Probing Questions Are Intended to Assess the Buyer's Attitude About

question 38

True/False

Probing questions are intended to assess the buyer's attitude about a sales presentation.

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Definitions:

Self-awareness Theory

A psychological theory suggesting that when individuals focus their attention on themselves, they evaluate and compare their behavior to their internal standards and values.

Relevant Standards

Criteria or benchmarks that are applied to evaluate the appropriateness, significance, or quality of something.

Attention

The process of selectively focusing on specific information in the environment, while ignoring other information.

Misattribution of Arousal

A psychological phenomenon where a person mistakenly attributes their emotional or physiological state to the wrong source or cause.