After a Strong Sales Presentation, Luis Asks the Prospect to Commit

question 100

Multiple Choice

After a strong sales presentation, Luis asks the prospect to commit to order 200 smart phones? What should Luis do next?

• A)keep pumping them with FABs
• B)keep quiet until he gets a response
• C)begin to negotiate terms
• D)pull out the order form
• E)start putting away his sales material

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Definitions:

External Validity

The extent to which the results of a study can be generalized to other situations and to other people.

Internal Validity

The degree to which an experiment accurately shows that changes in the independent variable caused any observed changes in the dependent variable, minimizing confounding factors.

Demand Characteristics

Psychological experiment artifacts where participants form an interpretation of the study's purpose and unconsciously change their behavior to fit that interpretation.

Experimental Conditions

The controlled environments or set of procedures in scientific research designed to test hypotheses under standardized settings.