Input: [adaptive selling] Trade salespeople

Output: ______________________ are employees who sell to a network of distributors.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] Cross-selling

Output: _____ occurs when the Claycraft salesperson attempts to sell fiberglass planters to a buyer of bird baths.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] Upgrading is crucial to sellers, because without it their customers might turn to other suppliers when they need new equipment.

Output: Which of the following statements about upgrading is true? a. It is also called suggestion selling. b. The objective of upgrading is to expand the seller's business by selling to the customer in ever larger quantities. c. To upgrade a customer the salesperson must usually show that the initial purchase was not exactly what the customer needed. d. Upgrading is crucial to sellers, because without it their customers might turn to other suppliers when they need new equipment. e. All of the above statements about upgrading are true.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] positive.

Output: It is late in the day when Reginald calls on his favorite customer. The customer is tired but invites him in and sits back with his hands and legs open. Reginald interprets this body language as:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] commitment

Output: Hurricane Mitch was the most devastating storm to ever hit Central America. Roger Conrado, a salesperson for ExxonMobil Chemical in that area, knew that the large paint manufacturer that was his key client in Honduras would want to get up and running as soon possible to help with the rebuilding effort. To keep the customer supplied with the chemicals it needed, Conrado proactively found trucks and the truck drivers willing to drive the 100 extra miles and ford streams to get ExxonMobil Chemical products to the manufacturer as soon as possible. What stage of the building of the long-term partnership does this example describe?

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] restate the customer's comment

Output: Ursula is in the middle of a serious negotiation with her customer. She is not sure what the customer meant by his last statement. Ursula should ___________________ in order to verify her customer's intent.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] be the prospect's choice.

Output: Shaking hands should:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] customer lifetime value

Output: Universities constantly send information, promotions and solicitations to their graduates, even recent graduates who are unlikely to make major donations to the school. Universities know if they can create loyalty, the _______________________ or sum of graduates' purchases and donations over their entire life can be considerable.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] Am I propelled more by financial incentives, personal recognition or the satisfaction of just getting a task completed?

Output: As you seek a job in sales, it is important that you understand your own needs. Which of the following questions is one you should ask yourself to help you determine what motivates you?

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] grows out of court decisions.

Output: Common law:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] encoding.

Output: Robert smiles a lot when he makes presentations to prospective buyers of his product. He says he uses the smile to communicate the idea he is a friendly, helpful salesperson. In terms of the communication process, translating this idea into a smile is his way of:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] C. Conventional

Output: _____ résumés are a form of life history, organized by type of experience.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] Be sure to learn when you can expect to hear from the company.

Output: Which of the following statements about a job interview is true? a. One difference between sales calls and job interviews is that both parties have needs that will have to be defined during the meeting. b. Most interviewers would think you were excessively insecure if you took notes during a job interview. c. It is particularly important when interviewing for a sales job that you demonstrate your ability to converse with a stranger. Do not allow periods of silence for any reason during the interview. d. It is important not to seem over eager in your initial interview, so avoid asking for a commitment from your interviewer at this time. e. Be sure to learn when you can expect to hear from the company.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] analyticals

Output: In terms of the social style matrix, James is best described as a supportive risk avoider who moves and speaks slowly and deliberately. He is cool and aloof and never shows any emotion. Into which quadrant does this information place James?

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] driver.

Output: "If you'd follow my instructions more carefully and focus on getting the job done, you'd be a lot more successful." These instructions tell you the person giving them is most likely a(n):

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] After the flood damaged his home in Des Moines, Jon hired a waste management company to haul away the rotten carpeting in front of his house.

Output: Which of the following is the BEST example of a solo market exchange? a. Jimmy buys a new suit from a tailor who visits his offices quarterly. b. Mariah purchases a bag of corn chips from the convenience store nearest to her home. c. After the flood damaged his home in Des Moines, Jon hired a waste management company to haul away the rotten carpeting in front of his house. d. Sunil purchases a service contract from a cleaning company, which will clean his home one day a week. e. On his way home from calling on a new prospect who was unwilling to buy, Fred stopped to talk to his insurance agent about additional life insurance.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] exploration

Output: The salesperson for Fashion Seal Uniforms is telling the owner of fifteen retirement homes how important it is that caregivers have clean and attractive uniforms that will withstand countless hot water washes. The salesperson has brought several styles of uniforms that have been washed hundreds of times to show how well his company's uniforms are made. The owner of the retirement homes tells the salesperson that she is planning on opening one new center every six months for the next ten years and will need a lot of uniforms. Then the owner agrees to buy six, but with no commitment to extend the relationship. This is an example of which stage of the relationship development process?

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] Have several résumés, each with a different career objective statement.

Output: The career objective statement portion of a résumé is often troubling for college students because a specific statement that is on target for one job may remove the student from consideration for others. What is the text's advice about objective statements?

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] sales-force intensive

Output: Sandra has decided to hire her own sales force as the sole method of marketing her products. She has decided to use a ______________________ strategy.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] versatility.

Output: When Tony sells his company's line of wind chimes to Tom King, the owner of King's Nursery, he carries one with him and illustrates its melodious sound to the customer. When Tony sells his company's line of wind chimes to Milt Pressley, the owner of Franklin Hardware, he shows Pressley the sales projections for next year. This ability to vary his sales presentation according to social styles indicates that Tony has a high degree of:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] boundary-spanning employee.

Output: Carla's responsibilities include customers, vendors, and finance. Carla is a(n):

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] backdoor selling

Output: Salespeople engage in _____ when they ignore a purchasing agent's (PA) policy against contacting other employees without the PA's permission, go around the PA's back, and contact other people involved in the purchasing decision directly.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] EPA regulations

Output: Gordon is searching his company's CRM system. In the system Gordon is likely to find all of the following EXCEPT: a. policy manuals b. sales literature c. price lists d. EPA regulations e. product descriptions

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] uncovers and satisfies the needs of a buyer to the mutual long-term benefit of both parties

Output: The text defines personal selling as a business activity involving a person-to-person communication process during which a seller:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] establish a good relationship with the customer's service personnel.

Output: To improve the likelihood of reorders, a salesperson can:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] exploration.

Output: After building awareness, the next stage of partnership building is:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] Chantal pays a department store buyer 5 percent of all orders placed by the store.

