When they do, their customers are:

When they do, their customers are:

a. disenfranchised
b. disqualified
c. orphaned
d. cold prospects
e. tepid prospects








Answer: C

They are always on the lookout for customers. Everyone they meet may be a prospect or that person may provide a name that could lead to a sale. The term given to making and using contacts is:

They are always on the lookout for customers. Everyone they meet may be a prospect or that person may provide a name that could lead to a sale. The term given to making and using contacts is:

a. center of influence
b. observation
c. networking
d. endless chain
e. preapproach








Answer: C

It is an appropriate time to ask your customers for a referral during:

It is an appropriate time to ask your customers for a referral during:

a. the preapproach
b. the sales presentation
c. service and follow-up
d. any of the above steps in the sales process
e. the product delivery stage











Answer: D

____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction

____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction

a. Networking
b. The prospecting process
c. The sales process
d. The sales presentation
e. The preapproach









Answer: C

The main sources for a prospect pool are:

The main sources for a prospect pool are:

a. industry directories, club rosters, and the Small Business Administration (SBA)
b. leads, referrals, and your competitor's customers
c. anyone who might use your product and anyone who has used your product or one like it in the past
d. telephone directories, Chambers of Commerce, and professional organizations
e. leads, referrals, orphans, and your customers







Answer: E

Evan recently installed computers at Harding Industries. He recommended the office manager call his friend Nissa over at Computer Services to hire instructions to teach Harding's employees how to use the computers. This is an example of:

Evan recently installed computers at Harding Industries. He recommended the office manager call his friend Nissa over at Computer Services to hire instructions to teach Harding's employees how to use the computers. This is an example of:

a. endless chain
b. networking
c. observation
d. preapproach
e. center of influence









Answer: A

Within a salesperson's prospects pool, which group is the most important prospects for future sales?

Within a salesperson's prospects pool, which group is the most important prospects for future sales?

A. leads
B. referrals
C. centers of influence
D. orphans
E. his or her customers










Answer: E

If you learn about the sales process in the same order that a salesperson goes through the process, the first thing you will study is:

If you learn about the sales process in the same order that a salesperson goes through the process, the first thing you will study is:

A. the trial close
B. the close
C. prospecting
D. the preapproach
E. the approach








Answer: C

C.K is realtor in Lincoln. On Sunday afternoons, he often drives around Lincoln looking for homes for sale by owners. Monday morning he calls those homeowners who are trying to sell their homes and offers his services. C.K is using the ______ method of prospecting.

C.K is realtor in Lincoln. On Sunday afternoons, he often drives around Lincoln looking for homes for sale by owners. Monday morning he calls those homeowners who are trying to sell their homes and offers his services. C.K is using the ______ method of prospecting.

A. center of influence
B. endless chain
C. networking
D. observation
E. preapproach








Answer: D

To implement the Golden Rule of Personal Selling, Divya should:

To implement the Golden Rule of Personal Selling, Divya should:

A) force the prospect to buy.
B) sell the prospective customer more than he/she needs.
C) manipulate the situation so the prospect cannot say, "No."
D) treat her prospects the way she would like to be treated.
E) discuss competition.









Answer: D

Which of the following is NOT a guideline a salesperson should use when incorporating a demonstration into his or her sales presentation?

Which of the following is NOT a guideline a salesperson should use when incorporating a demonstration into his or her sales presentation?

A) Remember to encourage prospect participation.
B) Customize the demonstration to support the sales call objective.
C) Use a trial close after the demonstration.
D) Avoid rehearsing the demonstration to preserve spontaneity.
E) Make the presentations true to life.










Answer: D

The sales representative for Boston Warehouse, a company that manufactures candles and candle holders, responded to the retailer's reluctance by saying, "If you can't sell three cases of our beeswax candles during the next month, you can send it back, and I will give you a free case of any of our candle products that you want." This is an example of _____ which is one of the elements of the sales presentation mix.

The sales representative for Boston Warehouse, a company that manufactures candles and candle holders, responded to the retailer's reluctance by saying, "If you can't sell three cases of our beeswax candles during the next month, you can send it back, and I will give you a free case of any of our candle products that you want." This is an example of _____ which is one of the elements of the sales presentation mix.

A) a visual aid
B) participation
C) persuasive communication
D) a proof
E) dramatization







Answer: D

"Our cookbooks give easy-to-follow, step-by-step directions. Owning this set of books is like having your very own Chef Emeril." The salesperson who used this figure of speech in her sales presentation was using a(n):

"Our cookbooks give easy-to-follow, step-by-step directions. Owning this set of books is like having your very own Chef Emeril." The salesperson who used this figure of speech in her sales presentation was using a(n):

A) dramatization.
B) alliteration.
C) simile.
D) irony.
E) personification.








Answer: C

"Our new vacuum cleaning system is more powerful than a stage three hurricane." The salesperson was using a(n) _____ in her presentation.

"Our new vacuum cleaning system is more powerful than a stage three hurricane." The salesperson was using a(n) _____ in her presentation.

A) simile
B) metaphor
C) dramatization
D) analogy
E) parable









Answer: B

Even though the kitchen remodeling salesperson knew why the homeowner was ordering the granite counter tops instead of the Formica ones, he still asked, "Are you sure you want the top-of-the-line counter in your kitchen?" The salesperson was using:

Even though the kitchen remodeling salesperson knew why the homeowner was ordering the granite counter tops instead of the Formica ones, he still asked, "Are you sure you want the top-of-the-line counter in your kitchen?" The salesperson was using:

A) autosuggestion.
B) prestige suggestion.
C) suggestive proposition.
D) indirect suggestion.
E) countersuggestion.









