A Salesperson Wishing to Shift or Redirect the Topic of Discussion

question 111

Multiple Choice

A salesperson wishing to shift or redirect the topic of discussion should use which of the following types of questions?

• A) Evaluative
• B) Reactive
• C) Probing
• D) Tactical
• E) None of the above

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Definitions:

Mindfulness

A mental state achieved by focusing one's awareness on the present moment, often used as a therapeutic technique.

Friendship

A relationship of choice that exists over time between people who share a common history.

Communication Accommodation Theory

Theory that all people adapt their behaviors to others to some extent.

Culture Shock

Feelings of stress and anxiety a person experiences when encountering a culture different from his or her own.