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 Karen using?

A) Networking
B) Endless chain
C) Cold canvassing
D) Center of influence
E) Observation








Answer: D

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 clubs are typically developed and maintained by Better Business Bureaus in order to maintain high ethical standards within a community.
C) Sales lead clubs only invite successful salespeople in a given industry.
D) Sales lead clubs are only useful in industries where there is a high turnover in sales personnel.
E) Sales lead clubs should be made up of salespeople who sell in related but noncompetitive fields.







Answer: E

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 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.

A) sales lead club
B) endless chain referral
C) parallel canvassing
D) center of influence
E) cold canvassing








Answer: B

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 moms. Which of the following prospecting techniques best describes the method Amy used?

A) MAD
B) Endless chain referral
C) Cold canvassing
D) Center of influence
E) Networking








Answer: C

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) stakeholder.
E) suspect.






Answer: A

"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. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion.









Answer: A

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. temporal-based suggestion
E. indirect suggestion





Answer: A

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. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion.








Answer: D

____ 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. Autosuggestion
E. Ideal-self suggestion








Answer: 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 most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

A. Product
B. Customer benefit
C. Premium
D. Demonstration
E. Complimentary







Answer: B

"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 young couple planning their honeymoon trip to Europe. What kind of an approach was the travel agent using? 

A. Product
B. Customer benefit
C. Premium
D. Demonstration
E. Complimentary









Answer: B

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: D

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 consumers and industrial buyers. They would use _______ advertising because it has the greatest reach.

a) national
b) trade
c) corporate
d) retail
e) relationship








Answer: A

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) its production facilities
e) all of the above







Answer: E

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) net profit
c) gross profit
d) markup
e) price









Answer: E

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 info system
e) spreadheet







Answer: D

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 of those products with the highest prices
d) a determination of the best product for the money
e) none of these









Answer: D

_____ 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 siting
e) shelf facing







Answer: A

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) noncumulative quantity
c) consumer
d) trade
e) cumulative quantity





Answer: A

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 for internet access
c) is a term used to describe the process of accessing the Internet
d) is the term for creating links between websites
e) refers to participation in online chat rooms







Answer: A

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 confidence in the individual salesperson
d) build relationships with their customers
e) all of the above










Answer: E

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 company but also the customer.
b) Periodic sales training is intended to keep salespeople humble and aware of their short-comings.
c) Sales training ends when the salesperson has received the designation of "master sales rep."
d) An understanding of sales training is only gained through the company's formal training program.
e) Sales training ends when the salesperson beings selling.







Answer: A

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) to monitor their accounts more efficiently
c) to create permanent lead files
d) to help develop more persuasive presentations
e) to help territory management










Answer: A

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) can assign relative priorities to items listed in it
d) automatically check for time conflicts
e) all of the above







Answer: E

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) increase cooperation from middlemen
d) develop leads
e) all of the above








Answer: E

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) get customers to come into the retail store
e) all of the above








Answer: E

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) sales promotion
e) publicity









Answer: C

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 listening








Answer: C

________ 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) decoding
c) message-casting
d) persuasion
e) explanation








Answer: A

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 the buyers responses
d) remember how important empathy is
e) ask questions to encourage feedback








Answer: B

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 message
c) slow up or change planned presentation
d) project acceptance signals
e) any or all of the above







Answer: E

_______ 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) message allegation







Answer: A

_______ 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: E

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: D

_______ 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) persuasion









Answer: 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) vocal
c) decoding
d) deceptive
e) sales-operatory










Answer: 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 message
b) source context
c) decoding
d) the medium
e) encoding








Answer: A

_____ 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: E

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) appearance
d) body movements
e) ethical similarity









Answer: E

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) noise







Answer: 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 be
b) less need there is for listening
c) greater the need for a demonstration to close the deal
d) more selling pressure needed to close the deal
e) less the need for an organized sales presentation









Answer: A

______ 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) empathy
e) communication receptiveness









Answer: 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 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.

a) selective questioning
b) selective encoding
c) problem solving
d) benefitizing
e) probing







Answer: E

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 proof statements
d) continued enthusiasm toward their work
e) all of the above







Answer: E

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 listening process.
c) You should listen closely to everything you hear.
d) Effective listening is vital to success in selling.
e) Listening refers to the process of trying to detect sounds.










