'Prospecting' Is the Step in the Selling Process in Which

question 37

Multiple Choice

'Prospecting' is the step in the selling process in which the salesperson ________.

• A)meets the customer for the first time
• B)learns as much as possible about a prospective customer before making a sales call
• C)identifies qualified potential customers
• D)tells the product's 'value story' to the customer
• E)clarifies and overcomes customer objections to buying

---

Definitions:

Sample Variance

A statistic used to estimate the variance of a population, calculated from a sample of data from that population.

Hypothesis Test

A procedure for testing a hypothesis about a parameter in a population, using data measured in a sample.

Population Variance

A statistical measure that calculates the variance of the entire population, representing the average of the squared differences from the population mean.

Significance Level

The threshold below which a test statistic's p-value must fall for an effect to be considered statistically significant.