Answer: E

The travel agent said, "Shouldn't your family visit Disneyworld soon? I understand that the prices are going up when the weather improves." What method of selling was the travel agent using?

The travel agent said, "Shouldn't your family visit Disneyworld soon? I understand that the prices are going up when the weather improves." What method of selling was the travel agent using?

A) Autosuggestion
B) Prestige suggestion
C) Counter suggestion
D) Indirect suggestion
E) Suggestive proposition










Answer: E

After being told summarily that they had no need for the salesperson's products, the pharmacist was asked by the vitamin salesperson, "Wouldn't you agree that you continually need to find new ways to increase your company's sales?" This would be an example of a _____ question.

After being told summarily that they had no need for the salesperson's products, the pharmacist was asked by the vitamin salesperson, "Wouldn't you agree that you continually need to find new ways to increase your company's sales?" This would be an example of a _____ question.

A) rephrasing
B) nondirective
C) targeted
D) redirect
E) focused







Answer: D

"Are you saying that price is the most important thing you are interested in?" is an example of a _____ question.

"Are you saying that price is the most important thing you are interested in?" is an example of a _____ question.

A) rephrasing
B) direct
C) redirect
D) nondirective
E) participative








Answer: A

Which statement is true about the "Direct Question" approach?

Which statement is true about the "Direct Question" approach?

A) It is designed to obtain lengthy answers.
B) It moves the conversation from a negative position to a positive or neutral one while reestablishing communication between two people.
C) Never phrase a direct question as a direct negative-no question..
D) D "Where will you use this product?" is a direct question.
E) Response to a direct question often tells you a lot about the prospect.









Answer: C

Tatiana sells microwave ovens. She asked a prospective customer, "If I could show you how can you use microwave containers that have metal in them, would you be interested?" She was using a(n) _____ question within the SPIN approach.

Tatiana sells microwave ovens. She asked a prospective customer, "If I could show you how can you use microwave containers that have metal in them, would you be interested?" She was using a(n) _____ question within the SPIN approach.

A) implication
B) interest
C) need-payoff
D) problem
E) situation








Answer: C

Which of the following would be a good example of a situation question that might be used in a SPIN approach to sell a microwave oven to a customer?

Which of the following would be a good example of a situation question that might be used in a SPIN approach to sell a microwave oven to a customer?

A) "Do you and your family often find the need for express settings on your microwave?"
B) "Is your family happy with the way you cook food?"
C) "Are you happy with the quality of food available at your current grocery store?"
D) "Are you going to go grocery shopping this afternoon?"
E) "So with the new job, it's probably harder to get to the supermarket?"







Answer: A

As the Coca cola salesperson walked into the prospect's office, she said, "Do you know why Coca Cola is the number one soft drink in Japan?" What kind of approach was the Coke salesperson using?

As the Coca cola salesperson walked into the prospect's office, she said, "Do you know why Coca Cola is the number one soft drink in Japan?" What kind of approach was the Coke salesperson using?

A) Demonstration
B) Curiosity
C) SPIN
D) Product
E) Shock









Answer: B

A glue salesperson walked into her prospect's office. As she neared the customer, she reached out and shook the hand of the prospect. The prospect found himself unable to release the handshake. Whereupon the salesperson took a bottle of thinner out of her pocket and touched it to their hands. Immediately the hands were free. The customer noted that his hand was free of injury, residue and smelled like vanilla. What kind of approach was the glue salesperson using?

A glue salesperson walked into her prospect's office. As she neared the customer, she reached out and shook the hand of the prospect. The prospect found himself unable to release the handshake. Whereupon the salesperson took a bottle of thinner out of her pocket and touched it to their hands. Immediately the hands were free. The customer noted that his hand was free of injury, residue and smelled like vanilla. What kind of approach was the glue salesperson using?

A) Complimentary
B) Curiosity
C) Showmanship
D) SPIN
E) Product







Answer: C

"Mrs. Li, this stain-removal kit is yours if you will let me have a few minutes of your time to demonstrate this vacuum cleaning system." What technique was the salesperson using in his sales presentation?

"Mrs. Li, this stain-removal kit is yours if you will let me have a few minutes of your time to demonstrate this vacuum cleaning system." What technique was the salesperson using in his sales presentation?

A) Question approach
B) Product approach
C) Premium approach
D) Customer benefit approach
E) Showmanship approach









Answer: C

Which of the following is true of the introductory approach?

Which of the following is true of the introductory approach?

A) It is more effective when used without the other approaches.
B) It is one of the most powerful approaches.
C) It captures the prospect's attention and interest extremely well.
D) It is needed when a salesperson meets a prospect for the first time.
E) It is not widely used as it deals only with the introduction.







Answer: D

The first impression is centered on the image projected by a salesperson's:

The first impression is centered on the image projected by a salesperson's:

A) method of presentation.
B) appearance and attitude.
C) knowledge of the product.
D) business proposition.
E) technique of approach.








Answer: B

The three parallel dimensions of selling are:

The three parallel dimensions of selling are:

A) the presentation, objection handling, and gathering responses.
B) technical skills, individual expertise, and social skills.
C) product features, need generation, and buyer behavior.
D) the discussion sequence, the selling process, and buyer's mental steps.









Answer: D

In which phase of negotiating does a salesperson seek out the decision-making criteria of the prospect?

In which phase of negotiating does a salesperson seek out the decision-making criteria of the prospect?

