List and describe the four most common types of questions used in the field of personal selling

What will be an ideal response?

1. Survey questions—gather certain basic facts about the buyer's existing situation and problem. General survey questions help the salesperson discover facts about the buyer's existing situation, and are often the first step in the partnership-building process. Specific survey questions are designed to give prospects a chance to describe in more detail a problem, issue, or dissatisfaction from their point of view.
2. Probing questions—are designed to uncover and clarify the prospect's buying problem and the circumstances surrounding the problem.
3. Confirmation questions—are used throughout the sales process to verify the accuracy and assure a mutual understanding of information exchanged by the salesperson and the buyer.
4. Need-Satisfaction questions—are designed to move the sales process toward commitment and action.