FirstPractice_2008_v2_1 - AEM220 Introduction to Business...

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AEM220 Spring 2008 Introduction to Business Management Pedro David Pérez Practice Prelim #1 FORM A 1. This exam is composed of 100 questions, a mixture of multiple choice, matching, and true/false questions. You will have exactly 90 minutes to complete the exam. Please allocate your time accordingly. 2. Make sure you leave yourself enough time at the end to have the bubble sheet completely filled out before time is called. No additional time will be allocated for this activity. 3. If you have questions about anything, do not hesitate to ask. Just raise your hand and we will come to your seat. 4. After you have completed your exam , print your name in the space below, sign and date the Honor Code. GOOD LUCK!!! Name (please print) _______________________________________________________ Student ID Number _____________________________ Honor Code : I affirm that I have abided by the guidelines set forth in the Cornell University Code of Conduct: Signature ________________________________________________________________ Date ________________________________
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PART ONE. Please match the following concepts to the construct they belong to. (NOTE: Each construct can have multiple concepts matched to it). The constructs are: a. Phases of the buying process b. Promotion mix c. Sources of Technology d. Steps of the personal selling process e. Total Quality Management 1. Acquisition 2. Advertising 3. Answer objections 4. Approach 5. Benchmarking 6. Close the sale 7. Continuous improvement 8. Contract out 9. Employee empowerment 10. Evaluate Alternatives 11. Follow up 12. Information Search 14. Joint Ventures 15. Just in time 16. Knowledge of tools 17. Licensing 18. Make presentation 19. Make Purchase Decision 20. Personal selling 21. Post-purchase Evaluation 22. Pre-approach 23. Prospect and qualify 24. Public relations 25. Recognize Problem 26. Sales incentives
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PART II. Answer the following questions. Match the steps of the management cycle with their definitions 27. Planning 28. Organizing 29. Leading 30. Controlling a. Allocating resources, assigning tasks, and establishing procedures for accomplishing the organizational objectives b. Checking to determine whether or not an organization is progressing towards its objectives, and taking corrective action if it is not c. Creating a vision for others to follow and promoting greater effectiveness and efficiency in the organization d. Setting the organizational vision, goals and objectives Match the following components of the Career Development extra credit assignment with the phase of the Career Development Process they address [Note: You can use answers A, B, C once, more than once, or not at all] 31. Confusion 32. Exploration 33. Crystallization 34. Specification 35. Implementation a. Scheduling a career counseling appointment to discuss your career plans b. Meet with a Cornell Career Services staff member to discuss strategy and resources for your summer job search c. Meet with a Cornell Career Services staff member to discuss strategy and resources for
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FirstPractice_2008_v2_1 - AEM220 Introduction to Business...

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