When combining the two categories of questions, if a salesperson's strategic objective is to change topics or redirect the buyer's attention, and the amount and specificity of information desired is confirmation and agreement, 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) dichotomous or multiple-choice questions designed to be evaluative in nature
D) interpretive questions designed to be probing in nature

Question

Quizplus · Accepted Answer

Closed-ended questions are designed to be tactical and limit the amount of information given by the buyer. This type of question would be effective in redirecting the buyer's attention while still confirming and seeking agreement on the current topic. Open-ended questions are designed to be probing and encourage a more detailed and expansive response from the buyer, which may not be helpful in changing topics or redirecting attention. Dichotomous or multiple-choice questions may be evaluative, but they may not be effective in steering the conversation in a specific direction. Interpretive questions may be probing, but they are not necessarily designed to redirect the buyer's attention.

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