Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. The company's leading salesperson, Peter Austin, is preparing the approach he will use during his first sales call with the CEO of Diamonite, a company that specializes in designing, manufacturing, and installing aircraft interiors for executives and heads of state.To use questions effectively in his approach, Austin needs to:
A. create reciprocity.
B. steer clear of any preconceived answers.
C. agree to everything the prospect says.
D. remove all distractions from the immediate environment.
E. anticipate the answers of the questions.
Answer: E
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