The Sales Force for Stanley Tool Corp

question 14

Multiple Choice

The sales force for Stanley Tool Corp. has been instructed to offer a 10 percent discount to its retailers on all units ordered in excess of the previous month's order amount. The offer will be extended to Stanley's independent retailers, applicable to several small hardware lines. The objective of this type of sales promotion is to

• A) build up reseller inventories.
• B) increase traffic in retail stores.
• C) improve shelf space and displays.
• D) reinforce advertising.
• E) encourage trial purchases of a new product.

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Definitions:

Experimental Expectations

Anticipated results or outcomes of a scientific experiment based on hypotheses and prior knowledge.

Construct Validity

The degree to which a test measures what it claims to be measuring, reflecting the accuracy of an operationalization of a theoretical construct.

Regression Toward

A statistical phenomenon where extreme values in data are likely to be followed by, or associated with, less extreme values.

Pretest

An initial measurement or evaluation performed before an intervention or experiment to establish a baseline.