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.

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Definitions:

Narrow

Limited in breadth, scope, or extent; often referring to a specific or specialized focus in various contexts.

Centralized

This term refers to a system where decision-making authority is concentrated at a single point or in a single group within the organization.

Traditional Principles

Basic tenets or rules that have been established over time, guiding actions and beliefs in various contexts.

Promotional Programs

Marketing strategies designed to inform, persuade, or remind target audiences about a product or service to increase awareness or sales.