S.O.S Marketing Research Company was disappointed with the ________, which identifies the number of respondents who complete a questionnaire compared to the number assigned, usually expressed as a percentage.
a. contact rate
b. response rate
c. nonresponse rate
d. refusal rate
Question 2During the sales presentation, the salesperson should:
a. present all of his or her product's features and benefits.
b. present all the benefits his or her product can produce.
c. present the benefits that address the buyer's needs.
d. avoid asking the buyer any more questions.
e. All of the above
Question 3________ is determined by dividing the number of completed interviews by the number of eligible responding units in the sample.
a. Contact rate
b. Response rate
c. Nonresponse rate
d. Refusal rate
Question 4Features and benefits are synonymous.
Indicate whether the statement is true or false
Question 5Using personalized cover letters, guaranteeing anonymity, and providing incentives may decrease the respondent's ________ to participate in the study.
a. desire
b. refusal
c. response rate
d. need
Question 6When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.
Indicate whether the statement is true or false
Question 7A ________ error may occur when ambiguous or complex wording may be interpreted differently than intended.
a. validity
b. reliability
c. sampling
d. response
Question 8When scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.
Indicate whether the statement is true or false
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