When using questions in the selling process, a salesperson should most likely:

A) use primarily direct questions.
B) be assertive, forceful, and positive.
C) be able to anticipate the answers.
D) concentrate on a product's advantages.
E) accept that most prospects expect discounts.

Selling Process

A systematic approach to selling that includes steps such as prospecting, assessing needs, presenting the product, overcoming objections, and closing the sale.

Direct Questions

Questions that aim for specific information, allowing for straightforward answers without ambiguity.