Naren Knows That He Needs to Ask a Series of Questions

question 99

Multiple Choice

Naren knows that he needs to ask a series of questions early in his sales presentation,but he also knows that he

• A) should take control of the conversation.
• B) should only ask questions if he already knows the answers.
• C) needs to first determine whether the customer is an order getter or order taker.
• D) needs to listen carefully to the answers.
• E) should follow a strict structure with his questions.

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Definitions:

Self-Esteem

A person's personal assessment of their own significance or merit.

Working Self-Concept

Refers to the aspect of an individual’s self-concept that is presently active in thought and influences behaviors and attitudes in specific situations.

Self-Schema

A cognitive representation of oneself that organizes and guides the processing of self-related information.

Self-Compassion

refers to the practice of being kind and understanding toward oneself in instances of pain or failure, rather than being harshly self-critical.