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This test consists of 15 multiple choice questions and 5 short answer questions.

Multiple Choice Questions

1. What used to be the "prize" in a sales contest, according to Levene?
(a) Money
(b) A car
(c) A house
(d) A promotion

2. What has Moss never been offered on his sits with Indians?
(a) A hanger for his coat
(b) Naan
(c) Tea
(d) A chair

3. Who has told Williamson to "marshal" the premium leads?
(a) Murray
(b) Baylen
(c) No one
(d) Mitch

4. Which of the following is not someone that Levene tells Williamson to ask about his ability to get hot?
(a) Mitch
(b) Jerry Graff
(c) Getz
(d) Baylen

5. How far back does Levene say he was pitching these same leads?
(a) 1969
(b) 1973
(c) 1955
(d) 1979

6. What does Williamson say could happen to him if he gives Shelley the leads?
(a) He could lose commissions for the company
(b) He could lose face
(c) He could be fired
(d) He could be arrested

7. How much of his commission does Levene promise Williamson in exchange for better leads?
(a) 33%
(b) 5%
(c) 50%
(d) 10%

8. How much money does Levene offer to pay up front for the premium leads?
(a) 90 dollars
(b) 120 dollars
(c) 50 dollars
(d) 30 dollars

9. To whom is Williamson giving the premium leads?
(a) Levene
(b) Aaronow
(c) Roma
(d) Moss

10. How much does Moss eventually reveal Graff would pay for each of the leads?
(a) 75 cents each
(b) 1 dollar each
(c) 3 dollars each
(d) 5 dollars each

11. What does Moss say is the problem with his stealing the leads himself?
(a) He has a bad leg
(b) He does not know where they are kept
(c) He has a criminal record
(d) He has spoken too much about it

12. Where does Levene want his two premium sits?
(a) Des Plains
(b) Kenilworth
(c) Glenview
(d) Mount Prospect

13. What have the salesmen been offered if they win the sales contest?
(a) A big screen TV
(b) A company time-share
(c) A raise
(d) A Cadillac

14. Which of the following is a development that Jerry Graff sells?
(a) Western
(b) Glen Ross Farms
(c) River Oaks
(d) Homestead

15. Why can Williamson not split the premium leads?
(a) That would draw suspicion
(b) They are next-door neighbors
(c) He gives no reason
(d) He could only give Moss one

Short Answer Questions

1. Which of the following is not a time Levene lists for his premium sits?

2. Who does Williamson claim has been consistently number 2 on the sales board?

3. Where does Levene suggest that Williamson learned his management style?

4. Which two salesmen does Williamson say he has to accommodate with the premium leads already?

5. Why does Moss say that Aaronow is an accomplice?

(see the answer keys)

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