ICEV THE SELLING PROCESS STUDY
GUIDE WITH QUESTIONS AND 100%
CORRECT ANSWERS { GRADED A+}
Personal selling is set apart from other forms of promotion by which of the
following? -✔✔ Two-way communication between a customer and salesperson
occurs
NOT a form of personal selling -✔✔ Advertising
What is a product's most basic feature -✔✔ The product's use
Product benefits are accurately defined by -✔✔ Advantages customers receive
from buying the product
Which type of motives influence most buying decisions? -✔✔ A combination of
rational and emotional motives
This style of decision making includes little or no prior
, research and thinking -✔✔ Routine decision making
Items perceived as having a high degree of risk would typically be purchased
using which style of decision making? -✔✔ Extensive decision making
Extensive decision making -✔✔ Products which a consumer has bought before,
but not on a regular
basis
An example of an item which would typically be
purchased using limited decision making? -✔✔ A vacation
Which style of decision making will consumers who develop brand loyalty use? -
✔✔ Routine decision making
It is easy for a customer to lose "faith" in a salesperson when which of the
following is apparent? -✔✔ The salesperson does not fully understand the product
NOT a suggested source of product information? -✔✔ Advertisements
Trade publications can help salespeople in which of the following ways? -✔✔
They are used to study industry trends and keep up-to-date
GUIDE WITH QUESTIONS AND 100%
CORRECT ANSWERS { GRADED A+}
Personal selling is set apart from other forms of promotion by which of the
following? -✔✔ Two-way communication between a customer and salesperson
occurs
NOT a form of personal selling -✔✔ Advertising
What is a product's most basic feature -✔✔ The product's use
Product benefits are accurately defined by -✔✔ Advantages customers receive
from buying the product
Which type of motives influence most buying decisions? -✔✔ A combination of
rational and emotional motives
This style of decision making includes little or no prior
, research and thinking -✔✔ Routine decision making
Items perceived as having a high degree of risk would typically be purchased
using which style of decision making? -✔✔ Extensive decision making
Extensive decision making -✔✔ Products which a consumer has bought before,
but not on a regular
basis
An example of an item which would typically be
purchased using limited decision making? -✔✔ A vacation
Which style of decision making will consumers who develop brand loyalty use? -
✔✔ Routine decision making
It is easy for a customer to lose "faith" in a salesperson when which of the
following is apparent? -✔✔ The salesperson does not fully understand the product
NOT a suggested source of product information? -✔✔ Advertisements
Trade publications can help salespeople in which of the following ways? -✔✔
They are used to study industry trends and keep up-to-date
