Let’s deal with a problem of an oil refinery planning. The processing stages of the refinery are depicted in the following figure. The 1st stage at the left performs a distillation of two types of crude oils (CR1 and CR2). The outputs of the distillation (P1 and P2) are transformed by different recipes to produce intermediate products (P3 and P4). The final stage is blending the four intermediate products (P1, P2, P3, and P4) into two final products (F1 and F2). Pi P2 Blender F1 P3 1 CR1 P1 Transformer P4 1 Distiller CR2 Transformer P3 Blender F2 P2 2 2 P4 The prices for final products are $31/unit and $33/unit. The buying costs for two types of crude oils are $20/unit and $22/unit, distillation costs for crude oils are $1.20/unit and $1.25/unit, transformation costs for P1 and P2 through transformerl are $0.50 and $0.52, and transformation costs for Pl and P2 through transformer2 are $0.61 and $0.68. Distillation process is performed without any loss of crude oils. Distilling CR1 by a unit, the refinery gets 0.48 unit of P1 and 0.46 unit of P2 and distilling a unit of CR2, it gets 0.49 unit of P1 and 0.48 unit of P2. By transforming P1 and P2 through transformers 1 and 2, it produces the following amount of P3 and P4 in table. P1 P2 P3 P4 Transformer 1 0.55 0.37 Transformer 2 0.65 0.31 Transformer 1 0.59 0.34 Transformer 2 0.60 0.38 Blending process is also performed without any loss of intermediate products. The refinery cannot buy two types of crude oils more than 180 units and 160 units, respectively. The sales of F1 should be between 105 and 135 and that of F2 should be between 45 and 80. The decision variables consist of the quantity of two types of crude oils to buy, the quantity of crudes oils to distill, and the quantity of final products to sell in order to maximize the net revenue. 1. Formulate the above problem into LP. 2. Solve the LP model with LP Solve 3. Interpret the result of solution based only on the objective function value and decision variable values of LP result.

Grace (sales representative) should take into consideration her effect of appearance on the relationships with her prospects. Which of the following should be taken into consideration regarding the appropriate appearance? *

Grace should wear multiple colors to appear unique.

The clothing worn doesn’t make any difference in terms of customer acceptance.

Grace should wear a lot of accessories to appear elegant.

Grace should dress according to her industry standards.

2-The following are rules of etiquette EXCEPT: *

Avoid discussing political issues.

Recognize the importance of punctuality

Address the prospect by name as soon as possible

Turn off your cell phone when you are with the customer

3-Which one of the following factors is NOT related to consultative selling? *

The customer is well aware of his needs and has enough information about the product.

The customer is seen as a person to be served not a prospect to be sold.

Consultative selling emphasizes need identification, problem-solving, and negotiation instead of manipulation.

Consultative selling emphasizes service at every phase of the personal selling process.

4-As a brand manager for the pharmaceutical company “Pfizer”, Grace is responsible for driving more sales and improving the company’s market share. Also, she is responsible for keeping a close watch on market trends and managing advertising and marketing activities. Grace is considered (a)n: *

Inside salesperson

Knowledge worker

Outside salesperson

Missionary salesperson

5-Which of the following is an example of the feature–benefit selling approach? *

“These are the finest fund-raising donuts you can buy.”

“We have trained services technicians, which means you will experience less downtime.”

“This hotel has 24-hour room service and free parking.”

“You will get good gas mileage when you buy this car.”