The sales presentation checklist covers each step of the sales presentation process, including introduction and uncovering needs.
Indicate whether the statement is true or false
Question 2The best way to insure that the response categories offered in a fixed-alternative question are exhaustive is to
a. provide an other category.
b. provide a space for respondents to write in their answer, such as e. ____.
c. use at least ten categories.
d. use at least fifteen categories.
e. do extensive prior research before formulating the response categories.
Question 3A group of friends from different backgrounds and interests that gets together every weekend for group activities and to eat together could be considered a reference group that has high
a. homophily.
b. homogeneity.
c. formality.
d. distance.
e. density.
Question 4Only inexperienced salespeople need to utilize a sales presentation checklist.
Indicate whether the statement is true or false
Question 5The use of a no opinion option in fixed-alternative response questions is
a. not necessary, because individuals will always express an opinion.
b. recommended by all leading authorities on questionnaire design.
c. not recommended since it allows individuals to take the easy way out.
d. appropriate if pretesting or exploratory research reveals that 20-25 of the respondents either don't know ordon't hold an opinion.
e. not likely to affect the results of the survey.
Question 6When members perceive a group as ____, they have stronger intentions to conform.
a. heterogeneous
b. homogenous
c. homophilous
d. very attractive
e. not at all dense
Question 7Written sales presentations are rarely used in conjunction with organized sales presentations.
Indicate whether the statement is true or false
Question 8Some of the problems with using close-ended questions include which of the following?
a. None of the possible response alternatives may capture the respondent's true beliefs.
b. Response categories must be truly exhaustive.
c. Response categories must be mutually exclusive.
d. Some respondents may not have an opinion.
e. All of the above.
Question 9When groups are homophilous, reference group influence
a. varies since the group is quite heterogeneous.
b. is quite weak.
c. is quite strong.
d. only acts through the leadership.
e. will only become strong through indirect contact.
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