Reflective Probes

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MONASH Marketing DictionaryDownload this dictionary
Reflective Probes
neutral statements of the salesperson reaffirming or repeating a customer's comment in order to stimulate the customer to provide more information.

2004 (c) Copyright & Reprint Courtesy of the Dept. of Marketing, Faculty of Business and Economics, Monash University; edited by Mr. Don Bradmore.

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