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

Multiple Choice Questions

1. What derogatory term does Levene use to characterize the leads he has been given?
(a) Chinks
(b) Polacks
(c) Wetbacks
(d) Coons

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

3. Which two salesmen does Williamson say he has to accommodate with the premium leads already?
(a) Aaronow and Graff
(b) Roma and Murray
(c) Moss and Aaronow
(d) Moss and Roma

4. Who invalidated the last lead Levene closed?
(a) An accountant
(b) The Better Business Bureau
(c) A judge
(d) A lawyer

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

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

7. Where is Moss sleeping this evening?
(a) The Como Inn
(b) The YMCA
(c) His girlfriend's place
(d) In his car

8. What racial slur does Moss use to describe Aaronow's most recent lead?
(a) Cracker
(b) Yid
(c) Polack
(d) Dink

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

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

11. Why, according to Moss, do these awful leads put their names in for information?
(a) They are insane
(b) They have a small amount of disposable income
(c) They are lonely
(d) They don't know what they are signing

12. What is the hardest part of going out on your own, according to Moss?
(a) Developing a client list
(b) Finding the space
(c) Starting up
(d) The first 3 years

13. What type of car did MItch buy with the profits from Glen Ross Farms?
(a) Cadillac
(b) Seville
(c) Mustang
(d) Coup de Ville

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

15. From where does Levene say his current leads have been coming?
(a) The old folks home
(b) A petition
(c) The morgue
(d) A phone book

Short Answer Questions

1. What other sales position does Moss compare their job when he explains the right way to sell people?

2. What piece of information does Aaronow try to glean from Moss in many different ways as they discuss robbing the bank?

3. What does Moss immediately ask Aaronow after asking if he is in?

4. Jerry Graff buys a list of names of people in what profession?

5. What is the problem with the names Levene has been given?

(see the answer keys)

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