Input: [1] data attributes contain calendar dates stored in a special format known as the _ data format [2]

Output: julian


Input: [1] _ data can have only a true or false (yes/no) condition [2]

Output: logical


Input: [1] no data entry at all is known as a _ [2]


Input: [1] referential _ means that if the foreign key contains a value, that value refers to an existing valid tuple in another relation [2]

Output: integrity


Input: [1] a _ key is defined as a key that is used strictly for data retrieval purposes [2]

Output: secondary


Input: [1] a _ key is a minimal (irreducible) superkey [2]

Output: candidate


Input: [1] the _ constraint can be placed on a column to ensure that every row in the table has a value for that column [2]

Output: NOT NULL


Input: [1] _ yields only the rows that appear in both tables [2]

Output: INTERSECT


Input: [1] _ yields a vertical subset of a table [2]

Output: PROJECT


Input: [1] a _ join links tables by selecting only the rows with common values in their common attributes [2]

Output: natural


Input: [1] in an outer join, the matched pairs would be retained, and any unmatched values in the other table would be left _ [2]


Input: [1] the _ is actually a system-created database whose tables store the user/designer-created database characteristics and contents [2]

Output: system catalog


Input: [1] in a database context, a _ indicates the use of different names to describe the same attribute [2]

Output: synonym


Input: [1] _ relational type is the "relational ideal" [2]

Output: 1:M


Input: [1] since it is used to link the tables that originally were related in a M:N relationship, the composite entity structure includes - as foreign keys- at least the _ keys of the tables that are to be linked [2]

Output: primary


Input: [Objectives cannot be met] 1. Corrective action 2. preventative action 3. defect repair 4. requested changes

Output: Change Requests encompass what items?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Tight Matrix or Co-location

Output: Concept of locating the offices for the project team in the same room is called?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] The sponsor

Output: Financial resources to the project are provided by whom?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Most common 2. Team members complete work of project in addition to their own; 3. Grouped by Functional Area (Silo) 4. Occur within a single department

Output: Functional organization can be described as…?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. easier mgmnt of specialists 2. only one supervisor 3. similar resources are centralized / grouped 4. defined work paths

Output: Functional organizations have what advantages?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. more emphasis on daily job, not project 2. no career path in PM 3. PM has little or no authority

Output: Functional organizations have what disadvantages?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] To department head first then to the other department head

Output: functional orgs: Communication flow on functional orgs

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Shared ownership 2. deliverable acceptance 3. satisfaction

Output: Involving customer and stakeholders during initiation generally improves...

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. maximizes strengths of functional and matrix 2. two bosses 3. PM & functional mgr 4. Comm. goes from team member to each boss

Output: Matrix organization can be described as…?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Strong Matrix - power rests with PM 2. Weak matrix - power rests with Functional Mgr 3. Balanced Matrix - power is equal between PM and Functional Mgr

Output: Matrix organization have three types, describe them?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Highly visible project objectives 2. improved PM control over resources 3. more support from functional areas 4. max usage of scare resources 5. better coordination 6. better horizontal and vertical dissemination of info 7. team members have a

Output: Matrixed organizations have what advantages?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. extra administration 2. more than one boss 3. more complex to monitor and ctrl 4. tougher problems with resource allocation 5. need extensive policies and procedures 6. Functional Mgrs may have different priorities than PM 7. higher potential

Output: Matrixed organizations have what disadvantages?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Initiating 2. planning process groups

Output: Objectives are determined in the _______________ and refined in ______________.

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. contained in the project charter 2. project complete when objectives are met 3. reason to terminate project is that objectives cannot be met 4. PMs role to accomplish objectives 5. there are trade-offs between requirements and objectives

Output: Objectives can be described as...?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Risks 2. stakeholder influence

Output: Objectives could be adversely affected by what?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Organizational Project Management Maturity Model, PMIs organizational maturity model that examines enterprise pm process capabilities

Output: OPM3 is defined as...?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Functional 2. Projectized 3. Matrix: A. strong matrix, B. weak matrix C. Balanced matrix

Output: Organizations fall under what three types?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. End of Project Phase 2. Also known as Kill Points

Output: Point where project effort is reassessed to change or terminate the project is called what?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Collection of projects or programs grouped to facilitate managements to meet strategic goals.

Output: Portfolio is defined as...?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Centralized management of one or more portfolios, which includes identifying, prioritizing, authoring, managing and controlling projects, programs and other related work, to achieve specific strategic business objectives.

Output: Portfolio management is defined as...?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Yes

Output: If the strategic goals of the business change, would Scope change as well?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Accomplish project objectives

Output: Primary role of the Project Manager is…?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Conception 2. growth, 3. maturity, 4. decline and 5. withdrawal. 6. Usually spawns multiple projects.

Output: Product Life Cycle has what stages (5)?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Generally sequential, non-overlapping phases 2. Last phase is generally it's final 3. a Project Lifecycle is contained within one or more product life cycles

Output: Product Life Cycle is defined as…?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Resources 2. deliverables 3. knowledge

Output: Product life cycle: What transfers between project and operations at several points of product life cycle.

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Always has projects within its structure 2. Success is measured by the degree to which the project satisfies the needs for which it was undertaken 3. The Scope of a program has a larger scope than projects and provides more significant benefits.

Output: Program can be described as having what attributes?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Allows project management team to manage to a greater level of detail as the project evolves.

Output: Progressive elaboration of project management plan has what benefit?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. similar to expediter, but has some power 2. has some authority and reports to higher level of manager

Output: Project Coordinator can be described as…?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. acts as staff asst and comm. coordinator2. cannot personally make or enforce decisions 3. do not evaluate changes, impacts 4. Implement other's requests

Output: Project Expediter can be described as…?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Starting the project 2. Organizaing 3. Carrying out the proejct work 4. Closing the project (SOCC)

Output: Project Life Cycle characteristics / stages are what (4)?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Life Cycle Approach - project life cycle for what you need to complete the work 2. Project Management Methodology / process for managing the project; Many different type , depending on industry; Covers control and deliverables

Output: Project Life Cycle methodologies are what (2)?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Provides policies, methodologies, templates 2.Provides coaching, mentoring, training and oversight 3. Provides PMs for different projects 4. Manage shared resources across projects 5. Makes recommendations or terminates projects to keep business objectives consistent 6. Coordinates communication across projects 7. Defines success of the portfolio in terms of aggregate performance of its components

Output: Project Management Office provides what?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Understanding project environment 2. identify and understand stakeholders, their influence and manage their expectations 3. Reasons of doing the project 4. Strategic plan of the performing organization

Output: Project manager should have what key areas of expertise and knowledge?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Completion and approval of one or more major deliverables 2. Usually sequential, not necessarily 3. Logical project subset to ease management, planning and control.

Output: Project Phase is characterized by…?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] The customer

Output: Project results are used by whom?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Project

Output: Project: Success of the ________ is measured by product and project quality, timeliness, budget compliance, and degree of customer satisfaction.

