Which of the Following Statements About the Probing Method of Obtaining

Multiple Choice

Which of the following statements about the probing method of obtaining commitment is FALSE?

A) The salesperson should begin by asking directly for a commitment.
B) The rep asks a series of questions designed to discover the reason for hesitation.
C) The method is especially effective with Japanese and Arabic businesspeople.
D) This method attempts to bring all pertinent issues into the open.
E) After successfully dealing with the prospect's concerns, the sales rep should seek commitment.