A salesperson wishing to uncover more detailed information should use which the following types of questions?
A) Evaluative
B) Multiple-choice
C) Probing
D) Tactical
E) None of the above

Question

Quizplus · Accepted Answer

Probing questions are designed to uncover more detailed information and to clarify any uncertainties. They allow a salesperson to get a better understanding of the customer's needs, desires, and concerns. Evaluative questions are used to gauge the customer's opinion or preference. Multiple-choice questions limit the customer's response options. Tactical questions are designed to steer the conversation towards a desired goal. None of these types of questions are as effective as probing questions for uncovering detailed information.

A Salesperson Wishing to Uncover More Detailed Information Should Use