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Entire company organized by projects 2. PM has control 3. Employee report to PM 4. No Home 5. Team members complete work of project only 6. Comm. only within the project

Output: Projectized organization can be described as…?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. efficient proj organization 2. loyalty to project 3. more effective communications

Output: Projectized organizations have what advantages?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. no home 2. lack of professionalism in disciplines 3. duplication of facilities and job functions 4. less efficient use of resources

Output: Projectized organizations have what disadvantages?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Only within the project

Output: Projectized organizations communication flow is how?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Project objectives 2. requirements

Output: Projects often require tradeoffs between…?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Status/Performance report 2. Change requests that may have impacts on other projects, programs or portfolios.

Output: Projects provide the Program or Portfolio they are part of what information?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Ensure the project meets its objectives.

Output: Quality activities are to do what?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] To enhance opportunities and reduce threats to project objectives.

Output: Risk process group is to do what?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Risk response owner 2. Change management and approval 3. Creation of lessons learned

Output: Stakeholders have what role in project work?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Finalized requirements 2. project or project phase closing

Output: Stakeholders sign off on?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Needs and techniques of communication among them

Output: Project management plan includes what information on Stakeholders?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Identify all of them early in the project 2. Determine their requirements and expectations 3. Communicate with them 4. Manage their influence 5. Use them as experts

Output: Stakeholders: What are some of the actions that must be taken with stakeholders?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Anyone whose interests are affected positively or negatively by the project, or that can exert influence over the project. Can be identified throughout the project but an effort to be identified in early stages of the project should be made.

Output: Stakeholders: Who are the project stakeholders?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Project Manager.

Output: Strong Matrix Org: Who holds more power in a Strong Matrix Org?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Locating offices for the project team in the same building

Output: Tight matrix can be described as…?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Functional Manager

Output: Weak Matrix Org: Who holds more power in a Weak Matrix Org?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Initiating, Planning, Executing, Monitoring and Controlling and Closing (IPEMCC)

Output: What are the Project Management Process Groups?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Analyze and identify impacts of the changes through integrated change control process.

Output: What is a PM's responsibility in regards to communicating changes to stakeholders?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] When objectives are met.

Output: When a project is considered completed?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] No, manufacturing is generally a process not project

Output: Would a Manufacturing Stage be part of a project?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] 1. Low at start of project 2. Peaks during project 3. Drops rapidly at close of project

Output: Cost and staffing levels through the project life cycle can be described as...?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] The start of project

Output: Stakeholder influences, risk, and uncertainty are high during what part of the project life cycle?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] At the start of the project

Output: Ability to influnce the final characteristics of the project's product without impacting cost are highest when?

02 Project Management Framework Flashcards - Cram.com


Input: [Objectives cannot be met] Approaching the close of the project

Output: Cost of errors and correcting mistakes increases when?

02 Project Management Framework Flashcards - Cram.com


Input: [1] Archaic [2]

Output: Referring to words and language that were once common but are now rarely used/old words

Vocab. List 1.1-Aspects of Language Foreign Language Flashcards - Cram.com


Input: [1] Argot [2]

Output: The informal vocab. used by a particular class or group

Vocab. List 1.1-Aspects of Language Foreign Language Flashcards - Cram.com


Input: [1] Connotation [2]

Output: The mental connections or associations suggested by a word that go beyond its literal meaning or its dictionary definition. Ex. Crowd, mob

Vocab. List 1.1-Aspects of Language Foreign Language Flashcards - Cram.com


Input: [1] Denotation [2]

Output: The exact meaning of a word

Vocab. List 1.1-Aspects of Language Foreign Language Flashcards - Cram.com


Input: [1] Idiom [2]

Output: An expression having a special meaning that is not clear from the usual meaning of the individual words in the expression. "A little bird told me"

Vocab. List 1.1-Aspects of Language Foreign Language Flashcards - Cram.com


Input: [1] Jargon [2]

Output: The specialized technical vocab. used by people in the same profession or field

Vocab. List 1.1-Aspects of Language Foreign Language Flashcards - Cram.com


Input: [1] Semnantics [2]

Output: The study of historical changes in the meanings of words

Vocab. List 1.1-Aspects of Language Foreign Language Flashcards - Cram.com


Input: [1] Slang [2]

Output: Highly informal language that occurs most often in casual conversation

Vocab. List 1.1-Aspects of Language Foreign Language Flashcards - Cram.com


Input: [1] Standard [2]

Output: Conforming to established usage in speech or writing. Measure performance against the standaed SOL

Vocab. List 1.1-Aspects of Language Foreign Language Flashcards - Cram.com


Input: [1] Vernacular [2]

Output: The normal spoken language of a country or region as distinct from the literal or learned language; everyday speech

Vocab. List 1.1-Aspects of Language Foreign Language Flashcards - Cram.com


Input: [2] a naturally formed inorganic solid composed of an ordered array of atoms chemically bonded to form a particular crystalline structure [1]

Output: mineral


Input: [2] a mineral deposit containing valuable metals that can be economically extracted from the ground to yield a profit [1]

Output: ore


Input: [2] the growth of a solid from a material whose constituent atoms can come together in the proper chemical proportions and geometric arrangments Crystallization starts with the formation of tiny, microscopic crystals. As time goes on, more and more atoms bond to the tiny crystal, making it grow [1]

Output: crystallization


Input: [2] molten rock in the earths interior [1]

Output: magma


Input: [2] formed by the precipitaions of minerals from water on the earths surface [1]

Output: chemical sediments


Input: [2] the outward expression of the orderly internal arrangements of atoms in a crystal [1]

Output: crystal form


Input: [2] two or more minerals that contain the same elements in the same proportion but have dif. crystal structures [1]

Output: polymorphs


Input: [2] A ranking of th hardness of minerals [1]

Output: Mohs scale of hardness


Input: [2] the tendency of a mineral to break along planes of weakness [1]

Output: Cleavage


Input: [2] a break that does not occur along a plane of weakness [1]

Output: Fracture


Input: [2] the ratio b/t the weight of a substance and the wieght of an equal volume of water [1]

Output: Specific gravity


Input: [2] mica and quartz [1]

Output: A mineral that is a silicate


Input: [2] lower melting points [1]

Output: The 1st minerals to melt are those w/


Input: [2] silicates, carbonates, oxides, sulfides and sulfates [1]

Output: Five mineral groups


Input: [2] hot underground water in cracks of rocks [1]

Output: Hydrothermal minerals form from


Input: [2] the way a mineral reflects light [1]

Output: Luster


Input: [2] is the splitting of light into 2 rays-do you see double [1]

Output: Birefringence


Input: [2] magma solutions and water solutions [1]

Output: Minerals crystallize from


Input: [2] conversion of sediments to rock [1]

Output: Lithification


Input: [2] sediments coming to a rest [1]

Output: deposition


Input: [2] horizontal layering of sediments [1]

