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 involves choosing from alternatives, which type of questions will be used?
A) interpretive questions designed to be evaluative in nature
B) open-end questions designed to be tactical in nature
C) dichotomous or multiple-choice questions designed to be probing in nature
D) closed-end questions designed to be reactive in nature

Question

Quizplus · Accepted Answer

Dichotomous or multiple-choice questions are designed to be probing in nature and allow the salesperson to explore and dig for details while still providing specific alternatives to choose from. This makes them effective in achieving the salesperson's strategic objective of obtaining detailed information. Closed-end questions may be too limiting and reactive, while interpretive questions may focus too much on evaluation and not enough on gathering information. Open-end questions may not provide enough structure to elicit the desired level of detail.

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