Which of the following is true of strategic questions?
A) They are used by salespeople to isolate themselves from the decision-making process of buyers.
B) They are designed to limit the responses of customers to one or two words.
C) They allow salespeople to use transaction-focused traditional selling rather than customer-focused relationship selling.
D) They make salespeople rely more on spontaneity while questioning prospective buyers.
E) They stimulate buyers and salespeople to think thoroughly and pragmatically about and consider all aspects of a given situation.

Question

Quizplus · Accepted Answer

Strategic questions are designed to engage both the buyer and the salesperson in a deep, meaningful conversation about the situation at hand. They encourage thorough and pragmatic thinking, allowing for a comprehensive exploration of the topic or problem, which is essential for understanding the buyer's needs and how best to meet them. This approach is contrary to isolating salespeople from decision-making, limiting responses, focusing solely on transactions, or relying on spontaneity without depth.

Which of the Following Is True of Strategic Questions