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N a m e : AEB 3341 Selling Strategically Exam #1 October 12, 2004 (Yellow Copy) This examination consists a grand total of 100 points split up into four parts. Part I consists of matching questions and is worth 10 points . Part II consists of true and false questions and is worth 10 points . Part III consists of multiple-choice questions and is worth 20 points . Part IV consists of short answer/essay questions and is worth 60 points . Please take note of the following: 1) Place your name on this first page only. Please do NOT put your name on any other page of this examination. This will help us to remain more objective when grading your exam. 2) Make sure you answer all the questions. Partial credit will be awarded when appropriate and guessing on true-false, multiple choice, and matching sections at least gives you the chance for credit as opposed to leaving the question blank, which gives you no chance for credit. If you are not sure about a true-false, or multiple choice question, write what you were thinking next to the question and you may be able to talk your way into points. 3) Be sure to turn in the entire examination once you are finished. Your test copy will be returned to you once it has been graded. 4) There are a total of 9 pages after this cover page. Please verify that this exam copy is complete. If you turn in an incomplete exam, you will not receive credit for the missing pages. 5) The terms discuss and explain require more then just identification or listing in order to receive full credit. 6) Good luck!!! "I understand that the University of Florida expects its students to be honest in all their academic work. I agree to adhere to this commitment to academic honesty and understand that my failure to comply with this commitment may result in disciplinary action up to and including expulsion from the University." Your signature below verifies that you have neither given nor received any help during this examination from any source. It also verifies that you have read and understand the aforementioned statement regarding academic honesty at the University of Florida. Please report any suspected academic violations to your instructor. Signature: U F I D : AEB 3341 Exam 1 Fall 2004 page 1 of 9 PART I: MATCHING (10 points). Match the term on the right with the phrase on the left that best describes the concept in the left hand column and enter the associated letter in the proper blank provided. 1. Reciprocity 2. Kick back 3. Late Majority 4. Non-compete clause 5. FOB Delivered 6. Deception 7. Agent 8. Salesperson as demonstrator 9. Planner 10. Facilitator A) Ownership of the product belongs to the buyer when the product is in the buyers warehouse B) Afraid of debt. ... View Full Document

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