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:

Null Hypothesis

A statistical hypothesis that assumes no significant difference or effect exists in the case under investigation.

P-value

The p-value is a statistical measurement used to assess the strength of the results in hypothesis testing; it indicates the probability of observing the study results, or more extreme results, if the null hypothesis were true.

Degrees of Freedom

The number of independent values or quantities that can be assigned to a statistical distribution without violating any constraint.

Significance Level

The threshold used in hypothesis testing to determine whether to reject the null hypothesis, commonly denoted as alpha (α).