Output: Which of the following is an example of a kickback? A. Barry slips the receptionist $20 so he can get an interview with her boss. B. Lori buys the purchasing agent of Lincoln Electrical Company an extravagant lunch to cement their friendship. C. Payton shares industrial secrets with one of his competitors. D. Chantal pays a department store buyer 5 percent of all orders placed by the store. E. Andrew pays the government official $200 to speed up the licensing process.

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] good communication skills, self-motivation and a positive attitude

Output: As a general rule, the text states companies look for three qualities in salespeople. They are:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] functional relationship

Output: Franco raises fish as a hobby. For the last nine years he has gone to Fins-to-You, a local pet store that specializes in tropical fish and aquarium supplies for all of his needs―from fish food to aquarium heaters to replacement fish. Which of the following terms best describes the relationship Franco has with Fins-to-You?

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] the benefits received - (the selling price + time and effort to purchase).

Output: From a buyer's perspective, value in a purchase decision equals:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: [adaptive selling] encourage the customer to tell his or her whole story

Output: The first thing a salesperson should do in dealing with a customer's complaint is:

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:


Input: d. Acetylcholine is released by axon terminals of the motor neuron.

Output: The neuromuscular junction is a well-studied example of a chemical synapse. Which of the following statements describes a critical event that occurs at the neuromuscular junction? a. Acetylcholine is released and moves across the synaptic cleft bound to a transport protein. b. When the action potential reaches the end of the axon terminal, voltage-gated sodium channels open and sodium ions diffuse into the terminal. c. Acetylcholine binds to its receptor in the junctional folds of the sarcolemma. Its receptor is linked to a G protein. d. Acetylcholine is released by axon terminals of the motor neuron.

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: extend from the brain or spinal cord to the sarcolemma of a skeletal muscle fiber

Output: Action potentials travel the length of the axons of motor neurons to the axon terminals. These motor neurons __________.

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: Synaptic vesicles fuse to the plasma membrane of the axon terminal and release acetylcholine.

Output: Calcium entry into the axon terminal triggers what events?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: the opening of ligand-gated cation channels

Output: Acetylcholine binds to its receptor in the sarcolemma and triggers __________.

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: The inside surface of the sarcolemma is negatively charged compared to the outside surface. Sodium ions diffuse inward along favorable chemical and electrical gradients.

Output: Sodium and potassium ions do not diffuse in equal numbers through ligand-gated cation channels. Why?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: Excitation, in this case, refers to the propagation of action potentials along the sarcolemma.

Output: Excitation-contraction coupling is a series of events that occur after the events of the neuromuscular junction have transpired. The term excitation refers to which step in the process?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: Calcium release from the sarcoplasmic reticulum initiates the contraction.

Output: Excitation of the sarcolemma is coupled or linked to the contraction of a skeletal muscle fiber. What specific event initiates the contraction?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: A series of proteins that control calcium release.

Output: A triad is composed of a T-tubule and two adjacent terminal cisternae of the sarcoplasmic reticulum. How are these components connected?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: transverse or T tubules

Output: What is name given to the regularly spaced infoldings of the sarcolemma?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: Calcium ions

Output: Which of the following is most directly responsible for the coupling of excitation to contraction of skeletal muscle fibers?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: A myosin head bound to actin

Output: The cross bridge cycle is a series of molecular events that occur after excitation of the sarcolemma. What is a cross bridge?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: The sarcomere

Output: What structure is the functional unit of contraction in a skeletal muscle fiber?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: Calcium ions are stored in the sarcoplasmic reticulum.

Output: Calcium ions couple excitation of a skeletal muscle fiber to contraction of the fiber. Where are calcium ions stored within the fiber?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: ATP binds to the myosin head

Output: After a power stroke, the myosin head must detach from actin before another power stroke can occur. What causes cross bridge detachment?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: The energy comes from the hydrolysis of ATP.

Output: How does the myosin head obtain the energy required for activation?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: Calcium ions bind to troponin and change its shape.

Output: What specific event triggers the uncovering of the myosin binding site on actin?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: Cross bridge cycling ends when sufficient calcium has been actively transported back into the sarcoplasmic reticulum to allow calcium to unbind from troponin.

Output: When does cross bridge cycling end?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: arrival of an action potential

Output: What causes the release of calcium from the terminal cisternae of the sarcoplasmic reticulum within a muscle cell?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: troponin

Output: The binding of calcium to which molecule causes the myosin binding sites to be exposed?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: myosin

Output: A myosin head binds to which molecule to form a cross bridge?


Input: binding of ATP

Output: What causes the myosin head to disconnect from actin?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: hydrolysis of ATP

Output: What energizes the power stroke?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: Calcium binds to troponin, altering its shape.

Output: What is the role of calcium in the cross bridge cycle?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: The displacement of tropomyosin exposes the active sites of actin, allowing cross bridges to form.

Output: What role does tropomyosin play in the cross bridge cycle?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: Troponin controls the position of tropomyosin on the thin filament, enabling myosin heads to bind to the active sites on actin.

Output: How does troponin facilitate cross bridge formation?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: myosin binding to actin

Output: What, specifically, is a cross bridge?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: ATP binding to the myosin head

Output: What event causes cross bridge detachment?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: during the cocking of the myosin head

Output: Where in the cross bridge cycle does ATP hydrolysis occur?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: ATP hydrolysis is used to re-cock the myosin head.

Output: How/when does the myosin head cock back to store energy for the next cycle?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: Myosin heads would remain detached, unable to cock.

Output: BMD (2,3-butanedione 2-monoximime) inhibits myosin, such that ATP can bind to myosin but myosin is unable to hydrolyze the bound ATP. What effect would BMD have on the cross bridge cycle?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: There are always some myosin heads attached to the actin myofilament when other myosin heads are detaching.

Output: During contraction, what prevents actin myofilaments from sliding backward when a myosin head releases?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: slow oxidative fibers

Output: Which muscle fiber type is best suited for endurance activities?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: d. increase in the number of muscle cells

Output: Which of the following is not a usual result of resistance exercise? a. increase in the number of myofibrils within the muscle cells b. increase in the efficiency of the circulatory system c. increase in the efficiency of the respiratory system d. increase in the number of muscle cells

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: stores oxygen in muscle cells

Output: Myoglobin ________.

