Danny Is in Charge of New Business Development for His

question 169

Multiple Choice

Danny is in charge of new business development for his advertising agency.He recently made a sales presentation to the administration of Northwest Medical System to discuss the creative approaches his agency would use to differentiate Northwest Medical from its competition.Danny ended the presentation by asking,"When would you like our firm to begin working on your new brand awareness campaign?" In which stage of the selling process would such a question most likely be asked?

• A) closing the sale
• B) follow-up
• C) dealing with cognitive dissonance
• D) handling rejection
• E) qualifying the prospect

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Definitions:

Variable

An element, feature, or factor that is liable to vary or change.

Standard Deviation

A statistical measure that quantifies the amount of variation or dispersion of a set of data values from their mean.

Scores

Numerical data representing individual performance or achievement in a test, assessment, or experimental condition.

Average Deviation

The average difference between each data point in a set and the mean of that set.