ICEV Final Exam Questions With Complete Solutions (Verified And Updated)

ICEV Final Exam Questions With Complete Solutions (Verified And Updated) Which of the following is an example of personal selling? - answerDoor-to-door sales Which of the following is NOT a goal of sales? - answerIncrease employee morale Which of the following is NOT a current trend in sales? - answerIncreasing telemarketing efforts What percentage of total sales does online sales account for each year? - answer33 percent Which of the following is true of business-to-business sales? - answerIt typically requires an appointment Which of the following is NOT a rationale buying motive? - answerPrestige What is the recommended way for salespeople to come to understand the product they are selling? - answerRead printed materials and receive formal training Routine decision-making is used in which of the following situations? - answerWhen familiarity with the product is high What are examples of product typically purchased using limited decision-making? - answerTechnology and household appliances Which of the following is NOT a suggested source of sales leads? - answerSocial Events When is it alright to perform the selling process out of order? - answerWhen the customer dictates it What is the second step in the selling process? - answerDetermining customer needs What is the final step of the selling process? - answerBuilding relationships The selling process is unique based on what variables? - answerType of sale, product and customer What should the selling process help a salesperson do? - answerFulfill the needs and wants of customers What is a combination approach? - answerOne which involves elements of each other type of approach Which of the following is a purpose of the approach? - answerBeginning a conversation What is a common approach mistake? - answerAsking "May I help you?" too often Which of the following is NOT a suggested type of approach? - answerDecisive Which of the following examples is considered a merchandise approach? - answer"I noticed you looking at the tile. How much do you need?" When observing, a salesperson should notice which of the following? - answerThe time a customer spends with the product Determining the customer's needs should NOT involve what? - answerAssumptions Which of the following topics should be avoided when questioning a customer? - answerPrice and money What is a close-ended question? - answerOne which requires a yes or no answer Which of the following is NOT an open-ended question? - answer"Will this work for what you're needing?" How many products should a salesperson show a customer at one time? - answerNo more than three What is a customer benefit? - answerAdvantages and satisfaction a customer receives from a product Which of the following is NOT a recommended sales aid? - answerCompeting products What does involving the customer include? - answerConversation and giving the customer experience with the product What is a product feature? - answerPhysical attributes of a product Which of the following is an example of the superior-selling method of overcoming resistance? - answer"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? - answerRestate the specific objection What is the boomerang method for overcoming resistance? - answerTurning the objection into a selling point What is a customer objection? - answerA valid concern, hesitation, doubt or honest reason for not making a purchase