Which of the Following Statements About the Probing Method of Obtaining

question 92

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 Arabic businesspeople.
• 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.

---

Definitions:

Firmly Crystallized

A condition or a state that has become solidified and unchangeable over time.

Middle Age

a period in human adulthood typically ranging from the early 40s to the mid-60s, characterized by increased self-awareness, stability, and facing of mortality.

Adolescence

The transitional stage of development between childhood and adulthood, marked by physical, psychological, and social changes.

Psychoanalyzed

Subjected to psychoanalysis, a technique used in psychotherapy to explore unconscious motivations and conflicts influencing behavior.