Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?
a. Communicate recognition that the prospect's time is important d. Demonstrates a respect for proper business eteiquette
b. Improved time and territory management e. All of the above
c. Gaining the prospect's undivided attention
Question 2When measuring a table top, the yard or meter stick was slightly miscalibrated, so it gave consistently large results. This is known as a ________ error and to correct this error, we would have to recalibrate the yard or meter stick.
a. random
b. systematic
c. content
d. construct
Question 3Bob is a salespeson for CDE company and has just started a sales call with a prospect. The prospect wants to discuss something different than what Bob had on his agenda. Bob should:
a. Be flexible and alter his agenda d. Remind the customer of his agenda and ask permission to get back on task
b. Immediately change the topic of the conversation back to what is on his agenda e. End the sales call early
c. Ask to speak with someone else
Question 4The researcher attempted to identify the spelling ability of the participants in the study. However, all the words used to assess spelling ability only related to the sport of baseball and nothing else. In this study, a proper sample of all possible words to assess spelling ability was not used. This study lacked ________, otherwise known as face validity.
a. content validity
b. construct validity
c. construct reliability
d. content reliability
Question 5During the first few minutes of the sales call, salespeople should do all of the following except:
a. be friendly d. show sensitivity to the customer's needs and opinions
b. stick to the agenda e. They should do all of the above
c. be positive
Question 6The questionnaire was ________ because it actually measured the attitudes of teenagers who shop at Pope County Mall.
a. reliable
b. consistent
c. valid
d. None of these answers are correct.
Question 7During the first few minutes of the sales call, salespeople should:
a. be friendly and positive d. show sensitivity to the customer's needs and opinions
b. be flexible e. Do all of the above
c. have an agenda
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