ICEV Final Exam questions with complete solution graded A+ 2023 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 1 / 3
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 2 / 3
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 What is the boomerang method for overcoming resistance? - correct answer Turning the objection into a selling point What is a customer objection? - correct answer A valid concern, hesitation, doubt or honest reason for not making a purchase What of the following is NOT a common type of resistance? - correct answer Society-related
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