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: latent

Output: Immediately following the arrival of the stimulus at a skeletal muscle cell there is a short period called the ________ period during which the events of excitation-contraction coupling occur.


Input: storing energy that will be transferred to ADP to resynthesize ATP

Output: Creatine phosphate functions in the muscle cell by ________.

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: no ATP is available to release attached actin and myosin molecules

Output: Rigor mortis occurs because _____.

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: lactic acid

Output: During vigorous exercise, there may be insufficient oxygen available to completely break down pyruvic acid for energy. As a result, the pyruvic acid is converted to ________.

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: glycolysis

Output: An anaerobic metabolic pathway that results in the production of two net ATPs per glucose plus two pyruvic acid molecules is ________.


Input: acetylcholinesterase destroying the ACh

Output: After nervous stimulation stops, what prevents ACh in the synaptic cleft from continuing to stimulate contraction?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: a long, relaxing swim

Output: Three discrete types of muscle fibers are identified on the basis of their size, speed, and endurance. Which of the following athletic endeavors best represents the use of red fibers?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: no muscle tension would be generated

Output: Hypothetically, if a muscle were stretched to the point where thick and thin filaments no longer overlapped, ________.

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: motor end plate

Output: What part of the sarcolemma contains acetylcholine receptors?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: False

Output: True/False: Once a motor neuron has fired, all the muscle fibers in a muscle contract.


Input: True

Output: True/False: The force of muscle contraction is controlled by multiple motor unit summation or recruitment.


Input: thick filaments

Output: The H zone contains

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: number of cross bridges formed

Output: The tension generated in a muscle fiber is directly proportional to the

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: a binding site for an ATP molecule and for an actin molecule, and the ability to swivel when powered by ATP.

Output: Each myosin head has

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Output: The contraction cycle is triggered by the rise in __________ released from the SR.


Input: the length of the sarcomeres prior to contraction

Output: Within a single fiber, the tension developed during a twitch depends on

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: In complete tetanus, no relaxation occurs between stimuli, maximum tension is developed, and the muscle fiber is stimulated at a higher frequency.

Output: When comparing complete tetanus with unfused tetanus, which is true?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: one neuron and the muscle fibers it controls

Output: A motor unit consists of

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: very few

Output: In muscles used for fine actions, such as controlling eye movement or use of the hand, a motor unit will have __________ muscle fibers when compared to a motor unit in muscles used for power and strength.

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: helps avoid fatigue during sustained muscle contractions, refers to different motor units taking turns maintaining muscle tension, and makes an entire muscle seem to contract smoothly.

Output: Asynchronous recruitment

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: can be increased by increasing the frequency of action potentials and due to summation.

Output: The force generated by a single muscle fiber

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: at its typical resting length

Output: A muscle fiber develops its maximum tension when it is in what position at the moment it is stimulated?

Action potential propagation in a skeletal muscle fiber ceases when acetylcholine is removed from the synaptic cleft. Which of the following mechanisms ensures a rapid and efficient removal of acetylcholine? a. Acetylcholine is transported back into the axon terminal by a reuptake mechanism. b. Acetylcholine is transported into the postsynaptic neuron by receptor-mediated endocytosis. c. Acetylcholine diffuses away from the cleft. d. Acetylcholine is degraded by acetylcholinesterase.


Input: [2] Resections [1]

Output: What is the method of locating unkown position on a mapp called


Input: [2] Intersections [1]

Output: What is method of locating unkown points on a mapp called


Input: [2] Index point base line scaled outer edge [1]

Output: 3 parts of a protractor are


Input: [2] true north with a star Grid north with GM Maginec north with broken arrow [1]

Output: What are the 3 norths and how are they symbolized on a map


Input: [2] meters [1]

Output: What graphic scale is most commonly used by marines


Input: [2] 4 1000 6 100 4 10 10 1 [1]

Output: How close with a 4 6 8 diget grid get you


Input: [2] Index Contour line [1]

Output: Every 5th contour line from zero elevation is called


Input: [2] Contour Interval [1]

Output: What is the distance between contour lines called


Input: [2] Elevation and relief [1]

Output: What do contour lines on a map show


Input: [2] bottom left [1]

Output: Where is a map legend found


Input: [2] Tactical employment fire discipline fire control maneuver of the squad [1]

Output: What 4 things are the squad leaders responible for


Input: [2] Prepatory phase conduct phase Consolidation reorganzation phase [1]

Output: 3 phases of offensive combat


Input: [2] Article 31 [1]

Output: What article of ucmj deals with the rights of the accused


Input: [2] 77-134 [1]

Output: What are the punitive ariticles of the ucmj


Input: [2] NJP [1]

Output: What is article 15


Input: [2] Disrespect or insurbordinate condut to an NCO [1]

Output: What is article 91


Input: [2] US Constition International Law UCMJ Court decisions [1]

Output: What are the 4 sources of miltary law


Input: [2] Missing a movement [1]

Output: What is article 87


Input: [2] To give the commander a essitenl and prompt means of maintaining good order and discipline [1]

Output: What is the purpose of NJP


Input: [2] Give the Commander pertinent information of the matter so that the officer with NJP authourity can decide whether not to due NJP [1]

Output: What is the purpose of a prliminary inquiry


Input: When LeAnn called on a long-time customer, she realized that the man was upset and took the time to listen to his problem. She was able to sympathize with the customer's recent loss of a pet by using her: [adaptive selling]

Output: emotional intelligence.


Input: Caitlin Gold has sold business textbooks for seventeen years. She makes it a point to try to create a personal relationship with her customers. When a committee of professors selected a new marketing book, her book was one of the three finalists. Because the committee chairperson considered herself a close friend of Gold, she convinced the committee to select Gold's text over the other options. The committee chairperson trusted Gold to provide a good text at a fair price. This is an example of a: [adaptive selling]

Output: relational partnership


Input: As Azi traveled across the state of Tennessee, he stopped and bought gas, a soda and a bag of corn chips at a small convenience store that he will probably never visit again. Azi engaged in a: [adaptive selling]

Output: market exchange.


