To test the validity of your selection device for widget makers, you have given it to the present widget makers in your company and correlated it with their latest performance appraisal scores. What type of validation have you used?

Which of the following is true with regard to prospecting?

A) Salespersons meet and greet the buyer. B) Salespersons learn as much as possible about the organization. C) Salespersons identify qualified potential customers. D) Salespersons tell the "value story" to the buyer, showing how the company's offer solves the customer's problems. E) Salespersons ask for the order, review points of agreement, and offer to write up the order.

The components needed to produce a computer clock cost twenty-five cents. What is the expected profit if the AITP club sponsor produces the optimal number of clocks?

A) $263.72 B) $262.54 C) $260.97 D) $269.41