A salesperson should use probes to:A) obtain information from the prospect.B) control the motivation of the prospect.C) maintain one-way communication.D) limit prospect participation.E) create a buyer-seller chain of command.

Question

A salesperson should use probes to:A)  obtain information from the prospect.B)  control the motivation of the prospect.C)  maintain one-way communication.D)  limit prospect participation.E)  create a buyer-seller chain of command.

yingying Jiang · Accepted Answer

Final Answer : A, Explanation :  Probes are questions asked by the salesperson to obtain information from the prospect, to understand their needs, wants, and preferences. The purpose of using probes is to help the salesperson further tailor their offering to the customer's needs and to build rapport with the customer by showing interest in their needs. The other options are incorrect, as controlling the motivation or limiting prospect participation would be counterproductive to building rapport and trust, and maintaining one-way communication or creating a buyer-seller chain of command would not facilitate effective sales communication.

A salesperson should use probes to:

A) obtain information from the prospect.
B) control the motivation of the prospect.
C) maintain one-way communication.
D) limit prospect participation.
E) create a buyer-seller chain of command.

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Learning Objectives

Learning Objectives

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