Which of the Following Statements About the Probing Method of Obtaining

question 92

Multiple Choice

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

• A)The salesperson should 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 Arabic businesspeople.
• D)This method attempts to bring all pertinent issues into the open.
• E)After successfully dealing with the prospect's concerns, the sales rep should seek commitment.

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Definitions:

Income Statement

A report showcasing a business's fiscal results during a particular accounting cycle, which includes information on income, costs, and profit.

Manufacturing Overhead

All indirect costs associated with manufacturing, such as utilities, maintenance, and factory management salaries, not directly tied to producing a specific product.

Opportunity Costs

The cost of foregoing the next best alternative when making a decision or choosing an option.

Activity Increases

A term indicating a rise in the level of business or production activities.