Andrew McIlhern, a Software Sales Representative, Is Not Happy About

question 75

Essay

Andrew McIlhern, a software sales representative, is not happy about giving up two days of making sales calls to work his company's booth in the exhibit hall of a major regional trade show. When Andrew consults with his company's exhibit manager, however, she urges him to use the time to prospect wisely.

-How can Andrew use those two days in the exhibit hall to increase his pipeline?
A)spend time studying product literature to increase his product knowledge
B)present to unqualified visitors to the booth to improve his elevator pitch
C)make calls to current customers during breaks to provide after-sale service
D)ask co-workers to call some of his prospects to obtain potential referrals
E)qualify prospects with a few questions when they first enter the booth

• A)spend time studying product literature to increase his product knowledge
• B)present to unqualified visitors to the booth to improve his elevator pitch
• C)make calls to current customers during breaks to provide after-sale service
• D)ask co-workers to call some of his prospects to obtain potential referrals
• E)qualify prospects with a few questions when they first enter the booth

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Definitions:

Independent Variables

Variables that are manipulated or changed in an experiment to determine their effects on dependent variables.

Dependent Variables

Variables in an experiment that are expected to change in response to manipulations of the independent variable.

Testable Prediction

A statement that anticipates a specific outcome of a study or experiment, based on a hypothesis, which can be empirically verified.

Operational Definition

A statement of the procedures (operations) used to define research variables. For example, human intelligence may be operationally defined as “what an intelligence test measures.”