Asked by Isaiah Tijero on May 05, 2024
Verified
During sales presentations, Tyrone, a computer salesperson, asks prospects various questions about previous experiences with other computers and their opinions about the quality and price of the computers he sells. Tyrone uses ________, a good tool of the successful salesperson.
A) targeting
B) empathy
C) selective questioning
D) probing
E) problem solving
Selective Questioning
A technique of asking questions that are strategically chosen to guide a conversation or elicit specific information.
Successful Salesperson
A sales professional who consistently meets or exceeds sales targets through effective selling practices and customer relations.
Probing
The act of gathering information and uncovering customer needs using one or more questions.
- Apply empathy and probing as tools for understanding and responding to buyer needs.
Verified Answer
MA
Málfríður Anna EiríksdóttirMay 09, 2024
Final Answer :
D
Explanation :
Probing is the correct answer because it involves asking questions to gain a deeper understanding of the customer's needs, experiences, and opinions, which is exactly what Tyrone is doing during his sales presentations.
Learning Objectives
- Apply empathy and probing as tools for understanding and responding to buyer needs.
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