In Order to Collect Important Information Concerning the Needs of the Buyer

question 98

True/False

In order to collect important information concerning the needs of the buyer, the salesperson should utilize probing questions.

---

Definitions:

Personal Zone

A physical space surrounding an individual that is considered personal and where intrusion by others is unwelcome, typically extending approximately 1.5 to 4 feet from the body.

Intimate Zone

The intimate zone refers to the physical space immediately surrounding an individual, typically within about 18 inches, reserved for close family and loved ones.

External Communication

Meaningful exchange of information through messages transmitted between an organization and its major audiences.

Grapevine Communication

An informal method of spreading information through social networks within an organization, not based on formal channels.