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