Which of the Following Statements About the Probing Method of Obtaining

question 42

Multiple Choice

Which of the following statements about the probing method of obtaining commitment is true?

• A)The salesperson should never begin by asking directly for a commitment
• B)The rep asks a series of questions designed to discover the reason for hesitation
• C)The method is especially effective with Japanese and Arab businesspeople
• D)This method attempts to bring all tangible issues into the open
• E)After successfully dealing with the prospect's concerns, the sales rep should remain quiet and let the prospect think over what has just been said

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Definitions:

Hertz

A unit of frequency equal to one cycle per second, used to measure wave frequencies, such as sound waves or electromagnetic waves.

Oligopoly

A market structure characterized by a small number of firms controlling a large portion of the market share, which gives them considerable power to set prices and influence market conditions.

Cartel

An association of manufacturers or suppliers with the purpose of maintaining prices at a high level and restricting competition.

Collusion

An agreement between rival firms to cooperate in a way that increases their profits, often by fixing prices or limiting production.