When Determining the Characteristics Desirable in Salespeople, the Sales Manager

question 1

True/False

When determining the characteristics desirable in salespeople, the sales manager should analyze the characteristics of the successful and ineffective sales personnel within the firm.

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Definitions:

Lurking Variables

Variables that are not included as explanatory or independent variables in the analysis but can affect the relationship between the variables studied.

Randomize

To arrange or assign subjects, treatments, or sequences in a random manner to reduce bias in experimental design.

Blinding

A research design technique where one or more parties in an experiment are unaware of the treatment assignments to prevent bias.

Experimental Unit

The smallest division of the experimental material such that any two units are independent and can be assigned to different treatments.