Tim Has Just Finished Compiling a List of Potential Customers

question 149

Multiple Choice

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

• A) approach.
• B) preapproach.
• C) make the presentation.
• D) prospect.
• E) overcome objections.

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Definitions:

P-value

The likelihood of getting test outcomes that are as significant as or more so than the ones actually seen, presuming the null hypothesis is true.

Level of Significance

The probability of rejecting the null hypothesis in a statistical test when the hypothesis is true; often represented by alpha (α).

Grand Mean

The mean or average of several group means, which gives an overall measure of the central tendency across all the groups considered together.

Treatments

Interventions or conditions that researchers apply to experimental units or subjects to observe their effect on outcomes.