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:

Structuralism

A theory in psychology and sociology focusing on the components of mental processes, societies, and other phenomena.

Psychiatry

A branch of medicine dealing with psychological disorders; practiced by physicians who sometimes provide medical (for example, drug) treatments as well as psychological therapy.

Cognitive Neuroscience

The study of the neural mechanisms underlying cognition, focusing on the neural connections involved in mental processes.

Introspection

The examination and analysis of one's own thoughts, feelings, and sensations; a method used in psychology and philosophy.