Probing for the Sale

, Explores various questioning methods a salesperson can use to gather the information necessary to tailor his or her sales presentation to the needs of the customer. Dramatizes a situation in which Art asks his friend Claire about her selling style and customer contacts. Observes Art, after many interruptions, showing Claire a miniature computerized telephone with a message screen that has just been introduced. Concludes as Claire, realizing that Art has been probing for the sale all along, announces it is just what she needs., This light-hearted dramatization finds Art, an old friend, asking Claire, a successful salesperson, about her selling style and customer contacts. After many questions, which are constantly interrupted by Claire's need to call into her office, Art shows her a miniature computerized telephone with a message screen that has just been put on the market. Wide-eyed, Claire announces that it's just what she needs...and sheepishly realizes that Art had been probing for the sale during their whole conversation.NOTE: Two (or more) records have been merged together to create this data.