The "Me-Centered" Maneuver Which Causes a Shift in Focus During

question 35

Multiple Choice

The "me-centered" maneuver which causes a shift in focus during difficult conversations is the result of:

• A)rapport-building questions.
• B)probing questions.
• C)defensive comments.
• D)me-too statements.
• E)solution-oriented questions.

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Definitions:

Sales Communication

The process of exchanging information and messages between a seller and potential or existing customers to facilitate the selling process.

Potential Buyers

Individuals or organizations that are considered likely or prospective customers for a product or service.

Advertising

Advertising is a promotional activity or strategy intended to attract public attention to products, services, or brands through various media channels.

Personal Selling

Personal selling is a direct marketing approach where salespersons use face-to-face interactions to convince potential buyers to make a purchase.