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

Multiple Choice Questions

1. About what does Moss admit he lied?
(a) About how important the robbery is
(b) The amount Graff would pay
(c) The number of leads in the office
(d) About liking Aaronow

2. How does Moss know so much about Jerry Graff?
(a) They went to high school together
(b) He is his brother-in-law
(c) He has worked for him
(d) This is common knowledge in the business

3. What is different about the sales game these days, according to Levene?
(a) The land is awful
(b) People are scared of salesmen
(c) Pessimism abounds
(d) Money is tight

4. Which of the following is not something for which Aaronow assumes the company takes 90 percent of their sales?
(a) Insurance
(b) Telephones
(c) The leads
(d) Overhead

5. How many leads was Shelley Levene given last time?
(a) Two
(b) Three
(c) Four
(d) One

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

7. What is the problem with the names Levene has been given?
(a) They don't speak English
(b) They are never home
(c) They hate him
(d) They have no money

8. How many premium Glengarry leads does Moss estimate the office has?
(a) 500
(b) 5,000
(c) 1,000
(d) 3,000

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

10. Where is Levene currently living?
(a) His car
(b) A hotel
(c) A rooming house
(d) An apartment

11. What system is used to determine who gets the best leads?
(a) Customer surveys
(b) The sales board
(c) Seniority
(d) The previous night's sales

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

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

14. What nationality does Moss warn Aaronow never to try to sell?
(a) Indian
(b) Mexican
(c) Canadian
(d) Brit

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

Short Answer Questions

1. Why can Williamson not split the premium leads?

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

3. What is Williamson's counteroffer to Levene regarding his cut of his commission?

4. When does Moss plan to steal the leads?

5. How does Levene characterize Williamson's attitude toward him?

(see the answer keys)

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