In Seeking to Develop Better Questioning Skills, a Salesperson May

question 74

Multiple Choice

In seeking to develop better questioning skills, a salesperson may categorize questions by the strategic purpose or intent. Which of the following is another way to categorize questions for this purpose?

• A) by the level of persuasion
• B) by the amount of potential gain
• C) by the degree of closure
• D) by the amount of information and level of specificity desired

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Definitions:

Labor

The human effort, both physical and mental, employed in the production of goods and services.

Value of Marginal Product

The increment in revenue a firm realizes from employing one additional unit of input, holding all other factors constant.

Output

The quantity of goods or services produced by a company, sector, or economy.

Diminishing Marginal Product

A principle stating that as additional units of a variable input are added to a fixed input, the marginal product of the variable input eventually decreases.