In Completing a Sales Dialogue Template for a Scheduled Call

In completing a sales dialogue template for a scheduled call, Ali focused on writing a number of open-end questions that he would use in the first two stages of the ADAPT model. Which key to effective sales dialogue does this demonstrate?

A) planning and practising prior to the sales interaction
B) being interactive and engaging the customer to encourage feedback
C) focusing on creating and presenting value in an interesting and understandable way
D) supporting the customer value offered by objective claims