When a sales manager examines records of sales calls to determine how frequently salespeople make cold calls,he or she is using what type of observational research?
A)Direct
B)Structured
C)Covert
D)Indirect

Question

Quizplus · Accepted Answer

Indirect observational research involves analyzing past behaviors without direct interaction at the time those behaviors occurred. In this case, examining records of sales calls to assess the frequency of cold calls is an example of indirect observation, as the manager is not directly observing the salespeople during their calls but rather analyzing recorded data after the fact.

When a Sales Manager Examines Records of Sales Calls to Determine