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

question 71

Multiple Choice

When combining the two categories of questions, if a salesperson's strategic objective is to change topics or redirect the buyer's attention, and the amount and specificity of information desired is confirmation and agreement, which type of questions will be used?

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

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Definitions:

Primary Process Thinking

A mode of thought processing that is irrational, driven by the unconscious, and characterized by a focus on immediate gratification.

Atemporal

Lacking a temporal dimension; not bound by time.

Free Associations

A psychoanalytic process where the patient speaks freely to reveal unconscious thoughts and feelings.

Transferences

The process by which clients project onto their therapists feelings and attitudes they have toward significant others in their lives.