Which of the following types of questions is used to uncover prospects' perceptions and feelings regarding existing and desired circumstances and potential solutions?
A) Evaluative questions
B) Reactive questions
C) Probing questions
D) Tactical questions
E) Dichotomous questions
Question 2
Which of the following statements concerning trade shows is(are) accurate?
A) The cost of reaching a prospect at a trade show less than the cost of making a personal sales call.
B) Over 83 percent of all trade show visitors have some buying authority.
C) The average company participates in 45 trade shows per year.
D) All of the answer choices.
E) Both the cost of reaching a prospect at a trade show less than the cost of making a personal sales call and over 83 percent of all trade show visitors have some buying authority.
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