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:

Social Skills Training

A behavioral therapy intervention aimed at improving interpersonal skills through teaching and practicing appropriate social behaviors.

Counterconditioning

A therapy technique used to change negative associations to positive ones, often used to treat phobias.

Anxiety Hierarchy

A list or scale of situations arranged by the level of anxiety they provoke, used in therapeutic contexts, especially in systematic desensitization.

Systematic Desensitization

A behavioral therapy technique used to gradually reduce anxiety and phobias through controlled exposure to the feared object or situation combined with relaxation exercises.