Multiple Choice
Jackson realizes that probing questions attempt to:
A) define the situation.
B) close the sale.
C) clarify the prospect's buying problem and circumstances surrounding the problem.
D) create the prospect's needs and wants.
E) create an impression.
Correct Answer:
Verified
Correct Answer:
Verified
Q9: The objective of needs analysis stage is
Q10: Marizzio knows that in any selling situation
Q11: The question,"Do you use a word processor?"
Q12: " What particular aspect of the contemporary
Q13: Using confirmation questions after each key point
Q15: Unless the selling situation requires order-taking (i.e.customer's
Q16: A good rule of thumb is to
Q17: The next step after establishing rapport and
Q18: "What type of decorating style do you
Q19: After establishing rapport with the prospect and