1.  What psychological methodology does NLP stand for?

2.  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?
3.  Which organisation produces the UK's ABC1C2 (etc) Social Grade
Classifications Statistics?
4.  What does the selling acronym AIDA stand for?
5.  Who developed the 'Equity Theory' of job motivation in the 1960's?
6.  What does the financial abbreviation P&L stand for?
7.  Who developed the ten stages of corporate life cycle, starting with Courtship
and Infancy and ending in Bureaucracy and Death?
8.  The Ansoff matrix correlates what two aspects of business development from
the 'new' and 'existing' perspectives?
9.  In selling and communications, what do 'open questions' generally achieve?
10.  Albert Mehrabian researched and published a now widely referenced set of
statistics for the effectiveness of spoken communications; 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?
11.  In business accounts and financial reporting, expenses which change
according to scale of performance or usage or demand are known as what?
12.  What is the name of Ingham and Luft's model and theory which deals with
hidden and open areas of knowledge about a person?
13.  The '360 degree' appraisal method collects feedback from whom, about
whom?
14.  What are the four levels of learning evaluation defined in Donald
Kirkpatrick's model?
15.  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?
16.  What part of our brains typically handles process-type functions, according to
brain theorists such as Katherine Benziger?
17.  What does the accounting acronym FIFO mean?
18.  One of the most effective and efficient forms of marketing is abbreviated to
the initials WOM; what is it?
19.  Bloom's Taxonomy of Learning Domains divides learning development into
three main aspects: Cognitive, Affective and Psychomotor; what might these three
aspects of personal development more commonly be called?
20.  Who wrote the Seven Habits of Highly Effective People?