When Qualifying Sales Prospects, Jason Places Each Lead in One

question 61

Multiple Choice

When qualifying sales prospects, Jason places each lead in one of four baskets ranging from A to D with A leads the best and D leads the worst. Using this method of categorization, the appropriate strategy for "A" leads would be:

• A) do nothing currently, but monitor the lead for possible future changes
• B) contact the lead using telemarketers
• C) receive a sales call from one of the firm's salespeople
• D) send the lead marketing materials and encourage them to make inquiries if they are interested

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Definitions:

Predictor Variables

Independent variables in statistical models that are used to predict outcomes of interest.

T-Statistic

A value derived from a t-test used to determine the significance of the difference between two means in the presence of variability.

Least-Squares Prediction

A method used in linear regression to estimate the value of a dependent variable based on the minimum sum of squared deviations from the predicted values.

Prediction Of Y

Estimating the value of the dependent variable in a regression analysis based on the independent variable(s).