A) Planning
B) Studying
C) Proposing
D) Closing
E) Meeting










Answer: B

The first step in the negotiation process is:

The first step in the negotiation process is:

A) proposing.
B) studying.
C) meeting.
D) planning.
E) preapproach.








Answer: D

Taran is giving a sales presentation to a meeting of county commissioners and law enforcement officials. He is trying to convince the commissioners that his company should win the contract to run the county jail. He wants to create a proposal document of the services his company can provide and how it can operate the jail more efficiently than the county is currently operating it. What should he NOT do as a part of his presentation?

Taran is giving a sales presentation to a meeting of county commissioners and law enforcement officials. He is trying to convince the commissioners that his company should win the contract to run the county jail. He wants to create a proposal document of the services his company can provide and how it can operate the jail more efficiently than the county is currently operating it. What should he NOT do as a part of his presentation?

A) He should present an account list.
B) He should state competitive advantages.
C) He should give quality assurances and qualifications.
D) He should try to determine the most important decision-makers in the group.
E) He should present a proposal document with prices.







Answer: E

The group sales presentation:

The group sales presentation:

A) is always more flexible than one-on-one meetings.
B) is totally different from other types of sales presentation.
C) requires a more unstructured presentation as the size of the group increases.
D) should provide information regarding prices of all the products being offered.
E) should include a discussion of the company and its products' competitive advantages.









Answer: E

A financial services company has its main operation located in three adjacent floors of an office building. It also has several regional and community offices located within a 200-mile radius from the main offices. This financial services company wants to set up an internal e-mail service in which it can send and receive sensitive documents to company employees. A Business Solutions Inc. salesperson is determining which of several different methods would best satisfy the company's need for privacy and the ability to share information. The salesperson will most likely use the _____ selling method.

A financial services company has its main operation located in three adjacent floors of an office building. It also has several regional and community offices located within a 200-mile radius from the main offices. This financial services company wants to set up an internal e-mail service in which it can send and receive sensitive documents to company employees. A Business Solutions Inc. salesperson is determining which of several different methods would best satisfy the company's need for privacy and the ability to share information. The salesperson will most likely use the _____ selling method.

A) need-satisfaction
B) stimulus-response
C) persuasive
D) formula
E) memorized










Answer: A

Ames & Hunt manufactures and sells oil well drilling platforms that are used in the Gulf of Mexico. The Environmental Protection Agency (EPA) requires the oil industry to meet strictly enforced regulations. Therefore, it is important the platforms be designed to meet the EPA standards and the needs of the individual oil drilling company. Ames and Hunt would most likely use the need-satisfaction method of presentation because it:

Ames & Hunt manufactures and sells oil well drilling platforms that are used in the Gulf of Mexico. The Environmental Protection Agency (EPA) requires the oil industry to meet strictly enforced regulations. Therefore, it is important the platforms be designed to meet the EPA standards and the needs of the individual oil drilling company. Ames and Hunt would most likely use the need-satisfaction method of presentation because it:

A) starts with known needs of the customer.
B) is less creative and is therefore easier to present.
C) allows the salesperson to determine whether any of the products being offered might be beneficial.
D) follows a time-proven formula of selling to that industry.
E) can be memorized.












Answer: C

The persuasive selling presentation is also called the _____ presentation.

The persuasive selling presentation is also called the _____ presentation.

A) stimulus-response
B) formula
C) need-satisfaction
D) memorized
E) problem-solution







Answer: B

Which of the following statements describes a distinct advantage of the memorized sales presentation?

Which of the following statements describes a distinct advantage of the memorized sales presentation?

A) The memorized presentation can be interpreted by the prospect as high-pressure selling.
B) The memorized presentation always presents the features, advantages, and benefits that are important to the prospect.
C) The memorized presentation is effective when selling time is short.
D) The memorized presentation is extremely effective for selling complex products.
E) The memorized presentation is the most practical method to use when selling products that required prospect input.









Answer: C

In the context of a memorized sales presentation, it is generally noticed that:

In the context of a memorized sales presentation, it is generally noticed that:

A) the prospect does 30% of the talking.
B) prospects are allowed to ask questions anytime in between the presentation.
C) salespeople are best able to sell highly technical products.
D) the salesperson's role is to develop the initial stimulus into an affirmative response.
E) the salesperson is able to determine the prospect's needs.








Answer: A

The Pokon Chrysal salesperson made the florist aware of an organic chemical that would lower water pH and make flowers last longer at half the cost of the methods he was currently using. Now that the salesperson has the attention of the florist, the next stage will be the _____ step.

The Pokon Chrysal salesperson made the florist aware of an organic chemical that would lower water pH and make flowers last longer at half the cost of the methods he was currently using. Now that the salesperson has the attention of the florist, the next stage will be the _____ step.

A) desire
B) interest
C) action
D) conviction
E) discussion








Answer: B

As a salesperson, you should know that the fourth of the five mental steps that a prospect goes through in deciding to buy from you is:

As a salesperson, you should know that the fourth of the five mental steps that a prospect goes through in deciding to buy from you is:

A) interest.
B) intent
C) desire
D) action
E) conviction









Answer: E

The final stage in the customer benefit plan is to:

The final stage in the customer benefit plan is to:

A) develop a suggested purchase order.
B) develop your business proposition.
C) develop SMART sales call objectives.
D) select the features, advantages, and benefits of your product.
E) develop your marketing plan.









Answer: A

A customer profile should tell the salesperson:

A customer profile should tell the salesperson:

A) the structure of the company's buying center.
B) what patents the company owns.
C) whether it uses employee empowerment.
D) which competitors successfully do business with the customer.
E) what is the company's stock price at present.







