A Salesperson Should Use Probes To

question 45

Multiple Choice

A salesperson should use probes to:

• A) obtain information from the prospect.
• B) control the motivation of the prospect.
• C) maintain one-way communication.
• D) limit prospect participation.
• E) create a buyer-seller chain of command.

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Definitions:

Competing Products

Goods or services offered by different businesses that seek to satisfy the same customer needs or market demands.

Internal Standard

A benchmark or criterion established within an organization to ensure consistency and quality in its operations or production.

Life-Cycle Costs

The total cost of owning, operating, maintaining, and disposing of a product or system over its life span.

Transactional Costs

Expenses incurred during trading, beyond the price of the goods, including search and information costs, bargaining costs, and enforcement costs.