Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 13

Discuss each of the four types of questions. In each of the following instances, determine if a direct, nondirective, rephrasing, or redirect question is being used.
a. "Now let's see if I have this right; you are looking for a high-quality product and price is no object "
b. "What type of clothes are you looking for "
c. "Are you interested in Model 101 or Model 921 "
d. "Well, I can appreciate your beliefs, but you would agree that price is not the only thing to consider when buying a copier, wouldn't you "
e. "When would you like to have your new Xerox 9000 installed "
f. "Are you saying that where you go for vacation is more important than the cost of getting there "
g. "You would agree that saving time is important to a busy executive like yourself, wouldn't you "