalpic. D) spontaneous. E) exothermic. Answer:...

When glucose monomers are joined together by glycosidic linkages to form a cellulose polymer, the changes in free energy, total energy, and entropy are as follows:

When glucose monomers are joined together by glycosidic linkages to form a cellulose polymer, the changes in free energy, total energy, and entropy...

Which of the following shows the correct changes in thermodynamic properties for a chemical reaction in which amino acids are linked to form a protein?

Which of the following shows the correct changes in thermodynamic properties for a chemical reaction in which amino acids are linked to form a protein?  A)...

Chemical equilibrium is relatively rare in living cells. Which of the following could be an example of a reaction at chemical equilibrium in a cell?

Chemical equilibrium is relatively rare in living cells. Which of the following could be an example of a reaction at chemical equilibrium in a cell?  A)...

Which of the following is true for all exergonic reactions?

Which of the following is true for all exergonic reactions?  A) The products have more total energy than the reactants. B) The reaction proceeds...

A system at chemical equilibrium

A system at chemical equilibrium  A) consumes energy at a steady rate. B) releases energy at a steady rate. C) consumes or releases energy,...

The mathematical expression for the change in free energy of a system is ?G =?H - T?S. Which of the following is (are) correct?

The mathematical expression for the change in free energy of a system is ?G =?H - T?S. Which of the following is (are) correct?  A) ?S is...

Which of the following is true of metabolism in its entirety in all organisms?

Which of the following is true of metabolism in its entirety in all organisms?  A) Metabolism depends on a constant supply of energy from food. B)...

Which of the following is the smallest closed system?

Which of the following is the smallest closed system?  A) a cell B) an organism C) an ecosystem D) Earth E) the universe Answer:...

Which of the following is an example of potential rather than kinetic energy?

Which of the following is an example of potential rather than kinetic energy?  A) the muscle contractions of a person mowing grass B) water...

Biological evolution of life on Earth, from simple prokaryote-like cells to large, multicellar eukaryotic organisms,

Biological evolution of life on Earth, from simple prokaryote-like cells to large, multicellar eukaryotic organisms,  A) has occurred in accordance...

Which of the following types of reactions would decrease the entropy within a cell?

Which of the following types of reactions would decrease the entropy within a cell? A) anabolic reactions B) hydrolysis C) respiration D) digestion E)...

Which of the following statements is representative of the second law of thermodynamics?

Which of the following statements is representative of the second law of thermodynamics?  A) Conversion of energy from one form to another...

Which of the following statements is a logical consequence of the second law of thermodynamics?

Which of the following statements is a logical consequence of the second law of thermodynamics?  A) If the entropy of a system increases,...

Whenever energy is transformed, there is always an increase in the

Whenever energy is transformed, there is always an increase in the  A) free energy of the system. B) free energy of the universe. C) entropy...

Living organisms increase in complexity as they grow, resulting in a decrease in the entropy of an organism. How does this relate to the second law of thermodynamics?

Living organisms increase in complexity as they grow, resulting in a decrease in the entropy of an organism. How does this relate to the second law...

For living organisms, which of the following is an important consequence of the first law of thermodynamics?

For living organisms, which of the following is an important consequence of the first law of thermodynamics?  A) The energy content of an organism...

Which of the following is a statement of the first law of thermodynamics?

Which of the following is a statement of the first law of thermodynamics?  A) Energy cannot be created or destroyed. B) The entropy of the...

Which of the following is (are) true for anabolic pathways?

Which of the following is (are) true for anabolic pathways?  A) They do not depend on enzymes. B) They are usually highly spontaneous chemical...

Which term most precisely describes the cellular process of breaking down large molecules into smaller ones?

Which term most precisely describes the cellular process of breaking down large molecules into smaller ones?  A) catalysis B) metabolism C)...

Based on the figure, which of these experimental treatments would increase the rate of sucrose transport into the cell?

Based on the figure, which of these experimental treatments would increase the rate of sucrose transport into the cell?  A) decreasing extracellular...

Which of the following processes includes all others?

Which of the following processes includes all others?  A) osmosis B) diffusion of a solute across a membrane C) facilitated diffusion D) passive...

Which of the following factors would tend to increase membrane fluidity?

Which of the following factors would tend to increase membrane fluidity?  A) a greater proportion of unsaturated phospholipids B) a greater...

According to the fluid mosaic model of membrane structure, proteins of the membrane are mostly

According to the fluid mosaic model of membrane structure, proteins of the membrane are mostly A) spread in a continuous layer over the inner and...

In what way do the membranes of a eukaryotic cell vary?

In what way do the membranes of a eukaryotic cell vary?  A) Phospholipids are found only in certain membranes. B) Certain proteins are unique...