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 attempts to resolve 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.

Question

Quizplus · Accepted Answer

The probing method involves asking a series of questions to understand the prospect's hesitation or concerns before attempting to get a commitment. This allows the salesperson to address any issues the prospect may have and increase the chances of them committing to the sale. The other options are not true - asking for a commitment directly can be effective in certain situations, the effectiveness of the probing method is not dependent on culture, the salesperson should attempt to resolve issues, and a follow-up is usually necessary to solidify the sale.

Which of the Following Statements Is True About the Probing