id&qtp&qim&qil&qtx&qca&qia&qrm&qnxt&qprv&qalb&subj&wght&pts&flr&ded&layout&qfixed&qptsbyans&flags
cmtprint.001&mcs&0&N&In order to be able to sell solutions, salespersons must first understand the:&customer's requirements.&reasons for a firm's record regarding on-time delivery.;principles underlying return on investment.;company's long-term goals.;&Ref: James T. Healy, Winning The High Tech Sales Game, Reston Publishing Co., 1985, p. 29.;&&&a&02.0&&&&&1&&&N.
cmtprint.002&mcs&0&&As it relates to the machine tool industry, a return on investment "hurdle" is best described as:&payback capability.&cost savings.;cost of capital.;budget amount.&Ref: "Cost Justification", NMTBA, December, 1990, p. 10.;&&&a&04&&&&&1&&05&N.
cmtprint.003&mcs&0&N&Which of the following is an example of bilateral tolerance for a 2¼ inch-diameter hole?&2.250 + 0.001&2.250, 2.252;2.250 + 0.002, - 0.000;0.250;&Ref: Machinist's Handbook, 21st ed., p. 1529.;Ref: .ER;Ref: .EQ delim $$ gsize 7;Ref: .EN;&&&a&03.0&&&&&1:v&&&N.
cmtprint.004&mcs&0&N&The American Marketing Association Code of Ethics states that participants in the marketing process should be able to expect that in the area of pricing:&there will be full disclosure of the price associated with any purchase.&the practice of bait and switch will not be applied.;price will not fall below cost.;availability is not manipulated for the purpose of deception.;&Ref: The Vest-Pocket Marketeer, Alexander Hiam, Prentice-Hall, 1991, p. 426.;&&&a&99.0&&&&&1&&&N.
cmtprint.005&mcs&2&N&The American Marketing Association Code of Ethics states that participants in the marketing exchange process should be able to expect that in the area of distribution:&manipulating the availability of a product for the purpose of exploitation will not apply.&extra-cost added features will be identified.;selling or fundraising under the guise of conducting research will not occur.;predatory pricing will not be practiced.;&Ref: The Vest Pocket Marketeer, Hiam, Prentice-Hall, 1991, p. 425.;&&&a&undefined.0&&&&&1&&&N.
cmtprint.006&mcs&0&N&In the SAE/AISI four-digit designation for carbon steel, the last two digits refer to:&carbon content.&silicon content.;alloy content.;lead content.;&Ref: SME, TMEH, Desk Edition, Chapter 15, 2.;&&&a&02.0&&&&&1&&&N.
cmtprint.007&mcs&0&N&Which of the following questions is not of primary importance when a solution is to be sold?&What is the price?&To whom am I selling?;What am I selling?;What are they buying?;&Ref: Winning the High Tech Sales Game, Reston Publishing Co., 1985, p.31.;&&&a&04.0&&&&&1:v&&&N.
cmtprint.008&mcs&0&N&When solutions are to be sold, successful solutions require:&mutual commitment.&understanding long-term goals and objectives.;understanding what is meant by "return on investment".;flexibility.;&Ref: James T. Healy, Winning the High Tech. Sales Game, Reston Publishing Co., 1985, p. 29.;&&&a&04.0&&&&&1&&&N.
cmtprint.009&mcs&0&N&What diameter size is required for a pulley at 144 rpm that must drive a 9-inch-diameter pulley at 256 rpm?&16 inches&5.1 inches;8 inches;24 inches;&Ref: Quick Reference Handbook of Basic Knowledge, p. 611.;&&&a&03.0&&&&&1&&&N.
cmtprint.010&mcs&0&&The term baud rate is defined as the:&rate of electronic transmission of information.&speed of a laser-cutting machine.;speed at which a computer operates.;response time of service staff after a breakdown.&&&&a&03&&&&&1&&07&N.
cmtprint.011&mcs&0&&What is the pitch of a double lead 1/4 - 20 screw?&1/10&1/20;1/5;1/4&Ref: Machinist's Handbook, 21st ed.;Ref: .ER;Ref: ;Ref: .EN;&&&a&03&&&&&1&&09&N.
cmtprint.012&mcs&0&N&In a pneumatic circuit, the best place to control pressure is:&at the exhaust valve.&in the middle of the circuit.;at the pressure gauge.;in front of the circuit.;&Ref: Parker Hannifern Corporation, General Products Handbook.;&&&a&03.0&&&&&1&&&N.
cmtprint.013&mcs&0&N&Which of the following metals is sometimes referred to as a mild steel?&&&Ref: J. T. Ryerson Catalogue.;&&&a&.0&&&&&1&&&N.
cmtprint.014&mcs&0&N&Which one of the following materials is most often used for kitchen cutlery?&420 SS&17-4 PH SS;304 SS;15-5 PH SS;&Ref: Hoffritz Knife Shop.;&&&a&03.0&&&&&1&&&N.
cmtprint.015&mcs&0&N&Which of the following is the best description of ASTM A36 (1018)?&Low-carbon steel&Special grade of aluminum used in aircraft;Alloy steel;Air-hardening tool steel;&Ref: Joseph T. Yerson Stock List, 1991.;&&&a&03.0&&&&&1&&&N.
cmtprint.016&mcs&0&N&The 18 in AISI 1018 steel refers to the:&carbon content.&strength.;machinability.;hardness.;&Ref: Joseph T. Ryerson Stock List 1991.;&&&a&03.0&&&&&1&&&N.
cmtprint.017&mcs&0&N&The L in 304L stainless steel refers to:&extra low carbon content.&additional lead added.;lower strength.;better weldability.;&Ref: Joseph T. Ryerson Stock List 1991.;&&&a&03.0&&&&&1&&&N.
cmtprint.018&mcs&0&N&The L in 11L41 steel refers to a:&leaded steel.&forged steel.;low alloy steel.;low carbon steel.;&Ref: Joseph T. Ryerson Stock List 1991.;&&&a&03.0&&&&&1&&&N.
cmtprint.019&mcs&2&N&In the preceding diagram, denotes:&datum feature symbol.&machining start point.;feature of size.;edge location.;&Ref: Lowell W. Foster, Geometrics II, pp. 14 - 21.;Ref: .ER;Ref: .ce QUESTION \\n(Qn REFERS TO THE FOLLOWING DIAGRAM:;&&&a&03.0&&&&&1:v&&&N.
cmtprint.020&mcs&0&N&The main difference between austenitic and ferritic stainless steels is that austenitic stainless steel:&is nonmagnetic.&is wrought, while ferritic stainless steel is not.;is much harder to machine than ferritic stainless steel.;will not oxidize.;&Ref: American Society for Metals, Metals Handbook, Volume 1, 8th ed., p. 430.;&&&a&05.0&&&&&1&&&N.
cmtprint.021&mcs&2&N&The symbol stands for:&flatness.¶llelism.;perpendicularity.;straightness.;&Ref: Lowell W. Foster, Geometrics II, p. 21.;&&&a&03.0&&&&&1&&&N.
cmtprint.022&mcs&2&N&The symbol signifies:&position.&circularity.;diameter.;concentricity.;&Ref: Lowell W. Foster, Geometrics II, p. 21.;&&&a&03.0&&&&&1&&&N.
cmtprint.023&mcs&0&&Which of the following best defines a micron?&One millionth of a meter&A small amount of electricity;One ten-thousandth of a meter;A unit to measure filter size&Ref: Dictionary.;&&&a&05&&&&&1&&13&N.
cmtprint.024&mcs&2&N&The of a hole is the:&minimum hole size.&measured size.;major size.;maximum hole size.;&Ref: Lowell W. Foster, Geometrics II, p. 5.;&&&a&03.0&&&&&1&&&N.
cmtprint.025&mcs&2&N&The symbol is defined as:&concentricity/coaxiality.&circular runout.;cylindricity.;circularity/roundness.;&Ref: Geometrics II, by Lowell W. Foster, p. 5.;&&&a&03.0&&&&&1&&&N.
cmtprint.026&mcs&2&N&The preceding diagram is best described in which of the following ways?&The location is within 0.010 of its exact true position.&All features to be round are within 0.010.;The location is within +/- 0.005.;The part to be cylindrical is within 0.010.;&Ref: Lowell W. Foster, Geometrics II, p. 102.;Ref: .ER;Ref: .ce QUESTION \\n(Qn REFERS TO THE FOLLOWING DIAGRAM:;&&&a&03.0&&&&&1&&&N.
cmtprint.027&mcs&0&&The pitch of a screw thread is equal to:&one divided by the number of threads per inch.&one revolution of the screw.;one multiplied by the number of threads per inch.;one-half the helical angle of the thread profile.&Ref: Machinery Handbook, 22nd Ed., p. 1372.;&&&a&03&&&&&1&&09&N.
cmtprint.028&mcs&0&N&Which of the following is the equivalent of one horsepower?&0.746 kilowatts&16,000 lb moved 1 inch in 1 second;5545 BTU per hour;1 ton moved 1 foot in 1 minute;&Ref: Machinery Handbook, 20th Ed., "Power and Heat Equivalents," p. 2433.;&&&a&06.0&&&&&1&&&N.
cmtprint.029&mcs&0&N&On a coordinate measuring machine, volumetric accuracy is best checked through the use of the:&ball bar test.&laser interferometer.;circle diamond NAS test.;granite master square.;&Ref: Manufacturing Engineering magazine, April 1989, p. 68.;&&&a&99.0&&&&&1&&&N.
cmtprint.030&mcs&0&&The most important factor to consider in selecting a lubricating oil for high-speed bearings is:&viscosity.&detergent ratio.;resistance to oxidation.;thermal breakdown resistance.&Ref: SKF Bearing Installation and Maintenance Guide, #140 - 710. March 1990, p. 28.;&&&a&03&&&&&1&&10&N.
cmtprint.031&mcs&0&N&The most significant factor in the loss of precision in machine-tool distance measurements is a change in the:&temperature of the machine tool.&air temperature.;coolant temperature.;foundation temperature.;&Ref: Hewlett-Packard 5528, A Laser Measurement System User's Guide, Chap. 2, p. 11.;&&&a&05.0&&&&&1&&&N.
cmtprint.032&mcs&0&N&Compared to a standard class 2A or 2B thread, the clearance of a class 1A or 1B thread is:&greater.&the same.;less.;equal.;&Ref: Machinery's Handbook, 22nd Ed.;&&&a&03.0&&&&&1&&&N.
cmtprint.033&mcs&0&N&Which temperature is generally used as standard for a controlled environment?&68 degrees F +1 degree F&66 degrees F;70 degrees F +2 degrees F, -0 degrees F;72 degrees F + 1 degree F;&Ref: Methods for Performance Evaluation of CMM's, ANSI/ASME B89.1.12, M 1985, p. 13.;&&&a&05.0&&&&&1&&&N.
cmtprint.034&mcs&2&N&What is the area -- in square feet -- of the figure shown below?&675&450;750;840;&Ref: Quick Reference Handbook of Basic Knowledge, p. 650.;Ref: .ER;Ref: .ce QUESTION \\n(Qn REFERS TO THE FOLLOWING DIAGRAM:;&&&a&03.0&&&&&1&&&N.
cmtprint.035&mcs&0&N&What is the radius of a circle 110 inches in circumference?&17.5 inches&4.18 inches;8.75 inches;35 inches;&Ref: Quick Reference Handbook of Basic Knowledge, p. 654.;&&&a&05.0&&&&&1&&&N.
cmtprint.036&mcs&0&&Which of the following is the equivalent of 1 second of arc?&1/3,600 of 1 degree of arc&1/1,000,000 of 1 degree of arc;1/360 of 1 degree of arc;1/1,000,000 of 1 complete revolution&Ref: Shop Theory;&&&a&03&&&&&1&&13&N.
cmtprint.037&mcs&0&N&The lead of all screw threads is best defined as:&the distance a nut will travel during one revolution of the screw.&one, divided by threads per inch (TPI).;being equal to the threads per inch (TPI).;being equal to the pitch of the screw.;&Ref: Machinery Handbook, 22nd ed., p. 1372.;&&&a&03.0&&&&&1&&&N.
cmtprint.038&mcs&0&N&A forged-steel workpiece has which one of the following advantages over a cast-steel workpiece?&Better grain flow&Better heat-treating capability;Lower cost to machine;Lower total production cost;&Ref: American Society for Metals, Metals Handbook.;&&&a&05.0&&&&&1&&&N.
cmtprint.039&mcs&0&N&What is the approximate hardness of prehardened 4140 alloy steel?&269 - 321 BHN&40 - 44 Rc;20 - 22 Rc;400 - 440 BHN;&Ref: J.T. Ryerson catalog.; New Ref: www.nessteel.com/product3.htm&&&a&03.0&&&&&1:v&&&N.
cmtprint.040&mcs&0&N&The PH in 17-4 PH stainless steel stands for:&precipitation hardened.&prehardened.;concentration of alkalinity.;post heat-treated.;&Ref: J.T. Ryerson catalogue.;&&&a&03.0&&&&&1&&&N.
cmtprint.041&mcs&0&N&S-7 tool steel is best suited for which one of the following tools?&Pneumatic air hammer chisel&Complex die blocks;Shear blades;Forging dies;&Ref: Carpenter steel catalog.;&&&a&03.0&&&&&1&&&N.
cmtprint.042&mcs&0&&Decarbonized free steel is steel that:&is premachined.&has low carbon content.;is silicon-kilned.;is vacuum-melted.&Ref: J.T. Ryerson catalogue.;&&&a&03&&&&&1&&09&N.
cmtprint.043&mcs&0&&A light band is a measurement of:&flatness.&brightness.;distance.;surface finish.&Ref: Dictionary.;&&&a&03&&&&&1&&12&N.
cmtprint.044&mcs&0&N&Society of Automotive Engineers (SAE) fasteners differ from standard fasteners in that SAE fasteners:&have a finer series thread.&are self-tapping.;have closer tolerance thread.;are stronger.;&Ref: Machinery Handbook.;&&&a&03.0&&&&&1&&&N.
cmtprint.045&mcs&0&N&A line drawn under a dimension on a drawing means that this dimension is:¬ to scale.&to be held to a closer tolerance.;a basic dimension.;a starting dimension.;&Ref: ANSI Standards 14.5.;&&&a&03.0&&&&&1&&&N.
cmtprint.046&mcs&0&N&This symbol on a drawing signifies which of the following? &Material removal is prohibited.&Material removal is permitted.;Material removal is mandatory.;Clean-up of cut is mandatory.;&Ref: Machinery Handbook.;Ref: .ER;&&&a&03.0&&&&&1&&&N.
cmtprint.047&mcs&0&N&The abbreviation TIG stands for:&tungsten inert gas.&tantalum impregnated gage.;titanium gas.;tooling industry group.;&Ref: A.W.S. Standard.;&&&a&03.0&&&&&1&&&N.
cmtprint.048&mcs&0&&A Profilometer(tm) is used to measure:&surface finish.&the thickness of a part.;axis positioning accuracy.;the profile of a part.&Ref: NMTBA, Basic Shop Measurement.;&&&a&06&&&&&1&&12&N.
cmtprint.049&mcs&0&N&Which one of the following tools could best be used to check the profile of Jefferson's nose on a nickel?&Comparator&Profilometer;Microscope;Height gage;&Ref: SME Quality Handbook.;&&&a&99.0&&&&&1&&&N.
cmtprint.050&mcs&0&N&A retention knob or pull stud primarily is used to:&hold a tool in the machine tool spindle.&hold dies in a stamping press.;retain tools in a tool storage magazine.;remove dowel pins in blind holes.;&Ref: 1991 NC/CIM Handbook Gardner Publications, p. 151.;&&&a&03.0&&&&&1&&&N.
cmtprint.051&mcs&0&&For which of the following purposes is a part given cryogenic steel treatment?&Stabilizing&Reducing hardness;Cleaning;Preventing corrosion&Ref: Machinery Handbook.;&&&a&03&&&&&1&&04&N.
cmtprint.052&mcs&0&N&Which one of the following materials is best suited for a part requiring high strength and wear resistance?&Aluminum bronze&Chrome-plated steel;Copper;Phenolic resin;&Ref: American Society for Metals Materials Handbook.;&&&a&03.0&&&&&1&&&N.
cmtprint.053&mcs&0&N&Which of the following machining processes will maintain the closest size tolerance for a hole approximately 2 inches in diameter?&Honing&Boring;Trepanning;Circular interpolation milling;&Ref: AMTDA S. and T. Program Cutting tool technology.;&&&a&03.0&&&&&1&&&N.
cmtprint.054&mcs&0&N&Which of the following tools is best suited for finishing hole surfaces on a high-production basis?&Roller burnisher&Single-point boring bar;Multiple-tool boring bar;Shell reamer;&Ref: Troubleshooting Mfg. Processes, SME, 4th ed., Chapter 1.;&&&a&03.0&&&&&1&&&N.
cmtprint.055&mcs&0&N&One revolution of a micrometer barrel on a 1-inch "mike" is equal to:&\0.025 inch&\0.125 inch;\0.20 inch;\0.25 inch;&Ref: Basic Shop Measurement. Pub: by NMTBA.;&&&a&99.0&&&&&1&&&N.
cmtprint.056&mcs&0&N&Which of the following is not a viable measure of sales activity?&Number of competitors' calls to customers&Calls per day;Potential new account calls;Average time spent per call;&Ref: Implementing the Sales Program. John Monoky, 1991, p. 87.;&&&a&01.0&&&&&1&&&N.
cmtprint.057&mcs&0&&Which of the following is the first step in developing a plan for a new territory?&Identify the market by product potential.&Assess prospective customers' financial capabilities.;Develop a direct mail letter for mass mailing.;Determine market potential using telephone yellow pages.&Ref: Implementing the Sales Program 1991, John Monoky, p. 14.;&&&a&01&&&&&1&&02&N.
cmtprint.058&mcs&0&N&When a new sales program is being formulated, which one of the following steps is not necessary?&Survey competitors and ask about their new programs&Determine the marketing goal;Determine the previous year's actual sales;Allocate selling time according to product and customer type;&Ref: Implementing the Sales Program, John Monoky, 1991, p. 33.;&&&a&01.0&&&&&1&&&N.
cmtprint.059&mcs&0&&Which of the following is a general formula for determining the expected dollar volume from current customers?&Expected volume = current base of business + (additional volume Xprobability)&Expected volume = total previous sales - overhead;Expected volume = projected volume - overhead;Expected volume = current base of business + total previous sales&Ref: Implementing the Sales Program, John Monoky, 1991, p. 45.;&&&a&01&&&&&1&&02&N.
cmtprint.060&mcs&0&N&Which of the following is a formula for calculating the expected dollar volume for prospective accounts?&Expected volume = market potential share of potential probability of getting expected share&Expected volume = gross margin - commissions;Expected volume = market potential + time calling on prospect;Expected volume = cost of goods sold - overhead - commissions;&Ref: Implementing the Sales Program, 1991, John Monoky, p. 45.;&&&a&01.0&&&&&1:v&&&N.
cmtprint.061&mcs&0&&Which of the following is the best description of sales productivity?&Gross margin divided by cost of sales&Number of sales per month per salesperson;Sales of higher-priced products;Gross margin minus discount&Ref: Implementing the Sales Program, 1991, John Monoky, p. 2.;&&&a&01&&&&&1&&03&N.
cmtprint.062&mcs&0&N&During the initial interview, if you establish that a customer is outgoing and likes to talk, you should:&ask about family and hobbies.&get right to business.;share information about satisfied customers with similar operations.;ask for a plant tour immediately.;&Ref: Integrity Selling.;&&&a&02.0&&&&&1&&&N.
cmtprint.063&mcs&0&N&Which of the following is best to use as the FIRST step in measuring market potential?&Define the selling territory geographically.&Estimate the total market potential.;Read the regional issue of The Thomas Register.;Seek out the names of competitors.;&Ref: John Monoky, Implementing the Sales Program, 1991, p. 15.;&&&a&01.0&&&&&1&&&N.
cmtprint.064&mcs&0&N&Which of the following formulas is used to calculate Return On Time Invested (ROTI)?&Gross margin divided by cost of time invested&Cost of time multiplied by total sales;Cost of goods divided by cost of time invested;Net margin plus cost of time invested;&Ref: John Monoky, Implementing the Sales Program, p. 57.;&&&a&01.0&&&&&1&&&N.
cmtprint.065&mcs&0&N&In order to allocate time to accounts, it is necessary to determine the value of time. How is your cost per hour calculated?&All direct costs divided by working hours&Number of salespersons divided by total commissions;Commissions earned divided by total sales;Number of days in field divided by number of customers;&Ref: Implementing the Sales Program, 1991, John Monoky, p. 54.;&&&a&03.0&&&&&1&&&N.
cmtprint.066&mcs&0&N&Which one of the following fundamental principles has been adopted in connection with the American standard tolerances, allowances, and gauges for metal fits?&A gauge that represents a minimum limit may be larger, but never smaller, than the minimum size specified for the part to be gauged.&In the case of force fits, "no go" gauges are never necessary.;The gauge that represents a maximum limit may be larger, but never smaller, than the maximum size specified for the part to be gauged.;The extreme sizes for all plain limit gauges shall always exceed the limits of the part to be gauged.;&Ref: Machinery's Handbook, 21st ed., p. 1530.;&&&a&03.0&&&&&1&&&N.
cmtprint.067&mcs&0&&When holes are to be drilled in a material that has a high coefficient of thermal expansion, the:&size of the drilled hole is usually undersize.&drill point does not have to be symmetrical.;size of the drilled hole is usually oversize.;result is usually a work-hardening condition.&Ref: Machining Handbook, 21st ed., p. 1669.;&&&a&03&&&&&1&&12&N.
cmtprint.068&mcs&0&N&When you are dealing with a customer objection, it is imperative to:&listen to the substance of the objection.&make an immediate response to the objection.;mentally formulate a response while the customer is still speaking.;state an immediate benefit to the objection.;&Ref: Winning the High Tech. Sales Game, James T. Healy. Reston Publishing Co. pp. 209-210.;&&&a&05.0&&&&&1&&&N.
cmtprint.069&mcs&0&N&In a highly competitive environment, which one of the following factors is most important?&The uncommitted prospect's company, department, or individual objectives.&The business value that is offered.;Delivery of the product.;The product itself, if it will do the job.;&Ref: James T. Healy, Winning the High Tech Sales Game, Reston Publishing Co.;&&&a&03.0&&&&&1&&&N.
cmtprint.070&mcs&0&N&What reference source can be used to determine the tolerance ranges of honed surfaces with respect to roundness and straightness?&Machining Handbook&Standard Industrial Guide;Metals Handbook;ISO 9000 Standards;&Ref: Machining Handbook, 21st ed., p. 2044.;&&&a&03.0&&&&&1&&&N.
cmtprint.071&mcs&0&&A loan of $250,000 is obtained for 3 years at a simple interest rate of 8%. The principal with interest accrued over 2 years is:&$310,000&$40,000;$60,000;$290,000&Ref: Machinery's Handbook, p. 105.;&&&a&04&&&&&1&&05&N.
cmtprint.072&mcs&0&&At how many revolutions per minute (rpm) must a three-quarter-inch-diameter bar be turned to produce a cutting speed of 100 feet per minute (fpm)?&510&51;133;1330&Ref: Shop. Math. p. 88.;&&&a&02&&&&&1&&13&N.
cmtprint.073&mcs&0&&Which of the following increases the machinability of steel?&Annealing&Increasing the carbon content;Adding nickel;Increasing the copper content&Ref: SME, TMEH, Desk Edition, Ch. 41, 11.;&&&a&03&&&&&1&&09&N.
cmtprint.074&mcs&0&N&When setting proper feed rates for turning or boring tools, the correct procedure is to use:&a maximum feed rate, when roughing, within the limits of available horsepower.&a cutting tool with relatively small chip clearance, for heavier feed rates.;roughing cuts that usually call for finer feeds.;a heavier feed rate when encountering a larger depth of cut.;&Ref: AMTDA SETT Program Cutting Tool Technology Section.;&&&a&03.0&&&&&1&&&N.
cmtprint.075&mcs&0&&You sell a machine for $100,000 with the terms 2/10 net 30. In this situation, the correct payment schedule is that the customer pays:&$98,000 in 9 days.&$2,000 in 10 days and $100,000 in 30 days.;$2,000 in 30 days, $10,000 in 60 days, and $88,000 in 90 days.;$98,000 in 30 days.&Ref: Fundamentals of Selling, p. 175.;&&&a&04&&&&&1&&05&N.
cmtprint.076&mcs&0&N&Adherence to high ethical standards is desired for machine tool sales engineers. Which one of the following descriptions best characterizes this attribute?&High moral principles in character&Efficient project development in engineering;High performance level in sales;Cost-conscious use of time in work;&Ref: Webster, by definition.;&&&a&99.0&&&&&1&&&N.
cmtprint.077&mcs&0&&In evaluating the performance satisfaction level for a system already installed, what should serve as the basis for comparison with actual results?&The baseline criteria at order acceptance&The yield to the corporation after installation;The replacement costs of alternatives;The performance level at runoff and acceptance&Ref: Successful large account management, p. 195.;&&&a&07&&&&&1&&04&N.
cmtprint.078&mcs&0&&One provision of the turnkey project that you deliver to a customer requires production of 100 parts per hour (pph). The customer accepts the machine after successfully completing a 100-pph runoff at the manufacturer's plant, but fails to produce 100 pph on the customer's own premises. In this situation, which of the following is the appropriate course of action for you?&You should offer to become involved in resolving the issue.&You must rerun the acceptance test at no cost to the customer.;You are legally bound to repair or replace the machine.;Although no action is necessary, you may not collect on the invoice until the customer achieves 100 pph with the machine.&Ref: Business Law - Ownership.;&&&a&07&&&&&1&&04&N.
cmtprint.079&mcs&0&N&As soon as you have been given an order, your immediate course of action should be to:&make everyone in your company accountable to the customer.&commit your product delivery schedules.;verify pricing and confirm quantities available.;ship the product on time.;&Ref: The "Yes" Syndrome, p. 81.;&&&a&04.0&&&&&1&&&N.
cmtprint.080&mcs&0&N&When all the details of an order have been fulfilled, the next action would be to:&appraise the strengths of the firm with customers.&close out all files and move on to the next job.;avoid similar applications.;calculate the profit margin of the job.;&Ref: Industrial Marketing Strategy, p. 283.;&&&a&04.0&&&&&1&&&N.
cmtprint.081&mcs&0&N&When all the steps in a selling effort -- approach, interview, validation of solution, and trial close -- have been completed, the salesperson should next:&ask for the order.&negotiate.;offer an incentive to the customer to close now.;revalidate.;&Ref: Integrity Selling.;&&&a&05.0&&&&&1&&&N.
cmtprint.082&mcs&0&N&Negotiations have come to a halt, the sales team leaves the customer in order to regroup. In this situation, which one of the following troubleshooting techniques is most appropriate for responding to the customer quickly?&Brainstorming&Simulation;Relevance tree formulation;Parameter modification;&Ref: Troubleshooting Manufacturing Processes.;&&&a&03.0&&&&&1&&&N.
cmtprint.083&mcs&0&N&For the salesperson who experiences difficulties during the selling process, the first resources available are:&the other members of his/her sales organization.&the members of the manufacturer's engineering department.;his/her bankers.;the members of the customer's engineering department.;&Ref: The 36 Biggest Mistakes Salesman Make, and How to Correct Them, p. 39.;&&&a&03.0&&&&&1&&&N.
cmtprint.084&mcs&0&N&When a client makes objections, the salesperson is best able to respond to these and overcome them by having knowledge of the client's:&needs and wants.&production requirements.;processes and plans.;future goals.;&Ref: Integrity Selling, p. 32.;&&&a&02.0&&&&&1&&&N.
cmtprint.085&mcs&0&N&A customer expresses concern about whether your machine will meet the established cycle time to cut a given aluminum part. Which of the following areas would most likely provide the answer to this customer's concern?&Part processing details&User references;Control processing speed;Machine construction techniques;&Ref: George Schneider, High Speed Machining.;&&&a&03.0&&&&&1&&&N.
cmtprint.086&mcs&0&N&Which of the following would be the major point in successfully responding to a client's expression of concern over a given area of the sales proposal?&Prior planning that includes anticipation of concerns&Management by objectives;Knowledge of a competitor's weakness in this area;Indications to the client that problems can be solved;&Ref: Successful Account Management, p. 153.;Comments: MTD60;Author: Committee;Date: 11/97 Separate from MTD59;Comments: .CO MTD249 Do not use with MTD461.;Comments: .CO MTD353s002;Author: Committee;Date: 03/98 As of scoring of form 0501, item keyed "all correct." Revise for next use.;&&&a&04.0&&&&&1&&&N.
cmtprint.087&mcs&0&N&During the final stages of the selling cycle, the customer raises an objection. The salesperson's most appropriate action is to:&identify the problem and ask open-ended questions to refine it.&focus on the problem and consult with sales team members.;repeat the objection.;convince the customer that the problem can be settled later.;&Ref: Integrity Selling.;&&&a&05.0&&&&&1&&&N.
cmtprint.088&mcs&0&N&When a flexible manufacturing system (FMS) is being proposed to a large corporation, which one of the following would be an appropriate method for validating total system performance?&Run a simulation of the system.&Test each machine for traverse speed.;Demonstrate the correctness of the software ladder systems.;Demonstrate the accuracy of the machine modules.;&Ref: Tool and Mfg. Engineers, Handbook Desk Edition, pp. 4-9.;&&&a&03.0&&&&&1&&&N.
cmtprint.089&mcs&0&N&Which of the following criteria should be used in establishing objectives?&Achievable and measurable&Optimistic and well researched;Verbal and discussed;Not time-related but historical;&Ref: Manage Your Time, Manage Your Work, Manage Yourself, pp. 85-86.;&&&a&01.0&&&&&1&&&N.
cmtprint.090&mcs&0&&Which of the following materials would be milled/drilled or turned at a slower surface footage feed rate than 1018 steel?&Tool steel&Brass;Graphite;Aluminum&Ref: TMEH, Vol. 1 Machining, 9-93, 95.;&&&a&03&&&&&1&&09&N.
cmtprint.091&mcs&0&N&A salesperson proposes a manufacturing solution with a total fixed cost of $60,000. The customer sells the product units at $2.00 each, the variable costs total $1.50 each. What is the break-even point -- in number of product units -- for the customer to recover the fixed cost?&120,000&20,000;30,000;40,000;&Ref: Financial Management, p. 89.;&&&a&03.0&&&&&1&&&N.
cmtprint.092&mcs&0&N&A salesperson has been asked to process a part and to propose a turn-key manufacturing solution for making it. The customer has a data base that describes this part. Which one of the following statements about this situation is correct?&The salesperson could model and process the part using a CAD-CAM system.&The salesperson could process the data file to yield highest and lowest values for comparison purposes.;The customer's data base is of little use.;The salesperson could process the customer's data base to produce the ASCII file output.;&Ref: What Every Engineer Should Know About CAD-CAM.;&&&a&02.0&&&&&1&&&N.
cmtprint.093&mcs&0&N&Which of the following is the abrasive component in a grinding wheel?&Cubic boron nitride (CBN)&Silicon oxide (SiO);Scotch-Brite (SB);Titanium nitride (TN);&Ref: Grinding Technology.;&&&a&03.0&&&&&1&&&N.
cmtprint.094&mcs&0&N&The running base circle of a gear is called the:&pitch diameter&tip diameter;root diameter;throw diameter;&Ref: American Machinist Handbook.;&&&a&03.0&&&&&1&&&N.
cmtprint.095&mcs&0&N&When statistical process control (SPC) is being used, which of the following values refers to a machine process that is "under control" to the best degree?&A CPK greater than 1.33&A sigma greater than 2.0;A sigma less than 2.0;A CPK less than 1.33;&Ref: Trouble Shooting Manufacturing Process, by SME.;&&&a&05.0&&&&&1&&&N.
cmtprint.096&mcs&0&N&The customer needs to slot a 4-inch-thick block of tool steel that has a Rockwell "C" scale (Rc) value of 68. The slot is 1 inch long and 0.020 inch wide. There is a very low production requirement. The best manufacturing process to use is:&EDM.&slotting.;milling.;grinding.;&Ref: SME, TMEH, Vol. 1, Chapter 14, 44.;&&&a&03.0&&&&&1&&&N.
cmtprint.097&mcs&0&N&A potential customer for a vertical machining center indicates a need to machine 50,000 pieces per year of an aluminum part. Each piece takes 2 minutes to mill and 1 minute to drill and tap. Which of the following pairs of machine characteristics would you recommend?&High rapid traverse rates and high spindle speed&High torque and high spindle speed;High rapid traverse rates and high torque;High spindle speed and low rapid traverse rates;&Ref: TMEH, Vol. 1 Machining, 1-59-63.;&&&a&03.0&&&&&1&&&N.
cmtprint.098&mcs&0&N&The process of removing metal through electrical oxidation is called:&electrical discharge machining.&electromagnetic pulsing.;electrical beam oxidation.;laser oxidation machining.;&Ref: Gillespie, Troubleshooting Manufacturing Processes, SME.;&&&a&02.0&&&&&1&&&N.
cmtprint.099&mcs&0&N&Your customer is required to put a slot 1.0 inch long and .020 inch wide through a piece of hardened tool steel 4 inches thick with a Rockwell valve of C68. The best tool for this job is a/an:&electrical discharge machine (EDM).&mill.;lathe.;grinder.;&Ref: Smith, Advanced Machining, IFS Publications, U.K.;&&&a&03.0&&&&&1&&&N.
cmtprint.100&mcs&0&N&Less than 20% of manufacturing engineers currently make use of simulation, lasers, and/or adaptive controls. By the year 2000, this percentage is expected to:&grow to nearly 50%.&remain near 20%.;approach 100%.;drop marginally.;&Ref: Competing in World-Class Manufacturing, p. 288.;&&&a&03.0&&&&&1&&&N.
cmtprint.101&mcs&0&N&The purpose of the client interview process is to:&enable you to discover the client's wants or needs.&enable you to develop a personal relationship with the client.;allow the client to develop a better understanding of your services.;allow the client to better understand your product.;&Ref: Willingham, Integrity Selling, p. 28.;&&&a&02.0&&&&&1&&&N.
cmtprint.102&mcs&0&N&SIC code 3400 is forecast to remain stable, and has also generated 30% of your sales volume. You know that SIC code 3500 is a growth market (estimated increase = 30%), and that in the past it has generated 30% of your sales volume. The remainder of your sales volume stems from SIC code 3600, which is forecast to decrease by 25%. With this information, which of the following would be the approximate time-management strategy for use of your selling time?