Output: sedimentation


Input: [2] transporting of sediments by water, wind or ice [1]

Output: erosion


Input: [2] carbonates and evaporites [1]

Output: 2 types of chemical sediments


Input: [2] crystallization in a water solution as the water drips over rocks [1]

Output: carbonates


Input: [2] As the water evaporates away, the minerals crystallize [1]

Output: evaporites


Input: [2] it is able to scratch things that are less hard [1]

Output: hardness


Input: [2] Chemical impurities in minerals give them their color [1]

Output: color


Input: [2] formed by the cooling and crystillization of magma [1]

Output: Igneous rocks


Input: [2] Rocks formed from the accumulation of weathered material (sediments) carried by water wind or ice [1]

Output: Sedimentary Rocks


Input: [2] formed from pre-existing rocks that have been changed or transformed by high temp. high pressure, or both [1]

Output: Metamorphic Rocks


Input: [2] the incomplete melting or rocks resulting in magmas of dif. compositions [1]

Output: Partial melting


Input: [2] Igneous rocks that form at the earth's surface [1]

Output: Extrusive Rocks


Input: [2] Magma, once it reached te earth's surface [1]

Output: Lava


Input: [2] A central vent through which lava, gases, and ash erupt and flow [1]

Output: Volcano


Input: [2] Igneous rocks that crystallize below the below the earths surface [1]

Output: Intrusive Rocks


Input: [2] A very large intrusive body formed below the earth's surface [1]

Output: Pluton


Input: [2] the breakdown of rocks on the earth's surface by physical means [1]

Output: Mechanical Weathering


Input: [2] the breakdown of rocks on the earth's surface by chemical means [1]

Output: Chemical Weathering


Input: [2] the changing of one kind of rock into another kind as a result of high temp, high pressure, or both [1]

Output: Metamorphism


Input: [2] Occurs when rocks are subjected to high temps, and press. and go through s change in mineral assemblage [1]

Output: Recrystallization


Input: [2] Metamorphism caused by stress such as increased pressure [1]

Output: Mechanical deformation


Input: [2] The rock cycle refers to how Igneous, sedimentary, and metamorphic rocks are created and destroyed by earth’s active geological processes [1]

Output: Rock Cycle


Input: [2] Recrystallization (high temp. & pres. ) Mechanical Deformation(pre-existing rock is subjected to physical stress) Contact Metamorphism (close proximity of a magma source) Regional Metamorphism(heat and physical stress alter pre-existing rock over a large region) [1]

Output: Types of Metamorphism


Input: [2] fissure eruptions [1]

Output: The most common outpouring of lava on the surface occurs as


Input: [2] crystallization of minerals from a water solution [1]

Output: Chemical sedimentary rocks are formed from


Input: [2] igneous rocks [1]

Output: Rocks fromed by cooling from a magma are


Input: [2] basaltic, granitic, andestic [1]

Output: Three types of magma


Input: [2] has explosive eruptions [1]

Output: Compositie Cone


Input: [2] Plutons [1]

Output: Intrusive Igneous Rocks


Input: [2] physical breakdown of older rocks [1]

Output: Mechanical weathering


Input: [2] conglomerate [1]

Output: A clastic sedimentary rock w/ large rounded sediments is a


Input: [2] breccia [1]

Output: A clastic sedimentary rock w/ course angular sediments is a


Input: [2] a siesmic wave that travels through the earths interior; faster than surface waves [1]

Output: Body Wave


Input: [2] a seismic wave that travels along the earth's suface; slower than body waves [1]

Output: Surface Wave


Input: [2] longitudinal waves that can travel through solids, liq. and gases; faster than S-waves [1]

Output: Primary/P-Waves


Input: [2] tranverse waves that can not travel through liquids; slower than P-waves [1]

Output: Secondary/S-Waves


Input: [2] the central layer in the earth's interior, divided into an outer liquid and an inner solid core [1]

Output: Core


Input: [2] the mid layer in the earth's interior b/t the crust and the core [1]

Output: Mantle


Input: [2] A subdivision of the upper mantle situated below the lithosphere, a zone of plastic, easily deformed rock [1]

Output: Asthenosphere


Input: [2] the entire crust plus the upper portion of the manlte above the asthenosphere [1]

Output: Lithosphere


Input: [2] the earth's outermost layer [1]

Output: Crust


Input: [2] A single, large landmass that existed in the geological past and was composed of all the present day continents [1]

Output: Pangea


Input: [2] transverse waves with a side to side motion [1]

Output: Love Wave


Input: [2] transverse waves w/ an up and down motion [1]

Output: Rayleigh Wave


Input: [2] the moving apart of two oceanic plates at a rift in the seafloor [1]

Output: Seafloor spreading


Input: [2] The idea that the earth's lithosphere is broken up into plates that move over the asthenosphere; boundaries b/t plates are where most earthquakes and volcanoes occur [1]

Output: Theory of Plate tectonics


Input: [2] a long narrow trough that forms as a result of divergence of two plates [1]

Output: Rift


Input: [2] A fracture along which visible displacement can be detected on one side relative to the other [1]

Output: Fault


Input: [2] a blate boundary formed by the two plates that are sliding horizontally past each other [1]

Output: transform fault


Input: [2] iron-rich silicate rocks (they behave in a plastic manner so they can flow) [1]

Output: The mantle is composed of


Input: [2] break and fracture thereby shortening the crustal surface [1]

Output: Tensional forces cause the crust to


Input: [2] energy released from the earth's interior as seismic waves travel to the earth's surface [1]

Output: An earthquake occurs as


Input: [2] plate collision [1]

Output: Convergent boundaries are areas of


Input: [2] flows fast enough to power the earth's magnetic field [1]

Output: The outer core of the earth


Input: [2] the plates spread apart [1]

Output: At divergent plate boundaries


Input: [2] mountains are a result of plate convergence-plates coming together [1]

Output: Mountains tend to form in long narrow ranges because


Input: [2] consists of the crust and the uppermost part of the mantle [1]

Output: The earth's lithosphere


Input: [what do nervous systems do?] what are neurons?

Output: cells that send and receive electrical or chemical signals

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what makes up the central nervous system?

Output: brain and spinal chord

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] the --- nervous system is made of the nerve cells outside the central nervous system

Output: peripheral

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what do sensory neurons do?

Output: interpret or bring information to the brain

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what do motor neurons do?

Output: cause response and take out information

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what to interneurons do?

Output: only connect neurons

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] on a neuron, what do dendrites do?

Output: receive the signal

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] on a neuron, what does the nucleus do?

Output: decides what signals mean

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] on a neuron, what does the axon do?

Output: sends signal to terminal branches

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] on a neuron, what does the terminal branch do?

Output: stimulates muscle or target cell.

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] where in the brain are neurons located?

Output: cortex

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what do glial cells do?

Output: insulate neurons

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what does myelin sheath do?

Output: insulates nuerons

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] where is myelin sheath made?

