Certified Travel Associate Practice

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What are open questions in a sales context?

Customer-focused selling
Features
Preferred suppliers
Broad-based questions that ask the interviewee to provide perspective, ideas, information, or opinions

The correct answer is: Broad-based questions that ask the interviewee to provide perspective, ideas, information, or opinions

Open questions in a sales context are designed to encourage a detailed response from the customer, allowing them to share their thoughts, preferences, and experiences. These types of questions typically require more than just a "yes" or "no" answer, fostering a dialogue that can reveal valuable insights about the customer's needs and motivations. This information is crucial for sales professionals to tailor their approach and provide solutions that align with the customer's desires. Broad-based questions prompt the interviewee to offer perspective, ideas, or information, making them an effective tool for understanding customer preferences and building rapport. By utilizing open questions, sales professionals can facilitate a more in-depth conversation that leads to discovering the customer's pain points and aspirations, ultimately enhancing the sales process.