Answer: D

Tony is getting ready for a sales call. His objective in this sales call is to convince his retailer to display two leading products on the front shelf of the store in time for the Christmas sale which is due in two weeks. His objective is:

Tony is getting ready for a sales call. His objective in this sales call is to convince his retailer to display two leading products on the front shelf of the store in time for the Christmas sale which is due in two weeks. His objective is:

A) specific but not measurable.
B) specific and measurable but not timed.
C) not actionable.
D) specific, measurable, and timed.
E) not measurable.








Answer: C

The acronym SMART helps the salesperson to:

The acronym SMART helps the salesperson to:

A) limit the number of trial closes used.
B) rehearse his or her sales presentation.
C) create the most effective sale call objectives for every sales call.
D) create a customer profile.
E) move the customer or prospect from the attention stage to the conviction stage.








Answer: C

Which of the following would be a good question for George to ask, that moves his prospect toward his objective of furthering the sales process?

Which of the following would be a good question for George to ask, that moves his prospect toward his objective of furthering the sales process?

A) How many employees does your cafeteria hold on busy days?
B) If we meet your requirements, can you set up a date for a demo?
C) Where does your CEO travel nowadays?
D) Is your company listed on NASDAQ?
E) When can we meet for coffee?







Answer: B

The four components of sales call planning, in their correct order, are:

The four components of sales call planning, in their correct order, are:

A) customer profile, sales call objective, sales presentation, sales benefit.
B) sales call objective, customer profile, customer benefit plan, and sales presentation.
C) customer profile, sales call objective, customer benefit plan, and sales presentation.
D) sales call objective, customer benefit plan, customer profile, and sales presentation.
E) customer preapproach, customer profile, customer sales call objective, and sales presentation.








Answer: B

Before calling on prospects, he visited the Web sites of leading mining companies in the nation, and spoke to some internal contacts in his prospect's companies about their challenges with the current mining equipment. Albert was in the _____ stage.

Before calling on prospects, he visited the Web sites of leading mining companies in the nation, and spoke to some internal contacts in his prospect's companies about their challenges with the current mining equipment. Albert was in the _____ stage.

A) preapproach
B) trial close
C) sales presentation
D) approach
E) value analysis







Answer: A

The model of consultative selling brings together:

The model of consultative selling brings together:

A) wholesalers and retailers.
B) management and employees.
C) customer strategic needs and salesperson creative solutions.
D) salespeople and sales managers.
E) product costs and customer productivity.










Answer: C

Call reluctance:

Call reluctance:

A) helps salesmen be better at selling and proving their potential.
B) is applicable only in the cold canvassing method of prospecting.
C) does not prevent salespeople from achieving their potential.
D) does not affect salespeople as much as the prospective customer.
E) is experienced by all salespeople at some point.








Answer: E

____ is the performance of any helpful or professional work or activity for a person, family, or organization.

____ is the performance of any helpful or professional work or activity for a person, family, or organization.

A) Customer winback
B) Community payback
C) Customer service
D) Social good
E) Personal commitment








Answer: C

Salespeople must sell the product, plus sell the prospect on providing referrals. This is known as:

Salespeople must sell the product, plus sell the prospect on providing referrals. This is known as:

A) relationship building
B) segment penetration
C) parallel referral sale
D) orphaning
E) centre of influence







Answer: C

Which of the following serves the purpose of a good prospecting approach?

Which of the following serves the purpose of a good prospecting approach?

A) Spend as much time with lower-potential customers as with high-potential ones.
B) Use the same prospecting method for every customer.
C) Call back on those who do not buy.
D) Copy another company's or salesperson's method of prospecting.
E) Concentrate more on present customers for sale of new products.









Answer: C

Andrew is a salesperson with a printing company. He always keeps an eye out for people who stuff flyers in car windows. He hands out business cards to them. What prospecting method is Andrew using?

Andrew is a salesperson with a printing company. He always keeps an eye out for people who stuff flyers in car windows. He hands out business cards to them. What prospecting method is Andrew using?

A) Observation
B) Center of influence
C) Cold canvassing
D) Endless chain
E) Networking








Answer: A

During aerobic respiration, electrons travel downhill in which sequence?

During aerobic respiration, electrons travel downhill in which sequence?

A) food ? citric acid cycle ? ATP ? NAD?
B) food ? NADH ? electron transport chain ? oxygen
C) glucose ? pyruvate ? ATP ? oxygen
D) glucose ? ATP ? electron transport chain ? NADH
E) food ? glycolysis ? citric acid cycle ? NADH ? ATP






Answer: B

A young animal has never had much energy. He is brought to a veterinarian for help and is sent to the animal hospital for some tests. There they discover his mitochondria can use only fatty acids and amino acids for respiration, and his cells produce more lactate than normal. Of the following, which is the best explanation of his condition?

A young animal has never had much energy. He is brought to a veterinarian for help and is sent to the animal hospital for some tests. There they discover his mitochondria can use only fatty acids and amino acids for respiration, and his cells produce more lactate than normal. Of the following, which is the best explanation of his condition? 

A) His mitochondria lack the transport protein that moves pyruvate across the outer mitochondrial membrane.
B) His cells cannot move NADH from glycolysis into the mitochondria.
C) His cells contain something that inhibits oxygen use in his mitochondria.
D) His cells lack the enzyme in glycolysis that forms pyruvate.
E) His cells have a defective electron transport chain, so glucose goes to lactate instead of to acetyl CoA.






Answer: A

Carbon dioxide (CO2) is released during which of the following stages of cellular respiration?