Output: aligodendroeytcs (CNS) and Schwann cells (PNS)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what do astrocytes do?

Output: provide metabolic support to neurons and form a blood barrier in the brain

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are nuclei?

Output: clusters of similar neurons

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what does the hindbrain do?

Output: homeostasis and coordination

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what does the cerebellum control?

Output: coordination and muscle synchronization

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what does the medulla control? (4)

Output: homeostasis, breathing, the heart, and digestion

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what do pons control?

Output: coordination and muscle synchronization

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what three parts make up the hindbrain?

Output: cerebellum, medulla, and pons

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Input: [what do nervous systems do?] what does the forebrain control?

Output: higher function/movement

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Input: [what do nervous systems do?] what does the hypothalamus control? (4)

Output: feeding, aggression, sex, and hormones

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Input: [what do nervous systems do?] what do basal nuclei do control?

Output: movement via dopamine

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Input: [what do nervous systems do?] what does amygdala control? (5)

Output: learning, memory, emotion, motivation, and reward

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Input: [what do nervous systems do?] what parts make up the forebrain?

Output: hypothalamus, basal nuclei, amygdala

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Input: [what do nervous systems do?] the --- regulates specific forms of memory.

Output: hippocampus

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Input: [what do nervous systems do?] the two types of memory that the hippocampus regulates are -- and --.

Output: 1. location in space 2. encoding long term memories (not involved with emotional memories)

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Input: [what do nervous systems do?] what does the amygdala control?

Output: regulates recognition and learning emotions/fear conditioning

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Input: [what do nervous systems do?] the prefrontal cortex conrols --, ---, and ---.

Output: food, sexual behavior, and social behavior

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Input: [what do nervous systems do?] what does dopamine control?

Output: wanting

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Input: [what do nervous systems do?] what do opioids control?

Output: liking; ie) endorphins (virgins, cocaine, and pups)

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Input: [what do nervous systems do?] every cell inside the --- ---- has a voltage called ---- ----.

Output: plasma membrane/ membrane potential

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Input: [what do nervous systems do?] the membrane potential of the inside of a cell is more --- than the outside of the cell.

Output: negative

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Input: [what do nervous systems do?] what is resting potential?

Output: potential of a neuron that's not sending a signal.

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Input: [what do nervous systems do?] the inside of a membrane cell is loaded with -- anions.

Output: K+

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Input: [what do nervous systems do?] the outside of a membrane cell is loaded with -- anions.

Output: Na+

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Input: [what do nervous systems do?] the electrical gradient of membrane cells has opposites ---.

Output: attract

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Input: [what do nervous systems do?] the chemical gradient of membrane cells has ions -- --- from other ions.

Output: move away

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Input: [what do nervous systems do?] both chemical and electrical gradients push --- into the cell.

Output: sodium (sodium potassium pumps)

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Input: [what do nervous systems do?] only electrical gradients pushes into/out of the cell.

Output: into

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Input: [what do nervous systems do?] only chemical pushes into/out of the cell.

Output: out of

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Input: [what do nervous systems do?] the electrochemical gradient is controlled by ---.

Output: voltage gated channels

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Input: [what do nervous systems do?] the electrochemical gradient channels are closed at rest. when they open, -- goes into the cell and -- goes out.

Output: Na+/K+

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Input: [what do nervous systems do?] what cause ion channels to open and close in the electrochemical gradient?

Output: electrical signals from other neurons

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Input: [what do nervous systems do?] what is depolarization of membrane cells?

Output: a reduction in the magnitude of the membrane potential (when inside of a neuron becomes less negative)

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Input: [what do nervous systems do?] what causes depolarization?

Output: the opening of sodium channels

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Input: [what do nervous systems do?] strength of depolarization depends on the -- of channels opened. this is called -- ---.

Output: number/ graded potential

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Input: [what do nervous systems do?] what is hyper-polarization of a membrane cell?

Output: an increase in the magnitude of the membrane potential

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Input: [what do nervous systems do?] in hyper-polarization, the inside of the cell becomes more --- by graded potential.

Output: negative

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Input: [what do nervous systems do?] a stimulus strong enough to produce a depolarization that reaches the threshold triggers --- ----.

Output: action potential

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Input: [what do nervous systems do?] what is action potenital?

Output: the electrical signal that travels down the axon; all or none depolarization of the plasma membrane; carries information

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Input: [what do nervous systems do?] what is the 0 stage of neural signaling?

Output: resting state; Na+ and K+ channels are closed

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Input: [what do nervous systems do?] what is the 1 stage of neural signaling?

Output: threshold; Na+ channels open

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Input: [what do nervous systems do?] what is the 2 stage of neural signaling?

Output: depolarization; many Na+ channels open

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Input: [what do nervous systems do?] what is the 3 stage of neural signaling?

Output: repolarization; K+ channels open

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Input: [what do nervous systems do?] what occurs during repolarization that is crucial to direction of neural signaling?

Output: a refractory period

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Input: [what do nervous systems do?] what is a refractory period of a nueron?

Output: when the neuron is more negative that its resting potential and cannot fire

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Input: [what do nervous systems do?] what is the 4 stage of neural signaling?

Output: restoration of resting potential; K+ channels close

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Input: [what do nervous systems do?] what are three animals that have toxins that target ion channels?

Output: pufferfish block Na, scorpions scramble Na, and honey bees block K channels

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Input: [what do nervous systems do?] why does action potential moves from the hillock to the terminal? (down axon)

Output: the depolarization of one region of the axon stimulates depolarization of the next.

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Input: [what do nervous systems do?] what two factors determine the speed of a neural signal?

Output: axon diameter and myelin sheath

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Input: [what do nervous systems do?] what are nodes of ranvier?

Output: gaps between glial cells

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Input: [what do nervous systems do?] what is saltatory conduction?

Output: the process of action potential skipping from ranvier node to ranvier node.

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Input: [what do nervous systems do?] what is the synapse?

Output: the point of communication between neurons

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Input: [what do nervous systems do?] what are the two types of synapses?

Output: electrical and chemical

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Input: [what do nervous systems do?] neurotransmitters are stored in ---.

Output: vesicles

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Input: [what do nervous systems do?] what is a neurotransmitter?

Output: a chemical signal passes across a synapse

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Input: [what do nervous systems do?] what happens when action potential reaches the axon terminal? (3)

Output: 1. Ca+ channels open 2. vesicles go through exocytosis 3. neurotransmitters cross synaptic cleft and bind to receptors

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Input: [what do nervous systems do?] what are the two types of neurotransmitters?

Output: 1. ionotrophic 2. metabotrophic

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Input: [what do nervous systems do?] what do ionotrophic neurotransmitters do?

Output: BIND TO RECEPTORS IN ION CHANNEL, open ion channels, change membrane potential,

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Input: [what do nervous systems do?] ionotrophic neurotransmitters are fast/slow.

Output: fast

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Input: [what do nervous systems do?] ionotrophic neurotransmitters bind to -- gated channels.

