1. David McLelland's motivational theory identified three principal motivational needs which he said each of us possesses to varying degrees, and which characterise our motivational behaviour; what are these three motivational needs?
2. Which organisation produces the UK's ABC1C2 (etc) Social Grade Classifications Statistics?
3. What does the selling acronym AIDA stand for?
4. Who developed the 'Equity Theory' of job motivation in the 1960's?
5. What does the financial abbreviation P&L stand for?
6. Who developed the ten stages of corporate life cycle, starting with Courtship and Infancy and ending in Bureaucracy and Death?
7. The Ansoff matrix correlates what two aspects of business development from the 'new' and 'existing' perspectives?
8. In selling and communications, what do 'open questions' generally achieve?
9. Albert Mehrabian researched and published a now widely referenced set of statistics for the effectiveness of spoken communications relating to feelings and attitudes; what three types of communication did he identify and what percentages for each did he attach to each type in terms of the percentage of meaning (or understanding) that each communication type conveyed from person to person in his study?
10. In business accounts and financial reporting, expenses which change according to scale of performance or usage or demand are known as what?
11. What is the name of Ingham and Luft's model and theory which deals with hidden and open areas of knowledge about a person?
12. The '360 degree' appraisal method collects feedback from whom, about whom?
13. What are the four levels of learning evaluation defined in Donald Kirkpatrick's original four-stage model?
14. What is the correct ascending order of these human needs according to Maslow's Hierarchy of Needs: Esteem, Safety, Belongingness and Love, Self-Actualisation, Biological and Physiological?