When combining the two categories of questions, if a salesperson's strategic objective is to explore and dig for details, and the amount and specificity of information desired is discussion and interpretation, which type of questions will be used?
A) open-end questions designed to be probing in nature
B) interpretive questions designed to be evaluative in nature
C) dichotomous or multiple-choice questions designed to be tactical in nature
D) closed-end questions designed to be reactive in nature

Question

Quizplus · Accepted Answer

Open-end questions are designed to be probing in nature, allowing the salesperson to explore and dig for details. Combining this with the desire for discussion and interpretation means that the salesperson needs to ask questions that not only gather information but also allow for deeper analysis and evaluation. Closed-end questions, such as dichotomous or multiple-choice questions, would not provide the necessary level of detail or exploration. Interpretive questions may be helpful in evaluating information, but they may not provide enough depth for exploration. Therefore, open-end questions are the best choice in this scenario.

When Combining the Two Categories of Questions, If a Salesperson's