Answer: D

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: B

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 medium selection
d) the communication process
e) the encoding process










Answer: B

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 buyer receives from the use of the product
d) any physical characteristic of a product








Answer: A

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) advantage
c) market property
d) feature
e) segmentation variable

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 objection
d) immediately after closing the sale







Answer: C

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 the shape of the enzyme's active site
C) by changing the free energy change of the reaction
D) by acting as a coenzyme for the reaction
E) by decreasing the activation energy of the reaction






Answer: B

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) removal of amine groups from your proteins
C) change in the tertiary structure of your enzymes
D) removal of the amino acids in active sites of your enzymes
E) binding of your enzymes to inappropriate substrates





Answer: C

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 membrane as integral membrane proteins or peripheral membrane proteins. What purpose may be served by their plasma membrane localization? 

A) ATP is more abundant near the plasma membrane.
B) They can more readily encounter and phosphorylate other membrane proteins.
C) Membrane localization lowers the activation energy of the phosphorylation reaction.
D) They flip back and forth across the membrane to access target proteins on either side.
E) They require phospholipids as a cofactor.







Answer: B

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 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? 

A) in or near the active site
B) at an allosteric site
C) at a cofactor binding site
D) in regions of the protein that determine packaging into the virus capsid
E) such mutations could occur anywhere with equal probability






Answer: A

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 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? 

A) The ATP must first have to attach to the tRNA.
B) The binding of the first two molecules must cause a 3-D change that opens another active site on the enzyme.
C) The ATP must be hydrolyzed to allow the amino acid to bind to the synthetase.
D) The tRNA molecule must have to alter its shape in order to be able to fit into the active site with the other two molecules.
E) The 3' end of the tRNA must have to be cleaved before it can have an attached amino acid.





Answer: B

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 a(n) 

A) competitive inhibitor of the enzyme.
B) noncompetitive inhibitor of the enzyme.
C) allosteric activator of the enzyme.
D) cofactor necessary for enzyme activity.
E) coenzyme derived from a vitamin.








Answer: D

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 if the 3-D structure or conformation of an enzyme is altered.
C) Enzyme function is independent of physical and chemical environmental factors such as pH and temperature.
D) Enzymes increase the rate of chemical reaction by lowering activation energy barriers.
E) Enzymes increase the rate of chemical reaction by providing activation energy to the substrate.






Answer: D

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) allosteric inhibition
C) competitive inhibition
D) saturation of the enzyme activity
E) insufficient cofactors



Answer: C

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) will almost always destroy the activity of the enzyme.
C) will often cause a change in the substrate specificity of the enzyme.
D) may affect the physicochemical properties of the enzyme such as its optimal temperature and pH.
E) may, in rare cases, cause the enzyme to run reactions in reverse.





Answer: D

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 shape of the active site.
B) Some enzymes change their structure when activators bind to the enzyme.
C) A competitive inhibitor can outcompete the substrate for the active site.
D) The binding of the substrate changes the shape of the enzyme's active site.
E) The active site creates a microenvironment ideal for the reaction.






Answer: D

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 the enzyme.
C) binds noncompetitive inhibitors of the enzyme.
D) is inhibited by the presence of a coenzyme or a cofactor.







Answer: B

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, what will be the ?G for the new reaction? 

A) -40 kcal/mol
B) -20 kcal/mol
C) 0 kcal/mol
D) +20 kcal/mol
E) +40 kcal/mol





Answer: B

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) Enzymes increase the rate of a reaction by lowering the activation energy barrier.
C) Enzymes increase the rate of a reaction by reducing the rate of reverse reactions.
D) Enzymes change the equilibrium point of the reactions they catalyze.
E) Enzymes make the rate of a reaction independent of substrate concentrations.





Answer: 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 less free energy than the sugar solution.
B) the hydrolysis of starch to sugar is endergonic.
C) the activation energy barrier for this reaction cannot be surmounted.
D) starch cannot be hydrolyzed in the presence of so much water.
E) starch hydrolysis is nonspontaneous.






