When combining the two categories of questions, if a salesperson's strategic objective is to gain confirmation and discover attitudes/opinions, and the amount and specificity of information desired is confirmation and agreement, which type of questions will be used?
A) dichotomous or multiple-choice questions designed to be probing in nature
B) closed-end questions designed to be evaluative in nature
C) open-end questions designed to be tactical in nature
D) interpretive questions designed to be reactive in nature

Question

Quizplus · Accepted Answer

Closed-end questions are better suited for gaining confirmation and discovering attitudes/opinions as they offer limited choices for the respondent to select from, making the response more specific and evaluative in nature. This would provide the salesperson with the desired amount and specificity of information without being too overwhelming for the respondent. Dichotomous or multiple-choice questions designed to be probing in nature, open-end questions designed to be tactical in nature, and interpretive questions designed to be reactive in nature may not provide the same level of confirmation and agreement.

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