17) Probing questions attempt to: A) define the situation. B) close the sale. C) clarify the D) creas an i D) create the E) create an impression. prospect's buying problem and circumstances surrounding the problem prospect's needs and wants 18) Confirmation questions should be used: A) throughout a sales call. B) in the middle of a sales call. C) at the end of a sales call. D) hardly ever. E) at the beginning of a sales call. y used strategy to transition into reed discovery is: engage the customer in small-talk in order to get their interest. B) ask buyers to reveal their product knowledgoe C) state purpose of your sales call and ask permission to ask questions. D) explain the features and benefits of your product. E) none of the above the morale of your 20) "How has the high turnover in your company a employees?" This question best exemplifies which of the following types of ques A) Pleasure questions. B) Probing questions. C) Specific survey questions. D) Confirmation questions. E) General survey questions. ffected 21) A strategy for developing effective two-way communication between the b seller is to use: A) specific survey questions. B) solution questions. C) active listening D) general survey questions. E) proactive listening. 22) The missionary salespeople normally do A) team oriented B) multi-call sales C) reminder D) informative E) persuasive presentations