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

question 26

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.
-From the base of prospects Andrew makes at the trade show,he closes twice as many sales as normal,and he cuts his sales cycle in half. What most likely explains this?
A)The prospects at the trade show were both qualified and interested in the product.
B)The prospects at the trade show had more money to spend than most customers.
C)The prospects at the trade show developed a high degree of trust in Andrew and his firm.
D)The trade show only attracted prospects that had been referred to Andrew and his firm.
E)The trade show required exhibiting companies to offer discounts to all attendees.

Definitions:

Operational Definition

A clear, precise description of a variable in terms of the processes or operations used to measure or manipulate it.

Variables of Interest

Elements or conditions that researchers aim to explore or measure within a study to determine their effects on the outcomes.

Case Study

An in-depth examination of a single instance, situation, or individual to explore and understand underlying principles or phenomena.

Inductive Reasoning

A logical process in which multiple premises, all believed true or found true most of the time, are combined to obtain a specific conclusion.