Input: Which of the following is NOT an advantage of the standard memorized sales presentation? It ensures the salesperson will provide complete and accurate information about the company's products and policies. b. It is very effective for telemarketing. c. The beginning salesperson can quickly gain confidence. d. It is based on a detailed analysis of the individual customer's situation and needs. e. It can combine the best elements of the presentations used by a firm's best salespeople. [adaptive selling]

Output: It is based on a detailed analysis of the individual customer's situation and needs.


Input: Which of the following statements about applicant information sources is FALSE? A. An application form should include factual questions concerning the profile the company established for the position. B. Contacting references is a good way to validate information on the application form. C. The most frequently contacted references are former professors. D. Experienced sales managers expect to hear favorable comments when they contact an applicant's references. 0% E. You should choose a variety of references that can provide different information about you. [adaptive selling]

Output: The most frequently contacted references are former professors.


Input: When identifying a customer's social style, salespeople should: a. not let their judgment be clouded by their initial reaction to the customer b. look for clues that may suggest he or she has made an inaccurate assessment of a customer's social style c. ask questions rather than make statements d. avoid assuming that specific jobs or functions are associated with a particular social style e. do all of the above [adaptive selling]

Output: e. do all of the above


Input: When the purchasing agent bought an order of sheet aluminum (used to make cans) from a new supplier, the salesperson stated he could deliver on a week's notice, but when the agent placed his first order, he was told that he could expect to receive it in about six weeks. The person salesperson had violated the _____ that the salesperson had made. [adaptive selling]

Output: expressed warranty


Input: Even though personal selling is the most expensive method of communication on a per person reached basis, businesses continue to use personal selling because of advantages in: [adaptive selling]

Output: flexibility and control.


Input: Larry, an inexperienced sales rep, has asked you to suggest ways to deal with potential ethical problems. What is your advice? [adaptive selling]

Output: Develop and maintain a personal code of ethics.


Input: Tyler is paying careful attention to what Jack (her prospect) says and sorting out relevant facts from all the statements. With eye contact and nods of her head, she tells Jack she's interested in what Jack is saying. Tyler is engaged in: [adaptive selling]

Output: active listening.


Input: Darryl wants to go to Panama City with some friends this weekend, but his best customer is opening a new store and Darryl thinks he should be there. Darryl's dilemma is an example of: [adaptive selling]

Output: role conflict


Input: Which of the following is the BEST example of a salesperson engaging in deliberate deception? a. The sales clerk at JCPenney told the woman, "That swimsuit makes you look 5 pounds thinner." b. The salesperson for the plant nursery offered to give the buyer an extra bush if he bought two dozen. c. The swimming pool salesperson neglected to tell the buyer that he would have to pay an additional $2,000 to have the ground prepared for the bargain $1,200 pool he just bought. d. The wholesale flower seller claimed that his flowers were so beautiful that they almost looked artificial. e. The computer salesperson offered the buyer a free one-year service contract for buying a computer during this month. [adaptive selling]

Output: The swimming pool salesperson neglected to tell the buyer that he would have to pay an additional $2,000 to have the ground prepared for the bargain $1,200 pool he just bought.


Input: When we consider the distance involved, it is correct to say most students in a classroom are seated in the professor's _____ zone. [adaptive selling]

Output: public


Input: Which of the following statements about complaints is FALSE? a. The customer must perceive the settlement of the complaint as being fair. b. The settlement that will be provided must be clearly communicated. c. A salesperson settling a claim should educate the customer to forestall future claims. d. A fair settlement made in the customer's favor helps resell the company and its products. e. A customer who doesn't complain is a happy customer. [adaptive selling]

Output: A customer who doesn't complain is a happy customer.


Input: ______________________ are employees who sell to a network of distributors. [adaptive selling]

Output: Trade salespeople


Input: _____ occurs when the Claycraft salesperson attempts to sell fiberglass planters to a buyer of bird baths. [adaptive selling]

Output: Cross-selling


Input: Which of the following statements about upgrading is true? a. It is also called suggestion selling. b. The objective of upgrading is to expand the seller's business by selling to the customer in ever larger quantities. c. To upgrade a customer the salesperson must usually show that the initial purchase was not exactly what the customer needed. d. Upgrading is crucial to sellers, because without it their customers might turn to other suppliers when they need new equipment. e. All of the above statements about upgrading are true. [adaptive selling]

Output: Upgrading is crucial to sellers, because without it their customers might turn to other suppliers when they need new equipment.


Input: It is late in the day when Reginald calls on his favorite customer. The customer is tired but invites him in and sits back with his hands and legs open. Reginald interprets this body language as: [adaptive selling]

Output: positive.


Input: Hurricane Mitch was the most devastating storm to ever hit Central America. Roger Conrado, a salesperson for ExxonMobil Chemical in that area, knew that the large paint manufacturer that was his key client in Honduras would want to get up and running as soon possible to help with the rebuilding effort. To keep the customer supplied with the chemicals it needed, Conrado proactively found trucks and the truck drivers willing to drive the 100 extra miles and ford streams to get ExxonMobil Chemical products to the manufacturer as soon as possible. What stage of the building of the long-term partnership does this example describe? [adaptive selling]

Output: commitment


Input: Ursula is in the middle of a serious negotiation with her customer. She is not sure what the customer meant by his last statement. Ursula should ___________________ in order to verify her customer's intent. [adaptive selling]

Output: restate the customer's comment


Input: Shaking hands should: [adaptive selling]

Output: be the prospect's choice.


Input: Universities constantly send information, promotions and solicitations to their graduates, even recent graduates who are unlikely to make major donations to the school. Universities know if they can create loyalty, the _______________________ or sum of graduates' purchases and donations over their entire life can be considerable. [adaptive selling]

Output: customer lifetime value


Input: As you seek a job in sales, it is important that you understand your own needs. Which of the following questions is one you should ask yourself to help you determine what motivates you? [adaptive selling]

Output: Am I propelled more by financial incentives, personal recognition or the satisfaction of just getting a task completed?


Input: Common law: [adaptive selling]

Output: grows out of court decisions.


Input: Robert smiles a lot when he makes presentations to prospective buyers of his product. He says he uses the smile to communicate the idea he is a friendly, helpful salesperson. In terms of the communication process, translating this idea into a smile is his way of: [adaptive selling]

Output: encoding.


