Which of the Following Is True of Discovery Questions

question 78

Multiple Choice

Which of the following is true of discovery questions?

• A) They are preceded by activation questions.
• B) They consist of closed-end questions and are used in the fourth stage of the ADAPT questioning system.
• C) They are used to smooth the transition from needs discovery into the presentation and demonstration of a proposed solution's benefits.
• D) They focus at a micro level and probe for further details needed to fully clarify and understand a buyer's problems.
• E) They confirm a buyer's desire to seek a solution to his or her problem.

---

Definitions:

Just After World War II

A period following the end of World War II, marked by significant social, economic, and political changes worldwide, often dating from 1945 to the late 1940s.

Sharing Information

The exchange of data, knowledge, or insights between individuals, organizations, or systems to facilitate decisions or strategy development.

Retail Franchise Food Store

A food retail business that operates under a franchising agreement, allowing it to use the branding, business model, and supply chain of the franchisor.

Creating A Relational Orientation

The process of businesses focusing on building long-term relationships with customers rather than just completing single transactions, aiming to increase customer loyalty and retention.