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sampexam.001&mcs&0&N&Which of the following would be the best time to schedule major work on your weekly sales plan?&Friday afternoon while you still have current work issues on your mind.&Monday morning since you have a fresh start and a new perspective.;Anytime so you can effectively use free time and capture spontaneous ideas.;Midweek because it allows you to step back and refocus on your priorities.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.002&mcs&0&N&Which of the following formulas is used to calculate the salesperson’s Return on Time Invested (ROTI)?&Gross margin divided by cost of time invested&Cost of time divided by total sales;Total volume of sales divided by cost of time invested;Net margin divided by time invested;&&&&a&undefined.0&&&&&1&&&N.
sampexam.003&mcs&0&N&Compared to direct mail, telemarketing would be significantly less effective in reaching which of the following goals?&Establishing company or product brand recognition&Qualifying new prospects;Reaching hard to contact customers;Reducing the high cost of face-to-face selling;&&&&a&undefined.0&&&&&1&&&N.
sampexam.004&mcs&0&N&When selling capital equipment to a job shop, the most important sales tool would be:&A personal endorsement from a similar user customer&A live demo of a machine at your facility or the factory;Documentation of your proposed manufacturing process;Pictures of similar applications done for other customers;&&&&a&undefined.0&&&&&1&&&N.
sampexam.005&mcs&0&N&Which of the following will most reduce the customer’s fears about owning your machine during a machine demonstration?&Pre-train your customer’s operator to operate the machine during the demo&Have the salesperson talk the customer through the demo, point-by-point;Shut the machine down in the middle of the demo and restart mid-program;Have your application engineer handle customer questions at the end of the demo;&&&&a&undefined.0&&&&&1&&&N.
sampexam.006&mcs&0&N&In larger companies (e.g. over 500 employees), which of the following is the most traditional economic justification method when buying a new machine tool?&Net Present Value of Discounted Cash Flow&Payback Method;Account’s Rate of Return;Total Asset Turnover;&&&&a&undefined.0&&&&&1&&&N.
sampexam.007&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.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.008&mcs&0&N&According to the Pareto Principle:&the majority of your total work activity will produce less than 20% percent of your goals.&80% of your work hours are spent in activities unrelated to face-to-face customer selling.;reaching 80% of your goal(s) is highly unlikely without establishing a firm plan of action.;any sales activity not linked to a pre-defined goal has less than a 20% chance of success.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.009&mcs&0&N&Your customer has a stated strategy of just-in-time (JIT) manufacturing. Your choice of the best type of machine tool and tooling for this client’s general use should emphasize:&the lowest possible setup time and fewest setups.&a machine with high traverse rates and spindle rpm.;conversational CNC programming at the machine control panel.;one operator for multiple machines.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.010&mcs&0&N&The SIC (Standard Industrial Code) system would be of little or no assistance in evaluating:&customer ownership status.&sales territories and sales quotas.;quality of leads.;market and sales potentials.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.011&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&Stepper loop;Analog loop;Linear loop;&&&&a&undefined.0&&&&&1&&&N.
sampexam.012&mcs&0&N&In a geometric tolerance drawing, a circle with a slash through it, symbolizes:&diameter.&cylindricity.;roundness.;angularity.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.013&mcs&0&N&Press capacity, is best specified by which of the following terms:&tonnage&ram load;stroke length;die size;&&&&a&undefined.0&&&&&1&&&N.
sampexam.014&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.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.015&mcs&2&N&This expression represents which of the following?&Sigma or standard deviation (<font face="Symbol">s</font>)&Standard ball bar test result (B5.5);Volumetric displacement accuracy (VDA);Process capability (CP);&&&&a&undefined.0&&&&&1&&&N.
sampexam.016&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;&&&&a&undefined.0&&&&&1&&&N.
sampexam.017&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.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.018&mcs&0&N&The most important factor in any buying decision is the:&perceived value.&origin of manufacture.;quality standard.;stated reliability.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.019&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.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.020&mcs&0&N&Grinding wheels are marked with an identification code similar to the following: A30K14V. <br>Which of the following characteristics is not identified in this code?&Precision classification&Bonding material;Grit size;Abrasive material density;&&&&a&undefined.0&&&&&1&&&N.
sampexam.021&mcs&0&N&When selecting the correct cutting tool geometry, negative rake inserts generally:&are better for interrupted cuts.&help reduce chatter and vibration.;require less horsepower than positive inserts.;need less machine and setup rigidity.;&&&&a&a.0&undefined.0&&&&1&&&N.
sampexam.022&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.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.023&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.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.024&mcs&0&N&The <i>primary</i> purpose of a customer interview is to:&identify unknown customer needs.&engage the customer physically and psychologically.;link the customer’s problems to your product.;gain rapport with the customer.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.025&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:&review the customer’s needs to determine the unresolved issues.&back off and re-approach the customer with your manager.;thank the customer and immediately set another appointment to continue working on the issues.;ask for the order based on one or two key benefits and wait for a response.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.026&mcs&0&N&Under what workpiece material conditions would the diameter of a drilled hole most likely be oversized?&Materials with high carbon content&Light metals;High coefficient of thermal expansion;Plastics;&&&&a&undefined.0&&&&&1&&&N.
sampexam.027&mcs&0&N&Which of the following describes the primary notion in a <i>consultative</i> selling strategy?&"What is the contribution to customer profit?"&"What is the effect on inventory?";"What is the margin on this sale?";"What is the total package price?";&&&&a&undefined.0&&&&&1&&&N.
sampexam.028&mcs&0&N&The <i>best</i> 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.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.029&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.;&&&&a&undefined.0&&&&&1&&&N.
sampexam.030&mcs&0&N&When the following selling steps (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.;&&&&a&undefined.0&&&&&1&&&N.