Input: _____ résumés are a form of life history, organized by type of experience. [adaptive selling]

Output: C. Conventional


Input: Which of the following statements about a job interview is true? a. One difference between sales calls and job interviews is that both parties have needs that will have to be defined during the meeting. b. Most interviewers would think you were excessively insecure if you took notes during a job interview. c. It is particularly important when interviewing for a sales job that you demonstrate your ability to converse with a stranger. Do not allow periods of silence for any reason during the interview. d. It is important not to seem over eager in your initial interview, so avoid asking for a commitment from your interviewer at this time. e. Be sure to learn when you can expect to hear from the company. [adaptive selling]

Output: Be sure to learn when you can expect to hear from the company.


Input: In terms of the social style matrix, James is best described as a supportive risk avoider who moves and speaks slowly and deliberately. He is cool and aloof and never shows any emotion. Into which quadrant does this information place James? [adaptive selling]

Output: analyticals


Input: "If you'd follow my instructions more carefully and focus on getting the job done, you'd be a lot more successful." These instructions tell you the person giving them is most likely a(n): [adaptive selling]

Output: driver.


Input: Which of the following is the BEST example of a solo market exchange? a. Jimmy buys a new suit from a tailor who visits his offices quarterly. b. Mariah purchases a bag of corn chips from the convenience store nearest to her home. c. After the flood damaged his home in Des Moines, Jon hired a waste management company to haul away the rotten carpeting in front of his house. d. Sunil purchases a service contract from a cleaning company, which will clean his home one day a week. e. On his way home from calling on a new prospect who was unwilling to buy, Fred stopped to talk to his insurance agent about additional life insurance. [adaptive selling]

Output: After the flood damaged his home in Des Moines, Jon hired a waste management company to haul away the rotten carpeting in front of his house.


Input: The salesperson for Fashion Seal Uniforms is telling the owner of fifteen retirement homes how important it is that caregivers have clean and attractive uniforms that will withstand countless hot water washes. The salesperson has brought several styles of uniforms that have been washed hundreds of times to show how well his company's uniforms are made. The owner of the retirement homes tells the salesperson that she is planning on opening one new center every six months for the next ten years and will need a lot of uniforms. Then the owner agrees to buy six, but with no commitment to extend the relationship. This is an example of which stage of the relationship development process? [adaptive selling]

Output: exploration


Input: The career objective statement portion of a résumé is often troubling for college students because a specific statement that is on target for one job may remove the student from consideration for others. What is the text's advice about objective statements? [adaptive selling]

Output: Have several résumés, each with a different career objective statement.


Input: Sandra has decided to hire her own sales force as the sole method of marketing her products. She has decided to use a ______________________ strategy. [adaptive selling]

Output: sales-force intensive


Input: When Tony sells his company's line of wind chimes to Tom King, the owner of King's Nursery, he carries one with him and illustrates its melodious sound to the customer. When Tony sells his company's line of wind chimes to Milt Pressley, the owner of Franklin Hardware, he shows Pressley the sales projections for next year. This ability to vary his sales presentation according to social styles indicates that Tony has a high degree of: [adaptive selling]

Output: versatility.


Input: Carla's responsibilities include customers, vendors, and finance. Carla is a(n): [adaptive selling]

Output: boundary-spanning employee.


Input: Salespeople engage in _____ when they ignore a purchasing agent's (PA) policy against contacting other employees without the PA's permission, go around the PA's back, and contact other people involved in the purchasing decision directly. [adaptive selling]

Output: backdoor selling


Input: Gordon is searching his company's CRM system. In the system Gordon is likely to find all of the following EXCEPT: a. policy manuals b. sales literature c. price lists d. EPA regulations e. product descriptions [adaptive selling]

Output: EPA regulations


Input: The text defines personal selling as a business activity involving a person-to-person communication process during which a seller: [adaptive selling]

Output: uncovers and satisfies the needs of a buyer to the mutual long-term benefit of both parties


Input: To improve the likelihood of reorders, a salesperson can: [adaptive selling]

Output: establish a good relationship with the customer's service personnel.


Input: After building awareness, the next stage of partnership building is: [adaptive selling]

Output: exploration.


Input: Which of the following is an example of a kickback? A. Barry slips the receptionist $20 so he can get an interview with her boss. B. Lori buys the purchasing agent of Lincoln Electrical Company an extravagant lunch to cement their friendship. C. Payton shares industrial secrets with one of his competitors. D. Chantal pays a department store buyer 5 percent of all orders placed by the store. E. Andrew pays the government official $200 to speed up the licensing process. [adaptive selling]

Output: Chantal pays a department store buyer 5 percent of all orders placed by the store.


Input: As a general rule, the text states companies look for three qualities in salespeople. They are: [adaptive selling]

Output: good communication skills, self-motivation and a positive attitude


Input: Franco raises fish as a hobby. For the last nine years he has gone to Fins-to-You, a local pet store that specializes in tropical fish and aquarium supplies for all of his needs―from fish food to aquarium heaters to replacement fish. Which of the following terms best describes the relationship Franco has with Fins-to-You? [adaptive selling]

Output: functional relationship


Input: From a buyer's perspective, value in a purchase decision equals: [adaptive selling]

Output: the benefits received - (the selling price + time and effort to purchase).


Input: The first thing a salesperson should do in dealing with a customer's complaint is: [adaptive selling]

Output: encourage the customer to tell his or her whole story


Input: self esteem, positive identity, self-actualization [communal welfare]

Output: agentic welfare


Input: relationship is mutually beneficial and mutually dependent [communal welfare]

Output: Interdependence


Input: the various forces that draw people together [communal welfare]

Output: Interpersonal attraction


Input: tendency to be attracted to others who have similar cognitions [communal welfare]

Output: Homogamy


Input: Sensitivity, confidence, talkativeness, flirtatiousness [communal welfare]

Output: 4 factors of Communication Behavior


Input: courtship that may or may not be serious [communal welfare]

Output: Quasi-courtship


Input: Initiating, Experimenting, Intensifying, Integrating, Bonding [communal welfare]

Output: Stages of Relational Escalation


Input: happens when someone is continually frustrated with a goal [communal welfare]

Output: Emotional flooding


Input: actions and activities that sustain a relationship as the relational partners want it defined [communal welfare]

Output: Relational maintenance behavior


Input: keep parts together [communal welfare]

Output: Centripetal force


Input: pull parts apart [communal welfare]