Carbon dioxide (CO2) is released during which of the following stages of cellular respiration? 

A) glycolysis and the oxidation of pyruvate to acetyl CoA
B) oxidation of pyruvate to acetyl CoA and the citric acid cycle
C) the citric acid cycle and oxidative phosphorylation
D) oxidative phosphorylation and fermentation
E) fermentation and glycolysis






Answer: B

How many carbon atoms are fed into the citric acid cycle as a result of the oxidation of one molecule of pyruvate?

How many carbon atoms are fed into the citric acid cycle as a result of the oxidation of one molecule of pyruvate? 

A) two
B) four
C) six
D) eight
E) ten





Answer: A

During cellular respiration, acetyl CoA accumulates in which location?

During cellular respiration, acetyl CoA accumulates in which location? 

A) cytosol
B) mitochondrial outer membrane
C) mitochondrial inner membrane
D) mitochondrial intermembrane space
E) mitochondrial matrix






Answer: E

Which of the following intermediary metabolites enters the citric acid cycle and is formed, in part, by the removal of a carbon (CO2) from one molecule of pyruvate?

Which of the following intermediary metabolites enters the citric acid cycle and is formed, in part, by the removal of a carbon (CO2) from one molecule of pyruvate? 

A) lactate
B) glyceraldehydes-3-phosphate
C) oxaloacetate
D) acetyl CoA
E) citrate





Answer: D

The transport of pyruvate into mitochondria depends on the proton-motive force across the inner mitochondrial membrane. How does pyruvate enter the mitochondrion?

The transport of pyruvate into mitochondria depends on the proton-motive force across the inner mitochondrial membrane. How does pyruvate enter the mitochondrion?

A) active transport
B) diffusion
C) facilitated diffusion
D) through a channel
E) through a pore







Answer: A

Why is glycolysis described as having an investment phase and a payoff phase?

Why is glycolysis described as having an investment phase and a payoff phase? 

A) It both splits molecules and assembles molecules.
B) It attaches and detaches phosphate groups.
C) It uses glucose and generates pyruvate.
D) It shifts molecules from cytosol to mitochondrion.
E) It uses stored ATP and then forms a net increase in ATP.








Answer: E

Which kind of metabolic poison would most directly interfere with glycolysis?

Which kind of metabolic poison would most directly interfere with glycolysis? 

A) an agent that reacts with oxygen and depletes its concentration in the cell
B) an agent that binds to pyruvate and inactivates it
C) an agent that closely mimics the structure of glucose but is not metabolized
D) an agent that reacts with NADH and oxidizes it to NAD?
E) an agent that blocks the passage of electrons along the electron transport chain





Answer: C

A molecule that is phosphorylated

A molecule that is phosphorylated 

A) has been reduced as a result of a redox reaction involving the loss of an inorganic phosphate.
B) has a decreased chemical reactivity; it is less likely to provide energy for cellular work.
C) has been oxidized as a result of a redox reaction involving the gain of an inorganic phosphate.
D) has an increased chemical potential energy; it is primed to do cellular work.
E) has less energy than before its phosphorylation and therefore less energy for cellular work.







Answer: D

In glycolysis, for each molecule of glucose oxidized to pyruvate

In glycolysis, for each molecule of glucose oxidized to pyruvate 

A) two molecules of ATP are used and two molecules of ATP are produced.
B) two molecules of ATP are used and four molecules of ATP are produced.
C) four molecules of ATP are used and two molecules of ATP are produced.
D) two molecules of ATP are used and six molecules of ATP are produced.
E) six molecules of ATP are used and six molecules of ATP are produced.






Answer: B

Starting with one molecule of glucose, the energy-containing products of glycolysis are

Starting with one molecule of glucose, the energy-containing products of glycolysis are 

A) 2 NAD?, 2 pyruvate, and 2 ATP.
B) 2 NADH, 2 pyruvate, and 2 ATP.
C) 2 FADH2, 2 pyruvate, and 4 ATP.
D) 6 CO2, 2 ATP, and 2 pyruvate.
E) 6 CO2, 30 ATP, and 2 pyruvate.







Answer: B

The free energy for the oxidation of glucose to CO2 and water is -686 kcal/mol and the free energy for the reduction of NAD? to NADH is +53 kcal/mol. Why are only two molecules of NADH formed during glycolysis when it appears that as many as a dozen could be formed?

The free energy for the oxidation of glucose to CO2 and water is -686 kcal/mol and the free energy for the reduction of NAD? to NADH is +53 kcal/mol. Why are only two molecules of NADH formed during glycolysis when it appears that as many as a dozen could be formed? 

A) Most of the free energy available from the oxidation of glucose is used in the production of ATP in glycolysis.
B) Glycolysis is a very inefficient reaction, with much of the energy of glucose released as heat.
C) Most of the free energy available from the oxidation of glucose remains in pyruvate, one of the products of glycolysis.
D) There is no CO2 or water produced as products of glycolysis.
E) Glycolysis consists of many enzymatic reactions, each of which extracts some energy from the glucose molecule.






Answer: C

In addition to ATP, what are the end products of glycolysis?

In addition to ATP, what are the end products of glycolysis? 

A) CO2 and H2O
B) CO2 and pyruvate
C) NADH and pyruvate
D) CO2 and NADH
E) H2O, FADH2, and citrate





Answer: C

During glycolysis, when each molecule of glucose is catabolized to two molecules of pyruvate, most of the potential energy contained in glucose is

During glycolysis, when each molecule of glucose is catabolized to two molecules of pyruvate, most of the potential energy contained in glucose is 

A) transferred to ADP, forming ATP.
B) transferred directly to ATP.
C) retained in the two pyruvates.
D) stored in the NADH produced.
E) used to phosphorylate fructose to form fructose 6-phosphate.





