1. Based on the purpose of probing questions explained in your text, explain how Brenda should utilize probing types of questions in her initial sales dialogue with Waits and Autry at Energy Based Funds. Consider the types of information Brenda needs and develop several illustrative examples of probing questions Brenda might use.

2. Evaluative questions are also effective in sales conversations. Explain the purpose of evaluative questions and how Brenda might effectively utilize them in this initial sales call. Provide several illustrative examples of evaluative questions Brenda could use.

3. The ADAPT questioning system is a logic-based sequence of questions designed for effective fact-finding and gaining information about a buyers situation. Develop a series of ADAPT questions that Brenda might use in her sales call to develop the information she needs regarding Energy Based Funds, their operations, and needs for copiers.

4. What recommendations would you provide Brenda regarding nonverbal communication and how she might use it for more effective communication in this sales call?