A Computer Salesperson at Staples May Spend an Hour with a Customer

question 107

Essay

A computer salesperson at Staples may spend an hour with a customer educating him or her about the pros and cons of various systems and then make the sale. The next customer might simply need a specific printer cartridge. A third customer might bring in a computer and seek advice about an operating system problem. Why might Staples consider a team selling approach?

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Definitions:

Control Condition

In experimental research, it is a standard or baseline condition against which the effects of the experimental conditions are compared.

Independent Variable

In an experimental setting, the variable that is manipulated by the researcher to observe its effect on the dependent variable.

Remedial Reading

Educational programs or strategies designed to improve reading skills in those who struggle with literacy.

Generalizing

The process of applying information, rules, or knowledge acquired in one situation to new situations to predict outcomes or understand unknowns.