Answer: C

Substrate-level phosphorylation accounts for approximately what percentage of the ATP formed by the reactions of glycolysis?

Substrate-level phosphorylation accounts for approximately what percentage of the ATP formed by the reactions of glycolysis? 

A) 0%
B) 2%
C) 10%
D) 38%
E) 100%







Answer: E

Why are carbohydrates and fats considered high energy foods?

Why are carbohydrates and fats considered high energy foods? 

A) They have a lot of oxygen atoms.
B) They have no nitrogen in their makeup.
C) They can have very long carbon skeletons.
D) They have a lot of electrons associated with hydrogen.
E) They are easily reduced.







Answer: D

An electron loses potential energy when it

An electron loses potential energy when it 

A) shifts to a less electronegative atom.
B) shifts to a more electronegative atom.
C) increases its kinetic energy.
D) increases its activity as an oxidizing agent.
E) moves further away from the nucleus of the atom.







Answer: B

Which process in eukaryotic cells will proceed normally whether oxygen (O2) is present or absent?

Which process in eukaryotic cells will proceed normally whether oxygen (O2) is present or absent? 

A) electron transport
B) glycolysis
C) the citric acid cycle
D) oxidative phosphorylation
E) chemiosmosis






Answer: B

The oxygen consumed during cellular respiration is involved directly in which process or event?

The oxygen consumed during cellular respiration is involved directly in which process or event? 

A) glycolysis
B) accepting electrons at the end of the electron transport chain
C) the citric acid cycle
D) the oxidation of pyruvate to acetyl CoA
E) the phosphorylation of ADP to form ATP





Answer: B

The ATP made during glycolysis is generated by

The ATP made during glycolysis is generated by 

A) substrate-level phosphorylation.
B) electron transport.
C) photophosphorylation.
D) chemiosmosis.
E) oxidation of NADH to NAD?.






Answer: A

Where does glycolysis take place in eukaryotic cells?

Where does glycolysis take place in eukaryotic cells? 

A) mitochondrial matrix
B) mitochondrial outer membrane
C) mitochondrial inner membrane
D) mitochondrial intermembrane space
E) cytosol







Answer: E

Which of the following statements describes NAD??

Which of the following statements describes NAD?? 

A) NAD? is reduced to NADH during glycolysis, pyruvate oxidation, and the citric acid cycle.
B) NAD? has more chemical energy than NADH.
C) NAD? is oxidized by the action of hydrogenases.
D) NAD? can donate electrons for use in oxidative phosphorylation.
E) In the absence of NAD?, glycolysis can still function.





Answer: A

When a molecule of NAD? (nicotinamide adenine dinucleotide) gains a hydrogen atom (not a proton), the molecule becomes

When a molecule of NAD? (nicotinamide adenine dinucleotide) gains a hydrogen atom (not a proton), the molecule becomes 

A) dehydrogenated.
B) oxidized.
C) reduced.
D) redoxed.
E) hydrolyzed.






Answer: C

When a glucose molecule loses a hydrogen atom as the result of an oxidation-reduction reaction, the molecule becomes

When a glucose molecule loses a hydrogen atom as the result of an oxidation-reduction reaction, the molecule becomes 

A) hydrolyzed.
B) hydrogenated.
C) oxidized.
D) reduced.
E) an oxidizing agent.







Answer: C

Which of the following statements describes the results of this reaction? C6H12O6 + 6 O2 ? 6 CO2 + 6 H2O + Energy

Which of the following statements describes the results of this reaction?
C6H12O6 + 6 O2 ? 6 CO2 + 6 H2O + Energy 

A) C6H12O6 is oxidized and O2 is reduced.
B) O2 is oxidized and H2O is reduced.
C) CO2 is reduced and O2 is oxidized.
D) C6H12O6 is reduced and CO2 is oxidized.
E) O2 is reduced and CO2 is oxidized.



Answer: A

Why does the oxidation of organic compounds by molecular oxygen to produce CO2 and water release free energy?

Why does the oxidation of organic compounds by molecular oxygen to produce CO2 and water release free energy? 

A) The covalent bonds in organic molecules and molecular oxygen have more kinetic energy than the covalent bonds in water and carbon dioxide.
B) Electrons are being moved from atoms that have a lower affinity for electrons (such as C) to atoms with a higher affinity for electrons (such as O).
C) The oxidation of organic compounds can be used to make ATP.
D) The electrons have a higher potential energy when associated with water and CO2 than they do in organic compounds.
E) The covalent bond in O2 is unstable and easily broken by electrons from organic molecules.





Answer: B

When electrons move closer to a more electronegative atom, what happens?

When electrons move closer to a more electronegative atom, what happens? 

A) The more electronegative atom is reduced, and energy is released.
B) The more electronegative atom is reduced, and energy is consumed.
C) The more electronegative atom is oxidized, and energy is consumed.
D) The more electronegative atom is oxidized, and energy is released.
E) The more electronegative atom is reduced, and entropy decreases.






Answer: A

The molecule that functions as the reducing agent (electron donor) in a redox or oxidation-reduction reaction

The molecule that functions as the reducing agent (electron donor) in a redox or oxidation-reduction reaction 

A) gains electrons and gains potential energy.
B) loses electrons and loses potential energy.
C) gains electrons and loses potential energy.
D) loses electrons and gains potential energy.
E) neither gains nor loses electrons, but gains or loses potential energy.






