__________ means salespeople should alter the content and form of their sales presentation so customers will be able to absorb the information easily and find it relevant to their situation.

What is transactional selling?

When a salesperson is upfront with a prospect, regarding issues/factors that may impact them, they are building trust by being _________________.

Which of the following statements is true regarding sales processes?

SHORT ESSAY QUESTIONS In question 41 and question 42, you will answer 2 of the following 3 short answer questions. You will not get extra credit for answering all 3. To start (in question 41), please select one short answer question and write your response in the text box below. Please indicate which short answer (providing the number is fine) you are answering.  You will answer your second short answer choice in Question 42. DO NOT ANSWER BOTH IN QUESTION 41.  Question 1 You are trying to understand more about the multitude of risk & protective factors for binge drinking in college students. To do this, you have decided to investigate the different factors that exist at each level of McLeroy and colleague’s (1988) social ecological model. To start, list each level of the model (give the name of the level and a general definition of that level), and then give examples of potential risk & protective factors for binge drinking that would be located at that level. You are only required to list one risk or protective factor at each level.  Question 2 Research has shown that a large proportion of graduate students do not meet existing guidelines for physical activity. You decide to design an intervention to help graduate students increase their levels of physical activity, and decide to use the Theory of Reasoned Action to guide your intervention development. Using the model pictured below: name the concepts as they are labeled numerically (1-8) define each concept, and describe how each construct would apply within your intervention.   Question 3 You work at a local health department, and a recent survey has found that vaping among adolescents/young adults (AYA) is high, despite a comprehensive recent social media campaign to warn AYA about the health consequences of vaping. You have been asked to take the lead in designing a program to reduce vaping rates among AYA in your community and you decide to use the Transtheoretical Model (TTM) (5 steps) to guide your program development. Using this scenario, answer the following questions: Why is the TTM a good fit for this type of program, compared to other models/theories? In what stage(s) of the TTM are you most likely to find the majority of current AYA who vape, right now? Provide a brief justification for your choice.  To what stage do you want to move AYA, in order to decrease the number of AYA who vape? Provide a brief justification for your choice.  How would you move AYA to that stage (e.g., describe a change process and why it would likely be successful for moving AYA to this stage)? NEW – QUESTION 4 You work for a local health department as a health educator. You and your team have recently been hired by a local retirement community to increase condom use and reduce sexual health risk behaviors among older adults living in the retirement community. You decide to utilize Social Cognitive Theory (SCT) as the theoretical framework that will guide your intervention since the SCT emphasizes the dynamic interaction among people (personal factors), their behavior, and their environments. Design a public health intervention to increase condom use/reduce sexual health risk behaviors within this retirement community. Utilize at least 4 SCT constructs to guide your intervention. Name and define each construct you will use and describe how each construct would apply within your intervention.  NEW – QUESTION 5 You are a health educator hired to work on a public health communication campaign to reduce mental health stigma across the UF campus. You decide to use diffusion of innovations theory for this campaign. Using this theory, how would you create a message that could target students, staff, and faculty at UF? Include a consideration of the 5 adopter categories and 5 key characteristics of innovations within your campaign. What factors may prevent your message from being effective?  

For your second essay, Please select a second (and DIFFERENT) question (do not answer the same question twice!) and write your response in the text box below. Please indicate which essay (providing the number is fine) you are answering. No citations are required in your answers as you are not allowed to access materials.  One question should be answered in question 41 textbox and one question should be answered in question 42 textbox.  The UF Health Science Center wants to promote free flu vaccines across UF campus for the Fall semester, and they’ve hired you to design a communications campaign. With your knowledge of communication theories, how would you create a message that could target UF campus? Describe your target outcome for your message (what change in behavior/cognition are you intending?). Describe who will be your receiver. Describe who will be your sender and who will be the source (sender and source should not be the same). Describe your actual message content and how you will encode your message. Describe the medium/channel you will use to transmit your message. Describe the kinds of noise that could impact your message and how your message will be decoded (how could the noise impact the decoding). Finally, what health behavior theory will guide your campaign content and why? Provide justification for each decision so it is clear to us that you understand each concept.  Compare and contrast the traditional or “helicopter” model of research to a community-based participatory research (CPBR) approach. What are the benefits and drawbacks of each method? Name at least 2 benefits and 2 drawbacks for each approach. – DELETE  Given all that you have learned in module 10 on health disparities, underlying causes of health disparities, the risk & protective factors model, high risk populations, and racism as a public health issue, select a health condition for which there are known health disparities. First, identify the health condition you have selected and identify a population at high risk for this health condition. Then, discuss why this condition constitutes a health disparity. Finally, discuss two risk factors that contribute to this health disparity (please note, these can fall at any level of the social ecological model). You have been given transcripts from recent focus groups. Your supervisor wants to know the main aspects discussed. Explain, using qualitative data analysis methods, how you would complete this task, using the terms: codes, categories, and themes, and describe at least two important records to keep throughout the process. – DELETE

SHORT ESSAY QUESTIONS Please answer 2 of the following 3 short answer questions. You will not get extra credit for answering all 3. To start, please select one short essay question and write your response in the text box below. Please indicate which essay (providing the number is fine) you are answering. No citations are required in your answers as you are not allowed to access materials.  One question should be answered in question 41 textbox and one question should be answered in question 42 textbox.  The UF Health Science Center wants to promote free flu vaccines across UF campus for the Fall semester, and they’ve hired you to design a communications campaign. With your knowledge of communication theories, how would you create a message that could target UF campus? Describe your target outcome for your message (what change in behavior/cognition are you intending?). Describe who will be your receiver. Describe who will be your sender and who will be the source (sender and source should not be the same). Describe your actual message content and how you will encode your message. Describe the medium/channel you will use to transmit your message. Describe the kinds of noise that could impact your message and how your message will be decoded (how could the noise impact the decoding). Finally, what health behavior theory will guide your campaign content and why? Provide justification for each decision so it is clear to us that you understand each concept.  Compare and contrast the traditional or “helicopter” model of research to a community-based participatory research (CPBR) approach. What are the benefits and drawbacks of each method? Name at least 2 benefits and 2 drawbacks for each approach. – DELETE  Given all that you have learned in module 10 on health disparities, underlying causes of health disparities, the risk & protective factors model, high risk populations, and racism as a public health issue, select a health condition for which there are known health disparities. First, identify the health condition you have selected and identify a population at high risk for this health condition. Then, discuss why this condition constitutes a health disparity. Finally, discuss two risk factors that contribute to this health disparity (please note, these can fall at any level of the social ecological model). You have been given transcripts from recent focus groups. Your supervisor wants to know the main aspects discussed. Explain, using qualitative data analysis methods, how you would complete this task, using the terms: codes, categories, and themes, and describe at least two important records to keep throughout the process. – DELETE