________ selling can be defined as a series of creative improvements within the sales process that enhance the customer experience
Fill in the blanks with correct word
Value-added
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Experiments on mail questionnaires for census of population revealed what about questionnaire form and layout?
A) Questions at the top of the page received more attention than those placed at the bottom. B) Sensitive information placed at the end of the questionnaire was answered more frequently than sensitive information placed elsewhere. C) Instructions printed in red made little difference except that they made the questionnaire appear more complicated to the respondents. D) Both A and C are correct.
________ is an MDS technique for scaling qualitative data that scales the rows and columns of the input contingency table in corresponding units so that each can be displayed in the same low-dimensional space
A) Metric analysis of preferences B) Correspondence analysis C) Internal analysis of preferences D) External analysis of preferences
Closing the sale is always the most difficult part of the sales presentation.
Answer the following statement true (T) or false (F)
Managers who believe Theory X assume that workers are basically:
a. nice, friendly people b. lazy, irresponsible, and incapable of taking initiative or making decisions c. driven by X-factors: 10 principles of intrinsic motivation d. motivated but uninformed about modern management theories