In seeking to develop better questioning skills, a salesperson may categorize questions by the strategic purpose or intent. Which of the following is another way to categorize questions for this purpose?
A) by the level of persuasion
B) by the amount of potential gain
C) by the degree of closure
D) by the amount of information and level of specificity desired

Question

Quizplus · Accepted Answer

Categorizing questions by the amount of information and level of specificity desired can help a salesperson to determine which questions will be most effective in gathering the necessary information to make a sale. Other ways of categorizing questions, such as by the level of persuasion or degree of closure, may be useful as well, but may not be as directly tied to the information-gathering process.

In Seeking to Develop Better Questioning Skills, a Salesperson May