Davidson-Uphoff & Company Sells Ironware Accessories for Home and Garden

question 53

Multiple Choice

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers. Its salespeople are trained to ask questions like, "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a presentation style that emphasizes the needs and wants of its retailers. Once key needs have been uncovered, the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products. Davidson-Uphoff's salespeople are learning the __________ selling format.

• A)need-satisfaction
• B)formula
• C)stimulus-response
• D)creative
• E)problem resolution

---

Definitions:

Multiple Determination

A statistical measure represented as R^2, indicating the proportion of variance in the dependent variable that can be predicted from the independent variables.

Regression Hyperplane

In multivariate statistics, it's a flat subspace that best fits the data points in a regression analysis.

Total Variation

The overall measure of variability or spread in a dataset.

Predictor Variables

Variables that are used in statistical models to predict or explain changes in the dependent variable.