If in Conducting a Study to Determine What Modifications Should

question 106

Multiple Choice

If in conducting a study to determine what modifications should be made on an existing product the researcher assigns weights of 4.0 to heavy users,3.0 to medium users,2.0 to light users,and 1.0 to nonusers.Which group's opinion has greater importance?

• A) heavy users
• B) light users
• C) medium users
• D) nonusers

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Definitions:

Valid Objection

A substantial and justifiable concern raised by a potential customer during the sales process.

Compensation Method

The approach a company takes to remunerate its employees, which can include salary, wages, bonuses, profit sharing, or non-monetary benefits.

Direct Denial

A straightforward rejection or contradiction in sales or negotiations, where a statement or claim is explicitly refuted.

Boomerang Technique

A persuasive strategy where a salesperson turns a customer's objection into a reason to purchase the product or service.