LaToya is a salesperson for XYZ Co and is preparing to make a sales call. She should plan to use a check-back type of question after she has ____.
a. Gone through a specific feature-benefit sequence
b. Made an introduction
c. Responded to an objection
d. Both A and C are correct
e. None of the above are correct
Question 2________ allowed the researcher to determine the relationship between age and types of television shows viewed on Sunday nights.
a. Cramer's V
b. Chi-square analysis
c. Cross tabulation
d. t-tests
Question 3Which of the following is not a reference to a type of question that seeks feedback from a buyer?
a. Check-back
b. Trial close
c. Response-check
d. Cumulative
e. None of the above
Question 4A result is considered statistically significant because the p-value of .07 is more than the chosen level of significance.
Indicate whether the statement is true or false
Question 5After presenting a selling point, the salesperson should use a ____ type of question.
a. Response-Check
b. Open-ended
c. Discover
d. Need-payoff
e. None of the above
Question 6An analyst is interested in testing the hypothesis H0 : 15000 . The data consist of 20 observations of an intervally scaled variable which is normally distributed, but with unknown variance. The correct statistical procedure is:
a. z-test.
b. t-test.
c. regression analysis.
d. frequency analysis.
Question 7Which of the following is not an example of a response-check?
a. How does that sound to you?
b. Does this make sense to you so far?
c. Do you like this color?
d. Does that answer your concern
e. All of the above are response-checks
Question 8H0 is the ________ hypothesis and Ha is the ________ hypothesis.
a. alternate; null
b. null; alternate
c. equality; non-equality
d. significant; non-significant
Question 9Response-checks and check-backs are most commonly used:
a. After presenting a selling point
b. After handling an objection
c. To uncover needs
d. When setting appointments
e. A and B are most common.
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