Effectiveness of sales closing techniques. Refer to the B2B Marketing Insider (Oct. 7, 2010) comparison of six sales closing techniques, Exercise 9.31 (p. 545). Assume the “level of trust” means for prospects of salespeople using each of the six closing techniques are listed in the table. A multiple comparisons of means analysis was conducted 1at  = .052, with the results shown in the accompanying table. Fully interpret the results.

Exercise 9.31

Improving driving performance while fatigued. Long-haul truck drivers are often asked to drive while fatigued. Can a secondary task—such as a word association task—improve the performance of a fatigued driver? This was the question of interest in a Human Factors (May 2014) study. The researchers used a driving simulator to obtain their data. Each of 40 college students was assigned to drive a long distance in the simulator. However, the student-drivers were divided into four groups of 10 drivers each. Group 1 performed the verbal task continuously (continuous verbal condition); Group 2 performed the task only at the end of the drive (late verbal condition); Group 3 did not perform the task at all (no verbal condition); and, Group 4 listened to a program on the car radio (radio show condition). At the end of the simulated drive, drivers were asked to recall billboards that they saw along the way. The percentage of billboards recalled by each student-driver is provided in the next table. Use the information in the accompanying SPSS printout to determine if the mean recall percentage differs for student-drivers in the four groups. Test using  = .01.

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