During the sales presentation,the paper salesperson often asked the prospect various questions about her previous experience with similar types of paper and what she thought about the weight and quality of the paper he was selling.What is the salesperson trying to do with these type of questions?
A) selective encoding
B) benefitizing
C) selective questioning
D) probing
E) problem solving

Question

Quizplus · Accepted Answer

The salesperson is using probing questions to gather information about the prospect's experience and opinions related to paper, in order to better understand their needs and tailor the sales pitch accordingly.

During the Sales Presentation,the Paper Salesperson Often Asked the Prospect