Which of the following statements is true about the probing method of obtaining commitment?
A. After successfully dealing with the prospect's concerns, the sales rep should avoid a follow-up and let the prospect think over what has just been said.
B. This method is especially effective with Japanese and Arab business prospects.
C. The salesperson should never begin by asking directly for a commitment.
D. The salesperson should avoid attempts to resolve issues concerning the prospect.
E. The rep should ask a series of questions designed to discover the reason for hesitation.
Answer: E
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