According to the textbook, which of the following criteria should a salesperson use to categorize questions by when seeking to improve his or her questioning skills?
A) by the results they are designed to accomplish
B) by the level of persuasion they require to attract the sale
C) by the amount of potential sales gain
D) by degree of closure

Question

Quizplus · Accepted Answer

The textbook recommends categorizing questions based on the results they are designed to accomplish, such as fact-finding, probing, or confirmation questions. This approach allows the salesperson to better structure the conversation and elicit the information they need from the prospect. The other options (B, C, and D) are not mentioned as criteria for categorizing questions in the textbook.

According to the Textbook, Which of the Following Criteria Should