____3400|3500|3600&30% | 40% | 30%&30% | 20% | 50%;40% | 10% | 50%;50% | 20% | 30%;&&&&a&undefined.0&a&01.0&&&1&&&N.
cmtprint.103&mcs&0&N&A machine is designed for high-speed machining. It would be used most by customers who machine:&aluminum.&Inconel.;stainless steel.;cast iron.;&Ref: Tool and Mfg. Engineer Handbook, Vol. Desk Edition, Chapter 15, pp. 15-27.;&&&a&03.0&&&&&1&&&N.
cmtprint.104&mcs&0&N&The jet-engine industry, which currently accounts for 20% of your business (your are a machine-tool distributor), is forecast to increase by 80% during the 1990s. The automotive industry, which now accounts for 60% of your business, is forecast to decrease by 25% in the same period. Which of the following technologies should you represent?&EDM, ECM, grinding, and laser&Fabrication and stamping;High-speed turning and milling;MFG welding and plasma cutting;&Ref: Grinding Technology, p. 163.;&&&a&01.0&&&&&1&&&N.
cmtprint.105&mcs&0&&Which of the following are the three basic components of an FMS?&NC machine tools, conveyance network, overall control&machine tools, gauging, fixtures and tools;NC machining center, tool changer, CNC control;Robots, wash stations, measuring devices&Ref: SME, TMEH Desk Edition, Ch. 4.;&&&a&03&&&&&1&&06&N.
cmtprint.106&mcs&0&N&Which of the following favorable consequences are connected with the application of FMS technology to manufacturing?&Quick responsiveness to changing production requirements&Higher lead times;Increased work in progress;Low-level control;&Ref: TMEH Vol. 1 Machining SME, 15-92.;&&&a&03.0&&&&&1&&&N.
cmtprint.107&mcs&0&N&Which of the following is the chief benefit of the double V way system?&Geometric alignment&Ability to accept a round mating bearing surface;Faster tracking speed;Oil disbursement;&Ref: Foundations of Mechanical Accuracy.;&&&a&03.0&&&&&1&&&N.
cmtprint.108&mcs&0&N&In 1992, you did $10 million in sales leads: 45% referral, 25% advertising reponse, 30% direct mail. In 1993, you did $15 million: 40% referral, 20% advertising response, 5% direct mail, and 35% telemarketing. What would your promotion lead generation plan be for 1994?&Increase telemarketing, decrease direct mail, constant advertising.&Decrease telemarketing, constant direct mail, increase advertising.;Decrease telemarketing, decrease direct mail, increase advertising.;Decrease telemarketing, increase direct mail, decrease advertising.;&Ref: The Street Smart Salesman, p. 68.;&&&a&03.0&&&&&1&&&N.
cmtprint.109&mcs&0&N&When your customer complains of having a problem with an installation, what is the first thing you should do?&Apologize and solicit further information.&Put the customer in touch with the manufacturer.;Find out if this is a common start-up problem.;Apologize and explain that this is a common problem.;&Ref: Ron Zemke and Dick Schaaf, The Service Edge, 1989, p. 23.;&&&a&07.0&&&&&1&&&N.
cmtprint.110&mcs&0&&The manufacturer you represent has made a serious error in the installation at your customer's facility. In this situation, the most appropriate action is to:&take responsibility for following up, since the customer is the victim.&make sure that the installation people are held responsible.;find out what the error is so it does not happen again.;contact the manufacturer's installation department and tell them to correct the error.&Ref: Ron Zemke and Dick Schaaf, The Service Edge, 1989, p. 25.;&&&a&07&&&&&1&&04&N.
cmtprint.111&mcs&0&N&It is important to handle all customer complaints in a proper manner:&because properly resolved complaints provide the best opportunity for repeat business.&to forego creating a customer complaint department.;because the machine tool manufacturers want you to make customers satisfied.;to ensure payment as soon as possible.;&Ref: Ron Zemke and Dick Schaaf, The Service Edge, 1989, p. 26.;&&&a&07.0&&&&&1&&&N.
cmtprint.112&mcs&0&&Your customer is the major reason for a problem with a machine tool, but your company has a policy that the customer is always right. Which of the following statements best describes the situation and the appropriate response?&The customer is not always right, but you treat the customer as if he/she is right in such instances.&The customer is wrong and you have a responsibility to your company to explain why the customer is wrong.;The customer is always right at the time, but you can someday, in a nice way, show the customer that he/she was wrong.;The customer is not always right, so it is important that you go over the proposal to show that the machine tool does what is required.&Ref: Ron Zemke and Dick Schaaf, The Service Edge, 1989, p. 21.;&&&a&07&&&&&1&&04&N.
cmtprint.113&mcs&0&N&Which of the following describes the most important factor in your relationship with customers?&Trust&Technical knowledge;Friendship;Common backgrounds;&Ref: Stephen R. Covey, The 7 Habits of Highly Effective People, 1989, p. 188.;&&&a&99.0&&&&&1&&&N.
cmtprint.114&mcs&0&&When you have highly developed listening skills and use them, most prospective customers:&become more open with you.&become a little nervous about your selling skills.;become impressed with you for not talking so much.;want you to tell them about your product.&Ref: Carl Henry, High Energy Selling, 1990, p. 141.;&&&a&02&&&&&1&&04&N.
cmtprint.115&mcs&0&N&When a potential customer answers only "Yes" or "No" to your questions, what should you do?&Ask open-ended questions.&Start asking questions that must be answered with a "Yes.";Tell him/her to let you know what the company wants.;Use a video to make your point.;&Ref: Ron Willingham, Integrity Selling, 1987.;&&&a&02.0&&&&&1&&&N.
cmtprint.116&mcs&0&N&A customer says, "I'm impressed with what you've shown me, but I have a problem with the delivery date. We can't wait that long." You would regard this as:&valuable information that you need to respond to.&an indicator that the order is in jeopardy.;a sign that a discount should be offered.;a sign that it is time to get your management involved.;&Ref: Carl Henry, High Energy Selling, 1990, p. 86.;&&&a&05.0&&&&&1&&&N.
cmtprint.117&mcs&0&N&As a salesman, the best reason for keeping up with technological changes in the industry, by reading trade magazines, attending seminars, and associating with knowledgeable people is that you will:&always offer customers service beyond just selling a product.&make more sales because you can speak the same language as the customers.;feel good about yourself, which means you will be a better salesman.;demonstrate to your customers that you really know your business.;&Ref: Carl Henry, High Energy Selling, 1990, p. 150.;&&&a&03.0&&&&&1&&&N.
cmtprint.118&mcs&0&N&During negotiations between buyer and seller, the best time to ask for the order is:&when negotiation details have been settled.&after the customer has had time to consider the details.;when the prospect is asking questions.;during review of the terms and conditions of the proposal.;&Ref: Carl Henry, High Energy Selling, 1990, p. 101.;&&&a&05.0&&&&&1&&&N.
cmtprint.119&mcs&0&N&Which of the following statements is the best indication that a negotiation has been successful?&Each party comes away feeling like a winner.&You were able to get everything you wanted.;All issues were discussed.;Your customer was able to get everything he/she wanted.;&Ref: Carl Henry, High Energy Selling, 1990, p. 95.;&&&a&05.0&&&&&1&&&N.
cmtprint.120&mcs&0&&When dealing with a customer regarding a service issue, you should act courteously and promptly because:&customers will be more forgiving of difficulties if they perceive that they are being treated with personal care and respect.&you will feel better about yourself, which will allow you to do a better job.;customers are under a lot of pressure, so they sometimes need to release their frustrations to someone.;you will be more likely to get further business from your customers.&Ref: William, A. Band., Creating Value for Customers, Copper and Lybrand, p. 25.;&&&a&07&&&&&1&&04&N.
cmtprint.121&mcs&0&N&If an appointment is canceled, which of the following would be the most appropriate response?&Be flexible enough to use the time for some other useful purpose.&Try to contact the customer to confirm that the appointment has been canceled.;Start making cold calls on prospects in the area.;Try to reschedule the appointment within the next couple of days.;&Ref: Carl Henry, High Energy Selling, p. 125.;&&&a&02.0&&&&&1&&&N.
cmtprint.122&mcs&0&N&Which of the following statements is most meaningful in regard to the setting of goals?&Do not set goals that will be impossible to reach.&Set goals low enough so that you can always achieve them.;Ask advice from your superiors as to the setting of goals.;Always set goals higher than you think you can achieve.;&Ref: High Energy Selling, Carl Henry, p. 116.;&&&a&01.0&&&&&1&&&N.
cmtprint.123&mcs&0&N&With regard to the setting and achieving of goals, it is most useful to:&put the goals in writing and keep a record of any progress made.&write your goal down at least once a week for extra emphasis.;let others know of your goals so that you will have a stronger urge to stay on track.;daily remind yourself of your goal so that you will not lose sight of it.;&Ref: High Energy Selling, Carl Henry, p.116.;&&&a&01.0&&&&&1&&&N.
cmtprint.124&mcs&0&&Which would be the best way to keep informed of the internal condition of a company that is a good customer?&Keep in regular contact with the key people in the company.&Obtain a financial or annual report, if available.;Obtain a Dun and Bradstreet report.;Subscribe to the Journal of Commerce or a weekly newspaper devoted to business.&Ref: Integrity Selling, by Willingham.;&&&a&04&&&&&1&&04&N.
cmtprint.125&mcs&0&N&Which of the following statements best describes the purpose of any company that has been successful in its field?&Understanding that the focus of business is getting and keeping customers&Being financially sound and thus being able to stay in business;Having the best machine tool sales and service staff;Being the leading machine tool sales company in the region;&Ref: Creating Value for Customers, William A. Bans, Cooper and Lybrand, p. 23.;&&&a&07.0&&&&&1&&&N.
cmtprint.126&mcs&0&N&From the aspect of management, which of the following is the most important factor for a sales engineer to keep in mind?&Time&Technical knowledge;People skills;Knowledge of customer base;&Ref: Manage Your Time, Your Work, Yourself by Merrill E. Douglas/Donna N. Douglas, p. 1.;&&&a&03.0&&&&&1&&&N.
cmtprint.127&mcs&0&&Ceramic cutting tools are most commonly used in:&finish machining operations.&roughing cast iron.;horizontal machining center applications.;interrupted cuts.&Ref: Troubleshooting Mfg. Processes, SME, 4th ed., Chapter 1.;&&&a&03&&&&&1&&09&N.
cmtprint.128&mcs&0&N&The primary advantage of coated carbide cutting tools is that they:&combine strength with wear resistance.&reduce tool breakage.;provide better surface finish.;permit deeper cuts.;&Ref: Kennametal Handbook.;&&&a&04.0&&&&&1&&&N.
cmtprint.129&mcs&0&N&In non-just-in-time (non-JIT) manufacturing, what percentage of time will a part be machined while in a plant?&5%&20%;30%;40%;&Ref: AMTDA SETT Program, "Automation Justification".;&&&a&03.0&&&&&1&&&N.
cmtprint.130&mcs&0&N&It is often recommended that salespeople make both a weekly plan -- directed toward achieving objectives -- and a daily plan -- which is a to-do list based on the weekly plan. To make certain that enough time is allowed to complete both plans, which of the following practices is most likely to be helpful?&Break the plans down into specific actions, and estimate the average time needed to complete each action.&Have your plans checked by someone of equal or greater experience.;Build a log.;Add a percentage (e.g., 10%) to each estimate, to make certain that tasks can be completed in the planned period.;&Ref: Manage Your Time, Your Work, Yourself, by Merrill E. Douglas, Donna N. Douglas, pp. 97 - 100.;&&&a&01.0&&&&&1&&&N.
cmtprint.131&mcs&0&N&An effective approach prepares your customers to listen to you, it sets the stage and breaks the preoccupation of both you and your customer. In preparing the approach, it is most important for you to assume that:&people will always put up barriers when you approach them.&the decision awaits the low-cost proposal.;you will be presenting a bias.;you have not been told the entire problem.;&Ref: Ron Willingham, Integrity Selling, p. 5.;&&&a&02.0&&&&&1&&&N.
cmtprint.132&mcs&0&&Circular form tools are most often used on:&automatic screw machines.&milling machines.;turret presses.;OBIs.&Ref: SME Machining Handbook.;&&&a&03&&&&&1&&09&N.
cmtprint.133&mcs&0&N&Which one of the following media most often serves in the automatic balancing of grinding wheels?&Coolant&Arbor weights;Mercury;Resin;&Ref: Landis, Grinding Guide.;&&&a&03.0&&&&&1&&&N.
cmtprint.134&mcs&0&&In sales, the primary purpose of effective verbal communication is to convince your customer that you:&are interested in getting the order only if your product matches his/her needs.&and your company will stand behind your products.;have solved similar problems before.;offer the training to support the purchase.&Ref: Strategic Selling by Robert E. Miller and Stephen E. Heiman, p. 12.;&&&a&02&&&&&1&&04&N.
cmtprint.135&mcs&0&N&In an interview with a prospective customer, it is most important to determine: &the customer's needs.&who will make the final decision for the customer's company.;the customer's return on investment (ROI) criteria.;the customer's ability to pay for the equipment.;&Ref: Strategic Selling by Robert Miller and Stephen E. Heiman, p. 266.;&&&a&02.0&&&&&1&&&N.
cmtprint.136&mcs&0&N&What is the advantage of adding lead to AISI 4140 steel alloy?&Improved machinability&Inhibited corrosion;Increased ductility;Improved malleability;&Ref: High Speed Machining, ASM and Society of Carbide Engineers.;&&&a&02.0&&&&&1&&&N.
cmtprint.137&mcs&0&N&What is the basic function of an adaptive control on a metal-cutting machine tool?&Maintaining optimum cutting conditions&Simplifying CNC programming;Reducing operator error;Automatic control of tool change;&Ref: Practical CNC Training. Distributed by Gardner Publications.;&&&a&03.0&&&&&1&&&N.
cmtprint.138&mcs&0&N&In the machine tool industry, which of the following is the best use of Turcite?&Way liner bearing material&Spindle bearing material;Insulating material;Oil-impregnated cross-slide material;&Ref: Metals Handbook.;&&&a&03.0&&&&&1&&&N.
cmtprint.139&mcs&0&N&It has been said that you do not have a good customer until you have been through a crisis with him/her. Which of the following is most important in such cases?&Listening to the customer and reaching agreement on a solution.&Negotiating a settlement based on general principles.;Immediately offer to replace the faulty product at no cost.;Asking permission to come in with a service person to analyze the problem.;&Ref: The Vest Pocket Marketer, Alexander Hiam, p. 350.;&&&a&01.0&&&&&1&&&N.
cmtprint.140&mcs&0&N&What is the best way to acknowledge the receipt of an order?&Send a written order acknowledgement.&Follow up with a telephone call to make certain that the customer is satisfied.;Ask for a down payment.;Send a personalized thank-you note.;&&&&a&06.0&&&&&1&&&N.
cmtprint.141&mcs&0&N&On receiving notification of a customer's decision not to purchase, an astute salesperson will:&find out why.&tell his/her supervisor.;call a new prospect immediately.;renegotiate with the customer.;&Ref: The Street Smart Salesman.;&&&a&05.0&&&&&1&&&N.
cmtprint.142&mcs&0&N&When a customer voices an objection, you may reasonably assume that:&this is a signal that the customer is interested.&you have little chance of getting an order.;your presentation was poorly done. ;the customer is not really interested.;&Ref: Arthur Rosen, The Street Smart Salesman, p. 153.;&&&a&05.0&&&&&1&&&N.
cmtprint.143&mcs&0&N&In the process of obtaining feedback from a customer, the salesperson should:&ensure that all of the customer's comments are acknowledged.&provide the customer with as much information as possible.;sell features and benefits.;listen to the customer but realize that the value of complaints is limited.;&Ref: The Street Smart Salesman.;&&&a&02.0&&&&&1&&&N.
cmtprint.144&mcs&0&N&When soliciting and discussing a possible sale with a customer, it is essential to:&ask the right questions.&have competitive information for comparison.;apply time-management techniques.;ask for a tour of the customer's facility.;&Ref: Integrity Selling, Ron Willingham, p. 40.;&&&a&02.0&&&&&1&&&N.
cmtprint.145&mcs&0&N&In your interview process, which word will most often be used to lead off your sentence?&How&Do;Will;Are;&Ref: Integrity Selling, Ron Willingham, p. 19.;&&&a&03.0&&&&&1&&&N.
cmtprint.146&mcs&0&N&Which of the following elements will best serve to make a sales talk more effective?&Open-ended and indirect questions&Remembering the customer's name and address;Setting the date for the next appointment;An invitation for the buyer to visit the seller's plant;&Ref: The Best Seller. The New Psychology of Selling and Persuading People. By Ron Willingham, Ch. 3, p. 35. Prentice-Hall, Inc.;&&&a&02.0&&&&&1&&&N.
cmtprint.147&mcs&0&N&Which of the following parts of a die forms the material?&Punch&Die cushion;Stripper plate;Press slide;&Ref: Troubleshooting Mfg. Processes, SME, Chapter 3.;&&&a&03.0&&&&&1&&&N.
cmtprint.148&mcs&0&N&Prior to presenting a proposal or contract, you should:&verify the accuracy.&ask for the competitor's price.;show it to your sales manager.;ask what possibility you have of getting the order.;&Ref: The Street Smart Salesman.;&&&a&04.0&&&&&1&&&N.
cmtprint.149&mcs&0&N&At which time is it most appropriate for you to plan for the next customer interview?&The moment you leave the present customer's premises&Six months after your last interview with next customer;When you confirm appointment with customer;One month after your last interview with next customer;&Ref: From Selling to Managing by Ronald Brown, p. 44. American Management Association.;&&&a&02.0&&&&&1&&&N.
cmtprint.150&mcs&0&&When you set yourself goals, the most important consideration is that:&goals should be attainable with a reasonable amount of effort.&goals should not be attainable, forcing you to work much harder.;goals that are easily attainable indicate that you require higher goals.;others should also be able to attain your goals.&Ref: Integrity Selling. By R. Willingham, Prentice-Hall.;&&&a&01&&&&&1&&03&N.
cmtprint.151&mcs&0&N&(Was 351i002)
After completing a detailed interview to determine customer needs, you explain that there are several possible technical solutions. The customer is eager to move ahead, and it is clear that there is strong competition. The most appropriate next action is to:&interview the customer further to determine the optimal solution.&get more information about the competition.;re-examine your notes and records from the interview.;move quickly to demonstrate one good alternative.;&Ref: High Energy Selling, p. 48.;Comments: MTD446;Author: Committee;Date: 1/03 Rewrite.;Comments: MTD328;Author: Editorial;Date: 1/03 Usually the measurement would be presented as 0.001" but is left as .001" for this item to match the graphic.;Comments: MTD203;Author: Editorial;Date: 1/03 Correct spelling of the measuring instrument in D#4 is "Talyrond" per the website of the manufacturer (Taylor Hobson). This is a brand/model name for a group of related instruments. Note that non-mfr websites may misspell the name.;Comments: MTD458;Author: Editorial;Date: 1/03 D#1 may overlap with other choices.;&&&a&02.0&&&&&1&&&N.
cmtprint.152&mcs&0&&Which names should be topmost on your list of potential buyers?&Customers who have already purchased a machine tool from you&Potential customers whom your department head suggests;Potential customers who in the past have purchased the competition's equipment;Qualified leads from advertisements&Ref: High Tech. Sales Game, p. 326.;&&&a&01&&&&&1&&02&N.
cmtprint.153&mcs&0&&A correct statement about progressive dies is that they have:&multiple stations.&leading-edge technology.;improved performance.;reduced setup times.&Ref: PMA Design Guidelines;&&&a&05&&&&&1&&11&N.
cmtprint.154&mcs&0&N&The shut height dimension is the same as the:&closed die dimension.&distance from the floor to the bed.;height of a press.;position of the ram when turned off.;&Ref: Troubleshooting Mfg. Processes, SME, Chapter 3.;&&&a&03.0&&&&&1&&&N.
cmtprint.155&mcs&0&N&The best statement with regard to a transfer press is that it has:&multiple stamping stations.&high-speed applications only.;the ability to move parts from press to press.;the allowance for several operators.;&Ref: Troubleshooting Mfg. Processes, SME, Chapter 3.;&&&a&05.0&&&&&1&&&N.
cmtprint.156&mcs&0&N&Die cushions are normally located in the:&press bed.&upright.;crown of the press.;upper platen.;&Ref: Troubleshooting Mfg. Processes, SME, chapter 3.;&&&a&03.0&&&&&1&&&N.
cmtprint.157&mcs&0&&A material straightener is used to:&remove the coil set.&adjust material width.;remove the edge bow.;eliminate camber.&Ref: Troubleshooting Mfg. Processes Society Manufacturing Engineers (SME) 4th ed., Chapter 13.;&&&a&03&&&&&1&&11&N.
cmtprint.158&mcs&0&N&A stamping press feed is used for:&feeding coil material.&decreasing the feed rate of the press speed.;increasing the feed rate of the press stroke.;forming hard parts.;&&&&a&03.0&&&&&1&&&N.
cmtprint.159&mcs&0&N&A two-point press has two:&press connection rods.&feeds.;legs.;vertical rams.;&Ref: PMA Design Guidelines;&&&a&03.0&&&&&1&&&N.
cmtprint.160&mcs&0&N&The term press tonnage refers to the:&rated stamping load for a press.&weight of a press.;weight of a press and a die.;permissible ram load.;&Ref: Troubleshooting Mfg. Processes, SME, Chapter 3.;&&&a&02.0&&&&&1&&&N.
cmtprint.161&mcs&0&N&Mechanical press flywheel energy is measured in:&inch-tons.&feet per min.;rpm.;strokes per min.;&Ref: PMA Design Guidelines;&&&a&03.0&&&&&1&&&N.
cmtprint.162&mcs&0&N&Hydraulic presses are normally used in the process of:&deep drawing.&coining.;swaging;blanking.;&Ref: PMA Design Guidelines;&&&a&02.0&&&&&1&&&N.
cmtprint.163&mcs&0&N&Which of the following is the most important factor in successfully drilling steel at high speed?&Efficient chip removal&Adequate machine horsepower;A rigid machine tool;Water-soluble coolant;&Ref: High Speed Machining, ASM International - Schneider, 1990, p. 75.;&&&a&03.0&&&&&1&&&N.
cmtprint.164&mcs&0&N&In a buyer/seller relationship, the desire for a stronger relationship will usually foster a:&higher level of ethical behavior.&desire for profit maximization on each sale.;longer negotiating process.;desire for discounting.;&Ref: HIAM, The Vest Pocket Marketeer, Prentice-Hall, 1991, p. 405.;&&&a&99.0&&&&&1&&&N.
cmtprint.165&mcs&0&N&Why is it important to communicate directly with the key decision-maker in following up a sale?&Other people may censor your message.&You may not receive the order.;Telephone time is expensive.;You will not have to repeat yourself.;&Ref: The Science of Human Communication, by Schramm. Basic Books, 1963, p. 13.;&&&a&04.0&&&&&1&&&N.
cmtprint.166&mcs&0&N&Stripping a part from a punch can be made easier by the use of:&a punch vent hole.&annular lines on the punch.;a die vent hole.;a drawing compound.;&Ref: Troubleshooting Manufacturing Processes, SME, Gillespie, 1988, pp. 3-37.;&&&a&03.0&&&&&1&&&N.
cmtprint.167&mcs&0&N&In a customer interview, seller's questions should primarily be aimed towards:&identifying customer needs.&presenting the capabilities of the product.;building confidence in the supplier.;closing the sale.;&Ref: Integrity Selling, Willingham. Doubleday, 1987, pp. 34-35.;&&&a&02.0&&&&&1&&&N.
cmtprint.168&mcs&0&&Problem-solving software with decision-making capability derived from actual experienced events is called a/an:&expert system.&word-processing system.;operating system.;spread sheet.&Ref: Smart Manufacturing with AI (SME), 1st ed., pp. 37 - 39.;&&&a&03&&&&&1&&06&N.
cmtprint.169&mcs&0&N&Technology has allowed the seller immediate access to information about his/her customers. The quickest access to the broadest pool of information is through the use of:&databases via computer.&The Wall Street Journal.;state industrial guides.;your customer lists.;&Ref: Successful Large Account Management, Miller and Heiman, 1991, Holt, p. 40.;&&&a&01.0&&&&&1&&&N.
cmtprint.170&mcs&0&N&To assist in evaluating a customer's need for your product, it is important to be aware of the external factors affecting the customer's firm. Which of the following are examples of external factors?&Economy and demography&Cash flow and accounts receivable;Return on investment (ROI) and net worth;Balance sheet and income statement;&Ref: AMTDA, Statistic Sales Planning of the Marketing Planning Perspective, Book One, Revised 1991, John Monoky.;&&&a&01.0&&&&&1&&&N.
cmtprint.171&mcs&0&N&A sales person needing to establish goals that are attainable within his/her sales territory, should follow a logical sequence in the goal-setting process. The first step in such goal setting should be to determine:&where the sales person is now.&where the sales person wants to go.;what methods and resources are to be used.;how the sales person is to get there.;&Ref: AMTDA. Strategic Sales Planning. The Marketing Planning Perspective, Rev. Ed., 1991.;&&&a&01.0&&&&&1&&&N.
cmtprint.172&mcs&0&N&Three individual capital investments have an original investment cost of $150,000 each, and each earns $50,000 per year for the first 3 years. Investment A earns a total of $300,000 during its life, investment B earns a total of $450,000 during its life, and investment C earns $150,000 during its life. The payback period for these investments is:&3 years for A, B, and C.&1.77 years for A, B, and C.;2 years for A, 3 years for B, and 1 year for C.;6 years for A, 9 years for B, and 3 years for C.;&Ref: Harvard Business Review on Management. Harper and Row, 1975. Chapter 17. "How to Evaluate New Capital Investments," John McLean, pp. 310, 311.;&&&a&04.0&&&&&1&&&N.
cmtprint.173&mcs&0&N&With regard to the milling of a workpiece, in which of the following methods does the cutter rotate in the same direction as the feed of the workpiece?&Climb milling&Top milling;Conventional milling;Up milling;&Ref: "Metal Cutting: Today's Techniques for Engineers and Shop Personnel," American Machinist, McGraw-Hill, 1980, p. 34.;&&&a&03.0&&&&&1&&&N.
cmtprint.174&mcs&0&N&A sales prospect voices a variety of objections, including price, to accepting your proposal. The preferred method of responding to these objections initially is to:&make sure that all of the prospect's objections have been raised.&review the objections and respond in writing.;explain that you are in a more advantageous position to grasp the prospect's requirements.;repeat your entire proposal presentation.;&Ref: R. Willingham, Integrity Selling, Doubleday, 1987, p. 108.;&&&a&05.0&&&&&1&&&N.
cmtprint.175&mcs&0&N&If a customer wants to lease 100% of the cost of a new machine tool and obtain ownership of the machine tool at the end of the lease, then he/she requires a/an:&capital lease.&leveraged lease.;rental lease.;operating lease.;&Ref: The Vest Pocket CPA. Sieger, Shim, Dauber. Prentice-Hall, 1988, pp. 177, 189.;&&&a&04.0&&&&&1&&&N.
cmtprint.176&mcs&0&N&People are more apt to buy from you when they perceive that you view the world:&the way they do.&as chaotic.;as needing your product or service.;as unchangeable.;&Ref: Integrity Selling. Willingham. Doubleday, 1987, p. 23.;&&&a&02.0&&&&&1&&&N.
cmtprint.177&mcs&0&N&Studies suggest that the four major customer personality types are: talkers, doers, controllers, and plodders. If you are presenting your proposal to a doer, your best presentation would consist of:&a quick recitation of end-result benefits.&facts filled with data, time cycles, and machine specifications.;a visit to a high-profile current user of your equipment, including lunch with a high-ranking officer of the company visited.;a thorough, time-consuming discussion of features and benefits.;&Ref: Integrity Selling. Willingham. Doubleday, 1987, p. 72.;&&&a&03.0&&&&&1&&&N.
cmtprint.178&mcs&0&N&A machine tool assembly consists of a 2-inch-thick steel component directly affixed to a 1-inch-thick bronze component, both measured at start-up. The assembly is designed to operate at a temperature of 120 degrees F. If the machine starts up cold at 65 degrees F, and steel has a linear thermal expansion of 0.0000062 inch per inch per degree Fahrenheit, and bronze has a linear thermal expansion of 0.0000099 inch per inch per degree Fahrenheit, how many inches long will the component be at its operating temperature?&3.0012265 inches&2.9987735 inches;3.0001375 inches;3.0008855 inches;&Ref: Moore and Victory, Holes, Contours and Surfaces, Moore Special Tool Co., 1996, p. 61.;&&&a&03.0&&&&&1&&&N.
