Which of the Following Statements About Making Appointments for Sales

question 7

Multiple Choice

Which of the following statements about making appointments for sales calls is true?

• A) Experts generally agree that a salesperson calling on a company that is new to him or her should begin by calling on the president of the firm.
• B) Experts generally agree that a salesperson calling on a company that is new to him or her should begin by calling on the "focus of power."
• C) In industrial selling situations, a salesperson gets a substantial order on his or her first sales call when he or she approaches the prospect after calling up for an appointment.
• D) Experienced sales representatives use different methods for making appointments with different prospects.
• E) Experts generally agree that a salesperson calling on a company that is new to him or her should begin by calling on the "focus of dissatisfaction."

---

Definitions:

Standard Error Of Estimate

A measure of the accuracy of predictions made with a regression line, representing how spread out observed values are from the regression line.

Sum Of Squares For Error

The sum of squared differences between observed and predicted values in a regression model, measuring the discrepancy between the data and the model.

T-Test

An analysis technique designed to evaluate whether the mean values of two distinct groups differ significantly.

Linearly Related

Describes a relationship between two variables where a change in one variable is associated with a proportional change in the other.