Luisa Has Been in Sales About Three Years

question 59

Multiple Choice

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:

• A)focused selling
• B)an unprofessional approach with her customers
• C)adaptive selling
• D)no prior planning
• E)flexible selling

---

Definitions:

Z-Score

Scores for the standard normal distribution measured in standard deviation units.

Standard Normal Distribution

The standard normal distribution is a special case of the normal distribution with a mean of zero and a standard deviation of one, used in z-tests.

Mean

To determine the arithmetic average, one sums up every number in the collection and divides by the number of elements in the collection.

Standard Deviation

An indicator that measures how much a set of data points spread out or diverge.