cmtprint.179&mcs&0&N&In preparing a proposal, the professional salesperson should emphasize the product or service in terms of:&its value as a solution to the customer's problem.&being the best available.;being specially low-priced.;immediate availability.;&Ref: Carl Henry, High Energy Selling, Executive Press, 1990, p. 64.;&&&a&04.0&&&&&1&&&N.
cmtprint.180&mcs&0&N&The term "F.O.B. factory" means that the seller is responsible for freight and loading costs of a machine tool to:&a truck or train at the seller's factory.&the exact location of operation of the machine tool at the buyer's factory.;the buyer's specified receiving dock.;the customer's rigger.;&Ref: Business Law. Smith and Roberson. West Publishing, 1960, p. 332.;&&&a&06.0&&&&&1&&&N.
cmtprint.181&mcs&0&N&Personal contact with a customer is a means of passing information from the seller to the buyer. This information flow is of greater use to the seller than telemarketing, mass media advertising, or direct mail because the buyer can provide the seller with a higher level of:&feedback.&time.;decision making.;relationship.;&Ref: The Science of Human Communication. Schramm Basic Books, 1963, p. 13.;&&&a&02.0&&&&&1&&&N.
cmtprint.182&mcs&0&N&When presenting a proposal, the salesperson should talk about the offered product or service solely in terms of:&being of value as a solution to the customer's problem.&being available immediately if ordered now.;being priced especially low for that customer only.;being the best available.;&Ref: High Energy Selling. Carl Henry. Executive Press, 1990, p. 64.;&&&a&04.0&&&&&1&&&N.
cmtprint.183&mcs&0&N&One method of specifying runout is to state the tolerance from the nominal datum axis as T.I.R., which is an abbreviation for:&total indicator reading.&tolerance including radius.;tolerance is round.;total included roundness.;&Ref: Cat Pocket Reference. Caterpillar Tractor Co., Jan. 1979, p. 95.;&&&a&03.0&&&&&1&&&N.
cmtprint.184&mcs&0&N&During the negotiating process, the salesman should:&develop a long-term viewpoint that will maximize the salesman's value as a supplier.&permit the customer to think that he/she has won.;concentrate on a strategy that will convince the customer to buy quickly.;concentrate on obtaining the order quickly.;&Ref: Webster, Frederick E., Jr., Industrial Marketing Strategy, 1984, New York, NY, p. 69.;&&&a&05.0&&&&&1&&&N.
cmtprint.185&mcs&0&&The best alternative to bar feeding large-diameter (over 4 inches) parts in a CNC lathe is:&saw-cutting the parts and handling them as chucking jobs.&the use of quick-change lathe tooling.;to chute-feed parts directly into an automatic chuck.;to install a custom, oversized collect feeding system.&Ref: Turning and Boring, Angles and Applications, SME, 1985, Dearborn, Michigan, p. 89.;&&&a&03&&&&&1&&09&N.
cmtprint.186&mcs&0&N&If a customer has a requirement to turn a 3.5-inch-diameter X8-foot-long steel bar stock on a CNC lathe, the major concern will be the:&potential vibration caused by poor bar stock support.&thru-hole diameter of the spindle.;adequate horsepower of the lathe.;maximum spindle speed rating of the lathe.;&Ref: SME TMEH Vol. 1, Chapter 8, 76.;&&&a&02.0&&&&&1&&&N.
cmtprint.187&mcs&0&N&After the machine tool salesperson closes a sale, the most important step that should be taken NEXT is to:&ensure that the order is properly processed and the merchandise is delivered as promised.&arrange financing terms.;turn over the delivery tracking of the equipment to the appropriate inside salesperson.;assure the customer that he/she has made the best decision.;&Ref: Anderson, Robert B., Professional Selling, 2nd ed., 1981, Prentice-Hall.;&&&a&07.0&&&&&1&&&N.
cmtprint.188&mcs&0&N&If a salesperson assists a customer in developing a specific or unique machining process, that process:&should not be discussed with outsiders without prior discussion with the customer.&becomes available to all because there are no patents on machining processes.;can be sold to anyone else, with the salesperson's company sharing in the royalties.;is marketable to the extent of agreements made prior to proving the process.;&Ref: Machine Tool Selling, by Harry Loberg, McGraw-Hill.;&&&a&99.0&&&&&1&&&N.
cmtprint.189&mcs&0&N&Machine tool sales engineers should generate proposals based on:&satisfying customer needs and problems.&written specifications received from the customer.;availability of equipment.;requests from "key buying influences".;&Ref: Hanan, Mack. Key Account Selling, American Management Association, 1989, New York, NY, pp. 104-105.;&&&a&04.0&&&&&1&&&N.
cmtprint.190&mcs&0&N&(Was 577i005)
In the account segmentation presented above, which of the following principles is demonstrated?&80/20&50/50;Key account;Target account;&Ref: C. Futrell. ABC's of Selling, 4th Ed., Irwin, 1994, p. 395.;Ref: .ER;Ref: .TS center tab (and), l c c l c c l c c l c c . andYearly Sales Customer Sizeand(actual or potential)andNo. of Accounts and\_and Extra largeandOver $2,000,000and10 Largeand$750,000-$2,000,000and50 Mediumand$250,000-$750,000and100 Smalland$10,000-$250,000and140;Ref: .TE;Comments: MTD13;Date: 5/00 For 0601, D#2 changed from "410 SS," D#3 changed from "304 SS," and CA#4 changed from "1018 CRS".;Comments: MTD97;Date: 5/00 Distractors revised for 0601.;Comments: .CO MTD518 Separate from MTD636.;Comments: MTD636;Date: 5/00 Separate from MTD518;Comments: MTD153;Date: 5/00 D# 1 changed from "single stations" and D#4 changed from "tubular parts" for 0601.;Comments: MTD118;Date: 5/00 D#2 shortened from "after the customer has had time to consider the details, usually a few days" for 0601.;Date: 8/00 Triple keyed #1, #2, #2 for 0601.;Comments: MTD109;Date: 5/00 D#1 changed from "Call the customer" and D#4 changed from "Apologize and explain that this is a common problem" for 0601.;Comments: MTD78;Date: 5/00 D#1 changed from "You must accept the return of the machine by the customer and must rerun the acceptance test at no cost to the customer" and D#2 changed from "You are legally bound to repair the unsatisfactory machine or to replace it" for 0601.;Comments: MTD666;Author: Committee;Date: 5/00 Separate from MTD109.;Comments: MTD435;Date: 8/00 Double keyed #1, #2 for 0601.;Comments: MTD31;Date: 8/00 Double keyed #1, #3 for 0601.;Comments: MTD245;Date: 8/00 Double keyed #1, #4 for 0601.;&&&a&01.0&&&&&1&&&N.
cmtprint.191&mcs&0&&The basic definition of a machine tool proposal is:&everything the customer needs to know before making a buying decision.&price, terms, and delivery.;proper technical information matched to the customer's database.;an offer to sell machine tools priced to make a profit.&Ref: Anderson, Robert B. Professional Selling, Prentice-Hall, Inc., 1981, p. 12.;&&&a&04&&&&&1&&04&N.
cmtprint.192&mcs&0&&The most useful goals that a company can have are those that:&are measurable, specific, reachable yet challenging, and time based.&can be easily achieved.;are phrased in terms of return on investment and profit criteria.;everyone in the company understands and can work toward.&Ref: Weitz, Castleberry, Selling Building Partnerships.;&&&a&01&&&&&1&&03&N.
cmtprint.193&mcs&0&N&Knowledge of the current economic environment should be considered when formalizing goals and measuring results because:&economic analysis helps to identify and assess threats and opportunities as they are evolving in the marketplace.&knowledge of economic conditions will help determine which customers should be deleted from the database.;economic conditions typically change in a five-year cycle.;economic conditions will determine how much telemarketing a company should do.;&Ref: Webster, Frederick E., Jr. Industrial Marketing Strategy, Ronald Press, 1984, p. 294.;&&&a&01.0&&&&&1&&&N.
cmtprint.194&mcs&0&N&To be a professional in sales -- as in any field -- the most important FUNDAMENTAL principle is to:&be honest and impartial.&represent yourself in public as a professional.;act as an agent of your client.;promote the growth of your organization.;&Ref: Certification Brochure, ASQC - Milwaukee, WI.;&&&a&99.0&&&&&1&&&N.
cmtprint.195&mcs&0&N&When a customer is continually late in paying, you should consider:&building these increased costs into future pricing for this customer.&telling the customer that you will no longer quote prices.;talking to the customer about this problem.;turning the accounts over to a collection agency.;&Ref: Haas, Business Marketing Management, Ch. 17, p. 598.;&&&a&04.0&&&&&1&&&N.
cmtprint.196&mcs&0&N&On a runoff requirement, which standard deviation allowance provides for the smallest deviation from the part tolerance?&+ 2 sigma&- 3 sigma;+ 8 sigma;- 2 sigma;&Ref: E.L. Grant, Statistical Quality Control, McGraw-Hill.;&&&a&07.0&&&&&1:v&&&N.
cmtprint.197&mcs&0&&According to the bearing industry standard Annular Bearing Engineers Committee (ABEC) used for classification of the accuracy of ball bearings, which of the following ratings indicates the most accurate class?&ABEC 9&ABEC 4;ABEC 5;ABEC 7&Ref: Machinery's Handbook, 17th ed., p. 550.;&&&a&02&&&&&1&&10&N.
cmtprint.198&mcs&0&N&A customer is raising an objection to your product. What is the first course of action that you should follow?&Secure all of the information regarding the objection.&Respond to the customer's objection and turn to a positive feature regarding your product.;State the most important feature of your machine that meets the objection.;Ignore it, your presentation will cover it later.;&Ref: Willingham, Integrity Selling.;&&&a&05.0&&&&&1&&&N.
cmtprint.199&mcs&0&N&When your customer's says that your price is "ridiculous", what should you do?&Calmly and politely ask for another appointment.&Ask for the customer's facts that support his remark.;Get mad and walk out.;Try to negotiate and bargain with him.;&Ref: Negotiate to Close. Karass.;&&&a&03.0&&&&&1&&&N.
cmtprint.200&mcs&0&N&If a customer incorrectly objects to a point in your proposal, you should:&tactfully explain why the customer's argument lacks merit.&ignore the statement and work around it.;offer to revise the proposal.;correct the customer.;&Ref: George Kahn, 36 Biggest Mistakes Salesman Make.;&&&a&05.0&&&&&1&&&N.
cmtprint.201&mcs&0&N&Which term best describes the customer's paying freight from the supplier's loading dock to the customer's own loading dock?&FOB Factory&COD;FAS;FOB Buyer;&Ref: Uniform Commercial Code of the American Law Institute. Publisher: Rothman.;&&&a&06.0&&&&&1&&&N.
cmtprint.202&mcs&0&&Which of the following materials has the lowest coefficient of thermal expansion?&Cast iron&Copper;Carbon steel;Aluminum&Ref: Machinery Handbook, 17th Ed., p. 1890.;&&&a&03&&&&&1&&04&N.
cmtprint.203&mcs&0&&Which of the following is least likely to be used to check the roundness of a cylindrical part piece?&Height gage&Optical comparator;Dial indicator;Talyrond&Ref: AMT, Basic Shop Measurement, Sections III, IV.;&&&a&03&&&&&1&&12&N.
cmtprint.204&mcs&0&N&In two running meshed helical gears, at which of the following areas is the sliding velocity zero?&Pitchpoint&Addendum;Base circle;Dedendum;&Ref: Dudley, Gear Handbook.;&&&a&02.0&&&&&1&&&N.
cmtprint.205&mcs&0&&How many axes of circular interpolation are needed to mill a flat cam on a machining center?&2&1;2 1/2;3&Ref: Dudley, Gear Handbook.;Ref: .EQ delim $$ gsize 7;Ref: .EN;&&&a&03&&&&&1&&07&N.
cmtprint.206&mcs&0&N&Which of the following is not a source for current industry economic conditions?&Standard Industrial Classification Directory&Dun and Bradstreet reports;Metalworking Insiders Report;United States Department of Commerce reports;&Ref: Arthur Rosen, The Street Smart Salesman, p. 69.;&&&a&01.0&&&&&1&&&N.
cmtprint.207&mcs&2&N&What does the symbol mean on a drawing?&Maximum material condition&Maximum circular diameter;Projected tolerance zone;Maximum roundness condition;&Ref: ANSI Y 14.5. American Society of Mechanical Engineers.;&&&a&03.0&&&&&1&&&N.
cmtprint.208&mcs&0&N&If a dimension on a drawing is underlined, it means that the:&dimension is not to scale.&dimension is to scale.;dimension is a datum point.;dimension is to be machined first.;&Ref: ANSI Y 14.5. American Society of Mechanical Engineers.;&&&a&03.0&&&&&1&&&N.
cmtprint.209&mcs&0&&What is the original price of a $100.00 product that has been reduced by 10%?&$111.11&$90.00;$101.00;$110.00&Ref: HAAS, Business Marketing Mgmt, Chapter 17.;&&&a&03&&&&&1&&13&N.
cmtprint.210&mcs&0&N&The most important factor in establishing sales objectives is to ensure that the objectives:&are specific and measurable.&are approved by the sales manager.;pertain to the territory.;pertain to the products being sold.;&Ref: Strategic Selling. Miller and Heiman, pp. 46-47.;&&&a&01.0&&&&&1&&&N.
cmtprint.211&mcs&0&N&Which of the following is the primary characteristic of a laser beam that makes it useful in metal working?&Monochromatic light&Optical transfer;Ability to focus;Heat generation;&Ref: Industrial Lasers, SME, P.E. Series.;&&&a&03.0&&&&&1&&&N.
cmtprint.212&mcs&0&N&Forecasting is a/an:&inexact science.&long-term planning science.;mathematical science.;exact science.;&Ref: Vest Pocket Marketer, Prentice-Hall, p. 50.;&&&a&01.0&&&&&1&&&N.
cmtprint.213&mcs&0&N&AGV refers to:&Automatically Guided Vehicle.&Automatically Grounded Voltage.;Approximate Grinding Value.;American Gear Variance.;&Ref: Building A Chain of Customers. Schonberger, pp. 150-151.;&&&a&03.0&&&&&1&&&N.
cmtprint.214&mcs&0&N&If you are offered a complete price list by one of your competing manufacturers provided you will give him one from your manufacturer, your correct response should be to:&respectfully decline.&ask your builder whether he wants you to trade, and be guided accordingly.;make the trade.;ask your manager what to do.;&&&&a&99.0&&&&&1&&&N.
cmtprint.215&mcs&0&N&The customer's machine production rate is about one-half of that shown in your builder's time estimate, and most of the customer's parts have some dimensions out of tolerance. What should be your first approach to the customer?&Reassure the customer that you will carry out a complete review of the problems and help develop an action plan for their resolution.&Offer to return the customer's money and accept return of the machine.;Point out that estimates are not guaranteed and temperature has a lot to do with accuracy.;Discuss the deficient work of the customer's operator.;&&&&a&07.0&&&&&1&&&N.
cmtprint.216&mcs&0&N&Your machine might do the customer's job, but you know about another machine which is exactly the one for that job. You should:&give the customer all the information you have about the best machine.&obtain a proposal from the competitor, add 10% to the price, and quote that price to your customer.;discuss the problem with your manager to get a recommendation.;quote on yours, hoping that the customer will not know about the other one.;&Ref: The Vest Pocket Marketeer. Prentice-Hall.;&&&a&99.0&&&&&1&&&N.
cmtprint.217&mcs&0&N&When the machine delivery date will be later than required and promised, the salesman should:&advise the customer immediately in person and supply all available information on the order's status.¬ take special steps, because most customers have learned to accept the fact that machine tool deliveries are always late.;ask the factory to write the customer a letter explaining the situation.;keep this information confidential, because the customer might otherwise cancel the order.;&Ref: The Vest Pocket Marketeer, Hiam, Prentice-Hall, 1991.;&&&a&06.0&&&&&1&&&N.
cmtprint.218&mcs&0&N&When the customer has not paid but the machine does not work, the salesman's first effort should be toward:&getting the machine up and running.&trying to secure a partial payment at least.;obtaining an appointment for a call with the salesman's own manager.;contacting the customer's accounts payable department.;&Ref: The Vest Pocket Marketeer, Prentice Hall.;&&&a&07.0&&&&&1&&&N.
cmtprint.219&mcs&0&&If the contract calls for the work of a service technician from the machine tool builder to be included as part of the standard start-up procedure, it is most important for the salesperson to:&maintain personal contact with the factory technician in order to ensure a successful start-up procedure.&advise the customer that this service will be included without charge.;bring in all of the relevant manuals before the technician arrives.;let the machine tool builder make all of the arrangements because the builder's personnel know the exact requirements.&Ref: B. Fullerton, Machine Tool Selling.;&&&a&04&&&&&1&&06&N.
cmtprint.220&mcs&0&N&Today, most servos on CNC are driven by which type of power?&Electric&Hydraulic;Pneumatic;Mechanical;&&&&a&01.0&&&&&1&&&N.
cmtprint.221&mcs&0&N&When the proposal presentation has been completed, factory visits made, and all questions answered, it is time to:&revalidate the proposal premise and ask for the order.&discuss your financial plans, inventory of machines, and special pricing opportunities.;allow the customer to analyze the offerings.;seek an appointment with the top purchasing executive.;&Ref: Integrity Selling, by Willingham. Doubleday.;&&&a&05.0&&&&&1&&&N.
cmtprint.222&mcs&0&N&When an order is lost, it is most important to:&determine the reasons.&go over the buyer's head to save the sale.;go on to the next opportunity.;report the loss to the builder.;&Ref: Winning the High Tech Sales Game, Healy.;&&&a&05.0&&&&&1&&&N.
cmtprint.223&mcs&0&N&After completion of the proposal presentation, the customer says, "Our management will not buy any machine that will not pay for itself in 2 years." In this situation, the salesperson's most appropriate response is to:&offer to help with the cost justification.&recommend a discounted cash flow method of justification.;offer a leasing plan.;refer to other customers who have justified it in that time frame.;&Ref: "Cost Justification," AMT, Dec. 1990.;&&&a&05.0&&&&&1&&&N.
cmtprint.224&mcs&0&N&Shortly after the beginning of the proposal presentation, the customer says, "We've decided that your machine will not meet our needs." In this situation, the salesman's appropriate course of action is to:&ask the reason why and then revalidate.&offer to reduce the price and offer quicker delivery.;continue the technical presentation in an effort to change the customer's mind.;seek an appointment later with the head of the customer's firm.;&Ref: Hanan, Cribbin, Berrian, Sales Negotiations Strategies, AMA.;&&&a&05.0&&&&&1&&&N.
cmtprint.225&mcs&0&N&dummy question&dummy&dummy;dummy;dummy&&&&a&&&&&&1&&&N.
cmtprint.226&mcs&0&N&After many sessions with the customer, during which you presented your proposal and visited the manufacturer's plant, the customer says, "We'd really like to buy your machine, but the price is too high." You initially respond by:&validating and emphasizing the value of your product.&offering to cut the price to secure the order immediately.;offering to eliminate some options to reduce the price.;reviewing all of the technical specifications on your machine which make it more costly.;&Ref: Sales Negotiation Strategies, by Hanan, Cribbin, Berrigan.;&&&a&05.0&&&&&1&&&N.
cmtprint.227&mcs&0&N&If, shortly after you begin your proposal presentation, the customer says, "We've decided to buy yours," your response should be to:&ask for an order number, confirm details verbally, and thank the customer for the order.&continue your technical presentation so that the customer will understand exactly what he/she is buying.;discuss the various financing options your company offers in addition to the standard net 30 in your proposal.;discuss other machine needs that the customer may have.;&Ref: Sales Negotiation Strategies, by Hanan, Cribbin, Berrigan.;&&&a&05.0&&&&&1&&&N.
cmtprint.228&mcs&0&N&Printed terms and conditions of purchase that are a part of a customer's purchase order:&may significantly affect the order-processing procedure.&are not binding.;are superseded by the terms and conditions in the quotation.;must normally be accepted.;&Ref: Uniform Commercial Code.;&&&a&06.0&&&&&1&&&N.
cmtprint.229&mcs&0&N&The most important factor in any buying decision is the:&perceived value.&origin of manufacture.;quality standard.;stated reliability.;&Ref: "Cost Justification," AMT, Dec., 1990.;&&&a&04.0&&&&&1&&&N.
cmtprint.230&mcs&0&N&After you have presented your proposal, the customer advises that his engineers have decided the new parts will be made from stainless steel rather than from mild steel. How will your proposal need to be changed?&Many changes may be required and a new analysis should be made.&Increase the spindle speed range to adequately handle cutting speeds required for stainless.;No change is necessary, since all modern CNC machines can handle stainless as readily as mild steel.;Heavier inserts will be needed to maintain accuracy.;&Ref: TMEH, Vol. 1 Maching, pp. 1, 59.;&&&a&03.0&&&&&1&&&N.
cmtprint.231&mcs&0&N&Which of the following is the main advantage of a machine with a 32-bit control over earlier 16-bit or 8-bit models?&Faster block processing times&Increased reliability;Reduced cost;More control features;&Ref: Practical CNC Training, Hanser Publications, p. 44.;&&&a&03.0&&&&&1&&&N.
cmtprint.232&mcs&0&N&A correct statement regarding a micron is that it is:&less than 0.0001 inch.&equal to 0.0001 inch.;equal to 0.00001 inch.;almost equal to 0.005 inch.;&Ref: AMTDA SETT Program, Machine Tool Accuracy.;&&&a&03.0&&&&&1&&&N.
cmtprint.233&mcs&0&N&You have two machines which will make the customer's parts satisfactorily. One is low-priced from stock: a second one is custom made and much higher priced but is twice as productive. What should you do?&Ask the customer for more information on his production requirements and offer the machine of the greatest financial benefit to him.&Quote both and let the customer decide.;Quote the stock machine because price and delivery are minor factors in who gets the order.;Ask the customer about the size of his budget on this project.;&Ref: Winning the High Tech. Sales Game, by Healey.;&&&a&03.0&&&&&1:v&&&N.
cmtprint.234&mcs&0&&Final piecepart accuracy is always important to the customer. Accuracies will usually improve if the part is processed:&by combining all operations on the part into one setup.&on a machining center with at least three axes of simultaneous contouring capability.;with multiple setups, using the most accurate machine for each operation.;on a jig borer and a grinding machine.&Ref: AMTDA SETT Program, "Machine Tool Accuracy" - "Automation Justification".;&&&a&03&&&&&1&&12&N.
cmtprint.235&mcs&0&N&Planning and organizing your work will always be important in the efficient management of your time. About what percentage of the total time should these tasks require for the best machine tool salesmen?&20%&10%;35%;40%;&Ref: AMTDA Machine Tool Salesman. Recognition Group.;&&&a&01.0&&&&&1&&&N.
cmtprint.236&mcs&0&N&If a part is 480 millimeters long, approximately how long is this part in inches?&19"&2";10";100";&Ref: Basic Shop Measurement. Published by NMTBA.;&&&a&03.0&&&&&1&&&N.
cmtprint.237&mcs&0&N&Today, threads in many larger holes can be milled. How many simultaneous axes of control are required for this process?&3&2;4;5;&Ref: Practical CNC Training. Distributed by Gardner Publications.;&&&a&03.0&&&&&1&&&N.
cmtprint.238&mcs&0&N&Which of the following does a machine with a CNC control definitely have?&A computer&A tape reader;Ball screws;Hard ways;&Ref: Practical CNC Training, Gardner Publications, Cincinnati, OH.;&&&a&03.0&&&&&1&&&N.
cmtprint.239&mcs&0&&Some machine tools are constructed with linear motion guideways. These ways:&use preloaded antifriction bearings.&are non-contact-type bearings.;require a nonmetallic mating surface.;are cast into the machine bed.&Ref: AMTDA Program, "Machine Tool Design.";&&&a&02&&&&&1&&10&N.
cmtprint.240&mcs&0&N&Your company sells machine tool products that have a very broad base of market acceptance. In order to plan efficient use of time, which of the following should be your first means of approach to potential customers?&Telephone&Mail;Fax machine;Personal visit;&Ref: John Monoky, Implementing the Sales Program, 1991.;&&&a&01.0&&&&&1&&&N.
cmtprint.241&mcs&0&N&Long-term business relationships are desirable, but may in time come to an abrupt halt. Which of the following factors is the most common cause of such a termination?&Neglecting the relationship&Changing economic conditions;Personnel retirements/promotions;Competitive product factors;&Ref: Negotiate to Close, Gary Karrass, p. 173.;&&&a&07.0&&&&&1&&&N.
cmtprint.242&mcs&0&N&Which of the following is a control system in which the output is measured and fed back for comparison with the input for the purpose of reducing any difference between input command and output function?&Closed-loop system&Analog loop;Digital loop ;Agile manufacturing system;&Ref: Machining Data Handbook, 3rd ed., 1980, p. 23 - 13.;&&&a&03.0&&&&&1&&&N.
cmtprint.243&mcs&0&N&Reviewing the selling situation with the prospect after your presentation allows you an opportunity to reevaluate your prospect's position. A correct statement about this review is that:&this process should deepen the prospect's understanding.&too much repetition could cause the prospect to lose interest.;the prospect's objections should be postponed until after the closing.;the prospect's objections should all be avoided.;&Ref: Carl Henry, High Energy Selling, p. 81.;&&&a&05.0&&&&&1&&&N.
cmtprint.244&mcs&0&N&At the initial stage of the selling process, it would be most appropriate to:&ask open-ended questions that encourage the prospect to talk.&present a feature/benefit comparison.;avoid taking notes about questions in front of the prospect.;ask questions which lead to commitments.;&Ref: Carl Henry, High Energy Selling, p. 51.;&&&a&02.0&&&&&1&&&N.
cmtprint.245&mcs&0&N&Asking questions of a prospect can be helpful in ascertaining that prospect's needs, because:&this allows you to take firmer control of the selling situation.&the prospect does not understand his/her needs or problems.;the prospect may give you feedback about your competitors.;during the interview, questions should never lead your prospect to conclude that he/she would be better off to look elsewhere.;&Ref: Carl Henry, High Energy Selling, p. 49.;&&&a&02.0&&&&&1&&&N.
cmtprint.246&mcs&2&N&Which is a standard symbol used in manufacturing drawings and representing?&concentricity.&cylindricity.;roundness.;co-axiality.;&Ref: Tool and Mfg. Engineers, Handbook Desk Edition, pp. 9-12.;&&&a&03.0&&&&&1:v&&&N.
cmtprint.247&mcs&2&N&The symbol , seen on many parts drawings, represents:&true position.&angularity.;roundness.;profile of a surface.;&Ref: Interpretation of Geometric Dimensioning and Tolerancing, by Puncochar. Published by Industrial Press, Inc.;&&&a&03.0&&&&&1&&&N.
cmtprint.248&mcs&0&N&What is the basic memory or logic of a computer which includes the circuits controlling the processing and execution of instructions?&CPU&CAD;CNC;CRT;&Ref: TMEH Desk edition, pp. 20-1;&&&a&03.0&&&&&1:v&&&N.
cmtprint.249&mcs&0&N&In geometric tolerancing, is the symbol for:&perpendicularity.&angularity.;parallelism.;flatness.;&Ref: Interpretation of Geometric Dimensioning and Tolerancing, Daniel E. Puncochar. Industrial Press, Inc.;&&&a&03.0&&&&&1&&&N.
cmtprint.250&mcs&0&N&Which of the following statements about goals in the selling process is correct?&Goals give your selling system direction.&Goals have nothing to do with giving the selling process a sense of purpose.;Goals are not a motivating force in the selling process.;Identifying specific goals is not always needed.;&Ref: High Energy Selling, Carl Henry, Executive Press, 1990.;Comments: MTD95;Author: Comm;Date: 5/95 Revised distractor 2;Comments: MTD384;Author: B.Lipkins;Date: 5/95 Similar to MTD 09;Comments: MTD334;Author: B.Lipkins;Date: 5/95 Revised distractor 1;Comments: .CO MTD343 Find reference;Date: 8/00 Double keyed #1, #2 for 0601.;Comments: MTD152;Author: B.Lipkins;Date: 5/95 Important content;Comments: MTD170;Author: B.Lipkins;Date: 5/95 Committee- Important content;Comments: MTD52;Author: Committee;Date: 7/95 Return to bank for future work: Mike Even and Mike Whitney. Make the stem more specific.;&&&a&01.0&&&&&1&&&N.
cmtprint.251&mcs&0&N&Prospecting for new customers is part of the selling process. Which of the following statements is usually false regarding the finding of new prospects?&Quantity is more important than quality.&Professional organizations can be an excellent source for leads.;You will not find a better source for leads than your own satisfied customers.;The key to finding the right prospect is to know what you are looking for.;&Ref: High Energy Selling, Carl Henry, pp. 26-28. Executive Press, 1990.;&&&a&01.0&&&&&1&&&N.
cmtprint.252&mcs&0&&&diameter.&cylindricity.;roundness.;angularity.&Ref: Interpretation of Geometric Dimensioning and Tolerancing. Daniel E. Puncochar. Industrial Press, Inc.;&&&a&03&&&&&1&&04&N.
cmtprint.253&mcs&0&N&After use, a grinding wheel becomes dull, i.e., the individual abrasive grains become rounded over. It is then necessary to cut a portion of the face off the grinding wheel, a process which is called:&dressing.&truing.;snagging.;lapping.;&Ref: Tool and Mfg. Engineers, Handbook Desk Edition, pp. 26-7.;&&&a&03.0&&&&&1&&&N.
cmtprint.254&mcs&0&N&The simultaneous and coordinated control of two axes of motion -- such that the resulting cutter path describes the arc of a circle -- is called:&circular interpolation.&circular loop systematization.;circular coordination.;parity checking.;&Ref: TMEH Desk Edition, pp. 29-20.;&&&a&03.0&&&&&1&&&N.
cmtprint.255&mcs&0&N&Normally the tolerance of the diameter of a drilled hole is:&expected to be as close to the drill size as can be obtained.&+.007 -.002;+.002 -.000;usually undersized.;&Ref: Machining Handbook, 21st Ed., p. 1669.;&&&a&02.0&&&&&1&&&N.
cmtprint.256&mcs&0&N&All of the following are inherent advantages of the electrical discharge machining (EDM) process except that:&it is faster than conventional machining processes.&any shape that can be produced in a tool can be reproduced in the workpiece.;the absence of almost all cutting force makes it possible to machine fragile parts.;the hardness of the material is no barrier, as long as the material can conduct current.;&Ref: Roy A. Lindberg, Materials and Manufacturing Techniques, Allyn and Bacon, Inc., 1968.;&&&a&03.0&&&&&1&&&N.
cmtprint.257&mcs&0&N&In the ISO standard for shapes of cemented carbide inserts, DNMG is the designation for:&55 degrees diamond.&35 degrees diamond.;80 degrees diamond.;triangle.;&Ref: Sandvik, CMT-91, p. 21.;&&&a&03.0&&&&&1&&&N.
cmtprint.258&mcs&0&&The first step when interviewing prospects is:&asking permission to ask questions.&thinking of solutions.;taking questions.;showing them that your solution will work.&Ref: High Energy Selling, Carl Henry, p. 51.;&&&a&02&&&&&1&&04&N.
