Which of the following is an example of some of the benefits of using probing techniques by sales professionals?
A) obtaining information from the prospect
B) controlling the motivation of the prospect
C) maintaining one-way communication
D) limiting prospect participation
E) creating a buyer-seller chain of command

Question

Quizplus · Accepted Answer

Probing techniques are used by sales professionals to obtain information from the prospect. This helps in understanding the prospect's needs, motivations, and preferences better, which can be used to tailor the sales pitch and increase the chances of a successful sale. Controlling the motivation of the prospect, maintaining one-way communication, limiting prospect participation, and creating a buyer-seller chain of command are not the benefits of using probing techniques, but rather represent a pushy sales approach that is likely to put off potential customers.

Which of the Following Is an Example of Some of the Benefits