When Combining the Two Categories of Questions, If a Salesperson's

question 58

Multiple Choice

When combining the two categories of questions, if a salesperson's strategic objective is to gain confirmation and discover attitudes/opinions, and the amount and specificity of information desired is confirmation and agreement, which type of questions will be used?

• A) dichotomous or multiple-choice questions designed to be probing in nature
• B) closed-end questions designed to be evaluative in nature
• C) open-end questions designed to be tactical in nature
• D) interpretive questions designed to be reactive in nature

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Definitions:

Amortized Cost Basis

An accounting method that gradually writes off the initial cost of an asset over a period, which reflects its consumption or use over time.

Credit Loss

Credit Loss is the loss incurred by a lender when a borrower fails to repay a loan, and the recoverable amount is less than the outstanding balance.

Effective Interest Rate

The real cost of borrowing, taking into account the effects of compounding interest.

Debt Security

A financial instrument representing a loan made by an investor to a borrower, typically corporate or governmental, where the borrower is obligated to pay back with interest.