Output: Centrifugal force


Input: how fairness works in various kinds of relationships [communal welfare]

Output: Equity theory


Input: fairness based on input and output [communal welfare]

Output: Equity


Input: interplay between polar opposites (push and pull) [communal welfare]

Output: Relational dialects


Input: person might want more connection whereas other wants more autonomy [communal welfare]

Output: Antagonistic dialectical tension


Input: both partners want to feel more connected and also have separatoin [communal welfare]

Output: Non-antagonisitic dialectical tension


Input: attraction of spirit, more equality, end in themselves, lack of exclusivity [communal welfare]

Output: Characteristics of platonic relationship


Input: passionate love [communal welfare]

Output: Eros love


Input: game-playing love [communal welfare]

Output: Ludus love


Input: friendship-oriented love [communal welfare]

Output: Storge love


Input: practical and rational love [communal welfare]

Output: Pragma love


Input: possessive, dependent love [communal welfare]

Output: Mania love


Input: idealism about love, disclosure to partner, good listening [communal welfare]

Output: Agape love


Input: shared feelings and experiences, [communal welfare]

Output: Companionate love


Input: feelings of security [communal welfare]

Output: Secure love


Input: feelings of warmth, nonverbal means of communicating love [communal welfare]

Output: Intuitive love


Input: togetherness, making plans for the future [communal welfare]

Output: Committed love


Input: feelings of warmth and feeling beautiful, express emotional reactions to each other [communal welfare]

Output: Traditional romantic love


Input: faith in social insitutions, woman should take mens last name, interdependent, conflict over major issues [communal welfare]

Output: Traditional couples


Input: no traditional beliefs, have to make up own norms, interdependent, have conflict over everything [communal welfare]

Output: Interdependent couples


Input: autonomous, avoid conflict of all kind, "emotionally divorced" [communal welfare]

Output: Separate couples


Input: decline in marital satisfaction, consideration of separation or divorce, separation, divorce [communal welfare]

Output: Cascade model


Input: emotional reactions, feelings of being surprised, overwhelmed, and disorganized by your partner's negative emotions [communal welfare]

Output: Flooding


Input: Differentiating, circumscribing, stagnating, avoiding, terminating [communal welfare]

Output: Stages of coming apart


Input: tramatic event, outcry, denail, intrusion, working through, completion, identity change [communal welfare]

Output: After the breakup


Input: feelings of despair, hopelessness [communal welfare]

Output: Outcry


Input: the person separates from others to stay alone [communal welfare]

Output: Denial


Input: she or he cannot think of anything but the failed relationship [communal welfare]

Output: Intrusion


Input: figures of why relationship didnt work, gets closure [communal welfare]

Output: Working through


Input: help people adapt better after a breakup [communal welfare]

Output: Coherent narrative and sequential and episodic narratives do what?


Input: When in car accident which insurance [Actual Value]

Output: Collision Insurance


Input: What not to do when getting a car. [Actual Value]

Output: Never use 3rd party financing for a car


Input: the cheapest life insurance you can buy [Actual Value]

Output: Term


Input: Allows paying you back an amount that is more than what you paid [Actual Value]

Output: Guaranteed replacement


Input: Health Saving Account [Actual Value]

Output: attempt to have a high health insurance deductible


Input: Ways to reduce adjusted gross income. [Actual Value]

Output: IRA deduction, Educator expense, Student Interest Loan deduction, tuition and fee deduction, health saving account deposit, moving expenses, self-employment tax and health insurance deduction, alimony paid


Input: Hardest tax form to do. [Actual Value]

Output: 1040


Input: Easiest tax form to do. [Actual Value]

Output: 1040EZ


Input: What is the middle difficulty tax form called. [Actual Value]

Output: 1040A


Input: What are the taxes withheld in paychecks? [Actual Value]

Output: Federal Income Tax, State Income Tax,Local income tax, Social Security tax, Medicare tax


Input: Insurance required for all residents of Indiana. [Actual Value]

Output: liability insurance


Input: Where should you buy for insurance from? [Actual Value]

Output: Independent Agent, Captive Agent, From the Company


Input: Health issues you had before getting health insurance. [Actual Value]

Output: pre-existing condition


Input: HMOs(Health Maintenance Organization) [Actual Value]

Output: least expensive, most restricted, given list to choose health provider; must get referral for a specialist


Input: POS(point-of-sale) [Actual Value]

Output: Expand from HMOs; not as restricted


Input: PPOs(preferred provider Organization) [Actual Value]

Output: stay within approved network; can see specialist without referral; some do not cover prevention care


Input: Which is better: Tax credit or tax deductible? [Actual Value]

Output: Tax Credit


Input: Renters Insurance [Actual Value]

Output: Insurance on your possessions in the rental


Input: How long to have a car lease? [Actual Value]

Output: 2-4 years


Input: Term Life [Actual Value]

Output: life insurance policy that offers a death benefit for a define period (the term).


Input: Whole Life [Actual Value]

Output: More expensive them term life; Your split your premium between cash value, commission and sale expense


Input: Universal Life [Actual Value]

Output: More expensive then term life; death benefit; saving component


Input: Best way to buy a car [Actual Value]

Output: used car; most cost efficient; car depreciates the minute it leave the car lot


Input: itemized deduction [Actual Value]

Output: calculating individual allowable deductions that exceed the amount available under the standard deduction.


Input: Standard deduction [Actual Value]

Output: an amount allotted by the IRS by taxpayers who do not itemized deductions.


Input: How long does it take to get an Associate Degree/ [Actual Value]

Output: 2 years


Input: CPA(certified public accountants) [Actual Value]

Output: highest level of profession for someone to do your tax forms


Input: Usual and Customary Charges [Actual Value]

Output: list of fees that the insurance company says it will pay for healthcare services.


