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

question 14

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 involves choosing from alternatives, which type of questions will be used?

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

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Definitions:

Arbitration

A method of dispute resolution involving a neutral third party who makes a binding decision.

Conciliation

A process where a third party assists in resolving disputes between two parties by encouraging them to reach a mutual agreement.

Union Push Explanation

An explanation that addresses the reasons behind a labor union's efforts to organize workers, negotiate better terms, or take collective action.

Grievance Representation

The process of handling complaints by employees against employers or managers, often involving a representative or union to advocate on the employee's behalf.