What Type of Question Should a Salesperson Use When Wishing

question 34

Multiple Choice

What type of question should a salesperson use when wishing to uncover a prospect's perceptions and feelings regarding a proposed solution?

• A) evaluative
• B) reactive
• C) probing
• D) tactical

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Definitions:

Disparate Impact

A theory in employment law where practices may be considered discriminatory if they have a disproportionate adverse effect on members of a minority group, even if unintentional.

Civil Rights Act

A landmark piece of legislation in the United States that outlaws discrimination based on race, color, religion, sex, or national origin.

Business Necessity

A justification for implementing certain policies or actions as essential for the operation of a business.

Plaintiff

The party who initiates a lawsuit seeking legal remedy for an alleged wrong.