Professor Donoho at Northern Arizona University teaches a method called the _____ that is used to encourage buyers to elaborate or explain more fully what their concerns are.
A) best alternative to a negotiated agreement (BATNA)
B) benefit summary method
C) center-of-influence method
D) friendly silent questioning stare (FSQS)
E) good guy-bad guy routine

Question

Quizplus · Accepted Answer

The method described is the Friendly Silent Questioning Stare (FSQS) used to encourage buyers to elaborate or explain their concerns.

Professor Donoho at Northern Arizona University Teaches a Method Called