Output: ligand

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Input: [what do nervous systems do?] action potential in the neuron is fired depending on the ratio of --- and ---.

Output: depolarization (excitatory post synapsis potential) and hyperpolarization (inhibitory post synapsis potential)

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Input: [what do nervous systems do?] what do metabotrophic receptors do?

Output: BIND TO RECEPTORS NOT IN ION CHANNEL, activate a signal to transduction pathway

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Input: [what do nervous systems do?] metabotrophic receptors are fast/slow.

Output: slow (and longer lasting)

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Input: [what do nervous systems do?] neurotransmitters can be excitatory or inhibitory depending on the specific ----.

Output: receptor

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Input: [what do nervous systems do?] what is serotonin used to treat?

Output: depression

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Input: [what do nervous systems do?] what is GABA used to treat?

Output: anxiety

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Input: [what do nervous systems do?] what is reuptake?

Output: re-use of serotonin which removes it from the synapse, causing depression

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Input: [what do nervous systems do?] what is nitric oxide?

Output: a gaseous neurotransmitter what increases blood flow

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Input: [what do nervous systems do?] viagra blocks an --- the breaks down cGMP to counteract erectile disfunction.

Output: enzyme

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Input: [what do nervous systems do?] drugs --- the brain's natural neurotransmitter system.

Output: mimic

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Input: [what do nervous systems do?] neurotransmitters can be recycled and degraded, which also means that they can be --- by drugs.

Output: blocked

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Input: [what do nervous systems do?] drugs can reduce the number of --- in a neurons.

Output: receptors

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Input: [what do nervous systems do?] drugs can act at ionotrophic and metabatrophic ---.

Output: receptors

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Input: [what do nervous systems do?] drugs can be --- or ---- neutrotransmitters (hint:state)

Output: solid/gas

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Input: [what do nervous systems do?] what does the endocrine system control?

Output: hormones

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Input: [what do nervous systems do?] what is the master of the endocrine system?

Output: pituitary gland

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Input: [what do nervous systems do?] compare the nervous system to the endocrine system.

Output: nervous: fast, short term, short distance. endocrine: slower, longer effect, longer distance

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Input: [what do nervous systems do?] what is a hormone?

Output: a chemical messenger released into BLOOD STREAM and acts on distant target cells.

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Input: [what do nervous systems do?] hormones bind to --- cells.

Output: target

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Input: [what do nervous systems do?] where are hormone receptors made?

Output: in the plasma membrane or inside the cell.

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Input: [what do nervous systems do?] what are the three classes of hormones?

Output: amines, proteins/peptides, and steroids.

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Input: [what do nervous systems do?] which hormone classes are water soluble?

Output: amines and proteins

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Input: [what do nervous systems do?] which hormone classes are lipid soluble?

Output: steroids

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Input: [what do nervous systems do?] water soluble hormones act on --- receptors because cells have lipid walls.

Output: membrane

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Input: [what do nervous systems do?] reception ---> transduction ----> -----

Output: response

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Input: [what do nervous systems do?] what is an example of a water soluble hormone?

Output: glucogen

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Input: [what do nervous systems do?] steroid hormones act on --- receptors.

Output: intracellular

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Input: [what do nervous systems do?] steroid hormones are made on demand, bind to receptors in the cell -- or cytoplasm, and are carried on carrier ----.

Output: nucleus, proteins

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Input: [what do nervous systems do?] an example of a lipid soluble hormone is ---.

Output: testosterone

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Input: [what do nervous systems do?] what are neurosecretory cells?

Output: neurons that release hormones directly into the blood stream by means of the posterior pituitary gland

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Input: [what do nervous systems do?] what does oxytocin regulate?

Output: milk release and maternal activities; suckling creates positive feedback for milk release.

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Input: [what do nervous systems do?] what does an antidueretic hormone regulate?

Output: water loss in the body; acts on kidney to reduce water loss in urine

Zoology 101; Exam #3 Flashcards - Cram.com

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Input: [what do nervous systems do?] what are portal veins?

Output: veins that connect anterior pituitary gland with the hypothalamus

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Input: [what do nervous systems do?] what are 'releasing hormones'?

Output: hormones that trigger the release of anterior pituitary hormones

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Input: [what do nervous systems do?] pituitary hormones can act directly on targets like bone and muscle, and also on --- ---.

Output: endocrine glands

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Input: [what do nervous systems do?] what is negative feedback?

Output: inhibition of a process

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Input: [what do nervous systems do?] how does negative feedback work on the thyroid?

Output: hormones released from the thyroid halt the release of thyroid releasing hormones into portal veins and thus the thyroid stimulating hormones

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Input: [what do nervous systems do?] what are they thyroid glands?

Output: two lobes surrounding trachea which regulates metabolism

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Input: [what do nervous systems do?] what are the two hormones released from the thyroid glands to know?

Output: Thyroxine (T4) and Triiodothyronine (T3)

Zoology 101; Exam #3 Flashcards - Cram.com

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Input: [what do nervous systems do?] what does a lack in body iodine result in?

Output: a goiter

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Input: [what do nervous systems do?] what are the two functions of the thyroid gland?

Output: 1. stimulate energy consumption 2. increase body heat production

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Input: [what do nervous systems do?] what happens during hypothyroidism?

Output: (think hyperthermia) - slows down heart rate -colder temps -gain weight

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Input: [what do nervous systems do?] what happens during hyperthyroidism?

Output: -anxiety -hot -lose weight -fast heart rate

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Input: [what do nervous systems do?] negative feedback in the thyroid targets which organ?

Output: the anterior pituitary gland

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Input: [what do nervous systems do?] what does the pancreas do?

Output: regulates fuel levels

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Input: [what do nervous systems do?] where are pancreatic cells stored?

Output: Islets of Langerhans

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Input: [what do nervous systems do?] what are the two types of peptide hormones?

Output: alpha and beta

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Input: [what do nervous systems do?] what do alpha peptide hormones do?

Output: produce glycogen and raise blood glucose

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Input: [what do nervous systems do?] what do beta peptide hormones do?

Output: produce insulin and reduce blood glucose

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Input: [what do nervous systems do?] what does insulin do? (3)

Output: binds to cell membrane receptors, signals transduction, and activates glucose transporters

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Input: [what do nervous systems do?] what do glucose transporters do?

Output: transport glucose into the cell

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Input: [what do nervous systems do?] what is the cause of type 1 diabetes?

Output: insufficient insulin production, beta cells destroyed by immune system

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Input: [what do nervous systems do?] what is the cause of type 2 diabetes?

Output: cells lose ability to respond to insulin

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Input: [what do nervous systems do?] what are two appetite hormones?

Output: leptin and grehlin

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Input: [what do nervous systems do?] what does leptin do?

Output: inhibits appetites, acts on hypothalamus, and goes up with an increase in adipose

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Input: [what do nervous systems do?] what does ghrelin do?

