Exam 2 S08 - Name: AEB 3341 Selling Strategically Exam #2...

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AEB 3341 Exam #2 – Spring 2008 – Page 1 of 11 N a m e : AEB 3341 Selling Strategically Exam #2 Spring 2008 Thursday March 6, 2008 (White Copy TEST FORM CODE A) This examination consists of a grand total of 100 points divided into three 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 short answer/essay questions and is worth 70 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 11 pages after 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 than 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 2008 – Page 2 of 11 PART I: TRUE-FALSE QUESTIONS (10 points). Please circle either T (for true) or F (for false). Be sure to darken the correct circle on the scantron sheet. Mark both this sheet and the scantron. Use Test Form Code A. Mark questions 1 through 10. T1 F2 1. An effective contingency sales call objective could specify a sale. T1 F2 2. Sending articles to a prospect is known as “Selling the Appointment.” T1 F2 3. “Selling the appointment” is part of prospecting. T1 F2 4. For the sales project (the sales call strategy worksheet), we expect you to show a detailed value analysis table as part of a selling point under item 1 of the worksheet. T1
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This note was uploaded on 09/23/2009 for the course AEB 3341 taught by Professor Wysocki during the Spring '04 term at University of Florida.

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Exam 2 S08 - Name: AEB 3341 Selling Strategically Exam #2...

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