Exam 2 S05 - Name AEB 3341 Selling Strategically Exam#2...

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AEB 3341 Exam #2 – Spring 2005 – Page 1 of 10 N a m e : AEB 3341 Selling Strategically Exam #2 Spring 2005 Thursday April 7, 2005 (Yellow Copy) This examination consists of a grand total of 100 points divided into four parts. Part I consists of true and false questions and is worth 10 points . Part II consists of multiple-choice questions and is worth 20 points . Part III consists of matching questions and is worth 10 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 place your name on any other page of this examination. This allows the instructor more objectivity when grading. 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. 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 10 pages including this cover page. Please verify that this exam copy is complete. Please note that in a effort to save paper, the exam is on both sides 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, understand, and agree to comply with the aforementioned conditions of the examination as well as the above statement regarding academic honesty at the University of Florida. Please report any suspected academic violations to your instructor. Signature: U F I D :
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AEB 3341 Exam #2 – Spring 2005 – Page 2 of 10 PART I: TRUE-FALSE QUESTIONS (10 points). Please circle either T (for true) or F (for false). T F 1. Using the “alternative product” strategy method of handling allows the customer to agree at some level with the voiced objection. T F 2. “Selling price” is not acceptable in AEB 3341 Selling Strategically. T F 3. The purpose of the “denial category” of handling objections is to place the objective in the proper perspective or relevance. T F 4. A “trial close” is an acceptable way to assess whether or not a prospect is ready to buy. T
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Exam 2 S05 - Name AEB 3341 Selling Strategically Exam#2...

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