ICEV Final Exam | 315 Questions with 100% Correct Answers | Verified | Latest Update 2024
Which of the following is an example of personal selling? - ✔✔Door-to-door sales
Which of the following is NOT a goal of sales? - ✔✔Increase employee morale
Which of the following is NOT a current trend in sales? - ✔✔Increasing telemarketing efforts
What percentage of total sales does online sales account for each year? - ✔✔33 percent
Which of the following is true of business-to-business sales? - ✔✔It typically requires an appointment
Which of the following is NOT a rationale buying motive? - ✔✔Prestige
What is the recommended way for salespeople to come to understand the product they are selling? - ✔✔Read printed materials and receive formal training
Routine decision-making is used in which of the following situations? - ✔✔When familiarity with the product is high
What are examples of product typically purchased using limited decision-making? - ✔✔Technology and household appliances
Which of the following is NOT a suggested source of sales leads? - ✔✔Social Events
When is it alright to perform the selling process out of order? - ✔✔When the customer dictates it 1 / 3
What is the second step in the selling process? - ✔✔Determining customer needs
What is the final step of the selling process? - ✔✔Building relationships
The selling process is unique based on what variables? - ✔✔Type of sale, product and customer
What should the selling process help a salesperson do? - ✔✔Fulfill the needs and wants of customers
What is a combination approach? - ✔✔One which involves elements of each other type of approach
Which of the following is a purpose of the approach? - ✔✔Beginning a conversation
What is a common approach mistake? - ✔✔Asking "May I help you?" too often
Which of the following is NOT a suggested type of approach? - ✔✔Decisive
Which of the following examples is considered a merchandise approach? - ✔✔"I noticed you looking at the tile. How much do you need?"
When observing, a salesperson should notice which of the following? - ✔✔The time a customer spends with the product
Determining the customer's needs should NOT involve what? - ✔✔Assumptions
Which of the following topics should be avoided when questioning a customer? - ✔✔Price and money
What is a close-ended question? - ✔✔One which requires a yes or no answer
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Which of the following is NOT an open-ended question? - ✔✔"Will this work for what you're needing?"
How many products should a salesperson show a customer at one time? - ✔✔No more than three
What is a customer benefit? - ✔✔Advantages and satisfaction a customer receives from a product
Which of the following is NOT a recommended sales aid? - ✔✔Competing products
What does involving the customer include? - ✔✔Conversation and giving the customer experience with the product
What is a product feature? - ✔✔Physical attributes of a product
Which of the following is an example of the superior-selling method of overcoming resistance? - ✔✔"The high price is due to the added capabilities you need which cheaper models don't have."
What is the third step in the process for handling customer resistance? - ✔✔Restate the specific objection
What is the boomerang method for overcoming resistance? - ✔✔Turning the objection into a selling point
What is a customer objection? - ✔✔A valid concern, hesitation, doubt or honest reason for not making a purchase
What of the following is NOT a common type of resistance? - ✔✔Society-related
Which of the following would NOT be considered a "buying signal"? - ✔✔Looking at watch
What is an ascending close? - ✔✔Asking questions which require "yes" for an answer
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