Answer: C

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) entropy.
B) activation energy.
C) endothermic level.
D) equilibrium point.
E) free-energy content.






Answer: B

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 of the enzyme.
B) The free energy change of the reaction is opposite from the reaction that occurs in the absence of the enzyme.
C) The reaction always goes in the direction toward chemical equilibrium.
D) Enzyme-catalyzed reactions require energy to activate the enzyme.
E) Enzyme-catalyzed reactions release more free energy than noncatalyzed reactions.






Answer: A

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 is different.
B) The nitrogen-containing base is different.
C) The number of phosphates is three instead of one.
D) The number of phosphates is three instead of two.
E) There is no difference.






Answer: E

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 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) ATPase activity must be powering an inflow of calcium from the outside of the cell into the SR.
B) ATPase activity must be transferring Pi to the SR to enable this to occur.
C) ATPase activity must be pumping calcium from the cytosol to the SR against the concentration gradient.
D) ATPase activity must be opening a channel for the calcium ions to diffuse back into the SR along the concentration gradient.
E) ATPase activity must be routing calcium ions from the SR to the cytosol, and then to the cell's environment.





Answer: C

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 is released as an excretory waste.
B) The phosphate can only be used to regenerate more ATP.
C) The phosphate can be added to water and excreted as a liquid.
D) The phosphate may be incorporated into any molecule that contains phosphate.
E) It enters the nucleus to affect gene expression.





Answer: D

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 work.
B) It is used to store energy as more ATP.
C) It is used to generate ADP from nucleotide precursors.
D) It is lost to the environment.
E) It is transported to specific organs such as the brain.







Answer: D

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 supply energy, primarily in the form of ATP, for the cell's work.
C) They are endergonic.
D) They are spontaneous and do not need enzyme catalysis.
E) They build up complex molecules such as protein from simpler compounds.






Answer: B

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 with three phosphate groups attached
E) a phospholipid





Answer: C

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 of ATP. Which of the following is the best explanation for this observation? 

A) Cells are open systems, but a test tube is a closed system.
B) Cells are less efficient at heat production than nonliving systems.
C) The hydrolysis of ATP in a cell produces different chemical products than does the reaction in a test tube.
D) The reaction in cells must be catalyzed by enzymes, but the reaction in a test tube does not need enzymes.
E) Reactant and product concentrations in the test tube are different from those in the cell.






Answer: E

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 energy coupling between exergonic and endergonic reactions.
C) Its terminal phosphate group contains a strong covalent bond that, when hydrolyzed, releases free energy.
D) Its terminal phosphate bond has higher energy than the other two.
E) It is one of the four building blocks for DNA synthesis.







Answer: B

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). 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? 

A) It is +7.3 kcal/mol.
B) It is less than +7.3 kcal/mol.
C) It is about +13 kcal/mol.
D) It is greater than +13 kcal/mol.
E) The information given is insufficient to deduce the free energy change.






Answer: C

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 system's entropy
D) the cell's energy equilibrium
E) the condition of a cell that is not able to react







Answer: B

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: A

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 are as follows: 

A) +?G, +?H, +?S.
B) +?G, +?H, -?S.
C) +?G, -?H, -?S.
D) -?G, +?H, +?S.
E) -?G, -?H, -?S.






Answer: B

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) +?H, +?S, +?G
B) +?H, -?S, -?G
C) +?H, -?S, +?G
D) -?H, -?S, +?G
E) -?H, +?S, +?G






Answer: C

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) a reaction in which the free energy at equilibrium is higher than the energy content at any point away from equilibrium
B) a chemical reaction in which the entropy change in the reaction is just balanced by an opposite entropy change in the cell's surroundings
C) an endergonic reaction in an active metabolic pathway where the energy for that reaction is supplied only by heat from the environment
D) a chemical reaction in which both the reactants and products are not being produced or used in any active metabolic pathway
E) no possibility of having chemical equilibrium in any living cell






Answer: D

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 with a net release of free energy.
C) The reaction goes only in a forward direction: all reactants will be converted to products, but no products will be converted to reactants.
D) A net input of energy from the surroundings is required for the reactions to proceed.
E) The reactions are rapid.