Answer: B

What is the term for metabolic pathways that release stored energy by breaking down complex molecules?

What is the term for metabolic pathways that release stored energy by breaking down complex molecules? 

A) anabolic pathways
B) catabolic pathways
C) fermentation pathways
D) thermodynamic pathways
E) bioenergetic pathways







Answer: B

If an enzyme is added to a solution where its substrate and product are in equilibrium, what will occur?

If an enzyme is added to a solution where its substrate and product are in equilibrium, what will occur? 

A) Additional product will be formed.
B) Additional substrate will be formed.
C) The reaction will change from endergonic to exergonic.
D) The free energy of the system will change.
E) Nothing; the reaction will stay at equilibrium.





Answer: E

Some bacteria are metabolically active in hot springs because

Some bacteria are metabolically active in hot springs because 

A) they are able to maintain a lower internal temperature.
B) high temperatures make catalysis unnecessary.
C) their enzymes have high optimal temperatures.
D) their enzymes are completely insensitive to temperature.
E) they use molecules other than proteins or RNAs as their main catalysts.







Answer: C

If an enzyme in solution is saturated with substrate, the most effective way to obtain a faster yield of products is to

If an enzyme in solution is saturated with substrate, the most effective way to obtain a faster yield of products is to 

A) add more of the enzyme.
B) heat the solution to 90°C.
C) add more substrate.
D) add an allosteric inhibitor.
E) add a noncompetitive inhibitor.






Answer: A

Which of the following metabolic processes can occur without a net influx of energy from some other process?

Which of the following metabolic processes can occur without a net influx of energy from some other process? 

A) ADP + Pi ? ATP + H2O
B) C6H12O6 + 6 O2 ? 6 CO2 + 6 H2O
C) 6 CO2 + 6 H2O ? C6H12O6 + 6 O2
D) amino acids ? protein
E) glucose + fructose ? sucrose





Answer: B

Most cells cannot harness heat to perform work because

Most cells cannot harness heat to perform work because 

A) heat is not a form of energy.
B) cells do not have much heat; they are relatively cool.
C) temperature is usually uniform throughout a cell.
D) heat can never be used to do work.
E) heat must remain constant during work.







Answer: C

Choose the pair of terms that correctly completes this sentence: Catabolism is to anabolism as ________ is to ________.

Choose the pair of terms that correctly completes this sentence: Catabolism is to anabolism as ________ is to ________. 

A) exergonic; spontaneous
B) exergonic; endergonic
C) free energy; entropy
D) work; energy
E) entropy; enthalpy






Answer: B

A series of enzymes catalyze the reaction X ? Y ? Z ? A. Product A binds to the enzyme that converts X to Y at a position remote from its active site. This binding decreases the activity of the enzyme. With respect to the enzyme that converts X to Y, substance A functions as

A series of enzymes catalyze the reaction X ? Y ? Z ? A. Product A binds to the enzyme that converts X to Y at a position remote from its active site. This binding decreases the activity of the enzyme.
With respect to the enzyme that converts X to Y, substance A functions as 

A) a coenzyme.
B) an allosteric inhibitor.
C) the substrate.
D) an intermediate.
E) a competitive inhibitor.






Answer: B

A series of enzymes catalyze the reaction X ? Y ? Z ? A. Product A binds to the enzyme that converts X to Y at a position remote from its active site. This binding decreases the activity of the enzyme. What is substance X?

A series of enzymes catalyze the reaction X ? Y ? Z ? A. Product A binds to the enzyme that converts X to Y at a position remote from its active site. This binding decreases the activity of the enzyme.
What is substance X? 

A) a coenzyme
B) an allosteric inhibitor
C) a substrate
D) an intermediate
E) the product






Answer: C

Succinate dehydrogenase catalyzes the conversion of succinate to fumarate. The reaction is inhibited by malonic acid, which resembles succinate but cannot be acted upon by succinate dehydrogenase. Increasing the ratio of succinate to malonic acid reduces the inhibitory effect of malonic acid. What is malonic acid's role with respect to succinate dehydrogenase?

Succinate dehydrogenase catalyzes the conversion of succinate to fumarate. The reaction is inhibited by malonic acid, which resembles succinate but cannot be acted upon by succinate dehydrogenase. Increasing the ratio of succinate to malonic acid reduces the inhibitory effect of malonic acid.
What is malonic acid's role with respect to succinate dehydrogenase? 

A) It is a competitive inhibitor.
B) It blocks the binding of fumarate.
C) It is a noncompetitive inhibitor.
D) It is able to bind to succinate.
E) It is an allosteric regulator.






Answer: A

Succinate dehydrogenase catalyzes the conversion of succinate to fumarate. The reaction is inhibited by malonic acid, which resembles succinate but cannot be acted upon by succinate dehydrogenase. Increasing the ratio of succinate to malonic acid reduces the inhibitory effect of malonic acid. Based on this information, which of the following is correct?

Succinate dehydrogenase catalyzes the conversion of succinate to fumarate. The reaction is inhibited by malonic acid, which resembles succinate but cannot be acted upon by succinate dehydrogenase. Increasing the ratio of succinate to malonic acid reduces the inhibitory effect of malonic acid.
Based on this information, which of the following is correct?

A) Succinate dehydrogenase is the enzyme, and fumarate is the substrate.
B) Succinate dehydrogenase is the enzyme, and malonic acid is the substrate.
C) Succinate is the substrate, and fumarate is the product.
D) Fumarate is the product, and malonic acid is a noncompetitive inhibitor.
E) Malonic acid is the product, and fumarate is a competitive inhibitor.





