During the Sales Presentation, the Paper Salesperson Often Asked the Prospect

Multiple Choice

During the sales presentation, the paper salesperson often asked the prospect various questions about her previous experience with similar types of paper and what she thought about the weight and quality of the paper he was selling.What is the salesperson trying to do with these types of questions?

A) selective encoding
B) benefitizing
C) selective questioning
D) probing
E) problem solving