Case 11.1 ​

question 45

Multiple Choice

Case 11.1
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Wayne is making a sales call on a new client company.The previous sales professional servicing this account,Tom,left to join another company.Wayne had liked Tom the moment he met him but thought of him as a bit of a slob because of the way he always chewed gum.
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Wayne is calling on Cassandra,the operations manager for this company.She is a middle-level manager.As Wayne walks into Cassandra's office,he notes her expensively tailored suit,her professional demeanor,the simple cologne,and the lack of jewelry.Cassandra's appearance and office décor are reminiscent of the VP's office in Wayne's own company.
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During the sales call Wayne is somewhat nervous.He stutters occasionally during the presentation,stumbles over the answers to a couple of Cassandra's questions,and tends to end his statements with a question.At the end of the call,Cassandra thanks him for his visit and the information,and walks out to the main entrance with him,making casual conversation.They shake hands,and Wayne goes on to his next sales call.As she walks back to her office,she thinks,"Should I do business with a company represented by someone with so little self-confidence?"
-Refer to Case 11.1.Wayne's observations about Cassandra are example of the impact of ____ on the formation of someone's opinion.

• A) ​surface language
• B) ​wardrobe engineering
• C) ​facial expression
• D) ​manners

Identify measures to detect and manage infections in hospitalized children.

Recognize the significance of vaccinations in preventing meningitis in infants and children.

Understand pain management in children with head injuries.

Interpret laboratory results indicative of bacterial meningitis in children.

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Definitions:

Data Collection

The process of gathering and measuring information on variables of interest in a systematic fashion.

Random Assignment

A method used in experiments to assign subjects randomly to either the treatment or control group to eliminate bias.

Independent Variable

The factor in an experiment that is deliberately changed or manipulated to observe its effect on a dependent variable.

Equal Chance

A principle whereby each subject or experimental unit in a study has the same probability of being assigned to a particular group or condition.