Once the data is collected, the data collection forms are ________ to ensure that they are complete and consistent and that the instructions were followed. Once this is done the forms are ________, which involves assigning numbers to each of the answers.
a. tabulated, coded
b. coded, tabulated
c. edited, coded
d. coded, edited
Question 2
Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?
a. Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers.
b. Qualifying prospects increases the probability that the prospect will become a customer.
c. Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy.
d. Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods.
e. All of the above reflect why prospecting is important.
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