When combining the two categories of questions, if a salesperson's strategic objective is to follow up previously elicited statements, and the amount and specificity of information desired is discussion and interpretation, which type of questions will be used?
A) integrative questions designed to be probing in nature
B) dichotomous or multiple-choice questions designed to be evaluative in nature
C) closed-end questions designed to be tactical in nature
D) open-end questions designed to be reactive in nature

Question

Quizplus · Accepted Answer

Open-end questions are designed to elicit discussion and interpretation, and they allow the respondent to answer in detail, making them reactive in nature. Integrative questions are more probing and usually used earlier in the conversation to gather broad information. Dichotomous or multiple-choice questions are evaluative and limit the respondent's answers to predetermined options. Closed-end questions are tactical in nature and are used to verify specific information. Therefore, open-end questions would be the best choice for following up on previously elicited statements and eliciting discussion and interpretation.

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