Answer: B

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, depending on whether it is exergonic or endergonic.
D) has zero kinetic energy.
E) can do no work.







Answer: E

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 the change in enthalpy, a measure of randomness.
B) ?H is the change in entropy, the energy available to do work.
C) ?G is the change in free energy.
D) T is the temperature in degrees Celsius.







Answer: C

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) Metabolism depends on an organism's adequate hydration.
C) Metabolism uses all of an organism's resources.
D) Metabolism consists of all the energy transformation reactions in an organism.
E) Metabolism manages the increase of entropy in an organism.







Answer: D

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: E

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 rushing over Niagara Falls
C) light flashes emitted by a firefly
D) a molecule of glucose
E) the flight of an insect foraging for food







Answer: D

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 with the laws of thermodynamics.
B) has caused an increase in the entropy of the planet.
C) has been made possible by expending Earth's energy resources.
D) has occurred in accordance with the laws of thermodynamics, by expending Earth's energy resources and causing an increase in the entropy of the planet.
E) violates the laws of thermodynamics because Earth is a closed system.






Answer: A

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) catabolic reactions






Answer: A

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 is always accompanied by some gain of free energy.
B) Heat represents a form of energy that can be used by most organisms to do work.
C) Without an input of energy, organisms would tend toward decreasing entropy.
D) Cells require a constant input of energy to maintain their high level of organization.
E) Every energy transformation by a cell decreases the entropy of the universe.






Answer: D

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, there must be a corresponding decrease in the entropy of the universe.
B) If there is an increase in the energy of a system, there must be a corresponding decrease in the energy of the rest of the universe.
C) Every energy transfer requires activation energy from the environment.
D) Every chemical reaction must increase the total entropy of the universe.
E) Energy can be transferred or transformed, but it cannot be created or destroyed.







Answer: D

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 of the system.
D) entropy of the universe.
E) enthalpy of the universe.







Answer: D

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 of thermodynamics? 

A) Living organisms do not obey the second law of thermodynamics, which states that entropy must increase with time.
B) Life obeys the second law of thermodynamics because the decrease in entropy as the organism grows is exactly balanced by an increase in the entropy of the universe.
C) Living organisms do not follow the laws of thermodynamics.
D) As a consequence of growing, organisms cause a greater increase in entropy in their environment than the decrease in entropy associated with their growth.
E) Living organisms are able to transform energy into entropy.







Answer: D

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 is constant.
B) The organism ultimately must obtain all of the necessary energy for life from its environment.
C) The entropy of an organism decreases with time as the organism grows in complexity.
D) Organisms grow by converting energy into organic matter.
E) Life does not obey the first law of thermodynamics.





Answer: B

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 universe is decreasing.
C) The entropy of the universe is constant.
D) Kinetic energy is stored energy that results from the specific arrangement of matter.
E) Energy cannot be transferred or transformed.






Answer: A

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 reactions.
C) They consume energy to build up polymers from monomers.
D) They release energy as they degrade polymers to monomers.
E) They consume energy to decrease the entropy of the organism and its environment.







Answer: C

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) anabolism
D) dehydration
E) catabolism




Answer: E

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 sucrose concentration
B) decreasing extracellular pH
C) decreasing cytoplasmic pH
D) adding an inhibitor that blocks the regeneration of ATP
E) adding a substance that makes the membrane more permeable to hydrogen ions




Answer: B

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 transport
E) transport of an ion down its electrochemical gradient






Answer: D

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 proportion of saturated phospholipids
C) a lower temperature
D) a relatively high protein content in the membrane
E) a greater proportion of relatively large glycolipids compared with lipids having smaller molecular masses







Answer: A

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 outer surfaces of the membrane.
B) confined to the hydrophobic interior of the membrane.
C) embedded in a lipid bilayer.
D) randomly oriented in the membrane, with no fixed inside-outside polarity.
E) free to depart from the fluid membrane and dissolve in the surrounding solution.






Answer: C

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 to each membrane.
C) Only certain membranes of the cell are selectively permeable.
D) Only certain membranes are constructed from amphipathic molecules.
E) Some membranes have hydrophobic surfaces exposed to the cytoplasm, while others have hydrophilic surfaces facing the cytoplasm.






Answer: B