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

Question

Quizplus · Accepted Answer

Dichotomous or multiple-choice questions are designed to be tactical in nature, allowing the salesperson to choose specific alternatives to redirect the buyer's attention and change the topic of discussion. Closed-end questions may not provide enough flexibility in this situation, and open-end questions may be too evaluative and not specific enough. Interpretive questions may not be effective in redirecting the conversation.

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