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| 1. Why are second pair sales so important? |
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A.
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The market is relatively flat in sales |
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B.
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Up to 80% of potential sales walks out the door |
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C.
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Patients are better satisfied with their eyewear |
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D.
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All of the above |
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| 2. What percentage of eyewear consumers purchase more than one pair of glasses at a time? |
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A.
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90 percent |
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B.
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80 percent |
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C.
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20 percent |
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D.
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10 percent |
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| 3. What percentage of all eye exams do private practitioners do? |
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A.
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93 percent |
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B.
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25 percent |
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C.
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43 percent |
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D.
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67 percent |
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| 4. What is the capture rate at the independent? |
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A.
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98 percent |
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B.
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43 percent |
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C.
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65 percent |
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D.
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25 percent |
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| 5. Which of the following methods would be the best approach to a second pair sale? |
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A.
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Wait for the patient to ask for a second pair. |
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B.
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Speak of a second pair only after the primary pair has been sold. |
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C.
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Only bring it up if their insurance will cover it. |
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D.
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Begin the dispensing process with a second pair recommendation. |
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| 6. Once in the dispensary the optician must begin by recommending second pairs and sunwear to |
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A.
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Everyone with insurance |
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B.
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All presbyopes |
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C.
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Everyone |
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D.
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Patients with strabismus |
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| 7. The method of patient education with the most impact is |
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A.
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Verbal explanations of technology |
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B.
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Demonstrations |
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C.
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Schematic drawings |
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D.
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Mathematical formulas |
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| 8. In order to sell second pairs planning and teamwork on the part of the ___________ is imperative. |
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A.
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Patient and their spouse |
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B.
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Insurance Company and the patient |
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C.
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Reception, doctor and dispenser |
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D.
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Dispenser and their licensing board |
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| 9. The best way to think about increasing second pair sales is to |
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A.
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Improve the capture rate |
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B.
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Maximize every sale for every patient |
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C.
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Focus on multiple pair opportunities |
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D.
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All of the above |
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| 10. Recommending second pair options is a most effective strategy when the recommendation comes from the : |
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A.
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Insurance plan |
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B.
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Lab |
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C.
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Doctor |
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D.
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Television ads |
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| 11. The best place to get educated about second pair options is |
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A.
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At regular staff meetings |
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B.
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By lab and manufacturer representatives |
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C.
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From colleagues |
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D.
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All of the above |
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| 12. When does presenting the idea of a second pair take place? |
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A.
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With the first contact with the patient |
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B.
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When the patient meets the doctor |
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C.
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During the transfer to the optician |
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D.
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After the sale of the first pair of glasses has been completed |
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| 13. When patients make an appointment, asking them to bring their prescription sunglasses to the appointment |
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A.
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Plants the seed that other pairs of glasses are available |
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B.
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Confirms that prescription sunwear is possible in their prescription |
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C.
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Opens a door to educate the patient about eye health |
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D.
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All of the above |
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| 14. All of the following are ways to educate patients about multiple pairs except |
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A.
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Lifestyle questionnaires |
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B.
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Pupillometers |
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C.
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Frames glazed with sun lenses |
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D.
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Lens menus |
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| 15. Why should doctors meet briefly with optician and patient after the eye exam? |
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A.
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It transfers the authority of the vision solution to the optician |
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B.
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The recommendations can be briefly discussed |
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C.
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It elevates the optician from sales person to professional caring for the patients' vision needs |
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D.
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All of the above |
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| 16. When beginning the process to describe lens options |
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A.
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Always choose the frame first |
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B.
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Stick closely to only what their insurance covers |
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C.
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Start with the best products first |
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D.
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Only describe what fits their budget |
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| 17. In the purchasing process, what percent of the buying decision is based on relationship, trust and interaction? |
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A.
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10% |
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B.
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30% |
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C.
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70% |
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D.
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90% |
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| 18. One of the easiest ways to describe the benefits of a product is to |
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A.
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Use demonstrators |
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B.
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Have a set of professional samples |
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C.
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Use a Lens Center |
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D.
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All of the above |
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| 19. All of the following are advantages of polarized lenses except |
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A.
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Improved comfort in sunlight |
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B.
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Increased safety |
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C.
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Better contrast |
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D.
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Reduced acuity |
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| 20. Computer lenses are better for the patient that spends more than 2 hours a day at the computer because |
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A.
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There are wider and clearer areas of near and mid-range vision |
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B.
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Patients have reduced neck and backaches |
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C.
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Posture is more normal |
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D.
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All of the above |
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