cmtprint.259&mcs&0&N&The best reason for purchasing non-CNC screw machines, instead of CNC equipment is that:&parts are produced in large lot sizes with little or no planned design change.&parts have mathematically defined complex shapes.;setup times are short.;human error could cause great waste for expensive parts.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.260&mcs&2&N&In geometric tolerancing, is the symbol for:&cylindricity.¶llelism.;circularity.;surface profile.;&Ref: Interpretation of Geometric Dimensioning and Tolerancing, Daniel E. Puncochar, Industrial Press, Inc.;&&&a&03.0&&&&&1&&&N.
cmtprint.261&mcs&0&N&After the customer has had the machine for six months, the machine tool salesperson notices that it is obvious there is little or no preventive maintenance being performed. The best thing the salesperson should do is:&discuss with the customer the need for and benefits of preventive maintenance.&warn the customer of the possibility of voiding the warranty.;say nothing and hope this does not cause a breakdown before the warranty expires.;send a letter citing post warranty service costs.;&Ref: SME, TMEH, Desk Edition, Chapter 7, p. 19.;&&&a&07.0&&&&&1&&&N.
cmtprint.262&mcs&0&N&In milling, the rate at which the cutter advances through the workpiece is called the:&feed rate.&surface footage.;cubic inches per minute.;traverse rate.;&Ref: TMEH, Vol. 1 Machining, pp. 10, 53.;&&&a&03.0&&&&&1&&&N.
cmtprint.263&mcs&0&N&A rotary cutting tool used to finish holes to precisely specified sizes is called a/an:&reamer.&end mill.;roller burnisher.;broach.;&Ref: SME, TMEH, Vol. 1, pp. 9, 129.;&&&a&03.0&&&&&1&&&N.
cmtprint.264&mcs&0&N&With regard to gears, the term backlash is generally defined as the:&play between mating teeth.&addendum.;gear noise level.;involute profile.;&Ref: Machinery's Handbook, (Industrial Press) 16th ed., p. 692.;&&&a&03.0&&&&&1&&&N.
cmtprint.265&mcs&0&N&Which of the following is a type of nonferrous material?&Aluminum alloy&Cast iron;406 stainless steel;Meehanite;&Ref: Machinery's Handbook, (Industrial Press), 16th ed., p. 1866.;&&&a&03.0&&&&&1&&&N.
cmtprint.266&mcs&0&N&Which of the following is a heat treatment process usually applied to induce softening?&Annealing&Stress relieving;Carburizing;Normalizing;&Ref: Machinery's Handbook, (Industrial Press), 16th ed., p. 1751.;&&&a&02.0&&&&&1&&&N.
cmtprint.267&mcs&0&N&The American National Standard engineering drawing symbol for concentricity is:&&&Ref: American National Standard Engineering Drawing and Related Documentation Practices. Dimensioning and Tolerancing. ANSI Y14.5 (1973). The American Society of Mechanical Engineers.;&&&a&03.0&&&&&1&&&N.
cmtprint.268&mcs&0&N&According to ANSI Y14.5, which of the following is the American National Standard engineering drawing symbol for perpendicularity (squareness)?&&&Ref: American National Standard Engineering Practices. Dimensioning and Tolerancing, ANSI Y14.5 (1973), The American Society of Mechanical Engineers.;&&&a&03.0&&&&&1&&&N.
cmtprint.269&mcs&0&N&According to ANSI Y14.5, which of the following is the American National Standard engineering drawing symbol for true position?&&&Ref: American National Standard Engineering Practices, Dimensioning and Tolerancing, ANSI Y14.5 (1973), The American Society of Mechanical Engineers.;&&&a&03.0&&&&&1&&&N.
cmtprint.270&mcs&0&N&A common method of generating external spur gears is by:&hobbing.&turning.;sawing.;EDM.;&Ref: Tool Engineers Handbook (ASTME), 2nd ed., pp. 44 - 1.;&&&a&03.0&&&&&1&&&N.
cmtprint.271&mcs&0&N&A customer has selected a competitor's offering. Which one of the following is the best course of action for this situation?&Interview the customer to determine the weak points of the salesman's own offering.&Meet with the customer and ask to see the competitor's proposal.;Solicit a price cut from his supplier and resubmit your proposal.;Delete that customer's name from your active prospect list.;&&&&a&05.0&&&&&1&&&N.
cmtprint.272&mcs&0&N&After reviewing your proposal, a customer objects to information therein. This problem may indicate that:&you do not have the same perception of the customer's needs as the customer does.&the customer has already decided to accept a competitor's offering.;you have a personality conflict with the customer.;the customer is not interested in your offering.;&Ref: Ron Willingham, Integrity Selling, p. 130.;&&&a&04.0&&&&&1&&&N.
cmtprint.273&mcs&0&N&A customer sends notification that your proposal is no longer being considered. In this situation, you should:&immediately schedule a meeting with the customer to ask what you can do to be reconsidered.&accept the customer's decision and write a lost-order report.;immediately request a meeting with your manager to discuss what to do next.;immediately request a meeting with his manager to review the situation.;&&&&a&05.0&&&&&1&&&N.
cmtprint.274&mcs&0&N&During turning, the generation of long stringy chips can be avoided, in many cases, by:&adding a chip breaker.&increasing the "stiffness" of the tool.;reducing the feed rate.;increasing the coolant flow.;&Ref: Troubleshooting Manufacturing Process, 4th ed., SME, pp. 2 - 6.;&&&a&03.0&&&&&1&&&N.
cmtprint.275&mcs&0&N&Which type of chuck can be used to locate work off-center on a lathe?&Four-jaw independent&Three-jaw universal;Drill chuck;Collet chuck;&Ref: Tooling and Mfg. Engineer Handbook, Desk Edition, Chapter 23, pp. 23, 16.;&&&a&03.0&&&&&1&&&N.
cmtprint.276&mcs&0&N&A correct statement about a half center on a lathe is that this:&is used to provide clearance for machining the end of a part.&is always made of a "soft" material.;is usually mounted in the spindle.;rotates with the part.;&Ref: Shop Theory, John Wiley and Sons, NMTBA, pp. 83, 84.;&&&a&03.0&&&&&1&&&N.
cmtprint.277&mcs&0&N&A linear encoder can be used:&to register acccurately the position of a machine slide.&to identify the tools in the toolstorage magazine.;to register the rotary position of a table accurately.;by inspectors to measure parts accurately.;&Ref: 1991 NC/CIM Handbook, Gardner Publications, p. 61.;&&&a&03.0&&&&&1&&&N.
cmtprint.278&mcs&0&N&Diamond roll dressing is used to:&accurately dress a form in a grinding wheel.&single-point form dress a grinding wheel.;increase the grinding-wheel speed.;grind a part very quickly.;&Ref: SME, TMEH, Desk Edition, Chp. 26-9.;&&&a&03.0&&&&&1&&&N.
cmtprint.279&mcs&0&N&The purpose of imbedding memory microchips in tool holders is to:&facilitate "intelligent" tool-management systems.&identify the part program.;identify the feeds and speeds required for that tool.;facilitate balancing of the tool.;&Ref: Graham T. Smith, Advanced Machining, IFS Publications (UK), p. 134.;&&&a&03.0&&&&&1&&&N.
cmtprint.280&mcs&0&N&If a part work-hardens during the milling process, the most probable cause is:&dullness of the cutter.&too low a carbon content.;structural weakness of the cutter.;too high a surface footage.;&Ref: Troubleshooting Manufacturing Processes, 4th ed., SME, pp. 2 - 38.;&&&a&03.0&&&&&1&&&N.
cmtprint.281&mcs&0&N&A correct statement about tool chatter is that it produces a poor surface finish on the part, and also:&has a disastrous effect on tool life.&contaminates the coolant.;requires more lubrication on the machine ways.;will never affect the part dimensional tolerance.;&Ref: Graham Smith, Advanced Machining, IFS Publications (UK), p. 178.;&&&a&03.0&&&&&1&&&N.
cmtprint.282&mcs&0&N&Which of the following constitutes the greatest advantage of increasing the nose radius on a cutting tool insert, assuming constant feed rate?&Better surface finish&Ability to utilize higher horsepower;Ability to use more corners of the insert;Better selection of grouts available;&Ref: Advanced Machining by Graham T. Smith, IFS Publications (UK), p. 2.;&&&a&02.0&&&&&1&&&N.
cmtprint.283&mcs&0&N&The acronym FMS stands for:&flexible manufacturing system.&future machine specifications.;future machining systems.;fabricated material specifications.;&Ref: TMEH Vol. 1 Machining, 15-88.;&&&a&03.0&&&&&1&&&N.
cmtprint.284&mcs&0&&The acronym JIT stands for:&just in time.&justified incentive tasks.;junior industrial technician.;Japanese industrial technology.&Ref: Tool and Mfg. Engineers Handbook, Desk Edition, pp. 7-29.;&&&a&03&&&&&1&&06&N.
cmtprint.285&mcs&0&N&On a horizontal machining center, the U axis is always programmable:&perpendicular to the Z axis.&perpendicular to the X axis.;perpendicular to the Y axis.;parallel to the Z axis.;&Ref: 1991 NC/CIM Handbook, Gardner Publications, p. 52.;&&&a&03.0&&&&&1&&&N.
cmtprint.286&mcs&0&&A major goal of an FMS is to:&reduce the economical setup quantity to "one."&reduce the required number of machines.;locate all the machines in one area.;reduce the required number of fixtures.&Ref: SME, TMEH Desk Edition, Ch. 4.;&&&a&03&&&&&1&&06&N.
cmtprint.287&mcs&0&N&Which of the following attributes would be most desirable in a good salesperson?&Integrity and high ethical standards&Knowing information about the competition;The ability to get the order at any cost;The ability to concentrate on relationships;&Ref: Ron Willingham, Integrity Selling, p. XV.;&&&a&99.0&&&&&1&&&N.
cmtprint.288&mcs&0&N&Which of the following cost-reduction benefits is equivalent to a reduction in the purchase cost of a new machine tool in terms of the buyer's balance sheet portion of the financial statement?&Reduction of inventory&Reduction of indirect labor;Quality improvement;Reduction of overhead;&Ref: Meyer, Accounting for Non-Accountants, American Education Council.;&&&a&04.0&&&&&1&&&N.
cmtprint.289&mcs&0&N&Your customer has a stated strategy of just-in-time (JIT) manufacturing. Your choice of the best type of machine tool for this client's general use should emphasize:&lowest possible setup time.&a machine with a 32-bit processor.;a machine with the largest capacity.;maximum spindle horsepower.;&Ref: Schoenberger, World Class Manufacturing.;&&&a&02.0&&&&&1&&&N.
cmtprint.290&mcs&0&N&For assistance in prospecting for new customers or in gathering additional territory information, which of the following directories would be the best source to consult?&The Directory of Manufacturers for your particular state&AMT Membership Directory;United States Government Directory of SIC Codes;Dun and Bradstreet's USA Directory of MEG Manufacturers;&Ref: Arthur Rogen, The Street-Smart Salesman, pp. 69-70.;&&&a&01.0&&&&&1:v&&&N.
cmtprint.291&mcs&0&N&In larger companies (about 500 employees or more), which of the following is the most popular current method for determining the economic justification for a new machine tool?&Net present value of discounted cash flow&Years required for payback of purchase price;Resale value after 10 years;Return on investment in the first 5 years of use;&Ref: "Cost Justification Handbook," Association for Manufacturing Technology, 1990, p. 2.;&&&a&01.0&&&&&1&&&N.
cmtprint.292&mcs&0&N&Accidents involving metal-cutting or metal-forming machine tools are a result of:&lack of management attention to safety.&lack of expertise in machine use.;carelessness in work habits.;poorly guarded machine tools.;&Ref: SME, TMEH, Desk Edition, Ch. 50-5.;&&&a&03.0&&&&&1&&&N.
cmtprint.293&mcs&0&N&dummy question&dummy&dummy;dummy;dummy&&&&a&&&&&&1&&&N.
cmtprint.294&mcs&0&N&Which of the following is most helpful in the negotiating process?&Use time to your advantage.&Move from point to point in order to throw the purchaser off. [Editorial suggests client supply more plausible distractor.];Remain firm and immovable. [Editorial suggests client supply more plausible distractor.];Close quickly and get on with it.;&Ref: The Negotiation Game, Karrass.;&&&a&02.0&&&&&1&&&N.
cmtprint.295&mcs&0&&In most cases, the buyer is in a powerful position. This power should be:&preserved and respected.&manipulated by the seller.;feared as a negative influence.;eliminated by sales skills.&Ref: The Negotiation Game, Karrass, p. 167.;&&&a&05&&&&&1&&04&N.
cmtprint.296&mcs&0&N&When negotiating a problem or an objection, the most suitable action by a salesperson is to:&define the difficulty and work to understand it.&write it down and discuss it with your management. ;assure the customer that the difficulty can be satisfactorily handled.;offer something of value to compensate for the objection.;&Ref: Integrity Selling, pp. 101 - 108.;&&&a&05.0&&&&&1&&&N.
cmtprint.297&mcs&0&N&If a client is uninterested or undecided, which type of question should a salesperson ask?&Direct specific question&Rhetorical question;Indirect general question;Personal question;&Ref: Give and Take, pp. 169 - 172.;&&&a&02.0&&&&&1&&&N.
cmtprint.298&mcs&0&N&Which one of the following questions would be inappropriate to ask at the beginning of the interview process?&"Will you order this now?"&"What other types of processes have you considered?";"How many parts per day will you need to produce?";"How would you describe the way you're doing it now?";&Ref: Integrity Selling, pp. 28 - 30.;&&&a&03.0&&&&&1&&&N.
cmtprint.299&mcs&0&N&In a typical sales presentation, description or demonstration of your product should:¬ begin until your prospect has expressed a need.&be avoided until the second sales call.;begin after the close.;begin immediately after the introductions.;&Ref: Ron Willingham, Integrity Selling, p. 49.;&&&a&02.0&&&&&1&&&N.
cmtprint.300&mcs&0&&The best time to talk about price is:&when the prospect sees that the product's value transcends the cost.&right away, to get rid of that obstacle.;when the buyer brings it up.;only when the purchasing agent is available.&Ref: Ron Willingham, Integrity Selling, p. 53.;&&&a&04&&&&&1&&04&N.
cmtprint.301&mcs&0&N&After the delivery and successful installation of a machine, the responsibility of the salesperson:&is a continuing process.&has been fulfilled.;must be defined by the customer.;is per the warranty statement.;&Ref: Operations Management, p. 791.;&&&a&07.0&&&&&1&&&N.
cmtprint.302&mcs&0&N&When interviewing a customer or prospect, you should keep in mind that the purpose of the interview is to:&help you to identify the client's needs or desires.&tell the client about your product.;fill time just to get you closer to the close. [Editorial suggests client supply more plausible distractor.];explain delivery and cost.;&Ref: Ron Willingham, Integrity Selling, pp. 28-29.;&&&a&02.0&&&&&1:v&&&N.
cmtprint.303&mcs&0&N&When a client disagrees with your statements or presentation, you should first:&listen well, allowing the client to explain his feelings.&ask more questions.;ask the client to hold objections until you are finished.;take notes while the client is speaking.;&Ref: Give and Take, Karrass.;&&&a&02.0&&&&&1&&&N.
cmtprint.304&mcs&0&N&In establishing personal priorities, which of the following questions would not be beneficial?&Which items will take the least amount of time?&Which of my goals will bring me the greatest satisfaction?;What are my objectives?;Which of my goals will bring the greatest value to the company?;&Ref: Douglass, Manage Your Time, Your Work, Yourself.;&&&a&01.0&&&&&1&&&N.
cmtprint.305&mcs&0&N&When interviewing a prospect, the salesperson should:&do the least talking.&ask questions that require "yes" or "no" answers.;do the most talking.;use the customer's first name.;&Ref: Swim with Sharks, pp. 22 - 23.;&&&a&02.0&&&&&1&&&N.
cmtprint.306&mcs&0&&An effective approach to a client can best be defined as:&preparation for the client or prospect to listen to you.&the way you walk into an office.;a tactic designed to approach a closing.;the ability to demonstrate a technique graphically.&&&&a&02&&&&&1&&04&N.
cmtprint.307&mcs&0&N&Which of the following best describes an effective successful demonstration?&Get your prospects involved in holding, touching, and solving.&Let the chips fall where they may, since the best demonstrations are not planned.;Work through the demonstration with a canned pretested speech.;Let the client watch without interacting, as he might hurt himself.;&Ref: Ron Willingham, Integrity Selling, p. 57.;&&&a&04.0&&&&&1&&&N.
cmtprint.308&mcs&0&N&For a successful salesperson, goals are:&mandatory.&guidelines.;not always necessary.;targets.;&Ref: The Yes Syndrome, p. 99.;&&&a&01.0&&&&&1&&&N.
cmtprint.309&mcs&0&N&The acronym CAE stands for:&computer-aided engineering.&cost analysis and estimate.;customer analysis and evaluation.;computer-assisted estimation.;&&&&a&03.0&&&&&1&&&N.
cmtprint.310&mcs&0&N&To process this part on a single-turret CNC lathe with rotary tool capability and a programmable subspindle for backworking, the preferred method would be to:&feed end A from barstock and cross drill on front chuck, process end B on the subspindle.&bar feed and face end B, drill and tap on the subspindle, and process end A.;saw blanks, hand load to process end A, and hand load end B.;process completely on the main spindle.;&&&&a&03.0&&&&&1&&&N.
cmtprint.311&mcs&0&N&If the client now has two turning centers, at what point would the client need to run three shifts per day?&11 - 25 weeks&5 - 10 weeks;26 - 52 weeks;53 weeks and beyond;&&&&a&03.0&&&&&1&&&N.
cmtprint.312&mcs&0&N&Assuming the customer will run three shifts, how many machines in total will be needed to meet production requirements at week 56?&6&4;5;8;&&&&a&03.0&&&&&1&&&N.
cmtprint.313&mcs&2&N&(Was MTD313s001)
If the product material in the diagram were changed from iron to 304 stainless steel, which of the following statements correctly describes what would occur?&The cycle time would increase, and the number of machines would increase.&The cycle time would decrease, but the number of machines would increase because of tooling requirements.;The cycle time would remain the same, and the number of machines would remain the same.;The cycle time would increase, but the tool life would improve.;&&&&a&01.0&&&&&1:v&&&N.
cmtprint.314&mcs&0&N&Which of the following factors contributes most to a salesman's long-term success?&The person's ethics and values&The person's "people" skills;The development of skills with strategies and techniques;Continual updating of the person's knowledge of technology;&Ref: Integrity Selling, Ron Willingham, p. xv.;&&&a&99.0&&&&&1&&&N.
cmtprint.315&mcs&2&N&(Was 313i002)
If the product material in the diagram were changed from iron to 304 stainless steel, which of the following statements correctly describes what would occur?&The cycle time would increase, and the number of machines would increase.&The cycle time would decrease, but the number of machines would increase because of tooling requirements.;The cycle time would remain the same, and the number of machines would remain the same.;The cycle time would increase, but the tool life would improve.;&Ref: Add;Ref: .ER;Ref: .ce QUESTION \\n(Qn REFERS TO THE FOLLOWING INFORMATION:;&&&a&01.0&&&&&1&&&N.
cmtprint.316&mcs&0&N&Your client has indicated that the decision to purchase a machine tool hinges on maximum positive cash flow. Which of the following arrangements offers the client the best cash flow? [Assume profitability of the client's firm.]&7-year rental at 10%&7-year lease at 9.9%;Straight cash purchase, 10.2% internal cost of capital;5-year lease at 9.8%;&Ref: Spiro, Finance for the Nonfinancial Manager, John Wiley and Sons.;&&&a&03.0&&&&&1&&&N.
cmtprint.317&mcs&0&N&A successful salesperson looks upon goals primarily as being:&mandatory to achieve.&desirable but not essential.;a target.;a guideline to follow.;&Ref: Don Beveridge, The Yes Syndrome, pp. 98-100.;&&&a&01.0&&&&&1&&&N.
cmtprint.318&mcs&0&N&The process of removing metal by electrical oxidation is termed:&electrical discharge machining.&electron beam oxidation.;electromagnetic pulsing.;laser oxidation machining.;&Ref: Tool and Mfg. Engineers Handbook, Desk Edition, pp. 29, 12.;&&&a&03.0&&&&&1&&&N.
cmtprint.319&mcs&0&N&When interviewing a customer, you should:&ask most of the questions.&encourage the customer to ask questions.;maneuver around an issue.;never ask open-ended questions.;&Ref: Ron Willingham, Integrity Selling, p. 25.;&&&a&02.0&&&&&1&&&N.
cmtprint.320&mcs&0&N&When meeting clients for the first time, the best approach would be to:&get them talking about themselves and their company.&give them a list of references.;inform them fully about your qualifications.;introduce them to your full line of products.;&Ref: Ron Willingham, Integrity Selling, p. 6.;&&&a&02.0&&&&&1&&&N.
cmtprint.321&mcs&0&N&The main reason for a salesperson to ask questions in a client interview is to:&help the salesperson understand the client's wants or needs.&explain the benefits of your equipment.;show the extent of the salesperson's knowledge.;act interested in the client, thereby starting a relationship.;&Ref: Ron Willingham, Integrity Selling, p. 32.;&&&a&02.0&&&&&1&&&N.
cmtprint.322&mcs&0&&An open-ended question used in an interview with a prospect can best be defined as a question that:&begins with who, what, when, where, or why.&requires a yes or no answer.;needs to be researched and is therefore left unanswered.;someone else finishes.&Ref: Integrity Selling, p. 32.;&&&a&02&&&&&1&&04&N.
cmtprint.323&mcs&0&N&Which of the following would be most helpful in reducing procrastination?&Setting deadlines&Studying time management;Using a daily planner;Making itineraries;&Ref: Carl Henry, High Energy Selling.;&&&a&01.0&&&&&1&&&N.
cmtprint.324&mcs&0&N&Which of the following would be the best time to schedule the development of a weekly sales plan?&The end of the preceding week&During the weekend;At least a full week in advance;Monday morning;&Ref: Douglas and Douglas, Manage Your Time, Your Work, Yourself, p. 97.;&&&a&01.0&&&&&1&&&N.
cmtprint.325&mcs&0&N&Assuming that objectives have been established for a planned sales period, which of the following should be defined next?&Action plan&Completion date;Time required;Responsibilities;&Ref: Douglas and Douglas, Manage Your Time, Your Work, Yourself, p. 97.;&&&a&01.0&&&&&1&&&N.
cmtprint.326&mcs&0&N&Chilled cast iron has an advantage over gray iron because chilled cast iron:&has better wear characteristics.&is easier to machine.;is stronger.;is more malleable.;&Ref: Machinery Handbook.;&&&a&03.0&&&&&1&&&N.
cmtprint.327&mcs&0&N&The base circle of a gear is called its:&pitch diameter.&throw.;root diameter.;helix angle.;&Ref: American Machinist Handbook.;&&&a&02.0&&&&&1&&&N.
cmtprint.328&mcs&2&N&The following symbol: describes a hole:&location that must be within .001" of diameter of its nominal centerpoint relative to A and B.&diameter of .001" within notes of description in A and B.;that must be within .001" of the size of A and B.;location that is .001" away from edge A and edge B.;&Ref: Puncochan, Interpretation of Geometric Dimension and Tolerancing.;&&&a&01.0&&&&&1&&&N.
cmtprint.329&mcs&0&N&Which of the following is the approximate microfinish for the machining of a 4-inch-diameter mild steel shaft, using a carbide insert, with a 0.080 radius, running at 600 rpm, with a feed rate of 0.007 ipr?&56&15;40;62;&Ref: GTE Valenite Corporation, Handy Reference Guide, Troy, MI, p. 61.;Ref: .ER;Ref: .EQ delim $$ gfont R;Ref: .EN;&&&a&03.0&&&&&1&&&N.
cmtprint.330&mcs&0&N&After working closely with a customer to develop a unique process for producing workpieces, an order is placed and you satisfy the contract. No nondisclosure statements are signed. If you are approached by a competitor who has the same requirements, you should:&inform your initial customer of your intent to offer similar equipment and service.&refuse to offer the detailed process information to subsequent users.;require releases from your customers giving intellectual rights to all total solutions.;offer services without qualification to any customer.;&Ref: The Vest Pocket Marketer.;&&&a&07.0&&&&&1&&&N.
cmtprint.331&mcs&0&N&To develop a sales strategy, the first requirement is:&a clear objective.&a customer need.;importance of cost.;approval of management.;&Ref: Selling, A Managerial and Behaviorial Science, p. 100.;&&&a&01.0&&&&&1&&&N.
cmtprint.332&mcs&0&N&The final step in a planned sales process is completed, but the customer has not yet come to a decision. The next action should be to:&obtain all forms of feedback.&determine a deadline.;ask the buyer for another opportunity.;ask for the order.;&Ref: Selling a Behavioral Science, p. 257.;&&&a&03.0&&&&&1&&&N.
cmtprint.333&mcs&0&N&A grinding wheel is marked A30K14V. According to the standard grinding wheel marking system, the number 14 in this designation refers to:&structure.&abrasive type.;grade.;bond.;&Ref: TMEH, Vol. 1 Machining, pp. 11-19.;&&&a&03.0&&&&&1&&&N.
cmtprint.334&mcs&0&N&The most important element of a sales plan is a clear statement of:&objectives.&funds available.;resources needed.;strategies.;&Ref: Hanan, M., Cribbin, J., and Heiser, H., Consultative Selling, Amacom: New York, 1990.;&&&a&01.0&&&&&1&&&N.
cmtprint.335&mcs&0&N&A salesman's most important resource is:&user customer referral information.&being at the right place at the right time.;negotiation skills.;support of his/her company organization.;&Ref: Hanan, M., Cribbin, J., Heiser, H. (1973). Consultative Selling, Amacom: New York, p. 108.;&&&a&01.0&&&&&1&&&N.
cmtprint.336&mcs&0&N&The purpose of sales forecasting is to:&estimate in advance results of a defined process.&plan time to balance between current and future opportunities.;identify the scope of activity.;set a goal to be achieved.;&Ref: Selling, A Managerial and Behavioral Science, p. 120.;&&&a&01.0&&&&&1&&&N.
cmtprint.337&mcs&0&N&The primary purpose of sales communication is to:&affect the behavior of the customer.&convey the value story of the company.;inform customers on benefits.;allow for give-and-take of vital information.;&Ref: Selling, A Managerial and Behavioral Science, p. 120.;&&&a&02.0&&&&&1&&&N.
cmtprint.338&mcs&0&N&The most effective use of the telephone depends on which of the following?&Having an accurate and rational data base of potential customers to call&Attempting to make the telephone call a sales call;Establishing a disciplined pattern of calls on Mondays;Reserving the telephone for lower priority accounts;&Ref: Arthur Rosen, Street Smart Salesman, p. 70.;&&&a&01.0&&&&&1&&&N.
cmtprint.339&mcs&0&N&Effective sales planning requires balanced consideration of both ongoing negotiations and the development of new prospects. As manager of a territory, a sales engineer should consider which of the following the most important guide to planning?&Duplicate the priorities of management.&Submit a pro forma plan for approval.;Maximize closing of all opportunities.;Utilize networking and referrals to spend 30% of the time prospecting.;&Ref: Selling, A Managerial and Behaviorial Science, p. 120.;&&&a&03.0&&&&&1&&&N.
cmtprint.340&mcs&0&N&In order to find NEW customer prospects, which of the following are likely to be the most productive sources?&Directories and industry lists&Builder leads;Referrals;Current customer base;&Ref: Arthur Rosen, Street Smart Salesman, p. 65.;&&&a&01.0&&&&&1&&&N.
cmtprint.341&mcs&0&N&The use of effective planning techniques depends primarily on:&weekly written plans.&use of planning software.;daily written plans.;managing flextime.;&Ref: Manage Your Time, Work, Life, p. 97.;&&&a&01.0&&&&&1&&&N.
cmtprint.342&mcs&0&&Since goal setting is at the core of good planning, a goal must:&be measurable.&include an execution strategy.;be combined with a corresponding objective.;stretch the limits of historical performance.&Ref: Manage Your Time, Work, Life, p. 257.;&&&a&01&&&&&1&&03&N.
cmtprint.343&mcs&0&N&Which of the following factors is a key economic indicator of machine tool sales activity?&Capacity utilization&Bank discount rates;Number of manufacturing jobs;Monthly domestic automobile production;&&&&a&01.0&&&&&1&&&N.
cmtprint.344&mcs&0&N&The acronym aiding is commonly used to describe the machine tool selling process to a potential customer who requests a proposal on a specific machine, despite the fact that no previous contact has been made. According to the aiding process, you are at the point of a/an:&approach.&demonstration.;interview.;negotiation.;&Ref: High Energy Selling, p. 34.;&&&a&03.0&&&&&1&&&N.
cmtprint.345&mcs&0&N&A slot is being machined in a block of conventional class 25 cast iron that is properly clamped in a horizontal machining center. The slot is to be 3 inches wide, 12 inches long, and 1/2 inch deep, cutting at 12 inches per minute. Assuming machining occurs in one pass, the horsepower required is:&18&3;7;34;&Ref: TMEH, Vol. 1 Machining, pp. 10, 51.;Ref: .ER;Ref: .EQ delim $$ gsize 7;Ref: .EN;&&&a&03.0&&&&&1&&&N.
cmtprint.346&mcs&0&N&The primary purpose of a customer interview is to:&help the salesperson understand the customer's requirements.&inform the customer about new products, features, and benefits.;verify the fit between the customer's requirements and the salesperson's product.;identify the customer's decision-making authorities for purchasing.;&Ref: Willingham, Ron (1987). Integrity Selling, Doubleday and Company, Garden City, New York, p. 28.;&&&a&02.0&&&&&1&&&N.
cmtprint.347&mcs&0&N&What is the approximate speed, expressed in rpm, of a 6-inch-diameter milling cutter that is cutting at 1500 surface feet per minute?&1000 rpm&500 rpm;750 rpm;1200 rpm;&Ref: Metcut Research Associates, Inc., 1988, Machining Data Handbook, 3rd ed., Cincinnati, OH, 17.2.;&&&a&03.0&&&&&1&&&N.
cmtprint.348&mcs&0&N&The preferred method for determining customer needs is to:&ask questions that are open-ended and indirect.&know your product.;describe how your new product technology is delivering benefits to similar companies.;arrange to demonstrate the advantages of your product's productivity on parts similar to those of the customer.;&Ref: Willingham, Ron, Integrity Selling, Doubleday and Company, Inc., Garden City, New York, 1987, p. 29.;&&&a&02.0&&&&&1&&&N.
cmtprint.349&mcs&0&&For an interview to be successful, it is most important that you:&learn as much as possible about the prospect's wishes and requirements.&focus the interview around your product.;avoid validating until subsequent visits.;be able to verify the prospect's opinions.&Ref: High Energy Selling, p. 56.;&&&a&02&&&&&1&&04&N.
cmtprint.350&mcs&0&N&Before beginning an interview, it is helpful to:&ask permission to pose questions.&arrange for visual aids in order to respond to questions.;share earlier notes with the customer.;determine which persons who influence buying should be present.;&Ref: High Energy Selling, p. 48.;&&&a&02.0&&&&&1&&&N.
cmtprint.351&mcs&0&N&(Was 351s002)
The most appropriate next action is to:&interview the customer further to determine the optimal solution.&get more information about the competition.;re-examine your notes and records from the interview.;move quickly to demonstrate one good alternative.;&Ref: High Energy Selling, p. 48.;&&&a&02.0&&&&&1&&&N.