Output: stimulates appetite, acts on hypothalamus, and decreases with gastric bypass surgery

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Input: [what do nervous systems do?] which glands release stress hormones?

Output: adrenal glands

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Input: [what do nervous systems do?] stress relief is ---

Output: adaptive

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Input: [what do nervous systems do?] which type of hormones are 'fight or flight'?

Output: amine

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Input: [what do nervous systems do?] which type of hormones are 'drought'?

Output: steroid

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Input: [what do nervous systems do?] what do parasympathic hormones do?

Output: calm and rest

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Input: [what do nervous systems do?] what do sympathetic hormones do?

Output: cause stress, fight or flight

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Input: [what do nervous systems do?] what does the adrenal medulla do?

Output: controls the release of norepinephrine and epinephrine

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Input: [what do nervous systems do?] what is the path that fight or flight takes?

Output: hypothalamus --> spine ----> adrenal medulla

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Input: [what do nervous systems do?] what do norepinephrine and epinephrine do?

Output: amplify sympathetic response such as raise blood sugar, blood pressure, breathing rate, metabolic rate, and blood flow

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Input: [what do nervous systems do?] what are some effects on specific body parts thatnorepinephrine and epinephrine have?

Output: -dilate eyes -inhibit pancreas -relax bronchi -stimulate glucose from liver

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Input: [what do nervous systems do?] what is the path of long term stress?

Output: hypothalamus --> anterior pituitary gland ---> adrenal cortex

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Input: [what do nervous systems do?] in long term stress, glucocorticoid is responsible for --- ---.

Output: negative feedback

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Input: [what do nervous systems do?] what is dexamethasone?

Output: synthetic cortisol

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Input: [what do nervous systems do?] what are some effect of cortisol?

Output: increase glucose and breaks down fats and proteins decreases reproduction and immune function

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Input: [what do nervous systems do?] how can stress damage the hippocampus?

Output: excess cortisol causes cells to degenerate

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Input: [what do nervous systems do?] why is stress harmful?

Output: -no energy for immediate use -problems w/ reproduction -immune system suppression - damage brain cells

Zoology 101; Exam #3 Flashcards - Cram.com

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Input: [what do nervous systems do?] what are the male and female gonads?

Output: testes and ovaries

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Input: [what do nervous systems do?] which type of hormones do gonads produce?

Output: steriod

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Input: [what do nervous systems do?] in gonads, brain recieves signal, gonadotropin releasing hormone released from hippocampus, ---- hormone released from anterior pituitary gland, and steroid production.

Output: lueteinizing

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Input: [what do nervous systems do?] what are the two main functions of the testes?

Output: spermatogenesis and testosterone production

Zoology 101; Exam #3 Flashcards - Cram.com

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Input: [what do nervous systems do?] what does the epididymous do in the testes?

Output: stores sperm

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Input: [what do nervous systems do?] what do the seminiferous tubules in the testes do?

Output: produce sperm

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Input: [what do nervous systems do?] what do sertoli cells do in testes?

Output: produce sperm; have receptors for follicle stimulating hormones

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Input: [what do nervous systems do?] what do leydig cells do in the testes?

Output: produce androgen; use luteinizing hormones to be produced

Zoology 101; Exam #3 Flashcards - Cram.com

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Input: [what do nervous systems do?] what is androgen?

Output: testosterone and related hormones

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Input: [what do nervous systems do?] --- steroids are sometimes used by athletes to enhance performance. These often include -- inhibitors.

Output: anabolic; aromatase

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Input: [what do nervous systems do?] what is an enzyme that converts testosterone into estrogen?

Output: aromatase

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Input: [what do nervous systems do?] what are two functions of the ovaries?

Output: production of mature ova (eggs) and hormone production

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Input: [what do nervous systems do?] in the ovary, oocytes (immature eggs) mature in ----.

Output: follicles

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integrate internal and external information


Input: [what do nervous systems do?] what happens during the follicular phase in the ovaries?

Output: estradiol greatly increases and ovulation occurs

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what happens during ovulation?

Output: leutinizing hormone causes follicle to rupture, thus releasing an egg.

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what happens in the luteal phase in the ovary?

Output: progesterone is released by the corpus luteum, which degenerates an unfertilized egg.

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] the follicular phase in the ovaries involves a switch from --- to ---- feedback.

Output: negative, positive

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are the six steps of ovulation?

Output: 1. low pH enables estradiol production 2. negative feedback keeps LH and FSH low 3. feedback switches to positive 4. the corpus luteium develops 5. FSH and LH are inhibitied 6. If no fertilization, the egg degenerates, menstruation

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what hormone is secreted during pregnancy that maintains high CL levels?

Output: chorionic gonadotropin

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] which pregnancy hormones does birth control mimic?

Output: P4 and E2

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is the immune system?

Output: the body's defense against foreign molecules, microorganisms, and abnormal cells

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is a pathogen?

Output: a disease causing microorganism such as bacteria, virus, or parasite.

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is innate immunity?

Output: rapids response to a broad range of invaders

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is acquired immunity?

Output: develops after exposure to foreign substances

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is the first level of immune defense?

Output: skin, mucous membrane, secretions (all present at birth)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is the second line of immune defense?

Output: leukocytes (white blood cells) such as phagocytic cells. Also, an inflammatory response and other proteins which provide non-specific defense

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is neutrophil?

Output: 60-70 percent of leukocytes self destruct during a fight against an invader (puss)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is a macrophage?

Output: big eater, large and long lived defense cell (about 5% of leukocytes) *formed from a monocyte

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] phagocytes and other leukocytes populate the --- system.

Output: lymphatic

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] phagocytes bind to structures that are not found in normal body cells. They -- and form a --- and then fuse to a ---.

Output: engulf, vacuole, lysosome

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are the steps of inflammatory response?

Output: 1. mast cells release histamine 2. vessels then dilate and leak 3. cytokine attract phagocytes

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are cytokines?

Output: chemicals that synchronize immune function

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is the third line of defense in the immune system?

Output: humoral and cell mediated response

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what does humoral response do?

Output: watches body fluids and secretes anti-bodies

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what does cell mediated response do?

Output: controls body cells and lymphocytes (cytotoxic)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] is the 3rd line of immune defense present at birth?

Output: no

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are antigens?

Output: foreign invaders of the body

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] humoral defense is made of - cells.

Output: B

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what do B cells do?

Output: produce anitbodies

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are the two types of T cells and what do they do?

Output: kill infected cells (cytotoxic) and send signals for help (helper T)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] where do T and B cells bind on antigens?

Output: epitopes

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] receptors are ---- sits.

Output: binding

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] in specific immune response, what happens during antigen recognition?

Output: B and T cells are activated and bind to antigens

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] in specific immune response, what happens in cell division?

Output: clones of needed cells are made (memory cells and effector cells)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are the two types of clone cells made in the immune system?

Output: memory and effector

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is colonal selection?

Output: process in which lymphocytes target specific invaders by creating clone cells.

