ICEV Final Exam Questions with 100% Correct Answers Latest Version 2024 Verified
1 view 0 purchase
Course
TOP VERIFIED
Institution
TOP VERIFIED
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 acc...
ICEV Final Exam Questions with 100%
Correct Answers | Latest Version 2024 |
Verified
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
,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
, 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
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller hussle. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $8.49. You're not tied to anything after your purchase.
