Which of the Following Statements Is True About the Probing

Multiple Choice

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

A) The salesperson should never begin by asking directly for a commitment.
B) The rep should ask a series of questions designed to discover the reason for hesitation.
C) This method is especially effective with Japanese and Arab business prospects.
D) The salesperson should avoid all attempts to resolve the issues concerning the prospect.
E) After successfully dealing with the prospect's concerns, the sales rep should avoid a follow-up and let the prospect think over what has just been said.