【管理辞典】探讨性问题 / Probing Questions

「释义」

探讨性问题旨在鼓励对特定主题进行深入思考。通常是开放式问题，这意味着答案主要是主观的。探讨性问题旨在促进批判性思维，让被提问者探讨他们对特定主题的个人想法和感受。

「应用场景」

HPEFS的全球学习及发展事业部负责人朗达·包曼解释说：“用于销售训练的VR非常有帮助，因为能让我们的销售代表沉浸在逼真的情境里，了解顾客对不同的销售技巧，可能会有什么反应。举例来说，面对虚拟顾客，如果销售代表提出的探讨性问题不够多，那个虚拟顾客就不会再与销售代表交流，而开始回复手机上的电子邮件，就像真人会有的反应。”VR课程不仅提供HPEFS员工更好的训练，也让主管与人资团队更清楚看到自家销售代表目前的销售技能，以及成长的机会。

As Ronda Bowman, Global Learning & Development Leader for HPEFS, explained, “The VR for sales training was very helpful, as it enabled our reps to immerse themselves in a lifelike scenario and see how a customer might react to different sales techniques. For example, if a sales rep doesn’t ask enough probing questions of the customer avatar, the avatar will stop engaging with the sales rep and start answering emails on her phone — just like a human would. Managers can then review the practice conversations and work with individual employees to identify areas for improvement, instead of waiting to hear negative feedback from real unhappy customers.” The VR program not only provided HPEFS employees with improved training, but also offered managers and HR teams improved visibility into their sales reps’ current skills and opportunities for growth.

以上文字选自 How Companies Are Using VR to Develop Employees’ Soft Skills

珍妮·C·迈斯特(Jeanne C. Meister) | 文

马冰仑 丨编辑