Input: GAP Insurance [Actual Value]

Output: Buy car with little or no money down, there will be a period when your will owe more than its worth; Gap will pay the difference between the cars worth and what you still owe


Input: [communal welfare] agentic welfare

Output: self esteem, positive identity, self-actualization

sexual satisfaction, affection, and companionship


Input: [communal welfare] Interdependence

Output: relationship is mutually beneficial and mutually dependent

sexual satisfaction, affection, and companionship


Input: [communal welfare] Interpersonal attraction

Output: the various forces that draw people together

sexual satisfaction, affection, and companionship


Input: [communal welfare] Homogamy

Output: tendency to be attracted to others who have similar cognitions

sexual satisfaction, affection, and companionship


Input: [communal welfare] 4 factors of Communication Behavior

Output: Sensitivity, confidence, talkativeness, flirtatiousness

sexual satisfaction, affection, and companionship


Input: [communal welfare] Quasi-courtship

Output: courtship that may or may not be serious

sexual satisfaction, affection, and companionship


Input: [communal welfare] Stages of Relational Escalation

Output: Initiating, Experimenting, Intensifying, Integrating, Bonding

sexual satisfaction, affection, and companionship


Input: [communal welfare] Emotional flooding

Output: happens when someone is continually frustrated with a goal

sexual satisfaction, affection, and companionship


Input: [communal welfare] Relational maintenance behavior

Output: actions and activities that sustain a relationship as the relational partners want it defined

sexual satisfaction, affection, and companionship


Input: [communal welfare] Centripetal force

Output: keep parts together

sexual satisfaction, affection, and companionship


Input: [communal welfare] Centrifugal force

Output: pull parts apart

sexual satisfaction, affection, and companionship


Input: [communal welfare] Equity theory

Output: how fairness works in various kinds of relationships

sexual satisfaction, affection, and companionship


Input: [communal welfare] Equity

Output: fairness based on input and output

sexual satisfaction, affection, and companionship


Input: [communal welfare] Relational dialects

Output: interplay between polar opposites (push and pull)

sexual satisfaction, affection, and companionship


Input: [communal welfare] Antagonistic dialectical tension

Output: person might want more connection whereas other wants more autonomy

sexual satisfaction, affection, and companionship


Input: [communal welfare] Non-antagonisitic dialectical tension

Output: both partners want to feel more connected and also have separatoin

sexual satisfaction, affection, and companionship


Input: [communal welfare] Characteristics of platonic relationship

Output: attraction of spirit, more equality, end in themselves, lack of exclusivity

sexual satisfaction, affection, and companionship


Input: [communal welfare] Eros love

Output: passionate love

sexual satisfaction, affection, and companionship


Input: [communal welfare] Ludus love

Output: game-playing love

sexual satisfaction, affection, and companionship


Input: [communal welfare] Storge love

Output: friendship-oriented love

sexual satisfaction, affection, and companionship


Input: [communal welfare] Pragma love

Output: practical and rational love

sexual satisfaction, affection, and companionship


Input: [communal welfare] Mania love

Output: possessive, dependent love

sexual satisfaction, affection, and companionship


Input: [communal welfare] Agape love

Output: idealism about love, disclosure to partner, good listening

sexual satisfaction, affection, and companionship


Input: [communal welfare] Companionate love

Output: shared feelings and experiences,

sexual satisfaction, affection, and companionship


Input: [communal welfare] Secure love

Output: feelings of security

sexual satisfaction, affection, and companionship


Input: [communal welfare] Intuitive love

Output: feelings of warmth, nonverbal means of communicating love

sexual satisfaction, affection, and companionship


Input: [communal welfare] Committed love

Output: togetherness, making plans for the future

sexual satisfaction, affection, and companionship


Input: [communal welfare] Traditional romantic love

Output: feelings of warmth and feeling beautiful, express emotional reactions to each other

sexual satisfaction, affection, and companionship


Input: [communal welfare] Traditional couples

Output: faith in social insitutions, woman should take mens last name, interdependent, conflict over major issues

sexual satisfaction, affection, and companionship


Input: [communal welfare] Interdependent couples

Output: no traditional beliefs, have to make up own norms, interdependent, have conflict over everything

sexual satisfaction, affection, and companionship


Input: [communal welfare] Separate couples

Output: autonomous, avoid conflict of all kind, "emotionally divorced"

sexual satisfaction, affection, and companionship


Input: [communal welfare] Cascade model

Output: decline in marital satisfaction, consideration of separation or divorce, separation, divorce

sexual satisfaction, affection, and companionship


Input: [communal welfare] Flooding

Output: emotional reactions, feelings of being surprised, overwhelmed, and disorganized by your partner's negative emotions

sexual satisfaction, affection, and companionship


Input: [communal welfare] Stages of coming apart

Output: Differentiating, circumscribing, stagnating, avoiding, terminating

sexual satisfaction, affection, and companionship


Input: [communal welfare] After the breakup

Output: tramatic event, outcry, denail, intrusion, working through, completion, identity change

sexual satisfaction, affection, and companionship


Input: [communal welfare] Outcry

Output: feelings of despair, hopelessness

sexual satisfaction, affection, and companionship


Input: [communal welfare] Denial

Output: the person separates from others to stay alone

sexual satisfaction, affection, and companionship


Input: [communal welfare] Intrusion

Output: she or he cannot think of anything but the failed relationship

sexual satisfaction, affection, and companionship


Input: [communal welfare] Working through

Output: figures of why relationship didnt work, gets closure

sexual satisfaction, affection, and companionship


Input: [communal welfare] Coherent narrative and sequential and episodic narratives do what?

Output: help people adapt better after a breakup

sexual satisfaction, affection, and companionship


Input: What color and shape is a railroad crossing warning sign?

Output: Yellow with black letters and X symbol

golocalnet.net/study/quiz/ptest1.htm Flashcards - Cram.com

White rectangles with black lettering or symbols.


Input: What type of pavement marking is used to show you which lane you must use for a turn?

Output: Arrows

golocalnet.net/study/quiz/ptest1.htm Flashcards - Cram.com

White rectangles with black lettering or symbols.


Input: If you reach an uncontrolled intersection at the same time as a driver on your right, and both of you are going to go straight, who has the right-of-way?

Output: The other driver as he/she is on your right

golocalnet.net/study/quiz/ptest1.htm Flashcards - Cram.com

White rectangles with black lettering or symbols.


Input: How far before a turn must you signal?

Output: 100 feet

golocalnet.net/study/quiz/ptest1.htm Flashcards - Cram.com

White rectangles with black lettering or symbols.


Input: What should you see in your rear view mirror before attempting to return to the right lane after passing a vehicle on the left?

Output: The bumper of the car you are passing.

golocalnet.net/study/quiz/ptest1.htm Flashcards - Cram.com

White rectangles with black lettering or symbols.