cmtprint.352&mcs&0&N&After meeting with the customer, you have identified the process you will propose. The customer tells you that he is under pressure to make a quick decision. He has a competitor's proposal on an acceptable process but would like to receive your recommendation. Your best next action is to:&make an immediate appointment to discuss your solution.&shift emphasis to commercial issues.;prepare proposals on both your process and the competitor's.;prepare a detailed proposal.;&Ref: High Energy Selling, p. 79.;&&&a&04.0&&&&&1&&&N.
cmtprint.353&mcs&0&N&The customer strongly prefers your proposal over the competitor's. He wants your best price. Your next step should be to:&review the selling situation and negotiate to close.&move to demonstrate.;get competitive information.;take the customer to similar installations.;&Ref: High Energy Selling, p. 83.;&&&a&05.0&&&&&1&&&N.
cmtprint.354&mcs&0&N&The skill most important to understanding and satisfying this customer requires that you be:&a problem solver.&consistent in both written and verbal communications.;convincing in your arguments.;persuasive but caring.;&Ref: Spin Selling, p. 94.;&&&a&04.0&&&&&1&&&N.
cmtprint.355&mcs&0&N&To ensure that verbal communication with this customer will have the greatest effect, which one of the following courses of action would be most important?&Focus on solutions rather than problems.&Move to close.;Deflect attention from specific objections.;Counter the competition's most appealing selling points.;&Ref: Integrity Selling, p. 109.;&&&a&05.0&&&&&1&&&N.
cmtprint.356&mcs&0&N&At the next call to this customer, you learn of more objections that do not seem significant. On the basis of the multiple-step sales process, you can conclude that this customer:&must be interviewed further so that all of the customer's needs can be fully understood.&has already decided to buy from one of your competitors.;is continuing to invent objections in the hope of obtaining a better sales price.;is not really intending to buy from you at this time.;&Ref: Integrity Selling, p. 110.;&&&a&02.0&&&&&1&&&N.
cmtprint.357&mcs&0&N&After the next call, every objection has been satisfied except price. The salesman's next action should be to:&attempt to overcome this final objection by justifying the benefits versus the price. &stay firm and establish a time deadline.;reconsider the offering and attempt to meet the customer's price requirement.;try to build support for the offering at other levels of the customer's company.;&Ref: Selling A Managerial and Behaviorial Science, p. 503.;&&&a&05.0&&&&&1&&&N.
cmtprint.358&mcs&0&N&What is this company's major short-term financial goal?&Increased cash flow&Better return on investment (ROI);Reduction of indirect labor;Improved quality;&Ref: Accounting for the Non-financial Manager.;&&&a&04.0&&&&&1&&&N.
cmtprint.359&mcs&0&N&You are convinced that you have the best solution to solve a difficult manufacturing problem for this company. To whom should your sales efforts be addressed?&Both manufacturing and financial management&The managers of product engineering and manufacturing;The foreman of the department in which the machine will be installed;The company comptroller;&Ref: Negotiating Strategy.;&&&a&04.0&&&&&1&&&N.
cmtprint.360&mcs&0&N&With regard to a punch, adding or increasing shear:&can reduce the pressure required to cut material.&should always be used on progressive dies.;can increase the pressure required to cut material.;has little or no effect on cutting material.;&Ref: SME, TMEH Vol. 2, Chapter 4, 22.;&&&a&03.0&&&&&1&&&N.
cmtprint.361&mcs&0&N&In stamping, coining is BEST defined as:&embossing designed patterns or ridges by trapping the material and applying pressure.&planetary orbiting around a tool for threading.;pressure on tooling to ease the shear load.;as a procedure for manufacturing semiautomatic electrodes.;&Ref: Forming SME TMEH Vol. 2, pp. 4-8, Table 4-2.;&&&a&03.0&&&&&1&&&N.
cmtprint.362&mcs&0&N&Roll forming can be defined as:&a process in which a flat strip of metal passing through a series of rolls is progressively shaped.&the process of rolling steel to the desired thickness.;formation of a billet of steel curving downward between steel rolls.;a straightening process in which metal rolls are flattened.;&Ref: Tool and Mfg. Engineers Handbook, Vol. 2, pp. 8-1.;&&&a&02.0&&&&&1&&&N.
cmtprint.363&mcs&0&N&Spinning is one of the oldest of the metalworking arts. Which of the following statements is not correct regarding the spinning process?&A cutoff or parting tool is not required because all the metal is spun, there is no excess metal.&The beading tool is a specialized type used to turn the rim of the disk into a lip or a true bead.;The point tool is both a forming tool and a finishing tool.;The ball tool is used to break down the surface of hand metals.;&Ref: Metalworking Handbook, Jeannette Adams, Arco Publishing, 1976, pp. 240 - 241.;&&&a&03.0&&&&&1&&&N.
cmtprint.364&mcs&0&&The box-and-pan brake is designed primarily to:&bend all four sides of a box.&form seams.;bend large pieces of sheet metal.;edge sheet metal for the forming of locks and angles.&Ref: Metal Technology, R. Miller, T.J. Morrisey, Howard W. Sams, 1975.;&&&a&03&&&&&1&&11&N.
cmtprint.365&mcs&0&N&Which of the following is the most accurate way of feeding material into a press?&Cam feed&Rack and pinion feed;Air feed;Electronic roll feed;&Ref: Stampling Quarterly, Vol. 4, #3, p. 13.;&&&a&03.0&&&&&1&&&N.
cmtprint.366&mcs&0&&The rated capacity of a mechanical press is:&the pressure the slide exerts near the bottom of a stroke.&pressure per square inch of crankshaft.;rated at the midpoint of the stroke.;determined by bed size.&Ref: SME, TMEH, Vol 2, Ch. 5-26.;&&&a&03&&&&&1&&11&N.
cmtprint.367&mcs&0&&Coil set can be defined as the:&curvature of the stock corresponding to the direction of winding.&material curving off to one side or the other during dereeling.;case in which the center of the stock width is higher than the edges.;individual coils or wraps moving sideways.&Ref: The Coil Handling Manual by Cooper Weymouth, Peterson, p. 3.;Comments: MTD337;Author: Committee;Date: 3/7/94 Rework.;Comments: MTD165;Author: R. Lipkins;Date: 2/2/94 Check rubric.;Comments: MTD101;Author: Exam Committee;Date: 3/4/94 Do not use with MTD305.;Comments: MTD149;Author: Committee;Date: 3/7/94 Rework options and stem.;Comments: MTD338;Author: Committee;Date: 3/7/94 Rework.;Comments: MTD305;Author: Committee;Date: 3/7/94 Do not use with MTD 101.;Comments: MTD92;Author: Committee;Date: 3/7/94 For advanced certification.;Comments: MTD117;Author: Committee;Date: 3/7/94 Rework. #3 is better answer.;Comments: MTD335;Author: Committee;Date: 3/7/94 Rework.;Comments: MTD332;Author: Committee;Date: 3/7/94 Rework.;&&&a&03&&&&&1&&11&N.
cmtprint.368&mcs&0&N&When negotiating with a customer, which of the following guidelines applies?&If you give something up, get something in return.&Negotiate intangibles.;Go to a reduced price.;Treat the customer's demands as unreasonable.;&Ref: ABC's of selling, p. 225.;&&&a&05.0&&&&&1&&&N.
cmtprint.369&mcs&0&N&The major purpose of telemarketing is to:&reduce the number of calls needed to close a sale.&screen customers better. ;reduce the number of sales engineers.;contact a hard-to-see customer.;&Ref: Robert W. Hass, Business Marketing Management, p. 511.;&&&a&01.0&&&&&1&&&N.
cmtprint.370&mcs&0&&What is the first step in the organizational buying process?&Recognizing a need or problem&Selecting a vendor;Developing a specification;Obtaining financial approval&Ref: Selling Building Partnerships, p. 97.;&&&a&02&&&&&1&&04&N.
cmtprint.371&mcs&0&N&In a large corporation, a buying team is:&a cross-departmental task force involved in a purchase decision.&a central purchasing department.;any part of a company where purchasing decisions are made.;the main contact and decision maker in a customer organization.;&Ref: Selling Building Partnerships, p. 103.;&&&a&04.0&&&&&1&&&N.
cmtprint.372&mcs&0&&The advantage of using four-slides (slide forming) over progressive dies for metal forming is that:&more complex operations can be done in a four-slide.&four-slides require less setup than presses.;less material is needed to make the same part.;four-slides are faster than stamping presses.&Ref: Tool and Manufacturing Engineers Handbook, Volume 2, pp. 6-46.;&&&a&03&&&&&1&&11&N.
cmtprint.373&mcs&0&N&Press bed deflections are calculated:&with the load evenly distributed over 2/3 of the nominal width of the bed between the rods.&from the floor to the top of the bed.;from the thickness, width, and type of material of the bolster plate.;from the size of the bed opening required by the die.;&Ref: Tool and Manufacturing Engineers Handbook, Volume 2, pp. 5-12.;Ref: .EQ delim $$ gsize 7;Ref: .EN;&&&a&03.0&&&&&1&&&N.
cmtprint.374&mcs&0&N&The purpose of the guide pin and the bushing in a stamping die is to:&maintain alignment between the punch and the die during fabrication and setup in the press.&align and provide a cushion between the die and the bed.;guide material through the die during fabrication and setup.;guide the press ram during fabrication and setup.;&Ref: Tool and Manufacturing Engineers Handbook, Volume 2, pp. 6-2.;&&&a&04.0&&&&&1&&&N.
cmtprint.375&mcs&0&&The definition of energy load in a mechanical stamping press is:&force through distance.&torque on drive motor.;press tonnage through one stroke.;electrical power consumption.&Ref: Tool and Manufacturing Engineers Handbbok, Volume 2, pp. 5-25.;&&&a&03&&&&&1&&11&N.
cmtprint.376&mcs&0&&The function of pilot pins in a stamping die is to:&accurately locate stock prior to stamping.&save material.;eject scrap.;pierce a misaligned component.&Ref: Tool and Manufacturing Engineers Handbook, Volume 2, pp. 6-9.;&&&a&03&&&&&1&&11&N.
cmtprint.377&mcs&0&N&The Uniform Commercial Code (UCC):&defines a sale as transfer of title of product for price.&is a set of non-binding business practices.;cannot be applicable in interstate commerce.;describes an international business agreement.;&Ref: Selling Building Partnerships, p. 72.;&&&a&01.0&&&&&1&&&N.
cmtprint.378&mcs&0&N&The most common system for moving a machine tool slide is a:&motor driven screw.&hydraulic piston.;linear motor drive.;rack and pinion activator.;&Ref: Manufacturing Engineers, 1994, p. 63.;&&&a&03.0&&&&&1&&&N.
cmtprint.379&mcs&0&&A bearing used with oil pumped under pressure into an area between a shaft and the bearing, so that the shaft is raised and supported by an oil film, is called a:&hydrostatic bearing.&hydraulic bearing.;hydrodynamic bearing.;thrust bearing.&Ref: Tool and Manufacturing Engineers Handbook, Volume 1, pp. 11-49.;&&&a&03&&&&&1&&10&N.
cmtprint.380&mcs&0&N&On a thread with uniform spacing, the distance spacing of the individual threads is called the:&pitch.&lead.;root.;thread groove width.;&Ref: Tool and Manufacturing Engineers Handbook, volume 1, pp. 12-5.;&&&a&03.0&&&&&1&&&N.
cmtprint.381&mcs&0&N&The circumference of a 3" diameter circle is:&9.52 inches.&6 inches.;7.83 inches.;12.47 inches.;&Ref: Shop Math, p. 82.;&&&a&03.0&&&&&1&&&N.
cmtprint.382&mcs&0&N&What is the diameter of a circle that will circumscribe a 4-inch square?&5.657 inches.&4.75 inches.;5.270 inches.;6.437 inches.;&Ref: Shop Math, p. 84.;&&&a&01.0&&&&&1:v&&&N.
cmtprint.383&mcs&0&N&What is the complementary angle to a 32 degree angle?&58 degrees&23 degrees;70 degrees;148 degrees;&Ref: Shop Math, p. 71.;&&&a&03.0&&&&&1:v&&&N.
cmtprint.384&mcs&0&N&If a motor has a 3" diameter pulley and it is driving a 12" diameter pulley, how many rotations must the motor make to turn the 12" pulley one revolution?&4.0&3.7;4.5;6.0;&Ref: Shop Math, p. 103.;&&&a&03.0&&&&&1&&&N.
cmtprint.385&mcs&0&N&MRP stands for:&material requirement planning.&money requested paid.;multi-resource pool.;manufacturing required purchase.;&Ref: Business Marketing Management, p. 154.;&&&a&03.0&&&&&1&&&N.
cmtprint.386&mcs&0&N&Collet chucks are used, in many instances, instead of 3 or 4 jaw chucks as workholding devices on lathes. A major disadvantage of the use of collets is:&a limited clamping range.&clamping marks on the workpiece.;they lose their gripping force due to centrifugal effects.;low workpiece holding power, due to the large contact area.;&Ref: Tool and Manufacturing Engineers Handbook, Vol SME, 1988, pp. 8-48.;&&&a&03.0&&&&&1&&&N.
cmtprint.387&mcs&0&&Trepanning tools are self-guided pressure coolant tools. The most important reason for selecting trepanning tools over center-cutting drills is to:&reduce horsepower requirements.&reduce the cutting cost on low-carbon steel.;increase the surface finish of the cored hole.;reduce the solid core to chips.&Ref: Tool and Manufacturing Engineers Handbook, Vol. #1 SME, 1988, pp. 9-63.;&&&a&03&&&&&1&&09&N.
cmtprint.388&mcs&0&&If you have constant surface footage on a standard CNC lathe, which of the following is true?&In a cut-off operation, as the cutting tool moves in a (X) negative direction, the spindle speed increases.&Constant surface footage can be achieved only by using coated carbide inserts.;As the cutting tool moves in a (Z) negative direction, the spindle speed increases.;Constant surface footage has nothing to do with surface finish.&Ref: Tool and Manufacturing Engineers Handbook, Vol. #1, SME, 1983, pp. 8-10.;&&&a&02&&&&&1&&09&N.
cmtprint.389&mcs&0&N&As a machining method, one of the advantages of grinding is that:&grinding facilitates the machining of hardened steel.&grinding is the best method of roughing material.;grinding works best with soft material.;grinding has high metal removal rates vs turning.;&Ref: Tool and Manufacturing Engineers Handbook, Vol. #1, SME, 1988., pp. 11-1.;&&&a&03.0&&&&&1:v&&&N.
cmtprint.390&mcs&0&N&The primary function of a surface grinder is to:&produce high quality flat surfaces on workpieces.&grind large workpieces that require significant stock removal.;create cross-hatched finishes on workpieces.;manufacture dies in a toolroom.;&Ref: Tool and Manufacturing Engineers Handbook, Vol. #1, SME, 1988, pp. 11-51.;&&&a&03.0&&&&&1&&&N.
cmtprint.391&mcs&0&N&When giving a presentation, what kind of eye contact should you have with the listeners:&no more than 4 - 5 seconds with one person.&look at the left or the right eye.;always look from right to left.;look slightly over the listener's forehead.;&Ref: Powerful Presentation Skills, Chapter 7, p. 49.;&&&a&03.0&&&&&1&&&N.
cmtprint.392&mcs&0&N&In choosing effective language for a presentation, it should be:&clear and simple.&powerful.;vague.;technical.;&Ref: Powerful Presentation Skills, Chapter 6, p. 39.;&&&a&04.0&&&&&1&&&N.
cmtprint.393&mcs&0&N&Visual aids are helpful in giving a presentation. The most important rule for ensuring synchronization is:&develop one point per visual.&to use a pointer with the visual.;stay on one side of the visual.;pause before going to the next visual.;&Ref: Powerful Presentation Skills, Chapter 8, p. 54.;&&&a&03.0&&&&&1&&&N.
cmtprint.394&mcs&0&N& It will help you to streamline your presentation if you know:&and understand your listener.&and understand your product.;your audience was directed by management to attend.;and understand the current economic conditions.;&Ref: Powerful Presentation Skills, Chapter 1, p. 1.;&&&a&04.0&&&&&1&&&N.
cmtprint.395&mcs&0&N&Which of the following is most important when giving a presentation?&Determining the listener's level of technical knowledge.&Making sure you are early so you can meet the people.;Dressing in a conservative suit and tie.;Maintaining eye contact with one or two people for one to two minutes.;&Ref: Powerful Presentation Skills, Chapter 1, p. 6.;&&&a&03.0&&&&&1&&&N.
cmtprint.396&mcs&0&&If the terms of the contract specify F.O.B. destination, the seller has:&title until the goods are received at the destination.&title until the goods leave the seller's dock.;no obligation for paying the freight.;title until the goods are paid for.&Ref: Selling--Building Partnerships, 2nd edition, 1992-1995, Chapter 3, p. 73.;&&&a&06&&&&&1&&05&N.
cmtprint.397&mcs&0&N&Which of the following statements regarding sexual harassment is false? &Sexual harassment charges apply only when the parties involved are employed by the same firm.&Creating a hostile work environment can be considered sexual harassment.;Sexual harassment is unwelcome sexual advances, requests for sexual favors, and other verbal and physical conduct (jokes and graffiti).;Unwelcome physical contact is sexual harassment, and is illegal and unethical.;&Ref: Selling - Building Partnerships, 2nd edition, 1992-1995, Chapter 3, p. 73.;&&&a&99.0&&&&&1&&&N.
cmtprint.398&mcs&0&N&Which of the following do buyers generally consider the most important attribute of good salespeople?&Product knowledge.&How long their company has been in business.;Years of formal education.;Years of service in the same field.;&Ref: Selling Building Partnerships, 2nd edition, 1992, 1995, Chapter 6, p. 173.;&&&a&03.0&&&&&1&&&N.
cmtprint.399&mcs&0&N&Which of the following is the most appropriate statement regarding the total quality management (TQM) approach?&TQM is most effective if salespeople describe how their firms will support the customer's quality objectives.&Typically, TQM requirements specify 99% defect-free accuracy.;TQM can only be effective in corporations that use just-in-time inventory control.;TQM standards are considered superior to ISO 9000 standards.;&Ref: Selling Building Partnerships, 2nd edition, 1992-1995, Chapter 4, p. 116.;&&&a&03.0&&&&&1&&&N.
cmtprint.400&mcs&0&N&For competitors to work together while a customer is making a purchase decision is considered:&unethical in any situation.&business defamation.;acceptable.;good strategy.;&Ref: Selling - Building Partnerships, 2nd ed., 1992-1995, p. 76-77.;&&&a&undefined.0&&&&&1&&&N.
cmtprint.401&mcs&0&N&An implied warranty, which is not actually stated, is:&still an obligation defined by law.&never binding.;considered valid for no more than 90 days.;never to be interpreted as superseding an expressed warranty.;&Ref: Selling Building Partnerships, 2nd ed., 1992-1995, pp. 74-75.;&&&a&07.0&&&&&1&&&N.
cmtprint.402&mcs&0&N&The payback period is the length of time for an investment cash outflow to be returned in the form of cash inflows or savings. What is the payback period for a new machine costing $223,000 that will save the customer $54,000 per year in labor costs?&4.1 years&2.4 years;3.9 years;4.5 years;&Ref: Selling Building Partnerships, 2nd ed., 1992-1995, Chapter 10, pp. 306-307.;&&&a&04.0&&&&&1&&&N.
cmtprint.403&mcs&0&&In a buying center or buying team:&many people influence and approve the purchase decision.&the senior management person is responsible for the final decision.;price is usually considered the least likely purchasing factor.;all team members do not have an equal vote.&Ref: Selling - Building Partnerships, 2nd ed., 1992-1995, p. 105.;&&&a&04&&&&&1&&04&N.
cmtprint.404&mcs&0&N&The best way to predict a buyer's behavior is to:&research the buyer's history.&do role playing with sales team members.;determine the buyer's personality profile.;delay your final offer.;&Ref: Karrass, The Negotiating Game, Chapter 10, p. 123.;&&&a&04.0&&&&&1&&&N.
cmtprint.405&mcs&0&N&The major difference between a sales lead and a sales prospect is the:&process of qualification.&ability to obtain an appointment.;source of information.;date of the information.;&Ref: ABC's of Selling, Chas Futrell, p. 173.;&&&a&01.0&&&&&1&&&N.
cmtprint.406&mcs&0&N&Product demonstration is most effective if:&the prospect gets to use the product.&it takes place at your showroom.;a technician is available.;a multimedia presentation is used.;&Ref: P. 278.;&&&a&02.0&&&&&1&&&N.
cmtprint.407&mcs&0&N&After asking for the order the best course of action is to:&remain quiet and wait for the customer's reply.&restate your product's benefits.;calculate your gross margin.;offer to do a time study.;&Ref: Chas Futrell, "ABC's of Selling", Irwin Inc., 1994, p. 340.;&&&a&05.0&&&&&1&&&N.
cmtprint.408&mcs&0&N&As a general rule, during a sales presentation to customers, a sales engineer should:&avoid reference to the competition.&initiate discussion about the competition.;instill doubt about the competition.;assume there is no competition.;&Ref: Chas Futrell, "ABC's of Selling", Irwin Inc., 1994, p. 285.;&&&a&04.0&&&&&1&&&N.
cmtprint.409&mcs&0&N&A strong negotiator's most important asset is:&preparation.&a pleasing appearance.;a complete brochure.;a large margin to work with.;&Ref: Chas Futrell, "ABC's of Selling", Irwin Inc., 1994, p. 223.;&&&a&05.0&&&&&1&&&N.
cmtprint.410&mcs&0&N&A technical sales presentation most often requires:&problem-solution selling.&visual aids.;team selling.;cost analysis.;&Ref: Chas Futrell, "ABC's of Selling", Irwin Inc., 1994, p. 210.;&&&a&04.0&&&&&1&&&N.
cmtprint.411&mcs&0&N&In making a moral or ethical judgment, a sales engineer should make every effort to:&obtain all relevant facts.&accept the judgment of the customer.;avoid influencing events.;rely on his/her own values.;&Ref: Harris, Pritchard, Rabins, "Engineering Ethics", Wadsworth Publishing, 1995, p. 103.;&&&a&99.0&&&&&1&&&N.
cmtprint.412&mcs&0&N&Using tool nose radius compensation is needed most often during:&finishing cuts in contours.&turning straight faces.;turning straight diameters.;roughing cuts in contours.;&Ref: M. Lynch, "Computer Numerical Control for Machining", McGraw-Hill, 1992, p. 168.;&&&a&03.0&&&&&1&&&N.
cmtprint.413&mcs&0&N&With reference to geometric dimensions and tolerancing (GDandT), MMC stands for:&maximum material condition.&manufacturing method correct.;minimum material condition.;multiple manufacturing conditions.;&Ref: Interpretation of Geometrical Dimensioning and Tolerancing, Puncochar, p. 91.;&&&a&03.0&&&&&1&&&N.
cmtprint.414&mcs&0&N&If perceived value = perceived benefits/price and all other things are assumed constant, a lower price will result in:&a higher perceived value.&a lower perceived benefit.;no change in perceived value or perceived benefit.;a higher perceived benefit.;&Ref: Chas Hass, Business Marketing Management, p. 598.;Ref: .ER;Ref: .EQ delim $$ gfont R;Ref: .EN;&&&a&04.0&&&&&1:v&&&N.
cmtprint.415&mcs&0&&At the approach or early introduction stage, the amount of talking done by a salesperson should be:&minimal.&unimportant.;a majority.;equal to that done by the customer.&Ref: Charles Futrell, Fundamentals of Selling, Chapter 8, p. 229.;&&&a&02&&&&&1&&04&N.
cmtprint.416&mcs&0&N&Your company keeps excellent records of sales of different types of machines in different markets. This will allow you to take full advantage of:&trend analysis.&competitive pricing.;salesperson education.;time management.;&Ref: Hass, Business Marketing Management, Chapter 4, p. 124.;&&&a&01.0&&&&&1&&&N.
cmtprint.417&mcs&0&N&In today's competitive conditions, more customers are moving toward:&fewer suppliers.&the status quo.;more suppliers.;low-cost suppliers.;&Ref: Hass, Business Marketing Management, Chapter 5, p. 136.;&&&a&01.0&&&&&1&&&N.
cmtprint.418&mcs&0&N&For a salesperson, the most important factor in a successful negotiation is:&planning.&a repeat sale opportunity.;competitive price.;aftersales support.;&Ref: Karrass, The Negotiating Game, Chapter 17, p. 226.;&&&a&05.0&&&&&1&&&N.
cmtprint.419&mcs&0&N&A major factor affecting punch wear in a die is:&the amount of snap through.&low press tonnage.;lack of electronic sensors.;high-speed operation.;&Ref: Mechanical Press Handbook, by Harold R. Daniels, Cahners Publishing Co.;&&&a&04.0&&&&&1&&&N.
cmtprint.420&mcs&0&&The primary function of the main drive motor on a press is to:&restore energy to the flywheel.&change speed when required.;help with the blanking or forming load. ;provide a drive source for a scrap cutter.&Ref: Tool and Manufacturing Eng Handbook, Vol. 2, p. 20-23;&&&a&05&&&&&1&&11&N.
cmtprint.421&mcs&0&N&Which of the following is not a guiding principle in drawing shapes or cups? &Press speed is irrelevant.&Press speed is very important.;Slide velocity is at maximum in midstroke.;Attention must be paid to radii on punch and dies.;&Ref: Tool and Manufacturing Handbook, Vol. 2.;&&&a&02.0&&&&&1&&&N.
cmtprint.422&mcs&0&&Which of the following benefits is not achieved with a vibration mount under a press?&Reduction of slide inertia&Noise reduction;Leveling of the press bed;Reduction of vibration level&Ref: Tool and Manufacturing TMEH Handbook, Vol. 2, pp. 20-23.;&&&a&05&&&&&1&&10&N.
cmtprint.423&mcs&0&N&Utilization of market segmentation as part of marketing strategy:&is a basic necessity.&is a luxury.;will never prove successful.;it too complex and difficult to be appropriate in all cases.;&Ref: Robert W. Hass, Business Marketing Management, p. 277.;&&&a&01.0&&&&&1&&&N.
cmtprint.424&mcs&0&N&The SIC data system would be of no assistance in evaluating:&competitive pricing.&sales territories and sales quotas.;leads.;market and sales potentials.;&Ref: R. W. Hass, Business Marketing Management, p. 270.;&&&a&01.0&&&&&1&&&N.
cmtprint.425&mcs&0&N&When mailing catalogs to promote a product, it is advisable to: &use SIC data to select potential firms.&purchase a mailing list and send catalogs to the whole list.;send them to customers as requested.;send them to as many people as possible.;&Ref: R. W. Hass, Business Marketing Management, p. 573.;&&&a&01.0&&&&&1&&&N.
cmtprint.426&mcs&0&N&Which of the following is not true when a commitment to purchase is obtained?&The salesperson's job is over.&The salesperson's job is just beginning.;The salesperson's job is to follow up.;The customer must be cultivated for future calls.;&Ref: Weitz, Castleberry and Tanner, Selling - Building Partnerships, p. 370.;&&&a&03.0&&&&&1&&&N.
cmtprint.427&mcs&0&&Punch penetration is the:&distance a punch will compress the material stock before fracture occurs.&amount a punch protrudes below a stripper.;amount a punch enters a die.;distance a stop block is set from the upper die surface.&Ref: Tool and Manufacturing Eng Handbook, Vol. 2 , pp. 6-22.;&&&a&02&&&&&1&&11&N.
cmtprint.428&mcs&0&&When punches are stepped in a die, all of the following will result except that:&tonnage will increase.&tonnage will decrease.;die life will improve.;press maintenance will be less.&Ref: Tool and Manufacturing ENG Handbook, Vol. 2, pp. 6-23.;&&&a&02&&&&&1&&11&N.
cmtprint.429&mcs&0&&With a high-speed press and a progressive blanking die, the first point of impact is the:&stripper.&stop blocks.;guide pins.;punch.&Ref: Tool and Manufacturing ENG Handbook, Vol. 2, pp. 6-23.;&&&a&03&&&&&1&&11&N.
cmtprint.430&mcs&0&&In a die, the punch controls the:&hole size.&guiding of the stripper.;speed of the press.;blank size.&Ref: Tool and Manufacturing ENG Handbook, Vol., 2, pp. 6-22.;&&&a&03&&&&&1&&11&N.
cmtprint.431&mcs&0&N&A quill on a clutch and brake on a mechanical stamping press will:&keep the flywheel in place if the crank shaft should break.&help the press run faster.;improve the die life.;improve the stopping time.;&Ref: Tool and Manufacturing ENG Handbook, Vol. 2, pp. 5-37.;&&&a&03.0&&&&&1&&&N.
cmtprint.432&mcs&0&&Shear angle on a punch or die will:&reduce the tonnage required to produce a part.&cause problems in die design.;increase the tonnage required to produce a part.;cause problems when setting a die.&Ref: Tool and Manufacturing ENG Handbook, Vol. 2, pp. 6-23.;&&&a&03&&&&&1&&11&N.
cmtprint.433&mcs&0&N&In an industrial selling situation, the most important individual to talk to is the person:&who has the most influence on the buying decision.&who has the most responsibility within the organization.;who is most persuaded by the sales presentation.;within the organization with whom you have established the best relationship.;&Ref: Fundamentals of Selling, p. 455.;&&&a&02.0&&&&&1&&&N.
cmtprint.434&mcs&0&N&The first step for a sales engineer when managing their territory is to:&establish the goals they want to achieve.&evaluate the history of the territory.;implement a time management strategy for making calls.;allocate the resources available to them.;&Ref: Selling Building Partnerships, p. 490.;&&&a&01.0&&&&&1&&&N.
cmtprint.435&mcs&0&N&The most important step in preparing for a sales call is to:&set an objective for the call.&examine all pending business for the account.;review the history of the account.;review relevant product information for the call.;&Ref: Selling Building Parternships, p. 239.;&&&a&01.0&&&&&1&&&N.
cmtprint.436&mcs&0&N&The first step in preparing a presentation for a customer is to:&completely analyze the customer's needs.&determine the key decisions to be made within the selling situation.;thoroughly understand the players involved in the buying situation.;develop the style and tone of the presentation.;&Ref: Fundamentals of Selling, p. 234.;&&&a&04.0&&&&&1&&&N.
cmtprint.437&mcs&0&&When testing their final product, machine tool manufacturers use a laser interferometer to:&check the accuracy and squareness of machine motions.&verify the finish of machined parts.;check the spindle speeds.;verify the X,Y dimensions of the bed.&Ref: R. Aronson, Management Manufacturing Engineering, Machine Tool 101.;&&&a&03&&&&&1&&12&N.
cmtprint.438&mcs&0&&One use of an electronic ball bar is to test:&how well a machine tool can describe a circle.&the bearings in a spindle.;the linear guideways.;the finish of a machined ball.&Ref: R. B. Aronson, Mag: Manufacturing ENG Article: Machine tool 101.;&&&a&06&&&&&1&&12&N.
cmtprint.439&mcs&0&N&"NC" became "CNC" when the control had:&memory and computing power.&an interface to (PLC) programmable logic controls.;faster tape readers.;the ability to download to a laptop.;&Ref: R.B. Aronson, Mag: Manufacturing Engineering, "Machine and Tools 101".;&&&a&03.0&&&&&1&&&N.
