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 true?

A) The salesperson should never 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 Arab businesspeople
D) This method attempts to bring all tangible issues into the open
E) After successfully dealing with the prospect's concerns, the sales rep should remain quiet and let the prospect think over what has just been said