Which of the following is true of open-end questions?
A) These questions limit the customer's response to one or two words and are used to confirm or clarify information gleaned from responses to previous questions.
B) These questions ask customers to choose from two or more options and are used in selling to discover customer preferences and move the purchase decision process forward.
C) These questions are designed to penetrate below generalized or superficial information to elicit precise details for use in needs discovery and solution identification.
D) These questions are designed to go beyond generalized fact finding and uncover prospects' perceptions and feelings regarding existing and desired circumstances and potential solutions.
E) These questions are designed to let customers respond freely and encourage the customer's thought processes.
Question 2
In evaluating the effectiveness of a business-to-business advertising program, the manager should center on:
A) changes in the target market's purchase rate.
B) changes in the target market's product awareness.
C) changes in the target market's product knowledge.
D) both changes in the target market's product awareness and changes in the target market's product knowledge.
E) none of the answer choices.
Oral cavity: (A) sagittal section; (B) anterior view as seen through the open mouth.
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