cmtprint.440&mcs&0&N&When a part is designed using computer-aided design (CAD), what is the next step in the process to machine the part?&Move CAD file to CAM for generation of tool paths.&Copy the print or drawing and add dimensions for shop floor use.;Copy the print or drawing and send to shop supervisor for approval.;Download the CAD file to laptop and connect to RS-232 port.;&Ref: R. B. Aronson, Mag: Manufacturing Engineering, "Machine Tool 101".;&&&a&02.0&&&&&1&&&N.
cmtprint.441&mcs&0&N&A sales engineer who is asked a question during a sales presentation that he/she cannot answer should:&offer to find the answer and provide it later on.&tell the customer that the question is not relevant.;ask how the competition answered.;ignore the question and move on.;&Ref: D. Becker and P. B. Becker, Powerful Presentation Skills.;&&&a&04.0&&&&&1&&&N.
cmtprint.442&mcs&0&N&The salesperson's most important activity during the presentation of a product is to:&actively listen to the customer's response.&tell the customer about all the features and benefits.;distribute product information.;compare the product to competing products.;&Ref: C. Futrell, ABC's of Selling, part 2-120.;&&&a&04.0&&&&&1&&&N.
cmtprint.443&mcs&0&N&Of the following, the most accurate slide postioning system is the:&servo drive with closed loop feedback system.&servo drive with open loop system.;rack and pinion gear set.;hydraulic cylinder.;&Ref: R.B. Aronson, Mag: Manufacturing Engineering, "Machine Tools 101".;&&&a&03.0&&&&&1&&&N.
cmtprint.444&mcs&0&N&Conversational programming allows the operator to generate programs by:&communicating with the control through a series of screen prompts and questions.&downloading information from direct numerical control (DNC).;entering information through an RS-232 port.;talking to the control through a microphone.;&Ref: R.B. Aronson, Mag: Manufacturing Engineering, "Machine Tools 101".;&&&a&02.0&&&&&1&&&N.
cmtprint.445&mcs&0&&Linear interpolation allows:&diagonal straight-line motion.&all three axes to move independently.;one axis to move at a time.;a curving machine motion.&Ref: R.B. Aronson, Mag: Manufacturing Engineering, "Machine Tools 101".;&&&a&03&&&&&1&&07&N.
cmtprint.446&mcs&0&N&What are "G" codes for?&Preparatory commands&Function commands;Axis commands;Spindle speed commands;&Ref: R.B. Aronson, Mag: Manufacturing Engineering, "Machine Tool 101.";&&&a&02.0&&&&&1&&&N.
cmtprint.447&mcs&0&N&Production of holes with spade drills require:&high torque and thrust.&high rates of metal removal.;high pressure coolant.;machines with long Z axis movements.;&Ref: L. K. Gillespie, Trouble Shooting Manufacturing Process, Chapter 2, p. 23.;&&&a&03.0&&&&&1&&&N.
cmtprint.448&mcs&0&N&Which of the following best describes the JIT buying concept?&The customer maintains little or no inventory. &The supplier has no inventory requirements.;The number of suppliers to manufacturers using JIT usually increases.;JIT puts less responsibility on the supplier for quality.;&Ref: R. Haas, Business Marketing Management, PWS, Kent Pub., 1989, p. 119.;&&&a&03.0&&&&&1&&&N.
cmtprint.449&mcs&0&N&When using the JIT concept, the manufacturer usually realizes:&a faster response to engineering changes.&higher inventory carrying costs.;larger, less frequent shipments.;increases in inventory and warehousing costs.;&Ref: R. Haas, Business Marketing Management, PWS-Kent Pub. 1989, p. 637.;&&&a&03.0&&&&&1&&&N.
cmtprint.450&mcs&0&N&Milling is a machining process best defined by:&removal of material by relative motion between a workpiece and a rotating cutter.&removal of material by placing a stationary cutting tool perpendicular to the workpiece and rotating the workpiece.;enlarging holes by relative motion between the workpiece and a boring bar.;high metal removal rates for most applications.;&Ref: Troubleshooting Manufacturing Process, SME, 4th edition, 198l, pp. 2-31.;&&&a&03.0&&&&&1&&&N.
cmtprint.451&mcs&0&N&In order for EDM to be successful, dielectrics are used. The primary purpose of the dielectric is to:&flush the particles out of the spark gap.&increase back pressure on the electrode.;blend out sharp radii on the electrode.;improve surface finish.;&Ref: Troubleshooting Manufacturing Process, SME, 4th edition, 1988.;&&&a&03.0&&&&&1&&&N.
cmtprint.452&mcs&0&N&Thread rolling/forming is the process of producing threads on cylindrical or conical blanks by:&displacing or rearranging the blank material, rather than removing material.&using tools to continuously cut while traversing the length of the thread.;using a tap to generate the required threads.;removing material to create a precision thread.;&Ref: Troubleshooting Manufacturing Process, SME, 4th edition, 1988, pp. 2-58.;&&&a&03.0&&&&&1&&&N.
cmtprint.453&mcs&0&N&The unique characteristic of a Swiss-type single spindle screw machine is:&that the rotating stock is fed by a sliding headstock through a guide bushing into the cutting tool.&that it is a multifunction machine now used extensively for center drilling in shaft-type workpieces.;the high speed production, resulting from having a number of tools cutting simultaneously.;a fixed main head and bed mounted on a base, while another head is mounted on the adjustable bed base.;&Ref: Tool and Manufacturing Engineers Handbook, Vol. 1, SME, pp. 15-23.;&&&a&03.0&&&&&1&&&N.
cmtprint.454&mcs&0&N&When selecting the correct cutting tool geometry, positive rake inserts generally:&improve surface finish and reduce chatter.&are less expensive than negative inserts.;have stronger cutting edges than negative rake inserts.;require more horsepower than negative inserts.;&Ref: Troubleshooting Manufacturing Process, SME, 1988, pp. 2-2.;&&&a&02.0&&&&&1&&&N.
cmtprint.455&mcs&0&N&Negative rake carbide inserts generally offer an advantage over positive rake inserts in that:&they are stronger, permitting higher feed rates.&they work better on more ductile materials, such as low-carbon steels and high-temperature alloys.;square shapes generally work better than triangle shapes.;they provide freer cutting action and reduce chatter.;&Ref: Troubleshooting Manufacturing Process, SME, 1988, pp. 2-11.;&&&a&03.0&&&&&1&&&N.
cmtprint.456&mcs&0&&One of the best ways to handle an objection is to:&make sure you understand the objection.&know your sales presentation very well.;briefly explain why the objection is not important, and move ahead.;consider that objections are human nature, and ignore it.&Ref: C. Futrell, Fundamentals of Selling, p. 333.;&&&a&05&&&&&1&&04&N.
cmtprint.457&mcs&0&N&The main goal of a sales presentation is to:&sell your product to the customer.&uncover a problem.;inform the customer.;put the customer at ease.;&Ref: Page 270.;&&&a&04.0&&&&&1&&&N.
cmtprint.458&mcs&0&&As a salesman, you bring a demo unit on a sales call. Which of the following is the best scenario?&Have the customer personally operate the unit. &Schedule the demo at a convenient time.;Leave the unit with the customer for a reasonable period of time.;You do the demo as the customer listens.&Ref: Page 298.;&&&a&04&&&&&1&&04&N.
cmtprint.459&mcs&0&N&The ideal result of an effective telemarketing program is that it will:&generate and qualify leads.&make your organization look good.;get people to see you.;gather names and titles of prospects.;&Ref: Selling, 2nd edition.;&&&a&01.0&&&&&1&&&N.
cmtprint.460&mcs&0&N&The diameter upon which spacing of gear tooth profiles is established is known as the:&pitch diameter.&involute diameter.;root diameter.;base diameter.;&Ref: None provided.;Comments: MTD256;Author: Committee;Date: 3/10 Needs new reference.;Comments: MTD94;Author: Committee;Date: 3/10/95 Needs new reference.;Comments: MTD421;Author: Committee;Date: 3/00 Needs new reference.;Comments: MTD242;Author: Committee;Date: 3/10 Needs new reference;Comments: MTD185;Author: B. Lipkins;Date: 5/95 Rewrite distractors;Author: Committee;Date: 02/03 D#2 and D#4 rewritten by R. Jones.;&&&a&03.0&&&&&1&&&N.
cmtprint.461&mcs&0&N&Which of the following parts of a die holds the stock in place?&Stripper&Guide pin;Cam driver;Punch;&Ref: Troubleshooting Mfg. Processes, SME, Chapter 3.;Comments: MTD394;Author: Committee;Date: 10-96 Do not use with MTD395.;Comments: .CO MTD59 Separate from MTD60;Comments: .CO MTD396 Do not use with MTD180 ;Comments: MTD434;Author: Committee;Date: 11-96 May have two correct answers, check reference.;Comments: MTD180;Author: Committee;Date: 11-96 Possible content dupe with MTD396.;Comments: MTD395;Author: Committee;Date: 11-96 Do not use with MTD394.;&&&a&02.0&&&&&1:v&&&N.
cmtprint.462&mcs&0&&Which of the following most often contributes to grinding wheel imbalance on startup?&Coolant&Out-of-roundness;Wheel wear;Material hardness&Ref: None provided.;Comments: .CO MTD462 Find reference.;Comments: .CO MTD333 As of form 0401, premise changed from "In the designation A30K14V, the number 14 -- according to the standard grinding wheel marking system -- refers to:";Comments: .CO MTD96 As of form 0401, "...There is a very low production requirement" added to premise.;Comments: MTD449;Author: Committee;Date: 11/97 Revised distractor #4, removed "slower.";Comments: MTD342;Author: Committee;Date: 11/97 Revised distractor #2.;Comments: MTD250;Author: Committee;Date: 11/97 Revised distractor #4.;Comments: MTD323;Author: Committee;Date: 11/97 Revised distractor #2.;Comments: .CO;Comments: MTD372;Author: Committee;Date: 11/97 Refer to PMA design guidelines for update.;Comments: MTD410;Author: Editorial;Date: 11/97 Revised distractor #4.;Comments: MTD461;Author: Committee;Date: 11/97 Do not use with MTD429.;Comments: MTD429;Author: Committee;Date: 11/97 Do not use with MTD461.;Comments: MTD18;Author: Editorial;Date: 11/97 Correct answer moved from position 1 to 4.;Comments: MTD442;Author: Committee;Date: 11/97 Revised distractor 4.;Date: 5/00 D#2 changed from "distribute brochures" for 0601.;Comments: MTD144;Author: Committee;Date: 11/97 Key moved from 1 to 4.;Comments: .CO;Comments: MTD244;Author: Committee;Date: 11/97 Revised correct answer.;Comments: MTD116;Author: Committee ;Date: 11/97 Revised all distractors.;Comments: MTD174;Author: Committee;Date: 11/97 Revised key and distractor 3.;Comments: MTD223;Author: Committee;Date: 11/97 Revised distractors 1/ and 4.;Date: 5/00 D#1 changed from "offer to discount the machine" for 0601.;Comments: MTD418;Author: Committee;Date: 11/97 Revised distractor 3.;Comments: MTD200;Author: Committee;Date: 11/97 Revised distractor 4.;Comments: .CO;Author: Editorial;Date: 11/97 Distractor 3 is implausible, revise for next draft.;Comments: MTD404;Author: Committee;Date: 11/97 Changed key from 1 to 4, revised distractor 2.;Comments: MTD366;Author: Committee;Date: 11/97 Revised distractor 1.;Comments: .CO;Comments: .CO;Comments: MTD241;Author: Committee;Date: 11/97 Revised all three distractors.;Date: 5/00 D#4 changed from "Continual price fluctuations" for 0601.;Comments: .CO MTD310s001;Author: Committee;Date: 11/97 AMTDA to revise art.;Comments: .CO MTD312s001;Author: Committee;Date: 11/97 Revised key and all three distractor.;Comments: MTD110;Author: Committee;Date: 11/97 Revised key and distractors 1 and 4.;&&&a&02&&&&&1&&09&N.
cmtprint.463&mcs&0&N&dummy question&dummy&dummy;dummy;dummy&&&&a&&&&&&1&&&N.
cmtprint.464&mcs&0&&When things go wrong during a sales call, what should you do?&Maintain the proper perspective and your sense of humor.&Call your sales manager while in the customer's office.;Create a diversion.;Change the subject.&Ref: Selling, p.264.;&&&a&05&&&&&1&&04&N.
cmtprint.465&mcs&0&N&The abbreviation "CIF" stands for:&cost of goods, insurance, and freight to purchasers.&capital investment funding.;customer induced freight.;current industrial financing.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.466&mcs&0&N&The abbreviation "JIT" stands for:&just in time.&Japan internal technology.;joint industrial trade.;journal item technician.;&Ref: Selling, p.116.;&&&a&03.0&&&&&1&&&N.
cmtprint.467&mcs&0&N&The abbreviation "OEM" stands for:&original equipment manufacturer.&outside engineering management.;operating executive management.;overall equipment measurement.;&Ref: Selling, p.92.;&&&a&03.0&&&&&1&&&N.
cmtprint.468&mcs&0&&No matter how you close a sale, after you ask for an order, it is important to be:&silent.&flexible.;positive.;animated.&Ref: ABC's of Selling, p.340.;&&&a&05&&&&&1&&04&N.
cmtprint.469&mcs&0&N&As you are making your proposal presentation to a buying team, you realize that several members are confusing your product with your competitor's. You should:&treat it as an objection and settle it before going forward.&treat it as a misconception and continue with the presentation.;continue with your presentation and clear it up later.;if it is to your benefit and no one seems to notice, do nothing.;&Ref: High Energy Selling, Carl Henry, p. 93.;&&&a&04.0&&&&&1&&&N.
cmtprint.470&mcs&0&&The term shut height as applied to power presses indicates:&the die space when the slide is at the bottom of its stroke and the slide connection is adjusted up as far as possible.&the distance the press slide travels in one full revolution of the crank.;the maximum travel of the feed mechanism when the adjustment is at full travel.;the distance between the uprights on the press multiplied by the distance from the front of the die bolster to the rear of the die bolster.&Ref: Machinery's Handbook, 23rd ed., E. Oberg, p. 1924.;&&&a&03&&&&&1&&11&N.
cmtprint.471&mcs&0&&Which of the following is equivalent to 500 millimeters?&19.685 inches&5.362 inches;10.712 inches;39.370 inches&Ref: Machinery's Handbook (23rd edition), E. Oberg, p. 2413.;&&&a&02&&&&&1&&13&N.
cmtprint.472&mcs&0&&The cutting conditions that determine the rate of metal removal are:&cutting speed, feed rate, and depth of cut.&shape and material of the tool.;size and horsepower of the machine.;hardness of the material and whether it can be machined.&Ref: Machinery's Handbook (23rd edition), E. Oberg, p. 1752.;&&&a&03&&&&&1&&06&N.
cmtprint.473&mcs&0&N&A successful negotiation is one in which:&both the seller and the buyer win.&the machine is sold at list price.;freight is not included in the price.;a high commission is attained.;&Ref: High Energy Selling, Carl Henry, p. 91.;&&&a&05.0&&&&&1&&&N.
cmtprint.474&mcs&0&N&Successful salespeople have learned:&to utilize a step-by-step sales system.&to use a computer.;word processing skills.;machine technical specifications.;&Ref: None provided.;&&&a&02.0&&&&&1&&&N.
cmtprint.475&mcs&0&N&The purpose of a machine demonstration is to prove that you have:&the right solution.&a good product.;some technical ability.;the machine in stock.;&Ref: High Energy Selling, Carl Henry, p. 57.;&&&a&04.0&&&&&1&&&N.
cmtprint.476&mcs&0&N&The best attitude for selling success is a:&customer-focused buying attitude.&product-focused technical attitude.;self-focused selling attitude.;territory-focused geographical attitude.;&Ref: High Energy Selling, Carl Henry, p. 4.;&&&a&02.0&&&&&1&&&N.
cmtprint.477&mcs&0&N&The rule for rapidly finding the approximate pressure in tons required for punching circular holes in sheet steel is:&diameter of the hole in inches x thickness of the material x 80.&thickness of the sheet x width of the sheet x diameter of the hole in inches.;radius of the hole in inches x thickness of the sheet.;width of the sheet x length of the sheet x thickness of the sheet.;&Ref: Machinery's Handbook (23rd edition), E. Oberg, p. 1924.;&&&a&03.0&&&&&1:v&&&N.
cmtprint.478&mcs&0&N&Effective sales prospecting means finding someone:&who has a need, the ability, and the authority to buy.&with the financial ability to purchase.;who knows someone who has your product.;who will listen to your sales pitch.;&Ref: High Energy Selling, Carl Henry, p. 20.;&&&a&01.0&&&&&1&&&N.
cmtprint.479&mcs&0&N&What is the primary purpose of a subspindle on a CNC turning center?&Turning second end of part&Doubling horsepower in the cut ;Supporting part during cut off ;Pinching turn part;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.480&mcs&0&N&What is the first thing to do when faced with an objection?&Listen&Quantify the objection;Defend;Interrupt;&Ref: Selling, 2nd edition, p. 334.;&&&a&05.0&&&&&1&&&N.
cmtprint.481&mcs&0&N&What is the most important type of attitude to maintain when handling objections?&Positive attitude&Aggressive attitude;Selling attitude;Defensive attitude;&Ref: Selling, 2nd edition, p. 333.;&&&a&05.0&&&&&1&&&N.
cmtprint.482&mcs&0&N&Materials can be considered hard when they have a hardness of:&42 - 65 HRc.&30 - 41 HRc.;18 - 25 HRc.;below 18 HRc.;&Ref: Modern Metal Cutting, Sandiuk, II 60.;&&&a&03.0&&&&&1&&&N.
cmtprint.483&mcs&0&&In a CNC milling environment, a contouring cutter path is defined by all of the following except:&continuous cutter compensation.&circular interpolation.;linear interpolation.;helical interpolation.&Ref: None provided.;&&&a&03&&&&&1&&07&N.
cmtprint.484&mcs&0&&A customer wants your machine but says that the price is too high. What should you do?&Sell added value.&Ask how much the customer is willing to pay.;Indicate willingness to work with the customer on the price.;Reduce the price to the customer's level.&Ref: Consultative Selling, fifth edition, p. 39.;&&&a&05&&&&&1&&04&N.
cmtprint.485&mcs&0&N&Which of the following industries is most responsible for making EDM machines obsolete?&Die and mold manufacturing&Aerospace job shops;Biomedical industries;Multispindle screw machine shops;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.486&mcs&0&N&The greatest component of job-related stress is:&change.&your boss.;increased workload.;travel.;&Ref: Managing Your Time, Your Work, Yourself, Merrill Douglass and Donna Douglass, p. 147.;&&&a&04.0&&&&&1&&&N.
cmtprint.487&mcs&0&N&In nitriding, components are subjected to:&ammonia at high temperature for many hours.&nitrogen at high temperature for a short time.;nitrogen at high temperature for many hours.;nitrox at high temperature for many hours.;&Ref: Modern Metal Cutting, Sanduik.;&&&a&03.0&&&&&1&&&N.
cmtprint.488&mcs&0&&Machine runoff details are determined by:&agreement between the vendor and the buyer.&the purchasing agent.;the machine builder process engineer.;the buying team.&Ref: Makia, Manufacturing Colls Work, p. 273.;&&&a&06&&&&&1&&04&N.
cmtprint.489&mcs&0&N&A CNC lathe with rotary tooling capability is the best choice for what type of operation?&Parts with secondary operations&Parts requiring high-speed turning;High-volume complex parts;Low-volume simple parts;&Ref: None provided.;&&&a&02.0&&&&&1&&&N.
cmtprint.490&mcs&0&N&A customer requests help developing a proprietary manufacturing process that results in a successful sale. Another customer approaches you with the same part and the same request. You should:&supply the same machine but not the process.&recommend an alternative process.;not offer a quote.;supply the same process and the same machine.;&Ref: None provided.;&&&a&99.0&&&&&1&&&N.
cmtprint.491&mcs&0&&You have prepared a technical proposal to present to the buying team. To address the possibility that members will state objections or concerns that favor the competition, you should:&anticipate the customer's most likely objections and prepare effective responses.&practice your presentation until it is memorized.;reduce your price.;review the proposal with subordinate members of the customer team.&Ref: None provided.;&&&a&05&&&&&1&&04&N.
cmtprint.492&mcs&0&N&The main concerns when finish turning are:&dimensional accuracy, surface finish, and tool life.&part stability, tool geometry, and part hardness.;part stability, machine rigidity, and room temperature.;part hardness, tool geometry, and dimensional accuracy.;&Ref: Metal Cutting Principles, p. 490.;&&&a&03.0&&&&&1&&&N.
cmtprint.493&mcs&0&&The final steps in the selling process are:&overcoming objections, asking for action, and closing the sale.&reviewing the offer, requoting, and presenting features.;asking questions about approval authority and presenting a best-offer package.;measuring effective selling and setting a clear objective.&Ref: High Energy Selling.;&&&a&05&&&&&1&&04&N.
cmtprint.494&mcs&0&N&Visuals are most effective when you:&believe in them and include them in your sales presentation.&are dramatic in your presentation.;have at least 20 - 30 flip charts.;make them colorful and large format.;&Ref: ABC's Of Selling, p. 275.;&&&a&04.0&&&&&1&&&N.
cmtprint.495&mcs&0&N&The best tool material for interrupted cutting on a CNC lathe is:&C3 carbide.&diamond crystalline.;C5 carbide.;ceramic.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.496&mcs&0&N&The principal benefit of offline workpiece fixturing is that it:&reduces setup time on the machine.&utilizes automated modular fixtures.;allows the use of standardized modular tooling.;permits more complex fixture geometry.;&Ref: Study Guide, p. 32.;&&&a&03.0&&&&&1&&&N.
cmtprint.497&mcs&0&N&The term hydrodynamic lubrication refers to: &a fluid film between two moving surfaces.&a high-pressure injection of lubricant.;a teflon film between moving surfaces.;roller ways between two surfaces.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.498&mcs&0&N&Automatic tool length compensation can be accomplished by:&using precision surface-sensing probes.&monitoring machine slide position.;adaptive controlling of machine spindle.;using a tool measuring machine.;&Ref: Study Guide, p. 40.;&&&a&03.0&&&&&1&&&N.
cmtprint.499&mcs&0&N&Which of the following statements does not indicate that a negotiation has been successful?&You maintain your asking price and margins.&Each side feels as if the negotiations were fair.;Each side comes away feeling like a winner.;Both sides feel like the other side was concerned.;&Ref: High Energy Selling, C. Henry, p. 95.;&&&a&05.0&&&&&1&&&N.
cmtprint.500&mcs&0&&A customer has just told you, "We'll have to move some equipment around to make the new machine fit." After your demonstration, you should:&get a commitment.&wait for an order.;call the office for a contract.;suggest another meeting.&Ref: High Energy Selling, C. Henry, p. 76.;&&&a&05&&&&&1&&04&N.
cmtprint.501&mcs&0&N&Which of these is not one of the three general approach techniques?&Opening with a catalog review&Opening with a statement;Opening with a demonstration;Opening with a question;&Ref: ABC's Of Selling, p. 237.;&&&a&02.0&&&&&1&&&N.
cmtprint.502&mcs&0&N&Your customer has to produce a flat component that is 6 inches in diameter and 2 inch thick from mill steel plate with high dimensional accuracy. Your recommendation would be a process called:&fine blanking.&precision blanking.;precision punching.;zero-tolerance stamping.;&Ref: Machinery's Handbook 25, p. 1252.;&&&a&04.0&&&&&1&&&N.
cmtprint.503&mcs&0&N&In a finance deal, the word "recourse" refers to the fact that the:&seller is liable for a specific amount in case of default.&buyer is liable for a specific amount in case of default.;bank is liable for a specific amount in case of default.;lessor is liable for a specific amount in case of default.;&Ref: None provided.;&&&a&06.0&&&&&1&&&N.
cmtprint.504&mcs&0&N&A jig bore is used for:&making precision hole sizes and locations.&high production hole making.;precision drilling and tapping.;building all jigs and fixtures.;&Ref: None provided.;&&&a&03.0&&&&&1:v&&&N.
cmtprint.505&mcs&0&N&Hydrostatic bed ways are currently used:&for heavy loads.&to control machine temperature.;to keep costs low.;for high-speed positioning.;&Ref: None provided. ;&&&a&03.0&&&&&1&&&N.
cmtprint.506&mcs&0&N&During a sales interaction, a useful way to verify information is to:&repeat what was said word for word.&confirm it in writing at a later date.;review it with other members of the customer's team.;wait for further information.;&Ref: Selling, 2nd edition, p. 144.;&&&a&02.0&&&&&1&&&N.
cmtprint.507&mcs&0&&What type of press is best suited for a progressive die?&Straight sided&Gap frame;Open-back inclinable;Open-back stationary&Ref: None provided.;&&&a&03&&&&&1&&11&N.
cmtprint.508&mcs&0&N&When determining a needs analysis, the best type of questions are:&single-topic questions.&multiple-point questions.;closed-ended questions.;complex questions.;&Ref: Selling, 2nd edition, p. 139.;&&&a&02.0&&&&&1&&&N.
cmtprint.509&mcs&0&N&What does the term slip stick refer to?&The static or breakaway friction&A bearing with an oil film;The storing of kinetic energy;The lock up of a press ram;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.510&mcs&0&&The objective of value analysis in the procurement phase of a project is to:&define the best buy.&eliminate expensive machine features.;select the lowest bid.;narrow the vendor field.&Ref: Industrial Marketing and Strategy, 3rd edition, p. 54.;&&&a&04&&&&&1&&05&N.
cmtprint.511&mcs&0&&When a customer informs you about a problem while you are reviewing a machine proposal, you should:&work with the customer to resolve the problem.&requote the whole process.;drop your pricing to compensate.;hold the line.&Ref: Business Marketing Management, p. 148.;&&&a&06&&&&&1&&04&N.
cmtprint.512&mcs&0&&The most important reason for using computer-aided engineering (CAE) is to perform:&finite element analysis.&configuration control.;ISO 9002 validation.;data conversion from CAD to CAM.&Ref: SME Tool and Manufacturing Eng Handbook, pp. 1-4.;&&&a&03&&&&&1&&06&N.
cmtprint.513&mcs&0&N&What does "TQM" stand for?&Total quality management&Typical quantum measurement;Tool quarterly manufacturing;Total quarterly maintenance;&Ref: Selling, 2nd edition, p. 116;&&&a&03.0&&&&&1&&&N.
cmtprint.514&mcs&0&&In the negotiated acceptance of an order, a distributor agrees to pay for in-bound freight of a machine for a customer in Kansas City, MO. Which of the following selections best describes the agreed-upon responsibility of costs?&F.O.B.: destination, customer responsible for offloading charges&F.O.B.: delivered and set in place;F.O.B.: destination unloaded at customer's plant;F.O.B.: our truck, your yard&Ref: None provided.;&&&a&&&&&&1&&RU&N.
cmtprint.515&mcs&0&N&dummy question&dummy&dummy;dummy;dummy&&&&a&&&&&&1&&&N.
cmtprint.516&mcs&0&&When developing a cover letter that addresses a customer's requirements, you should do which of the following to demonstrate your understanding of the customer's needs?&Restate the customer's requirements and concerns.&State the price and terms of delivery.;State the warranty and terms and conditions.;Describe your company's mission statement.&Ref: DDI Management.;&&&a&02&&&&&1&&04&N.
cmtprint.517&mcs&0&N&In addition to technical specifications, the sales engineer is responsible for addressing the customer's:&terms and conditions.&maintenance programs.;OSHA regulations.;financing arrangements.;&Ref: None provided.;&&&a&06.0&&&&&1&&&N.
cmtprint.518&mcs&0&N&For a sales call to be successful, both the customer and the seller must come away with:&new knowledge.&a set of drawings.;a lunch appointment.;questions.;&Ref: Consultative Selling, p. 32.;&&&a&undefined.0&&&&&1&&&N.
cmtprint.519&mcs&0&N&dummy question&dummy&dummy;dummy;dummy&&&&a&&&&&&1&&&N.
cmtprint.520&mcs&0&N&Which of the following is the primary benefit of Y-axis capability on a mill/drill multiaxis lathe? &Ability to do off-center work.&Allows multi-side machining.;Simplifies counter boring operations.;Ability to do end work.;&Ref: Hanzo.;&&&a&03.0&&&&&1&&&N.
cmtprint.521&mcs&0&N&Meehanite cast iron is:&a specially processed cast iron.&the easiest cast iron to machine.;a fine-grain cast iron for machine bases.;an alloyed cast iron.;&Ref: None provided.;&&&a&01.0&&&&&1&&&N.
cmtprint.522&mcs&0&N&A central computerized system for storing, transferring, and managing part programs for CNC machines is commonly referred to as:&DNC.&MRP.;DNR.;DIN.;&Ref: None provided.;&&&a&02.0&&&&&1&&&N.
cmtprint.523&mcs&0&N&The unique premise of a CNC Swiss-type turning machine is that it:&uses a bushing to support the workpiece.&uses carbide form tools.;is only used for turning long thin parts.;only accommodates parts up to 5/8ths of an inch in diameter.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.524&mcs&2&N&The symbol stands for:&total runout.¶llelism.;reference dimension.;angularity.;&Ref: Interpretation of Geom. Dimensioning and Tolerancing, p. 52.;&&&a&03.0&&&&&1&&&N.
cmtprint.525&mcs&0&N&A positive rake angle on a tool gives:&lower cutting forces.&higher cutting forces.;better surface finishes.;worse surface finishes.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.526&mcs&0&N&The major benefit of using linear guideways in the construction of metalcutting machine tools is the:&positioning speed and elimination of friction.&elimination of grinding operations.;increased vibration-absorbing characteristics.;ability to carry heavier loads.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.527&mcs&0&N&Needs correct font
The expression: (xfP2fP/(n-1) represents which of the following?&Sigma&B5.54 standard ball bar test;Volumetric displacement accuracy (VDA);Process capability (CP)&Ref: None provided.;&&&a&03&&&&&1&&9&N.
cmtprint.528&mcs&0&N&What are the basic elements in the communication process?&Sender, message, receiver&Meeting and conference, seminar;Telephone, beeper, e-mail;Signal, noise, feedback;&Ref: Selling, p. 130.;&&&a&02.0&&&&&1&&&N.
cmtprint.529&mcs&0&N&Laps for producing plane surfaces are made of:&cast iron.&aluminum.;tool steel.;forged steel.;&Ref: Machinery's Handbook 28, p. 1137.;&&&a&03.0&&&&&1&&&N.
cmtprint.530&mcs&0&N&A standard machine tool warranty covers which of the following?&Machine malfunctions and manufacturing defects.&Perishable items and normal wear.;Operator- or processing-related crashes.;Programming errors and related tooling costs.;&Ref: None provided.;&&&a&07.0&&&&&1&&&N.
cmtprint.531&mcs&0&&The principal benefit of EDM technology is:&machining of complex shapes.&reducing cycle and setup times.;manufacturing of complex ceramic parts.;lack of hazardous waste.&Ref: None provided.;&&&a&04&&&&&1&&09&N.
cmtprint.532&mcs&0&N&When turning a part on a CNC lathe, the length of a non-supported part should not exceed:&4 times the diameter.&the chucking diameter.;6 times the diameter.;the finish diameter.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.533&mcs&0&N&Solid carbide boring bars are primarily used to:&eliminate chatter in deep boring.&bore extremely soft materials.;eliminate heat buildup in parts.;bore extremely hard materials.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.534&mcs&0&&Hard turning is generally used in lieu of:&grinding.&honing.;broaching.;heat treating.&Ref: None provided.;&&&a&05&&&&&1&&09&N.