Answer: C

In the figure, why does the reaction rate plateau at higher reactant concentrations?

In the figure, why does the reaction rate plateau at higher reactant concentrations? 

A) Feedback inhibition by product occurs at high reactant concentrations.
B) Most enzyme molecules are occupied by substrate at high reactant concentrations.
C) The reaction nears equilibrium at high reactant concentrations.
D) The activation energy for the reaction increases with reactant concentration.
E) The rate of the reverse reaction increases with reactant concentration.







Answer: B

For the enzyme-catalyzed reaction shown in the figure, which of these treatments will cause the greatest increase in the rate of the reaction, if the initial reactant concentration is 1.0 micromolar?

For the enzyme-catalyzed reaction shown in the figure, which of these treatments will cause the greatest increase in the rate of the reaction, if the initial reactant concentration is 1.0 micromolar? 

A) doubling the activation energy needed
B) cooling the reaction by 10°C
C) doubling the concentration of the reactants to 2.0 micromolar
D) doubling the enzyme concentration
E) increasing the concentration of reactants to 10.0 micromolar, while reducing the concentration of enzyme by 1/2





Answer: D

How might an amino acid change at a site distant from the active site of the enzyme alter the enzyme's substrate specificity?

How might an amino acid change at a site distant from the active site of the enzyme alter the enzyme's substrate specificity? 

A) by changing the enzyme's stability
B) by changing the enzyme's location in the cell
C) by changing the shape of the protein
D) by changing the enzyme's pH optimum
E) an amino acid change away from the active site cannot alter the enzyme's substrate specificity





Answer: C

In experimental tests of enzyme evolution, where a gene encoding an enzyme is subjected to multiple cycles of random mutagenesis and selection for altered substrate specificity, the resulting enzyme had multiple amino acid changes associated with altered substrate specificity. Where in the enzyme were these amino acid changes located?

In experimental tests of enzyme evolution, where a gene encoding an enzyme is subjected to multiple cycles of random mutagenesis and selection for altered substrate specificity, the resulting enzyme had multiple amino acid changes associated with altered substrate specificity. Where in the enzyme were these amino acid changes located? 

A) only in the active site
B) only in the active site or near the active site
C) in or near the active site and at surface sites away from the active site
D) only at surface sites away from the active site
E) only in the hydrophobic interior of the folded protein





Answer: C

An important group of peripheral membrane proteins are enzymes such as the phospholipases that cleave the head groups of phospholipids. What properties must these enzymes exhibit?

An important group of peripheral membrane proteins are enzymes such as the phospholipases that cleave the head groups of phospholipids. What properties must these enzymes exhibit? 

A) resistance to degradation
B) independence from cofactor interaction
C) water solubility
D) lipid solubility
E) membrane-spanning domains





Answer: C

Besides turning enzymes on or off, what other means does a cell use to control enzymatic activity?

Besides turning enzymes on or off, what other means does a cell use to control enzymatic activity? 

A) cessation of cellular protein synthesis
B) localization of enzymes into specific organelles or membranes
C) exporting enzymes out of the cell
D) connecting enzymes into large aggregates
E) hydrophobic interactions







Answer: B

Protein kinases are enzymes that catalyze phosphorylation of target proteins at specific sites, whereas protein phosphatases catalyze removal of phosphate(s) from phosphorylated proteins. Phosphorylation and dephosphorylation can function as an on-off switch for a protein's activity, most likely through

Protein kinases are enzymes that catalyze phosphorylation of target proteins at specific sites, whereas protein phosphatases catalyze removal of phosphate(s) from phosphorylated proteins. Phosphorylation and dephosphorylation can function as an on-off switch for a protein's activity, most likely through 

A) the change in a protein's charge leading to a conformational change.
B) the change in a protein's charge leading to cleavage.
C) a change in the optimal pH at which a reaction will occur.
D) a change in the optimal temperature at which a reaction will occur.
E) the excision of one or more peptides.






Answer: A

Which of the following is an example of cooperativity?

Which of the following is an example of cooperativity? 

A) the binding of an end product of a metabolic pathway to the first enzyme that acts in the pathway
B) one enzyme in a metabolic pathway passing its product to act as a substrate for the next enzyme in the pathway
C) a molecule binding at one unit of a tetramer, allowing faster binding at each of the other three
D) the effect of increasing temperature on the rate of an enzymatic reaction
E) binding of an ATP molecule along with one of the substrate molecules in an active site







Answer: C

Allosteric enzyme regulation is usually associated with

Allosteric enzyme regulation is usually associated with 

A) lack of cooperativity.
B) feedback inhibition.
C) activating activity.
D) an enzyme with more than one subunit.
E) the need for cofactors.








Answer: D

Which of the following statements describes enzyme cooperativity?

Which of the following statements describes enzyme cooperativity? 

A) A multienzyme complex contains all the enzymes of a metabolic pathway.
B) A product of a pathway serves as a competitive inhibitor of an early enzyme in the pathway.
C) A substrate molecule bound to an active site of one subunit promotes substrate binding to the active site of other subunits.
D) Several substrate molecules can be catalyzed by the same enzyme.
E) A substrate binds to an active site and inhibits cooperation between enzymes in a pathway.







Answer: C

The mechanism in which the end product of a metabolic pathway inhibits an earlier step in the pathway is most precisely described as

The mechanism in which the end product of a metabolic pathway inhibits an earlier step in the pathway is most precisely described as 

A) metabolic inhibition.
B) feedback inhibition.
C) allosteric inhibition.
D) noncooperative inhibition.
E) reversible inhibition.






Answer: B