Which of the following statements about the probing method of obtaining commitment is FALSE?
A)The salesperson should begin by asking directly for a commitment.
B)The rep asks a series of questions designed to discover the reason for hesitation.
C)The method is especially effective with Japanese and Arabic businesspeople.
D)This method attempts to bring all pertinent issues into the open.
E)After successfully dealing with the prospect's concerns, the sales rep should seek commitment.

Question

Quizplus · Accepted Answer

The statement that the probing method is especially effective with Japanese and Arabic businesspeople is false. The effectiveness of the method is not dependent on cultural factors but rather on the ability of the salesperson to skillfully uncover and address the prospect's concerns.

Which of the Following Statements About the Probing Method of Obtaining