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

Question

Quizplus · Accepted Answer

Dichotomous or multiple-choice questions are evaluative in nature and allow the salesperson to gain confirmation and discover attitudes/opinions while also choosing from alternatives. This type of question is effective when a specific amount and specificity of information is desired. Closed-end questions may limit the answer options and not provide enough information, while open-end questions may not provide enough focus and direction for the conversation. Integrative questions are designed to connect various ideas and concepts and may not be as useful in gaining confirmation and discovering attitudes/opinions.

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