Which of the Following Statements Is True About the Probing

question 13

Multiple Choice

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

• A) The salesperson should never begin by asking directly for a commitment.
• B) The rep should ask a series of questions designed to discover the reason for hesitation.
• C) This method is especially effective with Japanese and Arab business prospects.
• D) The salesperson should avoid attempts to resolve issues concerning the prospect.
• E) After successfully dealing with the prospect's concerns,the sales rep should avoid a follow-up and let the prospect think over what has just been said.

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Definitions:

Tactical Impression Management

The strategic practice of controlling or influencing how one is perceived by others, often to achieve personal or professional goals.

Ingratiation

A psychological technique aimed at making oneself more likable to others, typically through flattery or other forms of manipulation.

Socially Aware

Having an understanding and sensitivity towards societal, cultural, and community issues and dynamics.

Disclaimer

A verbal assertion intended to ward off any negative implications of impending actions by defining these actions as irrelevant to one’s established social identity. By using disclaimers, a person suggests that although the impending acts may ordinarily imply a negative identity, his or hers is an extraordinary case.