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:

Society's View

Represents the collective opinions, values, and attitudes of a community or population towards different issues or entities.

Opportunity

A favorable situation or condition that enables the achievement of a goal or the fulfillment of a need.

Business Ethics

The study and examination of moral and ethical principles in the business environment, focusing on the conduct of individuals and organizations.