cmtprint.535&mcs&0&&The function of an adaptive control is to monitor:&the feed force levels of both the spindle drive and axis drives.&spindle drive temperatures and torque overload.;continuous cutter stress while cutting and traversing.;changes in workpiece feedrates.&Ref: Study Guide.;&&&a&03&&&&&1&&07&N.
cmtprint.536&mcs&0&N&A correct statement about knuckle-joint presses is that they:&dwell at the bottom of the stroke.&primarily are used in the plastics manufacturing process.;usually are driven by eccentric gear drives.;run at high speeds in automatic operation.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.537&mcs&0&&Generally, nickel alloys are:&demanding to machine.&used in low-cost fixturing elements.;best machined with high cutting speeds.;high-machinability alloys.&Ref: Modern Metal Cutting, Sanduik, p. II 37.;&&&a&03&&&&&1&&09&N.
cmtprint.538&mcs&0&N&When selecting a straight-side press for a specific application, the most important consideration is the:&position of the stroke when the maximum force is applied.&horsepower of the main drive motor.;size of the eccentric gear drive.;method of slide actuation and its design.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.539&mcs&0&N&The prospecting method when you ask your customers to suggest other companies that may be interested in your products is called:&endless chain.&cold canvassing.;circle of friends.;center of influence.;&Ref: ABC's of Selling, pp. 178-179.;&&&a&07.0&&&&&1&&&N.
cmtprint.540&mcs&0&&Asking a customer open-ended questions:&encourages greater communication.&is considered high-pressure selling.;makes the customer look uninformed.;discourages body language.&Ref: None provided.;Comments: MTD505;Author: Editorial;Date: 8/98 Committee: please verify that "bed ways" in stem is correct.;&&&a&02&&&&&1&&04&N.
cmtprint.541&mcs&0&&Your greatest concern when machining magnesium should be:&the risk of fire.&tool life expectation.;workpiece deflection.;chip disposal.&Ref: Modern Metal Cutting, Sandiuk.;&&&a&03&&&&&1&&09&N.
cmtprint.542&mcs&0&N&The principal characteristics of a high-speed machining mill are:&high-speed spindles and fast feed rates.&refrigerated and temperature-controlled ballscrews.;low friction linear guideways with spray lubricant.;high pressure through spindle coolant.;&Ref: Peer;&&&a&03.0&&&&&1&&&N.
cmtprint.543&mcs&0&&A customer that you have identified as having the money, authority, and desire to buy is considered a:&qualified prospect.&key account.;sales lead.;target of opportunity.&Ref: ABC's of Selling, p. 173.;&&&a&01&&&&&1&&02&N.
cmtprint.544&mcs&0&N&The primary use of steel rule dies is for:&low cost dies.&high-speed stamping.;high-precision part stamping.;close tolerance dies.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.545&mcs&0&N&Ironing can be a final process in the draw forming of metal parts. It is:&used to reduce wall thickness.&used to prevent cracks.;not used in deep drawing of parts.;used to extend die life.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.546&mcs&0&&In induction hardening, heating of the surface is carried out by means of:&a high-frequency coil.&a microwave furnace.;high-resistance metal.;controlled raising and lowering of temperature.&Ref: Modern Metal Cutting, Sanduik.;&&&a&03&&&&&1&&09&N.
cmtprint.547&mcs&0&N&A critical element in effective verbal communication is:&asking questions.&reading body language.;presenting a professional image.;answering objections.;&Ref: None provided.;&&&a&02.0&&&&&1&&&N.
cmtprint.548&mcs&0&N&The term screw machines applies to:&Cam-operated turning machines.&Machines to make threaded rods.;Cold headers to make fasteners.;Tapping machines.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.549&mcs&0&N&In the selling process, the review step is important because:&it gives another opportunity to clear up any miscommunication.&the proposal may be confusing the first time it is read.;it provides the opportunity for customers to rethink their position.;it allows you to add more value to the sale.;&Ref: None provided.;&&&a&04.0&&&&&1&&&N.
cmtprint.550&mcs&0&N&One of the principal benefits of a pallet changer in a short-run milling environment is:&machining accuracy.&more complex setups done offline.;reduced cycle time.;multi-sided machining permits fewer setups.;&Ref: Hanzo.;&&&a&04.0&&&&&1&&&N.
cmtprint.551&mcs&0&N&To be effective, a sales call should be:&specific, realistic, and measurable.&short, to the point, and specific.;pre-scheduled, rehearsed, and formal.;requested by the customer.;&Ref: None provided.;&&&a&02.0&&&&&1&&&N.
cmtprint.552&mcs&0&N&The best way to determine a customer's objection is to:&use a trial close.&review machine specifications.;restate the customer's needs.;discuss terms and conditions.;&Ref: ABC's of Selling, p. 302.;&&&a&05.0&&&&&1&&&N.
cmtprint.553&mcs&0&&CBN grinding wheels work best with which type of materials?&Abrasive hard materials&Aluminum or nonferrous materials;Unhardened leaded steels;Cast iron&Ref: Modern Metal Cutting, Sandvik.;&&&a&04&&&&&1&&09&N.
cmtprint.554&mcs&0&N&An eyelet press is:&a type of transfer press.¬ a press at all.;not compatible with deep part stamping.;a scrap cutting device.;&Ref: Tool and Manufacturing Engr., vol. 2, pp. 5-88.;&&&a&03.0&&&&&1&&&N.
cmtprint.555&mcs&0&N&Strain link units are used on a straight side press to measure:&tonnage.&energy.;overspeed conditions.;bed deflection.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.556&mcs&0&N&After tentatively accepting your proposal for a $100,000 machine sale in a lease package, a customer asks you to increase your invoice by $10,000 and label the increase as tooling. The stated reason for this request is to get additional money in order to finish a building to house the machine. You should:&decline the request and explain the legal ramifications.&raise the price on the invoice.;just invoice the machine as it should be invoiced.;discuss the request with the lease company.;&Ref: Peer Validation.;&&&a&04.0&&&&&1&&&N.
cmtprint.557&mcs&0&N&A lease in which the customer is able to deduct the entire monthly payment is a:&true lease.&lease finance.;residual lease.;balloon loan.;&Ref: Consultative Selling, p. 231.;&&&a&06.0&&&&&1&&&N.
cmtprint.558&mcs&0&N&Increasing tool face friction when turning a part on a lathe will:&decrease the shear angle.&increase the shear angle.;not affect the shear angle.;decrease the required horsepower.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.559&mcs&0&N&The principal benefits of a four-axis lathe are:&reduced cycle and setup times.&higher accuracy because of shorter travels.;increased rigidity because of large mass.;wide rpm range in main spindle.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.560&mcs&0&N&What is the first step in the sales process?&Locating prospective customers&Performing a needs analysis;Making a telemarketing plan;Creating a sales strategy;&Ref: Selling, p. 227.;&&&a&01.0&&&&&1&&&N.
cmtprint.561&mcs&0&N&What is the next logical step after a successful presentation?&Ask for the order&Check delivery;Schedule the next meeting;Ask for customer comments;&Ref: High Energy Selling, Carl Henry.;&&&a&05.0&&&&&1&&&N.
cmtprint.562&mcs&0&N&What is the most effective source for sales leads? &Previous and existing satisfied customers&Industry guides and trade directories;Cold calling including blitzing;Prospecting via sales search of SIC codes;&Ref: Selling, p. 207.;&&&a&01.0&&&&&1&&&N.
cmtprint.563&mcs&0&N&Variable speed AC spindle drives vary spindle speeds by changing the:&frequency of the input current.&phase of the input current.;resistance of the input current.;voltage of the input current.;&Ref: Electrical Motor Design Handbook.;&&&a&03.0&&&&&1&&&N.
cmtprint.564&mcs&0&N&When only a tolerance of size is specified, the tolerance controls:&size and form.&size, form, and position.;size and orientation.;size only.;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.565&mcs&0&N&In the machine tool industry, what does GDT refer to?&Geometric dimensioning and tolerancing&German din tolerancing;Geometric deviation tolerancing;General datum testing;&Ref: None provided.;&&&a&03.0&&&&&1&&&N.
cmtprint.566&mcs&0&&Datums provide the clarity required for:&proper feature orientation.&perpendicular planes.;proper symbols and attachments.;physical measurement.&Ref: Inter. Geo. Dim., p. 17.;&&&a&01&&&&&1&&08&N.
cmtprint.567&mcs&0&N&A datum feature symbol is a rectangular box that contains a:&letter.&dimension.;feature symbol.;number.;&Ref: Inter. Geo. Dim., p. 17.;&&&a&03.0&&&&&1&&&N.
cmtprint.568&mcs&0&N&Parallelism tolerance provides a zone defined by:&two parallel planes.&three or more points.;two points.;a surface and a point.;&Ref: Inter. Geo. Dim., p. 47.;&&&a&03.0&&&&&1&&&N.
cmtprint.569&mcs&0&N&When telemarketing, after the greeting and opening statement, it is most appropriate to ask for:&an appointment.&the company's machinery usage list.;the company's machinery needs.;the buyer's name.;&Ref: Cold Calling Techniques, p. 43.;&&&a&01.0&&&&&1&&&N.
cmtprint.570&mcs&0&N&When telemarketing, after the greeting, the best opening statement is to identify:&yourself and your company, and state what your company does.&your company's type of business.;your company and ask if your product is currently used.;yourself and ask about future business.;&Ref: Cold Calling Techniques, p. 42.;&&&a&01.0&&&&&1:v&&&N.
cmtprint.571&mcs&0&&When telemarketing, the best action when stopped by a gatekeeper is to:&call back either early in the morning or after hours.&try to make the gatekeeper understand your position.;visit the company without an appointment.;offer to send literature.&Ref: Cold Calling Techniques, p. 51.;&&&a&01&&&&&1&&02&N.
cmtprint.572&mcs&0&N&When telemarketing, after successfully arranging an appointment, it is best to:&conclude the call.&give an overview of your product.;offer to send literature.;suggest pricing alternatives.;&Ref: Cold Calling Techniques, p. 81.;&&&a&01.0&&&&&1&&&N.
cmtprint.573&mcs&0&&It is best to prospect for new leads and appointments:&every day.&on Fridays.;on Mondays.;in the morning.&Ref: Cold Calling Techniques.;&&&a&01&&&&&1&&02&N.
cmtprint.574&mcs&0&&The primary objective of telemarketing is to:&get an appointment.&find out where to send literature.;talk with the company.;ask about the company's needs.&Ref: Cold Calling Techniques, p. 11.;&&&a&01&&&&&1&&02&N.
cmtprint.575&mcs&0&N&The most important step in planning effective telephone sales calls is to:&develop a script.&purchase a mailing list.;qualify each prospect.;develop a qualifier.;&Ref: C. Futrell. ABC's of Selling, 4th ed. Irwin, 1994, p. 429.;&&&a&01.0&&&&&1&&&N.
cmtprint.576&mcs&0&&Salespersons using the account segmentation approach to marketing recognize that their territories contain accounts with:&unique needs and different characteristics.&small job shops and large manufacturers.;identical service needs.;short-run companies and high-volume manufacturers.&Ref: C. Futrell. ABC's of Selling, 4th ed. Irwin, 1994, p. 394.;&&&a&01&&&&&1&&02&N.
cmtprint.577&mcs&0&N&(Was 577s005)
In the account segmentation presented above, which of the following principles is demonstrated?&80/20&50/50;Key account;Target account;&Ref: C. Futrell. ABC's of Selling, 4th Ed., Irwin, 1994, p. 395.;&&&a&01.0&&&&&1&&&N.
cmtprint.578&mcs&0&N&Which of the following strategies should be used to sell to the majority of customers?&Multiple&Key;Unique;Direct;&Ref: C. Futrell. ABC's of Selling, 4th ed. 1994, p. 396.;&&&a&01.0&&&&&1&&&N.
cmtprint.579&mcs&0&N&Studies show that the average unplanned telephone sales call takes 11 minutes, versus 7 minutes for a planned call. How much more time effective is the average planned call?&36%&57%;63%;100%;&Ref: Douglass and Douglass. Managing Your Time, Your Work, Yourself. Amacom, p. 104.;&&&a&02.0&&&&&1&&&N.
cmtprint.580&mcs&0&N&The biggest advantage of telemarketing is its ability to:&reach a large number of potential customers.&establish a close business relationship with the person responsible for purchasing.;establish a close business relationship with potential customers.;provide information about competitors' prices.;&Ref: CMTSE Study Guide, Vol. I, p. 16.;&&&a&02.0&&&&&1&&&N.
cmtprint.581&mcs&0&N&Which of the following time management strategies is the most effective for accomplishing business goals?&Setting priorities&Working longer;Starting early;Working faster;&Ref: Douglass and Douglass. Manage Your Time, Your Work, Yourself. Amacom, pp. 1-2.;&&&a&02.0&&&&&1&&&N.
cmtprint.582&mcs&0&N&As applied to sales volume, the Pareto principle states that 80% of:&sales are derived from 20% of a customer base.&cold calls typically result in 20 solid leads.;time should be spent calling your top 20 customers.;follow-up calls result in 20% of total sales.;&Ref: Douglass and Douglass. Manage Your Time, Your Work, Yourself. Amacom, p. 28.;&&&a&02.0&&&&&1&&&N.
cmtprint.583&mcs&0&&A salesperson spends 2000 hours per year performing his/her job. Approximately how many of those hours are typically spent on activities other than face-to-face customer contact?&1040 hours&520 hours;780 hours;1440 hours&Ref: CSG, Vol. I, Ch. 3, p. 1.;&&&a&02&&&&&1&&03&N.
cmtprint.584&mcs&0&&Which of the following is the least effective strategy for managing time for sales activities?&Allocating every minute of the day&Scheduling daily lunch meetings;Keeping a log of one's time and actions;Allowing time for unexpected activities&Ref: Douglass and Douglass. Manage Your Time, Your Work, Yourself. Amacom, p. 71.;&&&a&02&&&&&1&&03&N.
cmtprint.585&mcs&0&N&A salesperson's follow-up on a show lead would be considered a cold call unless it has first been:&qualified.&quantified.;justified.;verified.;&Ref: R. W. Haas. Business Marketing Management, 5th ed. PWS Kent. p. 547.;&&&a&02.0&&&&&1&&&N.
cmtprint.586&mcs&0&N&For your first appointment with a qualified potential buyer, it is most important to bring a:&general line brochure.&planned agenda.;technical person.;formal proposal.;&Ref: D. Kahle. The Six-Hat Salesperson. Amacom, pp. 45, 50.;&&&a&02.0&&&&&1&&&N.
cmtprint.587&mcs&0&N&Which of the following software programs is best for entering, storing, and managing contact information?&Goldmine or ACT&Excel or Lotus;Word or WordPerfect;PowerPoint or Corel;&Ref: Cand. Study Guide.;&&&a&02.0&&&&&1:v&&&N.
cmtprint.588&mcs&0&N&Which of the following types of database is most likely to provide information on a customer's average costs, profits on sales, and inventories?&Industry database&Customer database;SIC code database;Dun and Bradstreet;&Ref: M. Hanan. Consultative Selling, 5th ed., p. 97.;&&&a&02.0&&&&&1&&&N.
cmtprint.589&mcs&0&&Which of the following types of computer software serves as a replacement for a card file system?&Database&Search engine;Spreadsheet;Word processor&Ref: CSG, Vol. I, Ch. 3., p. 21.;&&&a&02&&&&&1&&03&N.
cmtprint.590&mcs&0&&Which of the following is a text- and graphics-based program for creating presentations?&PowerPoint&Excel;ACT;Maximizer&Ref: Cand. Study Guide, Vol. 1, Ch. 3, p. 23.;&&&a&02&&&&&1&&03&N.
cmtprint.591&mcs&0&&For most salespersons, the single greatest reason for procrastination is the avoidance of:&unpleasant tasks.&purchasing agents.;intimidating customers.;cold calls.&Ref: Douglass and Douglass. Manage Your Time, Your Work, Yourself. Amacom, p. 127.;&&&a&02&&&&&1&&03&N.
cmtprint.592&mcs&0&N&If a salesperson makes one additional sales call per work day above the current average, how many extra calls would that person make in a year?&It depends on the number of work days.&240;365;It depends on the current average of calls per work day.;&Ref: Weitz, Castlebury, and Tanner. Selling. Irwin, p. 506.;&&&a&02.0&&&&&1&&&N.
cmtprint.593&mcs&0&N&The use of computers by salespersons leads to an average increase in sales of:&10% - 20%&0% - 10%;20% - 30%;30% - 40%;&Ref: Wietz, Castlebury, and Tanner. Selling. Irwin, p. 511.;&&&a&02.0&&&&&1&&&N.
cmtprint.594&mcs&0&&Technical specifications of your product offer a clear advantage for solving a customer's problem. This advantage is best compared through use of a:&spreadsheet.&formal proposal.;customer testimonial.;time study.&Ref: CSG;&&&a&02&&&&&1&&03&N.
cmtprint.595&mcs&0&N&Which of the following is most important for achieving a successful laptop presentation?&Practice the presentation.&Ensure adequate ventilation.;Provide refreshments.;Install new batteries.;&Ref: How to sell with a laptop. p. 27.;&&&a&02.0&&&&&1&&&N.
cmtprint.596&mcs&0&N&Direct mailing is best used as part of an overall prospecting plan when:&follow-up calls are made to arrange appointments.&the primary contact is not known.;you are not sure if a prospect is qualified.;time does not allow for personal calls.;&Ref: CMSTE Study Guide, Vol. I, p. 17.;&&&a&02.0&&&&&1&&&N.
cmtprint.597&mcs&0&N&A "to do" list is used most effectively if:&the high-priority items are identified and addressed first.&it has an automatic tickler or prompter.;it is entered electronically.;every item on the list is ranked in terms of priority.;&Ref: CSG;&&&a&02.0&&&&&1&&&N.
cmtprint.598&mcs&0&N&When calling for an appointment, it is important to establish immediately:&the purpose of the call.&the price of the product.;how the product can benefit the prospect.;why your product is better than the competition's.;&Ref: Study Guide 1, Ch. 3, p. 8.;&&&a&02.0&&&&&1&&&N.
cmtprint.599&mcs&0&N&Which of the following is the most important benefit of e-mail for salespersons?&Ability to send or request information at any time.&Method for sending timely quotes to multiple accounts.;Ease of sending most technical data.;Shortcut for tracking accounts.;&Ref: Selling, p. 512.;&&&a&02.0&&&&&1&&&N.
cmtprint.600&mcs&0&&Which of the following is the unique advantage of an electronic calendar over a manual system?&Automatic generation of ticklers or prompters&Ability to view and update a weekly schedule;Access to both past and future events;Input of a daily schedule&Ref: Selling, p. 511.;&&&a&02&&&&&1&&03&N.
cmtprint.601&mcs&0&N&Which of the following is fundamental to managing a customer database?&Keeping the data current.&Including data that helps keep track of the competition.;Focusing on the prime selling targets.;Including all contacts for each company that you deal with.;&Ref: Honan. Key Account Selling. p. 109.;&&&a&02.0&&&&&1&&&N.
cmtprint.602&mcs&0&&In preparing for your daily field sales activity, you should first:&make a list of activities to be performed.&develop a time schedule for activities.;estimate how much time each activity will take.;determine the priority for each activity.&Ref: Weitz. Selling, p. 505.;&&&a&02&&&&&1&&03&N.
cmtprint.603&mcs&0&N&In implementing time management strategies for sales calls, it is most important to:&set up all cold calls between 10:00 A.M. and 3:00 P.M.&prepare call reports outside prime hours.;plan to make customer care calls before 9:00 A.M. and after 4:00 P.M.;review, prioritize, and schedule a list of activities.;&Ref: Selling, p. 503, and Study Guide.;&&&a&02.0&&&&&1&&&N.
cmtprint.604&mcs&0&&The best technique for keeping a group's attention during a presentation with the lights down is to:&pause occasionally for questions and answers.&turn down the temperature.;schedule for mid-morning.;turn on the lights occasionally.&Ref: How to sell with a laptop, p. 55.;&&&a&02&&&&&1&&04&N.
cmtprint.605&mcs&0&N&When constructing a weekly work plan, you should determine priorities based on each activity's urgency and:&importance.&time requirement.;difficulty.;quality.;&Ref: Douglass and Douglass. Manage Your Time, Your Work, Yourself. Amacom.;&&&a&02.0&&&&&1&&&N.
cmtprint.606&mcs&0&N&The primary goal of computer use for the sales process is to:&increase sales.&increase automation.;provide tools for time management.;allow the use of the Internet for e-mail and website searches.;&Ref: Study Giude. p. 26.;&&&a&02.0&&&&&1&&&N.
cmtprint.607&mcs&0&N&The primary reason to formulate a weekly work plan is to:&help you get more done.&give you more time for prospecting.;organize your work priorities.;force you to do unpleasant tasks.;&Ref: Douglass and Douglass. Manage Your Time, Your Work, Yourself. Amacom, pp. 1-62.;&&&a&02.0&&&&&1&&&N.
cmtprint.608&mcs&0&N&For an outside salesperson, which of the following activities amounts to the greatest unproductive use of time?&Unnecessary trips to the office.&Personal business stops.;Coffee Breaks.;Long lunches.;&Ref: D. Kahle. The 6-Hat Salesperson. op. 175.;&&&a&02.0&&&&&1:v&&&N.
cmtprint.609&mcs&0&N&Which of the following is the most effective tool for a salesperson?&Account profile form&Sales lead;Expense account;Expensive car;&Ref: D. Kahle. The 6-Hat Salesperson. p. 24.;&&&a&02.0&&&&&1&&&N.
cmtprint.610&mcs&0&N&To sell successfully, it is most important to:&manage your agenda and control your time.&react when your customers call.;arrive at the office early every day.;carry catalogs in your daily planner.;&Ref: D. Kahle. The 6-Hat Salesperson. p. 171.;&&&a&02.0&&&&&1&&&N.
cmtprint.611&mcs&0&N&Trade show leads should be followed up:&immediately.&by customer size.;by mail.;in person.;&Ref: None;&&&a&02.0&&&&&1&&&N.
cmtprint.612&mcs&0&&The key to successful sales planning is to plan both:&work tasks and time.&priorities and personal time.;market trends and sales appointments.;phone time and travel time.&Ref: Douglass and Douglass. Manage Your Time, Your Work, Yourself. Amacom, p. 57.;&&&a&02&&&&&1&&03&N.
cmtprint.613&mcs&0&&While you are making a cold call, the prospect raises an objection. Your first response should be to:&repeat the objection to the prospect to make sure that you understand it.&assure the prospect that you have never been presented with that objection.;avoid saying anything negative about the objection.;minimize the objection by comparing to a competitor with a greater problem.&Ref: none provided;&&&a&02&&&&&1&&04&N.
cmtprint.614&mcs&0&N&The primary goal of cold calling is to:&get an appointment.&make a sale.;introduce yourself and your company.;practice your professional sales skills.;&Ref: none;&&&a&02.0&&&&&1&&&N.
cmtprint.615&mcs&0&&Which of the following is the best strategy when making a cold call?&Ask questions to clarify and not confront the prospect.&Interrupt the prospect if he/she gets off the focus of the call.;Do most of the talking.;Avoid taking notes as this restricts creativity.&Ref: none;&&&a&02&&&&&1&&02&N.
cmtprint.616&mcs&0&N&Which of the following is the most important use of a laptop computer for a salesperson?&Having ready accecss to all product and company information.&Showing the customer that you have style.;Showing the customer that you are up to date.;Making presentations.;&Ref: none;&&&a&02.0&&&&&1&&&N.
cmtprint.617&mcs&0&N&Which of the following is most important for making a successful laptop presentation?&Practice the presentation so that you can navigate the key items quickly.&Buy a laptop with a screen that has the best resolution.;Boot up the system just before the call so that you are ready to start right away.;Read each screen to ensure that the customer does not miss anything.;&Ref: Jenkins, Elder, and Thomas. How to Sell with a Laptop. p. 27.;&&&a&02.0&&&&&1&&&N.
cmtprint.618&mcs&0&N&You are sitting beside your customer while reviewing your laptop presentation when you notice that the customer is not paying attention. At this point, you should:&stop immediately, close the laptop, and change direction.&let the customer take control of the mouse or other pointing device to explore the presentation.;ask the customer what he/she wants to see.;take a break and ask the customer about his/her family.;&Ref: Jenkins, Elder, and Thomas. How to Sell with a Laptop. p. 44.;&&&a&02.0&&&&&1&&&N.
cmtprint.619&mcs&0&N&You have returned to the office after an information-gathering meeting with your customer in regard to a new project. You realize that you have additional questions. Which of the following would most likely give you the quickest response from the customer?&E-mail a thank-you note with a summary of the meeting and a list of the questions.&Immediately drive back to the customer to discuss the questions.;Send a fax with a summary of the meeting and a list of the questions.;Leave a voice mail message with your questions and request a call back.;&Ref: Jenkins, Elder, and Thomas. How to Sell with a Laptop. p. 126.;&&&a&02.0&&&&&1&&&N.
cmtprint.620&mcs&0&N&A sales engineer discussing a new application with the customer realizes that what the customer wants is not what the customer needs. The sales engineer does not have what is needed. The sales engineeer should:&immediately advise the customer of the situation and recommend a source for what is needed.&let the customer buy whatever the customer wants.;promote whichever product will produce the largest commission.;continue with the call and later try to locate a supplier who can help.;&Ref: None;&&&a&03.0&&&&&1&&&N.
cmtprint.621&mcs&0&&Drilling on CNC machinery can help users dramatically improve part throughput by:&taking advantage of S-shaped-tip drills.&replacing indexable drills with newer spade drills.;using extra thrust and slower speeds.;using spade drills to reduce cost.&Ref: Study Guide, p. 27. SME Troubleshooting.;&&&a&03&&&&&1&&09&N.
cmtprint.622&mcs&0&N&Constant surface speed capability on CNC lathes provides:&uniform surface finish and predictable tool wear.&a capability that takes advantage of CAD.;no advantage if used during a cutoff operation.;a constant RPM rate.;&Ref: Study Guide. p. 24.;&&&a&03.0&&&&&1&&&N.
cmtprint.623&mcs&0&N&As an aid in operator programminmg, CAM software is:&better suited than CNC controls for difficult geometric shapes and multi-axis simultaneous requirements.&a major reason that the use of manual programming is growing.;a major reason that CAD systems are being used less.;less well suited than CNC controls for situations in which there is a low degree of complexity.;&Ref: Study Guide, p. 39.;&&&a&03.0&&&&&1:v&&&N.
cmtprint.624&mcs&0&N&You are asked by a prospective customer to make a presentation about a new product line at a meeting that afternoon. You have little knowledge about the product and will not be able to learn about it in time for the meeting. The most appropriate response is to:&advise the customer accordingly and reschedule when an expert will be available.&preface your presentation with an acknowledgment of your limited knowledge.;prepare an elegant presentation folder and encourage the cutomer to learn more about the product on his or her own.;bring your manager to the meeting in case there are questions that you cannot answer yourself.;&Ref: none provided;&&&a&03.0&&&&&1:v&&&N.
cmtprint.625&mcs&0&N&After interviewing a customer about a certain project, you realize that you need help on the technical aspects of the proposal. The most appropriate course of action is to notify your:&manager and then meet with your applications staff in house or at the supplier.&manager and do the best you can until you need more help.;supplier and explain the problem.;customer and ask if there is help available at the customer's end.;&Ref: none provided;&&&a&03.0&&&&&1&&&N.
cmtprint.626&mcs&0&N&After presenting a potential project to your application engineering staff, your staff makes a convincing case that your solution is inadequate to the point that you may be unable to quote on the project. Your next step should be to:&rethink your ideas and determine whether there is another solution that you can present to your staff.&sell your solution to your dealer's management.;tell the customer that your staff will not support you, and not quote on the job.;proceed with your solution and seek assistance only if the potential project becomes an order.;&Ref: none provided;&&&a&03.0&&&&&1&&&N.
cmtprint.627&mcs&0&N&Which of the following statements about part optimization using new conventional paths is most accurate?&It is best pursued with input from internal and/or external consultants.&It involves the adoption of radically new production paths.;It involves mainly the consideration of tool materials, range of speeds, and accuracy.;It should be based on a sound economic analysis of alternatives, with future production costs in mind.;&Ref: Milton. Metal Cutting Principles. p. 557.;&&&a&03.0&&&&&1&&&N.
cmtprint.628&mcs&0&N&The major reason that salespersons are reluctant to propose solutions involving emerging technologies is:&their lack of understanding and knowledge of the technology.&their inability to deliver products.;the inability of service personnel to support products.;their inability to implement products.;&Ref: Webster, F. Industrial Marketing Strategy. pp. 154-155.;&&&a&03.0&&&&&1&&&N.
cmtprint.629&mcs&0&N&High margins can best be achieved by seeing the project from the perspective of the:&customer.&builder.;sales manager.;competition.;&Ref: M. Hanan. Construction Selling, 5th ed. p. 91.;&&&a&03.0&&&&&1&&&N.
cmtprint.630&mcs&0&N&When suggesting new high technology as a solution to a customer's needs, a salesperson should explain that:&high technology costs money to acquire and implement.&the customer's competitors have high technology.;technology is always changing.;high technology is good for the company's image.;&Ref: L. R. Nyman. Making Manufacturing Calls Work. p. 158.;&&&a&03.0&&&&&1&&&N.
cmtprint.631&mcs&0&N&In creating a process application flow chart, it is necessary to identify which of the following at each level?&Anticipated costs&Manufacturing time;Maintenance requirements;Operator skill;&Ref: M. Hanan. Key Account Selling. p. 133.;&&&a&03.0&&&&&1&&&N.
cmtprint.632&mcs&0&N&The most helpful approach to determining which of two or more systems to propose to a customer is:&return on investment.&your close relationship with the customer.;machine footprint.;builder reputation.;&Ref: M. Hanan. Consultative Selling, 5th ed. p. 156.;&&&a&03.0&&&&&1&&&N.
cmtprint.633&mcs&0&&A kanban system utilizes:&a pull system.&continuous flow manufacturing.;a push system.;cellular manufacturing.&Ref: none provided;&&&a&03&&&&&1&&06&N.
cmtprint.634&mcs&0&N&A salesperson has the greatest opportunity to adapt a presentation to the customer's needs when the presentation is:&customized.&memorized.;computerized.;scripted.;&Ref: Waitz. Selling. p. 170.;&&&a&04.0&&&&&1&&&N.
cmtprint.635&mcs&0&N&In Carl Henry's MODERN Sales System, the purpose of the demonstration is to:&prove that you have the right solution.&gain cooperation in closing the sale.;focus the customer's attention on your product line.;get all of the customer's decision-makers involved.;&Ref: C. Henry. High Energy Selling, p. 57.;&&&a&04.0&&&&&1:v&&&N.
cmtprint.636&mcs&0&N&When you are using a consultative selling model, the primary goal of the proposal is to identify:&profit improvement.&maximum system capacity.;the technical character of the proposed process.;critical features and benefits.;&Ref: M. Hanan. Consultative Selling, p. 10.;&&&a&04.0&&&&&1&&&N.
cmtprint.637&mcs&0&N&The purpose of filing a UCC-1 is to:&protect the financial interests of the secured party.&ensure that the purchase contract meets UCC guidelines.;document the contract with the UCC.;protect the financial interests of the seller.;&Ref: none provided;&&&a&04.0&&&&&1:v&&&N.
