The organized sales presentation is more flexible than the canned sales presentation. Indicate ...

The organized sales presentation is more flexible than the canned sales presentation.
 
 Indicate whether the statement is true or false

Question 2

Which of the following is FALSE?
 a. Multiple-choice questions tend to bias results by the order in which the response alternatives are given.
  b. An important advantage of open-ended questions is that respondents may answer them in their own wordsand are not limited to a set of alternative answers.
 c. Because respondents are able to better clarify their answers with open-ended questions than with other typesof questions, the results can be more easily coded by the researcher.
 d. Both b and c.
  e. a, b, and c.

Question 3

A local hiking group is mostly composed of local college students who are middle class and also have similar political views. This is an example of a group high in
 a. formality.
  b. homophily.
  c. degree of contact.
  d. distance.
  e. dimensionality.

Question 4

Canned sales presentations are more likely to be used when the product line is broad and customers' needs are heterogeneous.
 
 Indicate whether the statement is true or false

Question 5

Which of the following is FALSE?
 a. The order in which response alternatives appear can change the results on a survey question.
  b. Item nonresponse invalidates the results of a research project.
  c. When designing questionnaires it is good to keep in mind that many people have difficulty with relativelysimple tasks.
 d. A leading question is one formed so as to give the respondent a clue as to how he or she should answer.
  e. Just about any kind of information can be gathered using open-ended questions.

Question 6

Groups that are high in formality are those which
 a. are highly structured.
  b. are very serious.
  c. have a long history.
  d. keep their members at a distance.
  e. do the same program each time they meet.

Question 7

Salespeople who begin sales calls by mentioning the name of a mutual friend that suggested they contact the prospect, are using the ________ approach.
 a. introductory
 b. compliment
 c. referral
 d. question
 e. benefit