CE Test Questions
I Object

Exam Questions
1. When do objections occur?

    A. At the beginning of the conversation
    B. Middle
    C. Only at the end
    D. At any time
2. Objections are:

    A. Ways for patients to receive more information
    B. Signs they are uncomfortable in the process
    C. Signals that they are completely comfortable in the process
    D. Indications that they will never be satisfied
3. The first law of sales is that people buy with______ and justify with ________.

    A. Logic, emotion
    B. Emotion, logic
    C. Feelings, money
    D. Money, feelings
4. Objections typically come in three categories

    A. A mismatch of patient needs to solutions
    B. Fear
    C. Lack of understanding
    D. All of the above
5. The first step in the sales process is

    A. Asking questions
    B. Telling them all you have to offer
    C. Setting the plan for the conversation
    D. Asking if everything is “ok”
6. It is important to ask for acceptance every step of the way because

    A. We want to make sure the patient is awake
    B. So that we know they hear us
    C. To allow them to feel in control
    D. We don't want to go through this by ourselves
7. The second step in the sales process is to ask questions. We want to

    A. Know how their day is going
    B. Understand how our solution will impact their lives
    C. Have a clear, concise and mutual understanding of their needs
    D. Make sure they are satisfied with our service
8. Features of a product or service

    A. Answer the question “So What?”
    B. Are the characteristics of the product that cannot be changed
    C. Are what the patient buys
    D. Are what we sell to a patient
9. Features are to logic that benefits are to

    A. Cost
    B. Price
    C. Emotion
    D. Money
10. At every step of the process to prevent objections we

    A. Remain silent
    B. Talk about ourselves
    C. Talk about them
    D. Ask a question to make sure they are still onboard
11. The second law of sales is

    A. He who has two ears and one mouth should use them
    B. He who speaks first wins
    C. He who speaks first loses
    D. He who speaks likes to hear themselves talk
12. Our job really isn't to sell but to

    A. Recommend only the expensive stuff
    B. Suggest they buy stuff
    C. Nudge them to buy stuff
    D. Help patients buy the best eye care solution for them
13. There are 3 common objections. They are skepticism, misunderstandings and

    A. Drawbacks
    B. Insurance
    C. Drawbridges
    D. Price
14. Objections of perceptions are

    A. Silence
    B. Skepticism
    C. Misunderstanding
    D. Drawbacks
15. Objections of disbelief are

    A. Silence
    B. Skepticism
    C. Misunderstanding
    D. Drawbacks
16. A judges scale is often used to describe how to overcome

    A. Skepticism
    B. A misunderstanding
    C. A drawback
    D. Price
17. In every case, the first step to overcome an objection is to

    A. Ask a question
    B. Talk about all the options that are available
    C. Overwhelm them with choices
    D. Interrogate them until you know what is going on
18. Patients buy

    A. Features
    B. Benefits
    C. Solutions
    D. B & C
19. Silence is

    A. Normal
    B. Unwanted
    C. Uncomfortable
    D. Encouraged
20. If you have a solid sales process you can

    A. Maximize your objections
    B. Minimize your objections
    C. Eliminate your objections
    D. Practice your objections

Evaluation Questions

21.

In questions 21-24 please rate the effectivenessof how well each course met the stated learning objectives: Met the stated learning objectives?


    A.

Excellent

    B.

Very Good

    C.

Good

    D.

Fair

    E. Poor
22.

Avoided commerical bias/influence?


    A.

Excellent

    B.

Very Good

    C.

Good

    D. Fair
    E. Poor
23.

How would you rate the overall quality of the material presented?


    A.

Excellent

    B.

Very Good

    C.

Good

    D. Fair
    E. Poor
24.

How were you directed to this course?


    A.

2020mag.com

    B.

OAA Website

    C.

NYSSO Website

    D. Ohio Opticians Website
    E. Other
25.

Please describe the office in which you work.


    A.

Independent Optician

    B.

Independent Optometry

    C.

Chain retail

    D. HMO/Military/Other
26. Comments on this program: