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ICEV Final Exam Practice Questions and Answers Which of the following is an example of personal selling? - ANSWER-Door-to-door sales Which of the following is NOT a goal of sales? - ANSWER-Increase employee morale Which of the following is NOT a current trend in sales? - ANSWER-Increasing telem...

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  • November 4, 2024
  • 27
  • 2024/2025
  • Exam (elaborations)
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Copyright © KAYLIN 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED FIRST PUBLISH NOVEMBER, 2024




ICEV Final Exam Practice Questions and

Answers


Which of the following is an example of personal selling? - ANSWER✔✔-Door-to-door sales


Which of the following is NOT a goal of sales? - ANSWER✔✔-Increase employee morale


Which of the following is NOT a current trend in sales? - ANSWER✔✔-Increasing telemarketing efforts


What percentage of total sales does online sales account for each year? - ANSWER✔✔-33 percent


Which of the following is true of business-to-business sales? - ANSWER✔✔-It typically requires an

appointment


Which of the following is NOT a rationale buying motive? - ANSWER✔✔-Prestige


What is the recommended way for salespeople to come to understand the product they are selling? -

ANSWER✔✔-Read printed materials and receive formal training


Routine decision-making is used in which of the following situations? - ANSWER✔✔-When familiarity

with the product is high


What are examples of product typically purchased using limited decision-making? - ANSWER✔✔-

Technology and household appliances


Which of the following is NOT a suggested source of sales leads? - ANSWER✔✔-Social Events




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,Copyright © KAYLIN 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED FIRST PUBLISH NOVEMBER, 2024


When is it alright to perform the selling process out of order? - ANSWER✔✔-When the customer

dictates it


What is the second step in the selling process? - ANSWER✔✔-Determining customer needs


What is the final step of the selling process? - ANSWER✔✔-Building relationships


The selling process is unique based on what variables? - ANSWER✔✔-Type of sale, product and

customer


What should the selling process help a salesperson do? - ANSWER✔✔-Fulfill the needs and wants of

customers


What is a combination approach? - ANSWER✔✔-One which involves elements of each other type of

approach


Which of the following is a purpose of the approach? - ANSWER✔✔-Beginning a conversation


What is a common approach mistake? - ANSWER✔✔-Asking "May I help you?" too often


Which of the following is NOT a suggested type of approach? - ANSWER✔✔-Decisive


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? - ANSWER✔✔-The time a

customer spends with the product


Determining the customer's needs should NOT involve what? - ANSWER✔✔-Assumptions




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, Copyright © KAYLIN 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED FIRST PUBLISH NOVEMBER, 2024


Which of the following topics should be avoided when questioning a customer? - ANSWER✔✔-Price and

money


What is a close-ended question? - ANSWER✔✔-One 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? - ANSWER✔✔-No more than

three


What is a customer benefit? - ANSWER✔✔-Advantages and satisfaction a customer receives from a

product


Which of the following is NOT a recommended sales aid? - ANSWER✔✔-Competing products


What does involving the customer include? - ANSWER✔✔-Conversation and giving the customer

experience with the product


What is a product feature? - ANSWER✔✔-Physical 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? - ANSWER✔✔-Restate the

specific objection


What is the boomerang method for overcoming resistance? - ANSWER✔✔-Turning the objection into a

selling point


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