cmtprint.638&mcs&0&&The primary purpose of a trial close is to:&determine purchase intentions.&obtain a decision to buy.;identify the purchase decision maker.;determine the purchase time frame.&Ref: ABCs of Seling. p. 282.;&&&a&05&&&&&1&&04&N.
cmtprint.639&mcs&0&N&Which of the following statements about negotiating a close is most accurate?&Both sides must feel that they have achieved a fair deal.&You must overcome the customer and force acceptance of the proposal.;You must ensure that your proposal is not modified or compromised in any way.;You must overcome customer anxiety by explaining that any fears are unfounded.;&Ref: C. Henry. High Energy Selling. p. 95.;&&&a&05.0&&&&&1&&&N.
cmtprint.640&mcs&0&N&Successful negotiation is most likely to result from:&collaboration and effective compromise that meets the needs of both parties.&allowing the salesperson to enforce the focus on the sale of the product.;avoiding the customer's objections.;a competititve process that results in a profitable order.;&Ref: C. Henry. High Energy Selling. p. 90.;&&&a&05.0&&&&&1&&&N.
cmtprint.641&mcs&0&N&Following contract acceptance and signing, the sales engineer detects a critical error in the technical information. The sales engineer should:&negotiate a change order that covers pertinent information.&immediately notify the customer of any change in price or delivery.;wait for the formal purchase order authorization to be signed.;assume that the customer is not impacted by the error.;&Ref: none provided;&&&a&06.0&&&&&1&&&N.
cmtprint.642&mcs&0&N&Buyers and sellers agree that enhanced performance, cost reduction, and technical cooperation are best obtained by:&limiting the number of suppliers.&improving contract negotiations.;improving machine specifications.;involving the machine builder.;&Ref: R. W. Hass. Business Marketing, 6th ed. p. 136.;&&&a&06.0&&&&&1&&&N.
cmtprint.643&mcs&0&N&Which of the following would best ensure additional sales after an order?&Follow-up meetings to review the order and delivery timelines.&Expanding contacts within the company.;Sending a thank-you note to the purchasing agent.;Taking advantage of the order lead time and focusing on other accounts.;&Ref: ABCs of Selling. p. 373.;&&&a&06.0&&&&&1&&&N.
cmtprint.644&mcs&0&N&Which of the following actions would a purchasing agent value most highly in a salesperson?&Thorough follow-through after the sale.&Maintaining an up-to-date call list of the company's personnel.;Spontaneous visits to the customer to penetrate the account.;Frequent mailings of current brochures.;&Ref: ABCs of Selling. Futrell, p. 382.;&&&a&06.0&&&&&1&&&N.
cmtprint.645&mcs&0&&During a large system installation for a key account, the role of the sales engineer is to:&monitor, document, and report operational problems and deficiencies.&assume full management responsibility for the installation.;stay away from the customer until the installation is complete.;review installation daily with the sales manager.&Ref: none provided;&&&a&06&&&&&1&&04&N.
cmtprint.646&mcs&0&N&Prior to installation of a large system, the sales engineer learns that a major accessory is going to be delayed. The sales engineer should:&work with the customer to develop an operational plan to accommodate the delay.&wait and see if the delay actually becomes a problem.;contact the builder and attempt to expedite delivery, and not involve the customer.;avoid customer involvement until after the delivery problem is resolved.;&Ref: none provided;&&&a&06.0&&&&&1&&&N.
cmtprint.647&mcs&0&N&A change order to a contract that is due to a delay in machine manufacture must be approved by the:&customer.&distributor.;machine manufacturer.;salesperson.;&Ref: none provided;&&&a&06.0&&&&&1&&&N.
cmtprint.648&mcs&0&N&A customer is most likely to accept a vendor's proposal if:&the proposal meets the customer's criteria.&the salesperson makes an impressive presentation.;selling cost is kept to a minimum.;the customer is made aware of competitive differences.;&Ref: L. Nyman. Making Manufacturing Cells Work. SME and CASA, 1992.;&&&a&06.0&&&&&1&&&N.
cmtprint.649&mcs&0&&An acceptance runoff is completed at the facility of a customer who is QS9000 certified. An acceptance form containing documentation that all contractual characteristics have been met should be signed by both parties and:&a copy retained by each party.&filed with FMEA and PFMEA.;sent to the customer's QS9000 registrar.;included in the PPAP manual.&Ref: QS9000 Manual;&&&a&06&&&&&1&&04&N.
cmtprint.650&mcs&0&N&The major goal of peforming a preshipment test run with the customer's personnel is to:&demonstrate statistical capability of the manufacturing process.&utilize the customer's knowledge to debug the manufacturing process.;train operators in the manufacturing process.;confirm quoted production rates.;&Ref: QS9000 Manual, p. 7.;&&&a&06.0&&&&&1&&&N.
cmtprint.651&mcs&0&N&A customer has a standard contractual penalty for not meeting a project time line. Which of the following would be the most appropriate action for the sales team during negotiations?&Make sure the time line can actually be accomplished and negotiate a fair penalty.&Negotiate an extension on the time line to avoid the penalty.;Refuse the contract if the customer insists on the penalty.;Raise the cost of the equipment to offset the penalty.;&Ref: N. Rackham and R. Ruff. Managing Major Sales. Harper Business, 1991, pp. 64-65.;&&&a&06.0&&&&&1&&&N.
cmtprint.652&mcs&0&N&The best strategy for maintaining a long-term-growth relationship with a customer is to:&agree with the customer's decision makers on criteria for taking periodic readings on the customer's profitability.&steadily increase your margins.;make every proposal fit the customer's criteria to close as many deals as possible.;deal only with top-tier customer managers.;&Ref: M. Hanan. Key Account Selling. AMACOM, 1993, pp. 86-87.;&&&a&06.0&&&&&1&&&N.
cmtprint.653&mcs&0&N&A salesperson follows up after the sale of machinery to identify any operational problems and provide service as promptly as possible. The salesperson's actions are most likely to:&lead to future sales.&reduce margin for the company.;gain the respect of the service staff.;alienate the service staff.;&Ref: C. Futrell. ABCs of Selling, 4th ed. Irwin, 1994, p. 372.;&&&a&06.0&&&&&1&&&N.
cmtprint.654&mcs&0&N&While negotiating a proposal, the customer requests a machine runoff prior to acceptance. The sales engineer should specify:&specific acceptance criteria.&who is to run the equipment.;the customer acceptance nominee.;UL equivalency.;&Ref: none provided;&&&a&06.0&&&&&1&&&N.
cmtprint.655&mcs&0&N&As a delivery date approaches, the sales engineer is notified that a shipment of equipment will be delayed by 2 weeks. The sales engineer should:&immediately notify the customer of the 2-week delay.¬ify the customer only after the cause of the delay is known.;ignore the slippage because it is not enough to be significant.;tell the customer that the delay will be for a few days only.;&Ref: none provided;&&&a&06.0&&&&&1&&&N.
cmtprint.656&mcs&0&N&Equipment is installed and final payment made by the customer. During a subsequent audit, the customer locates a UCC filing. The sales engineer should:¬ify all parties and assist in obtaining the UCC release.¬ become involved unless the filing was made by the distributor.;notify only the machine manufacturers of the filing.;consult legal counsel to determine the impact of the filing.;&Ref: none provided;&&&a&07.0&&&&&1&&&N.
cmtprint.657&mcs&0&&The customer has agreed to the terms and conditions of delivery of a new machine, including the payment schedule. When the machine is delivered, it is discovered that additional power is required for operation. This will be available in 3 weeks. The sales engineer should:&negotiate new payment terms and a new event schedule.&advise the service department and wait.;advise the accounts receivable department and wait.;wait for the installation of power and follow the original agreement.&Ref: none provided;&&&a&07&&&&&1&&04&N.
cmtprint.658&mcs&0&&A customer advises the sales engineer that uptime is critical and that unscheduled downtime must be kept to an absolute minimum. When the order is placed, the sales engineer should:&schedule the preventive maintenance program with spare parts available.&arrange for 24-hour service response from the factory.;inform the customer of the excellent uptime performance from other customers' experience.;arrange for 24-hour service response from the distributor.&Ref: none provided;&&&a&07&&&&&1&&04&N.
cmtprint.659&mcs&0&N&A customer advises you of plans to perform a post-installation audit. Your initial response should be to ensure that:&there is clear agreement between you and the customer on expectations.&the installation process is monitored in case there is a problem.;your service department is aware of the audit.;the customer has all of the builder's specifications.;&Ref: CSG;&&&a&07.0&&&&&1&&&N.
cmtprint.660&mcs&0&&The sales engineer is selling a VMC to a small-job shop. The customer explains that operator turnover is a major problem. The sales engineer should:&provide an ongoing training solution customized to the situation.&sympathize that this is an industry-wide problem.;advise the customer to train more personnel initially.;minimize the necessary skill requirements for the operator.&Ref: CSG;&&&a&07&&&&&1&&04&N.
cmtprint.661&mcs&0&&The primary goal of the post-installation audit is to evaluate whether the:&customer is satisfied.&machine has performed to the builder's specifications.;machine has performed to the industry's generally accepted standards.;machine has performed at the level claimed by the builder's advertising literature.&Ref: CSG;&&&a&07&&&&&1&&04&N.
cmtprint.662&mcs&0&&A long-time, valued customer has purchased a VMC. On a follow-up visit, you notice that the machine's control panel has been modified by adding a switch to defeat the door safety interlock. You should:&document the problem and inform the customer and your manager.&contact the local OSHA office to report the safety problem.;advise the operators to refuse to work on the machine.;ignore the problem to avoid offending the customer.&Ref: CSG;&&&a&07&&&&&1&&05&N.
cmtprint.663&mcs&0&N&A customer calls to complain about the amount of downtime on a specific machine. The sales engineer's first responsibility is to:&accurately document the problem.&advise the customer on typical downtime for competitors' similar machines.;report the complaint to the sales manager.;report the complaint to the builder's service manager.;&Ref: CSG;&&&a&07.0&&&&&1&&&N.
cmtprint.664&mcs&0&&The primary responsibility for assessing the training needs of the customer belongs to the:&sales engineer.&customer's production supervisor.;customer's purchasing manager.;builder's service manager.&Ref: CSG;&&&a&07&&&&&1&&04&N.
cmtprint.665&mcs&0&N&A customer purchases a new machine that has a preventive maintenance schedule established by the builder. The sales engineer should:&explain the benefits of following this schedule.&suggest that the builder contact the customer about the maintenance schedule.;advise the customer on shortcuts and cost-saving alternatives on the basis of personal experience.;rely on the customer to follow the instruction manual supplied with the machine.;&Ref: CSG;&&&a&07.0&&&&&1&&&N.
cmtprint.666&mcs&0&N&A major piece of equipment is installed at a new customer's plant. On its first use, the machine fails to perform to the customer's expectations. The sales engineer should:&collect information about the problem and manage the solution.&contact the builder's application engineer personally.;put the customer in contact with the builder's customer service group.;propose a couple of likely "fixes" and suggest that the customer call you after trying these.;&Ref: CSG;&&&a&07.0&&&&&1&&&N.
cmtprint.667&mcs&0&N&Which of the following types of training would be most appropriate for a horizontal machining center operator?&CNC programming&Linear and circular interpolation;PLC programming;Fault code diagnostics;&Ref: none provided;&&&a&07.0&&&&&1&&&N.
cmtprint.668&mcs&0&N&During an audit, you have observed unsafe practices and hazardous conditions in the use of equipment that you have sold. You should:&document the problems and present them in writing to your management, the customer, the dealer, and the manufacturer.&inform only your management.;verbally inform the customer of your findings.;try to have the problems corrected before the customer becomes aware of them.;&Ref: GB;&&&a&07.0&&&&&1&&&N.
cmtprint.669&mcs&0&N&Once an installation has been completed, the sales engineer should:&audit the installation with the customer to ensure that all commitments have been fulfilled.&advise the accounts receivable department to request immediate payment.;ensure that the customer be made aware of any possible machine upgrades.;schedule initial preventive maintenance service.;&Ref: none provided;&&&a&07.0&&&&&1&&&N.
cmtprint.670&mcs&0&N&In defining a part's characteristics, it is better to use geometric dimensioning and tolerancing than notes because:&symbols have uniform meaning.&symbols are more convenient.;symbols are easier to draw.;notes may require language translation.;&Ref: L. Foster. Geometrics II. p. 9.;Comments: MTD503;Author: PES Editorial Choices #2 and #4 can be same entitity, makes obvious that both are incorrect.;Comments: MTD603;Date: 05/00;Author: Exam comm. Item omitted after admin on 5750601.;Comments: MTD593;Date: 05/00;Author: Exam comm. Item omitted after admin on 5750601.;&&&a&03.0&&&&&1&&&N.
cmtprint.671&mcs&0&N&The best way to determine a customer's true need for a project is to:&ask an open-ended, probing question.&research the company on the Internet.;read the company's annual report.;explain the company's project offering.;&Ref: Futrell C, The ABCs of Relationship Selling, McGraw-Hill, p. 216.;Comments: MTD671;Author: PES Editorial;Date: 11/02 What year for ref.?;&&&a&01.0&&&&&1&&&N.
cmtprint.672&mcs&0&N&The best way for a sales engineer to begin to rank customer potential is to:&review a list of past machine purchasers.&obtain several mailing lists.;use Dun and Bradstreet reports.;access customer websites online.;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, p. 19.;Comments: MTD672;Author: PES Editorial;Date: 11/02 What year for ref.?;&&&a&01.0&&&&&1&&&N.
cmtprint.673&mcs&0&N&Which of the following best demonstrates the competitive strategy of differentiation?&Turnkey capability&Choice of colors;USMTC statistics;UCC filings;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, Ch. 2-9, pp. 37-38.;Comments: MTD673;Author: PES Editorial;Date: 11/02 Need to spell out acronyms?;&&&a&01.0&&&&&1&&&N.
cmtprint.674&mcs&0&N&Although there are many valuable sources available to collect competitive information, there is no substitute for:&talking to customers.&reading trade magazines.;visiting builder websites.;reading machine literature.;&Ref: AMTDA CMTSE Study Guide, vol. 1, p. 33.;Comments: MTD674;Author: PES Editorial;Date: 11/02 Aren't D#1 and 4 too close together?;&&&a&01.0&&&&&1&&&N.
cmtprint.675&mcs&0&N&A good prospecting strategy should eventually direct the sales engineer to:&enter prospects as scheduled contacts in the calendar.&visit all prospects promptly.;call all prospects that are found.;add as many contacts in a database as possible.;&Ref: AMTDA CMTSE Study Guide, vol. 1, p. 29.;&&&a&01.0&&&&&1&&&N.
cmtprint.676&mcs&0&N&Which of the following provides the best opportunity for getting an order in a competitive bidding process?&Create a specifications spreadsheet.&Detail the company's capabilities.;List competitors' weaknesses.;Take the team members to lunch.;&Ref: AMTDA CMTSE Study Guide, vol. 1, p. 36.;&&&a&01.0&&&&&1&&&N.
cmtprint.677&mcs&0&N&After a competitive profile of a machine tool builder is created, which of the following should be considered more carefully in analyzing the profile?&The builder's core capabilities&Whether the builder's company is American or foreign;The number of machines stocked for immediate delivery;The number of sales engineers in the territory;&Ref: AMTDA CMTSE Study Guide, vol. 1, pp. 33-34.;&&&a&01.0&&&&&1&&&N.
cmtprint.678&mcs&0&N&The tool of choice used by the customer purchasing team is:&a spreadsheet decision matrix.&a Six Sigma Black Belt analysis.;competitive benchmarking.;a UCC statistical analysis.;&Ref: AMTDA CMTSE Study Guide, vol. 1, p. 34.;&&&a&01.0&&&&&1&&&N.
cmtprint.679&mcs&0&N&A unique capability of a PC-based CNC computer program is that it:&does not require servo boards.&has shop floor programming.;has a control 5 axis movement.;has a network connection.;&Ref: AMTDA CMTSE Study Guide, Chapter 7, p. 21.;&&&a&03.0&&&&&1&&&N.
cmtprint.680&mcs&0&N&When asked to describe machine tool control design architecture, the sales engineer should discuss the:&EIA/ISO programming system.&linear motor drive.;absolute encoder system.;PC-based CNC system.;&Ref: AMTDA CMTSE Study Guide, vol. 2, Ch. 7.3.;&&&a&03.0&&&&&1&&&N.
cmtprint.681&mcs&0&N&A 1.40-inch +/- 0.03 peg is to be inserted into a 1.47-inch +/- hole. The multimedia card should be:&0.00 inch.&0.07 inch.;0.14 inch.;0.28 inch.;&Ref: Chapman WW, Modern Machine Shop's Handbook for the Metalworking Industries, Hanser-Gardner Publishing, 2002, p. 345.;&&&a&03.0&&&&&1&&&N.
cmtprint.682&mcs&0&N&The term "andon" refers to:&stacked lights that indicate machine operation status.&a optional material-handling system within a manufacturing cell.;a statistical process control (SPC) histogram chart entry.;a type of iron forging that features narrow cross-sections.;&Ref: AMTDA CMTSE Study Guide, vol. 2, Ch. 6, p. 3.;&&&a&03.0&&&&&1&&&N.
cmtprint.683&mcs&0&N&CAM systems are best used for which manufacturing application?&Impellers and blisks&Aircraft bearings;Shafts and rollers;Fuel-injector components;&Ref: Arnone M, High Performance Machining, Hanser-Gardner Publ., 1998, p. 219.;&&&a&03.0&&&&&1&&&N.
cmtprint.684&mcs&0&N&Which of the following machining applications would be least suited to power-monitoring broken tool detection?&Engine lathes&CNC lathes;Machining centers;Transfer machines;&Ref: Arnone M, High Performance Machining, Hanser-Gardner Publ., 1998, pp. 244-245.;&&&a&03.0&&&&&1&&&N.
cmtprint.685&mcs&0&N&A customer gives specific dimensions for a part and stock material. The first consideration in recommending a machine tool is:&size of the work envelope.&horsepower rating.;additional features and capabilities.;machine cost.;&Ref: AMTDA CMTSE Study Guide, Ch. 10.9, p. 34.;Comments: MTD685;Author: PES Editorial;Date: 11/02 Specify a feature/capability for D#3? Too vague.;&&&a&03.0&&&&&1&&&N.
cmtprint.686&mcs&0&N&How many degrees of freedom must be considered when preventing part movement in a fixture (trapping)?&12&3;6;10;&Ref: AMTDA CMTSE Study Guide, vol. 2, Ch. 9.7.;&&&a&03.0&&&&&1&&&N.
cmtprint.687&mcs&0&N&A product portfolio does not meet a customer's needs after a thorough customer interview is conducted. The sales engineer should:&suggest an alternative reputable supplier/process.&convince the customer that he has needs he does not understand.;offer the best near fit the company can provide.;tell the customer that nothing can be done and to call back in a few months.;&Ref: AMTDA CMTSE Study Guide, Ch. 4.;&&&a&03.0&&&&&1&&&N.
cmtprint.688&mcs&0&N&Based on customer production levels, a machine quantification analysis indicates the need for 50 CNC horizontal machining centers. The sales engineer should:&explore an alternative manufacturing method before presenting to customers.&have the customer sign an extended service/maintenance agreement.;quote a palletized work switcher and guided vehicle.;recommend that the customer lease equipment instead of purchasing.;&Ref: AMTDA CMTSE Study Guide, vol. 1, CH. 4.2.;&&&a&03.0&&&&&1&&&N.
cmtprint.689&mcs&0&N&Sales engineers who follow an organized step-by-step selling process should understand that:&flexibility should be employed that takes the customer's situation into account.&any variance from the process opens the door for the customer to take control.;in most cases, the product presentation can be combined with the proposal presentation.;all prospecting should be done by office support staff.;&Ref: Alessandra A et al., Be Your Own Sales Manager, Simon and Schuster, 1990, p. 41.;&&&a&04.0&&&&&1&&&N.
cmtprint.690&mcs&0&N&Which of the following best defines a bill of lading?&The transfer of title of property between the shipper and the carrier&An invoice for the service of shipping from the carrier;A list of items that should be included when an order is shipped;A document from the customer authorizing the distributor to ship an order;&Ref: AMTDA CMTSE Study Guide, Chapter 5, p. 2.;&&&a&04.0&&&&&1&&&N.
cmtprint.691&mcs&0&N&Which of the following should be focused on to generate the greatest sales success?&Customers&Products;Sales quotas;Sellers;&Ref: AMTDA CMTSE Study Guide, vol. 1, Ch. 4, p. 5.;&&&a&05.0&&&&&1&&&N.
cmtprint.692&mcs&0&N&Research shows that in major selling situations, the sales engineer can reduce the odds of closing the sale by:&using traditional closing techniques.&asking for the order, then waiting.;being true to self and using own words.;reviewing benefits throughout the sales cycle.;&Ref: Rackham N, Spin Selling, McGraw-Hill, 1988.;&&&a&05.0&&&&&1&&&N.
cmtprint.693&mcs&0&N&A customer's signature is beneficial in formalizing a verbal order commitment. Signing the order should be:&confirmation of an agreement that has already been reached.&the point where the customer makes the decision to buy.;a natural conclusion to a well-rehearsed closing procedure.;the last opportunity for the customer to clarify machine capabilities.;&Ref: Weitz BA et al., Selling: Building Partnerships, McGraw-Hill, Ch. 12, p. 370.;&&&a&05.0&&&&&1&&&N.
cmtprint.694&mcs&0&N&A sales engineer should provide a customer with a schedule of events to occur between closing, installation, and payment that:&identifies mutually agreed-on deliverables.&guarantees the customer's complete satisfaction.;includes potential delivery date problems.;protects the seller from future liability.;&Ref: Weitz BA et al., Selling: Building Partnerships, McGraw-Hill, Ch. 13, p. 390.;&&&a&06.0&&&&&1&&&N.
cmtprint.695&mcs&0&N&When a machine delivery is delayed, the sales engineer should:&write a letter to the builder.&explain to the customer the reasons why the delivery is late.;inform the customer immediately and document the fact.;offer the customer an additional discount.;&Ref: AMTDA CMTSE Study Guide, vol. 1, Ch. 4.8, p. 5.;&&&a&06.0&&&&&1:v&&&N.
cmtprint.696&mcs&0&N&Immediately after machine installation and confirmation of correct operation, the sales engineer should:&document the customer's acceptance.&develop a schedule for operator training.;request permission for other potential customers to visit the facility.;explore new sales approaches with the customer.;&Ref: AMTDA CMTSE Study Guide, vol. 1, p. 52.;&&&a&06.0&&&&&1&&&N.
cmtprint.697&mcs&0&N&In order to meet a customer's schedule requirement for going into production with a new machine, the sales engineer should:&detail the availability of a specific machine.&suggest the "worst case" delivery.;quote general machine availabilities.;offer a variety of machine configurations without regard to features.;&Ref: Weitz BA et al., Selling: Building Partnerships, 2nd ed., McGraw-Hill, 1994, p. 47.;&&&a&06.0&&&&&1&&&N.
cmtprint.698&mcs&0&N&Identifying and resolving new equipment installation and startup problems can best be handled by the sales engineer who:&spends adequate time onsite during equipment installation.&maintains offsite communications with all customer personnel involved with installation.;performs a customer satisfaction survey after installation is complete.;stays in phone contact with builders or distributor service personnel.;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, p. 52.;&&&a&06.0&&&&&1&&&N.
cmtprint.699&mcs&0&N&During machine installation, the sales engineer should:&be onsite during or shortly after.&let the service personnel do their job.;stay in touch by phone.;e-mail the customer to see if everything is okay.;&Ref: AMTDA CMTSE Candidate Study Guide, ch. 4, p. 52.;Comments: MTD698;Author: PES Editorial;Date: 11/02 Check content duplication with MTD699.;Comments: MTD699;Author: PES Editorial;Date: 11/02 Check content duplication with MTD698.;&&&a&06.0&&&&&1&&&N.
cmtprint.700&mcs&0&N&The primary reason a sales engineer should be present at equipment installation is to:&further account penetration.&verify equipment condition.;direct service personnel.;coordinate the riggers.;&Ref: Futrell CM, Fundamentals of Selling, McGraw-Hill Higher Ed., CH. 12, p. 375.;&&&a&06.0&&&&&1&&&N.
cmtprint.701&mcs&0&N&Equally important as promptly informing the customer of a delay in delivering a machine is news of:&the machine's early arrival.&recent problems encountered with the machine by others.;a change in the sales engineer's employment.;a new, updated replacement product line.;&Ref: Weitz BA et al., Selling: Building Partnerships, McGraw-Hill, Ch. 13, 2000, p. 390.;&&&a&06.0&&&&&1&&&N.
cmtprint.702&mcs&0&N&Sales engineers should confirm installation dates and visit the customer's facility right after equipment delivery in order to:&prevent dissatisfied customers.&take the customer to lunch.;ensure that the equipment is properly installed.;train maintenance personnel.;&Ref: Weitz BA et al., Selling: Building Partnerships, 2nd ed., McGraw-Hill, p. 391.;Comments: MTD702;Author: PES Editorial;Date: 11/02 Answer seems somewhat vague.;&&&a&06.0&&&&&1&&&N.
cmtprint.703&mcs&0&N&Prior to machine shipment, the sales engineer can best minimize installation problems by:&having a detailed review of the installation documentation with the customers.&giving customers the freedom to design their own installation process.;scheduling a series of conference calls with a service engineer.;taking customers to view a similar installation in the area.;&Ref: Soc. of Mfg. Engrs., Tool and Manufacturing Engineers Handbook, Desk Ed., 1989, p. 7-28.;&&&a&06.0&&&&&1&&&N.
cmtprint.704&mcs&0&N&There is a better chance that customers will make final payment according to the terms and conditions of sale stated in the proposal when the:&sales engineer and the customer have jointly agreed on the machine manufacturer's performance standards prior to the sale.&sales engineer can count on the machine builder's reputation to meet all customer expectations.;customer has signed off on the proposal page that spells out the terms of payment.;customer has had experience with a similar machine and understands its capabilities.;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, Ch. 5-5, p. 14, Oct. 2002.;&&&a&06.0&&&&&1&&&N.
cmtprint.705&mcs&0&N&Machine builders and suppliers generally document and publish machine performance standards. Sales engineers should then:&obtain copies for each machine and review them with customers.&contact the appropriate governmental authorities to comply with local codes.;compare the standards with current ISO 9000 standards.;assure customers that most machines exceed minimal standards.;&Ref: Soc. of Mfg. Engrs., Tool and Manufacturing Engineers Handbook, Desktop Ed., 1989, p. 7-28.;&&&a&06.0&&&&&1&&&N.
cmtprint.706&mcs&0&N&Exceeding the payload of an automatic loading system:&creates a potentially dangerous working environment.&maximizes the size of parts that can be run.;is practical within an approximated engineering design safety margin.;allows a small investment level to be achieved.;&Ref: None given.;Comments: MTD706;Author: PES Editorial;Date: 11/02 Provide ref.;&&&a&06.0&&&&&1&&&N.
cmtprint.707&mcs&0&N&A Gantt chart can be most effective:&in defining the accurate implementation of production capacity.&even if it is not updated throughout a project.;if some tasks are not included.;if developed only when the project is initially quoted.;&Ref: Hiam A, Communicating the plan. The Vest-Pocket Marketer: Classic Marketing Tools for Executives, Prentice-Hall, 1991, pp. 20, 21.;&&&a&06.0&&&&&1&&&N.
cmtprint.708&mcs&0&N&After receiving an order, the sales engineer's next step is to:&make sure the order is processed and delivery is confirmed.&start prospecting for the next order.;take the customer to lunch.;verify all terms and conditions of the sale.;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, Ch. 5, p. 14.;Comments: MTD708;Author: PES Editorial;Date: 11/02 Aren't D#s 3 and 4 interrelated?;&&&a&07.0&&&&&1&&&N.
cmtprint.709&mcs&0&N&After a machine tool is installed, the best way for the sales engineer to handle complaints is by:&identifying the issues and creating a mutual action plan.&meeting with the customer to determine who was at fault.;advising the customer to contact the builder directly.;calling the builder and notifying them of the potential complaint.;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1,;&&&a&07.0&&&&&1&&&N.
cmtprint.710&mcs&0&N&A sales engineer who observes that the customer has disconnected the safety switch should:¬ify and document the unsafe condition to the builder and the customer.&have the service engineer reconnect the switch without notifying the customer.;report the violation to the local OSHA office.;ignore the breach, as it is the customer's property.;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, Ch. 5, p. 18.;&&&a&07.0&&&&&1&&&N.
cmtprint.711&mcs&0&N&The best time for a sales engineer to ask a customer for referrals to new prospects is:&after establishing a relationship with the customer.&any time during the sales process.;following the resolution of a service complaint.;while analyzing the customer's workpieces and business condition.;&Ref: AMTDA CMTSE Candidate Study guide, Vol. 1, Ch. 2.4, p. 9.;&&&a&07.0&&&&&1&&&N.
cmtprint.712&mcs&0&N&A unique engineering process designed for and purchased by one customer may be shared with another customer:&with the first customer's permission.&when necessary to close the sale.;if no other alternative process is available.;if no confidentiality agreement exists.;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, Ch. 5.6.;&&&a&07.0&&&&&1&&&N.
cmtprint.713&mcs&0&N&A sales engineer sold a machining center to customer A, who developed a machining technique using a third-party tool to improve the machine's productivity. The engineer is currently involved in a runoff at customer B, who does not compete with the customer A. The runoff is having difficulty making productivity requirements. The engineer knows that the technique developed with the customer A will solve the problem. The engineer should:&ask customer A to share the technique with customer B.&have the third-party tool vendor contact customer B.;have customer B contact customer A to learn more about the technique.;implement the technique for customer B.;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, Ch. 5, p. 17.;&&&a&07.0&&&&&1&&&N.
cmtprint.714&mcs&0&N&Which of the following is not a key consideration when verifying customer acceptance and satisfaction for an onsite machine runoff? &Resolution&Cycle time;Repeatability;Accuracy;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 2, Ch. 12, p. 2.;&&&a&07.0&&&&&1&&&N.
cmtprint.715&mcs&0&N&A time-based technique that graphically depicts process variation during a machine runoff is a:&control chart.&control plan.;process failure mode and effect analysis (PFMEA).;distribution graph.;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, Ch. 4, p. 52, and vol. 2, Ch. 12, p. 24.;&&&a&07.0&&&&&1&&&N.
cmtprint.716&mcs&0&N&During a machine runoff, a sales engineer is given measurement data that has a calculated standard deviation that is one-sixth the tolerance range. The data also demonstrate a bell-curve distribution. The engineer calculates the process culpability (Cp) to be:&1.0&1.33;1.67;2.0;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, Ch. 4, p. 52, and vol. 2, Ch. 12, p. 26.;&&&a&07.0&&&&&1&&&N.
cmtprint.717&mcs&0&N&Machine runoff criteria should be agreed on:&during the sales negotiations.&at the time of the runoff.;while closing the order.;if the runoff fails.;&Ref: AMTDA CMTSE Candidate Study Guide, vol. 1, Ch. 4.8, p. 52.;Comments: MTD713;Author: PES Editorial;Date: 11/02 Stem is too long and seems somewhat convoluted.;Comments: MTD466;Author: Editorial;Date: 11/02 Do not use with MTD284.;Comments: MTD284;Author: Editorial;Date: 11/02 Do not use with MTD446.;Comments: MTD536;Author: Committee;Date: 01/03 Not Study Guide related. Reference needed.;Comments: MTD218;Author: Committee;Date: 01/03 Revise distractors.;&&&a&07.0&&&&&1&&&N.