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are the two types (classes) of T cells?

Output: class 1 MHC (cytotoxic cells) class 2 MHC (specialized helper T)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are MHC cells?

Output: cells which discriminate between self and non-self cells

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are the 4 steps of cytotoxic C cells killing an infected cell?

Output: 1. bind to antigen 2. secretion of perforin which creates pores in cell 3. ions and water move into cell 4. T cell moves to other cells w/ same antigen

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] macrophages grab antigens and push them to the top of their ---.

Output: membranes

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] helper T cells release ---- which initiates colonal selection

Output: cytokines

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what cytokines do?

Output: stimulate T and B cells

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] which cell is attacked by aids in the immune system which disables T cells?

Output: CD4

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what happens in humoral immunity? (6)

Output: 1. antigen consumed by phagocyte 2. helper T cell engages and releases cytokines 3. B cells come 4. Helper T attaches to B cell 5. Clones of B cell are made 6. antibodies are released

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what to antibodies do?

Output: mark antigens for elimination which then enhance phagocytosis

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] immunological memory is ---.

Output: acquired

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] during development, T cells are B cells w/receptors for self molecules are --- or ----.

Output: inactivated/ destroyed

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what happens during multiple sclerosis?

Output: mylelin sheath is attacked by macrophages

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what drug is used to treat autoimmune diseases?

Output: cortisol

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what dies beta interferon do?

Output: inhibits destruction of myelin

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is islet cell transplantation?

Output: injection of islet cells into the liver if a person w/ diabetes (type 1)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] which hormone is often used to treat autoimmune problems?

Output: cortisol

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is behavior ecology?

Output: study of how behavior contributes to the differential survival and reproduction of organisms

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is success in evolutionary terms?

Output: passing on genes

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are the two causes of behavior?

Output: proximate and ultimate

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are proximate causes?

Output: those which address specific genetic and physiological mechanisms of behavior. (ie seasonal breeding)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are ultimate causes?

Output: those which address evolutionary significance of behavior (ie seasonal breeders give birth in spring)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is heritability?

Output: the ability of a gene to be inherited

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is an innate behavior?

Output: one that is developmentally fixed; it has a strong genetic influence (ie goose eggs)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is a fixed action pattern?

Output: a sequence of unlearned innate behavior that is unchangeable

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is a sign stimulus?

Output: something that initiates fixed action patterns

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is learning?

Output: a modification of behavior based on previous experience

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is habituation?

Output: decrease in the response to a stimulus due to repetition which allows animals to ignore irrelevant stimuli

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is associative learning?

Output: association develops between stimulus and response

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is classical conditioning?

Output: involuntary response becomes associated positively or negatively with a stimulus that didn't originally elicit a response

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is operant conditioning?

Output: animal's behavior reinforced by a consequence (reward or punishment) (ie: bears in a campground)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is imprinting?

Output: another type of behavior that causes young animals to recognize and approach their own species. occurs during "sensitive period"

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what did Konrad Lorenz do?

Output: raised baby geese

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is migration?

Output: the seasonal movement of animals over relatively long distances

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what percent of north american birds migrate?

Output: 50

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is piloting?

Output: movement of animals from one landmark to another. typically over short distances (gray whales)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is orientation?

Output: movement of animals along a compass line (monarch migration) via the sun or magnetic fields

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is navigation?

Output: the ability to orientate along compass lines to determine location in relation to a destination. (compass and map)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] in navigation, the compass is --- but the map is ---.

Output: innate, learned

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are five costs of migration?

Output: energy, water, weather, predation, and staying up all night

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are two benefits of migration?

Output: food and safety

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is the optimality theory?

Output: predicts an animal should behave in a way that maximizes benefits and minimizes costs

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is foraging?

Output: eating and the way animals recognize, capture, and search for food. (balances nutrition vs. cost)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is teritorial behavor? what are the costs and benefits?

Output: it's an area defended by a group or individual. cost: aggressive and marking behavior. benefit: access to resources

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is communication?

Output: use of specifically designed signals or displays to modify the behavior of others

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are the three main forms of communication?

Output: chemical, visual, and vocal

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is the function of the environment upon communication?

Output: it's a filter/modifier

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] which chemical signals are long lasting?

Output: those that mark territory (cheetahs)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] which chemical signals are short lasting?

Output: those that attract to food (ants)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are two functions of auditory signals?

Output: attracting mates and deterring rivals (long distance)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are two functions of visual signals?

Output: courtship and aggressive displays (short distances)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] the same audio/visual cues that attract females also --- males.

Output: deter

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] communication is an --- indicator of male quality.

Output: honest

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is the handicap principle?

Output: signals are expensive to produce, thus only high quality males can produce them, thus signals accurately convey quality of male.

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is an example of deceitful signaling?

Output: female fireflies attracting and eating males of other species. also: eavesdropping such as bats and frogs.

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is sexual selection?

Output: natural selection that increases mating success

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is intersexual selection?

Output: members of one sex choose mates of other sex based on characteristics

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is intrasexual selection?

Output: involves competition among members of the same sex

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is monogamy?

Output: each individual mates with one partner

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what is polygamy?

Output: individuals mater with more than one partner

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: [what do nervous systems do?] what are two determinants of mating system?

Output: needs of young (dependent vs. independent) and certainty of paternity (external vs. internal)

Zoology 101; Exam #3 Flashcards - Cram.com

integrate internal and external information


Input: If A or B then C

Output: If Not C then Not A and not B

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: If A and B then C

Output: If Not C then Not A or not B

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: If A then B or C

Output: If not B and Not C then NOT A

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: If A then B and C

Output: If not B or not C then NOT A

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Everyone who pays 10 gets Chips or Salsa not both

Output: If you get no Chips and no Salsa or Both Chips and Salsa, then you did not pay $10

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Biconditional 1

Output: If and only if

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Biconditional 2

Output: If A then B and vice Versa

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Biconditional 3

Output: If either A or B is true then the other is true

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Biconditional 4

Output: If A is true B is true otherwise B is not true

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Biconditional 5

Output: All A but B are XYZ

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: To get in you must have a ticket

Output: If you can get in then you had a ticket, If no ticket then you can't get in.

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Everyone with a ticket must go in

Output: If ticket then you must go in, If not in then you had no ticket.

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Al only comes when he's invited

Output: If Al comes then he had been invited, If not invited then he won't come

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Bob always comes when invited

Output: If Bob's invited, then he's going to go. If he doesn't go then he wasn't invited.

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Activate Plan X if there is a crisis

Output: If a crisis arises, then activate plan X. If no plan X then there was no crisis.

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Activate Plan X only if there is a crisis.

Output: If Plan X then there was a crisis.If no Crisis there's no Plan X.

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: You can't win Unless you Practice

Output: If you Win then you had practiced. If you do not practice then you won't win.

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: You will die unless you take the antidote.

Output: if you don't die then you took antidote. If you do not take the antidote then you will die.

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Every Sunday we go to the beach, unless its raining.

