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:

Self-Serving Bias

The common tendency to attribute one's successes to personal characteristics and failures to external factors.

Rose-Colored Glasses

An idiom describing an overly optimistic and unrealistic perspective on situations, where negative aspects are overlooked or dismissed.

Self-Serving Bias

A common cognitive bias where individuals attribute success to their own efforts and abilities but blame failures on external factors.

Fear of Failure

The overwhelming concern or anxiety about failing to achieve success or meet standards, which can inhibit performance and achievement.