Input: After you have parallel parked, how close to the curb must your vehicle be?

Output: no more than one foot from curb

golocalnet.net/study/quiz/ptest1.htm Flashcards - Cram.com

White rectangles with black lettering or symbols.


Input: Can you stop to load or unload passengers at a NO STANDING or NO PARKING sign?

Output: Yes

golocalnet.net/study/quiz/ptest1.htm Flashcards - Cram.com

White rectangles with black lettering or symbols.


Input: Who must wear seat belts?

Output: All passengers in front seat and all children under 10, are required

golocalnet.net/study/quiz/ptest1.htm Flashcards - Cram.com

White rectangles with black lettering or symbols.


Input: If you are taking a non-prescription drug, what should you do before driving?

Output: 1. Check the label 2. If not sure ask your doctor

golocalnet.net/study/quiz/ptest1.htm Flashcards - Cram.com

White rectangles with black lettering or symbols.


Input: [Global stratification system] High income nations

Output: Nations with advanced industrial economies and high living standards

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] Middle income nations

Output: Nations that are newly industrialized and have moderate wealth and living standards

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] Low income nations

Output: Nations that are poor, agrarian, and benefit least from their participation in the global economy

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] Absolute poverty

Output: When people lack food and other basic necessities of life

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] Modernization theory

Output: Recognizes global development as a process in which advanced industrial nations and technology help poor nations advance

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] Colonialism

Output: An economic and political system in which powerful nations dominate and exploit weaker ones in trade and other relations

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] Dependency theory

Output: Maintains that rich industrialized nations keep their poor countries from advancing through various dependency relationships

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] World system theory

Output: Maintains that all nations are part of a worldwide division of labor

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] Transnational corporations

Output: Corporations that own companies and search for profits all over the globe

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] trade dependency

Output: when an industrialized nation perpetuates former colonial patterns by purchasing raw materials-coffee, sugar, and minerals-at the lowest possible prices and then processing them at home and selling the finished products back to developing nations at many times the cost of the agricultural produce or raw materials

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] industrial dependency

Output: corporations establish factories in the southern hemisphere to take advantage of cheap labor, gain access to local markets, gain tax advantages, and circumvent environmental and other government regulations in their home countries

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] investment dependency

Output: over 1/2 of the world bank's lending capital is supplied by a handful of major industrial and postindustrial nations; these measures have retarded development and been inconvenient for the rich; devaststaing impact on the poor, producing poverty and periods of starvation

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] core nations

Output: highly industrialized nations that are headquarters for teh world's major corporations and banks

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] semiperiphery nations

Output: nations that are moving toward industrialization and a diversified economy have mid-level participation in the world economy

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] periphery nations

Output: at the very edge of teh world economy because they have very little to offer it; they get the least

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] 50-70%

Output: annual box office receipts of american movies

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [Global stratification system] -5 -60

Output: internet access by the 21st century, _____% of the world's population had internet access, but more than _____% of the online population was in north america.

Nations are ranked in a hierarchy on the basis of their access to the world's wealth, power, and prestige


Input: [allegiant] candidate image

Output: voters' perception of a candidate policy

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] deviating election

Output: an election in which the minority party is able to overcome the long-standing partisan orientation of the public based on temporary or short-term forces

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] franchise

Output: the constitutional or statutory right to vote

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] maintaining election

Output: an election in which the traditional majority party maintains power based on the longstanding partisan orientation of the voters

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] midterm election

Output: the congressional and guber-natiorial elections that occur in the middle of the presidential term

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] mobilization

Output: efforts aimed at influencing people to vote in an election

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] political alienation

Output: the feeling of being isolated from or not part of the political process and system

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] political eficacy

Output: the belief that one's opinions are important and the government will respect and respond to one's view

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] prospective voting

Output: voting that is based on an individual's estimation of how well a candidate will perform duties in the future.

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] rational choice model

Output: a model of voter choice that suggests that an indiviudal will vote if the benefits of doing so outweigh the ocsts and will cast his or her ballot for candidates who are closets to sharing the individual's views on the issue

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] realigning election

Output: an election in which the minority party is able to build a relatively stable coalition to win election, and this coalition endures over a series of elections

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] reinstating election

Output: an election in which the majority party regains power after a deviating election

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] restrospective voting

Output: voting that is based on an indiviudual's evaluation of the past performance of a candidate

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] social psychological model (michigan model)

Output: a model explaining voter chocie that focuses on individual attitudes

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] socioeconomic status

Output: the social background and economic status of a person

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] sociological model (columbia model)

Output: a model explaing voter choice by considering factors such as religion, place of residence, and socioeconomic status

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: [allegiant] voter turnout

Output: the percentage of elegible voters who cast votes in an election

11:Voting behavior and political participation Flashcards - Cram.com

The feeling of great trust and support from the political system


Input: Nml - RBCs and reticulocytes Disease -- all the way back to pro-normoblasts [Name the erythropoesis steps]

Output: Which RBC precursors are found in the blood normally? and with disease?


Input: 10^12 120 days [Name the erythropoesis steps]

Output: Production of RBCs by bone marrow per day? Lifespan of an RBC?


Input: Oxidized hemoglobin Iron is ferric rather than ferrous Cannot carry oxygen [Name the erythropoesis steps]

Output: Methemoglobin


Input: alkaline cooler less DPG [Name the erythropoesis steps]

Output: Things that increase hemeoglobin affinity for oxygen


Input: Acidosis Increased temperature Increased DPG [Name the erythropoesis steps]

Output: Things that decrease hemoglobin affinity for oxgyen


Input: deoxygenated hemoglobin has higher affinity for CO2 than oxygenated [Name the erythropoesis steps]

Output: Haldane effect


Input: In presence of CO2, hemoglobin affinity for oxygen decreases [Name the erythropoesis steps]

Output: Bohr effect


Input: % of total blood volume that is RBC volume [Name the erythropoesis steps]

Output: Hematocrit


Input: Amount of hemoglobin in the blood-- in grams/deciliter [Name the erythropoesis steps]

Output: Hemoglobin


Input: Mean corpuscular volume Hct x10/RBCs Normal = 80-100 femptoliters [Name the erythropoesis steps]

Output: MCV