Which of the Following Would Most Likely Benefit a Salesperson

question 74

Multiple Choice

Which of the following would most likely benefit a salesperson?

• A) Empathize with the prospect and ask personal questions.
• B) Use only questions for which you can anticipate the answer.
• C) Use more open ended questions and less close ended questions.
• D) Ask a redirecting question when your prospect waits to respond.
• E) Do not repeat or summarize what the prospect has just said.

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Definitions:

Self-concept Discrepancies

A psychological state resulting from differences between one’s self-image and one's ideal self or the expectations of others.

Ideal Self

An individual's conception of themselves in terms of how they ideally wish to be.

Actual Self

The representation of the attributes someone or others believe the person actually possesses.

'Voice' Behaviour

Expressive and assertive communication of ideas, opinions, and feelings intended to improve conditions.