The Referral Approach Is Most Likely Effective Because Customers

question 53

Multiple Choice

The referral approach is most likely effective because customers:

• A) appreciate prepared salespeople
• B) expect to ask and answer many questions
• C) tend to focus on benefits instead of features
• D) usually trust a salesperson who presents statistical data
• E) are impressed by product benefits presented by satisfied customers

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Definitions:

Hypergeometric Probability

A probability distribution used for calculating the odds of drawing a specific number of successes in a sample without replacement from a finite population.

Discrete Probability Distributions

Probability distributions that delineate the probabilities of outcomes for discrete random variables.

Hypergeometric Random Variable

A discrete random variable that represents the count of successful outcomes in a series of selections from a limited population where each selection is not returned to the pool.

Probability of Success

The likelihood that an event will occur as desired, often represented as a number between 0 and 1.