Which of the Following Statements About the Probing Method of Obtaining

question 77

Multiple Choice

Which of the following statements about the probing method of obtaining commitment is FALSE?

• A) The salesperson should begin by asking directly for a commitment.
• B) The rep asks a series of questions designed to discover the reason for hesitation.
• C) The method is especially effective with Japanese and Arab business prospects.
• D) This method attempts to bring all pertinent issues into the open.
• E) After successfully dealing with the prospect's concerns,the sales rep should seek commitment.

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Definitions:

Debt Guarantees

Debt guarantees refer to commitments made to pay back a loan or debt if the original borrower fails to do so, often provided by a third party.

Contingent Liabilities

Liabilities that may occur depending on the outcome of a future event.

Contingent Liability

A potential financial obligation that may occur, depending on the outcome of a future event.

Future Event

An occurrence or situation that has not yet happened but is expected or anticipated.