Output: If Its Sunday & it's not raining then we go to the beach. If we do not go to the beach, then it's not Sunday or it's raining.

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Some means

Output: At least one, maybe ALL

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Some Apples are Red

Output: Some red things are apples

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Some birds are owls

Output: Some owls are birds

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Some animals are NOT cats

Output: Some non-cats are animals.

LG Contrapositives Flashcards - Cram.com

If not B and Not C or Both B and C then NOT A


Input: Christy tells a prospect that her company "works with everyone, from the bottom up." Fred is insulted, thinking Christy was referring to the shape of his body. Obviously, there is a problem in the way Fred is _____ the message. [encoding and decoding]

Output: decoding

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Which of the following is part of a salesperson's voice characteristics? [encoding and decoding]

Output: -the use of inflections at the end of his or her sentences -the speed with which he or she speaks -how loudly he or she speaks -how he or she articulates their words

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: One way to define the speaking-listening differential is to say: [encoding and decoding]

Output: customers can listen to words at a rate more than five times as fast as the rate at which the salesperson can speak

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: The 80-20 speaking-listening differential suggests salespeople should: [encoding and decoding]

Output: listen 80 percent of the time and talk no more than 20 percent of the time.

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Which of the following is a suggestion for active listening? [encoding and decoding]

Output: Do any of the above to encourage active listening.

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Carla knows nonverbal communication is important and conveys many messages to a prospect. Which of the following is NOT one of the forms of nonverbal communication? [encoding and decoding]

Output: articulation

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: During a 30-minute sales call approximately __________ nonverbal signals are exchanged. [encoding and decoding]

Output: 800

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: The physical space between two people who are interacting can be divided into four zones. Which of the following is NOT one of the four zones? [encoding and decoding]

Output: receptive

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: People can be said to fall into two categories when it comes to touching--contact and noncontact. Contact people tend to view noncontact people as: [encoding and decoding]

Output: cold

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Which of the following would be the WORST bit of advice for a new salesperson for an office machine manufacturer to follow? [encoding and decoding]

Output: Be a leader and wear the latest fashions.

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Many companies require new salespeople to memorize a standardized sales presentation. Why would a company do this? [encoding and decoding]

Output: It ensures the salesperson will provide complete and accurate information about the company's products and policies.

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Fred has a standard introduction he uses and a list of points he wants to make during his sales presentation, but he does not have everything memorized. Fred is using a(n) _____ presentation. [encoding and decoding]

Output: outlined

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Which of the following statements about adaptive selling is TRUE? [encoding and decoding]

Output: -Adaptive selling emphasizes the importance of satisfying customer needs and building long-term partnerships. -Adaptive selling is used with relationship building. -In adaptive selling you have to be creative when you're looking for what excites a prospect. -Adaptive selling gives salespeople the opportunity to use the most effective sales presentation for each customer.

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Donald is a new salesman. He knows, to be an effective sales representative, he needs to know as much as possible about the: [encoding and decoding]

Output: -company for which they work -products they will sell -products sold by their competitors -customers to whom they will sell

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: "You did not close when the customer was ready. You were so involved in your presentation you did not hear the customer signal she was ready to buy." A sales manager who made this comment was providing _____ feedback. [encoding and decoding]

Output: diagnostic

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: The _____ matrix is a training program for building adaptive selling skills that uses two critical dimensions, assertiveness and responsiveness. [encoding and decoding]

Output: social style

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: In the social style matrix people who are high in assertiveness and low in responsiveness are ____________. [encoding and decoding]

Output: drivers

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Which of the following is NOT one of the four quadrants in the social style matrix? [encoding and decoding]

Output: gatekeepers

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Brenda recognizes her new prospect fits the characteristics of an amiable in the social style matrix. Brenda should: [encoding and decoding]

Output: stress the product's performance results

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: When identifying a customer's social style, salespeople should: [encoding and decoding]

Output: -not let their judgment be clouded by their initial reaction to the customer -look for clues that may suggest he or she has made an inaccurate assessment of a customer's social style -ask questions rather than make statements -avoid assuming that specific jobs or functions are associated with a particular social style

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Research indicates the best social style for a salesperson is: [encoding and decoding]

Output: none of the above because each style has weaknesses in some situations

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: The strengths of any social style can be weaknesses if they are not consistent with what a customer wants to deal with. For example, David, an analytical, knows his orderly, serious, and thorough nature, may also be perceived as ___________ to some customers. [encoding and decoding]

Output: cold and calculating

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party is the text's definition of: [encoding and decoding]

Output: versatility

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Jennette is trying to locate businesses in her territory she has not called upon. Jennette is: [encoding and decoding]

Output: prospecting

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Salespeople continuously prospect because: [encoding and decoding]

Output: -clients may switch to competing suppliers. -buyers may be transferred to other jobs within their firms. -client firms may be taken over by other firms. -some current customers may go bankrupt.

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Which of the following is one of the questions a salesperson will answer when determining whether a lead is a qualified prospect? [encoding and decoding]

Output: -"Does the lead have the ability to pay?" -"Is the lead eligible to buy?" -"Does the lead have the authority to buy?" -"Can the lead be approached favorably?"

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: A building materials salesperson who is only allowed to sell to drywall contractors in a state, even though general contractors in the area also buy drywall, is working in a(n): [encoding and decoding]

Output: exclusive sales territory

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Brenda has several great customers who are constantly referring new people to her. She always remembers to thank these customers and show her appreciation to these sales: [encoding and decoding]

Output: promoters

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Danielle asks her customer whether Greg, her neighbor might be interested in the home security system she is selling. Danielle is using the _____________ selling method [encoding and decoding]

Output: endless chain

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Sales people sometimes find small, informal groups of people in similar positions with different companies, who meet and communicate regularly. For a sales person, these groups represent a potential: [encoding and decoding]

Output: buying community

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: A package of postcards from a number of different firms sent as a group that allow recipients to fill in their names and addresses to request more information about the products advertised is a: [encoding and decoding]

Output: postcard pack

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: NAICS means: [encoding and decoding]

Output: North American industry classification system

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Data mining by salespeople means: [encoding and decoding]

Output: using statistical methods to learn more from existing data

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Rebecca has been given sample magazines and order forms, and been instructed to start knocking on doors to see if she can find someone who is interested in buying a subscription. Rebecca is engaged in: [encoding and decoding]

Output: cold calling

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Which of the following statements about telemarketing is true? [encoding and decoding]

Output: Outbound telemarketing is used to generate and then qualify leads.

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: When writing a sales letter, the _________________ should grab the reader's attention. [encoding and decoding]

Output: first paragraph

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: The planning process for making a sales call involves (in logical order): [encoding and decoding]

Output: gathering information, setting objectives, making an appointment

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com


Input: Pratna is gathering information about the clients in her new territory. She will look for _________________ information. [encoding and decoding]

Output: -personal -attitudinal -relationship -product evaluation

MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com