2014 Ag Sales Flashcards
The successful sales person is:
a. a fast talker
b. always thinking of the next question
c. in control
d. a good listener
e. all of the above
D
A successful salesperson needs to _____ why and how customers buy a product.
a. know
b. explain
c. reason
d. understand
D
The most obvious mistake made by new sales people is:
a. working the customer for a decision
b. using a negative close
c. listening to a customer’s questions
d. failure to close a sale
D
The customer states they need a tree that is resistant to root rot fungus. This is an example of?
a. customer is not really sure
b. a customer’s want
c. a customer’s need
d. a customer objection
e. none of the above
C
At the end of a week, experienced sales people assemble a report, it should not include which of the
following:
a. number of customers visited
b. total dollar sales
c. average dollar sales per customer
d. total product sold
C
In handling a customer’s complaint, it is useful for you to:
a. restate the complaint
b. involve management
c. use the “yes, but..” approach
d. deflect the complaint with an explanation of what occurred
A
During a recent visit to a long-time customer, he mentioned that he may have to reduce his
purchase of feed supplements because his feed corn was becoming more expensive due to a severe
drought. This is an example of:
a. prior planning prevents poor performance
b. changes in product supply cause product costs to change
c. political actions affect economic situations
d. principle of efficient market theory
B
You are notified that one of the essential agricultural commodities used to produce your product will
be in lower supply this winter. What effect could this have on your product?
a. the cost of your product should go down
b. the cost of your product should go up
c. there could be more of your product available
d. both a and c
e. none of the above
B
Your business has been selling record numbers of apple trees over the past two years. Management is excited about your growth and success in apples; however, the company has been unable to move
their fig trees. The company has set a goal to increase sales by 50% in fig trees over the coming year. The company has updated the product line and wants to move product. You have a special going on now for the fig trees. You have set an appointment with an area fig orchard that you are not currently selling any product. You want to discuss your new product line. As you are asking questions you find out that the customer has had 1/3 of his fig trees died do to disease and is going to put in apple trees. He has wanted to diversify anyway and he knows you have a great line of apple trees. What do you do?
a. Discuss your new line of fig trees and how they are resistant to the disease he had kill his
trees.
b. Talk about your special on fig trees.
c. Ask questions about what he needs in apple trees and discuss best options.
d. All the above
D
- A customer has just put in an order for spraying his soybeans. You have earlier discussed a weed control program and are about to start the season. You saw the order for tomorrow and as you happen
to drive by his field notice a weed in his field that your program will not control. What do you do?
a. Leave it alone and hope it is not going to bother. We have the order already
b. Call the producer and make him aware of the issue.
c. Contact the producer and discuss additional strategies to control the weed within your
program.
d. Call your competitor and tell him to go see your customer.
C
The company that ships your product has informed you they will increase their rates by $ 1 per tree.
How can you address this?
a. Ignore the information
b. Pass the costs onto the customer
c. Cut the price of your product
d. Include your competitor’s products in price comparisons
e. All of the above
B
Experienced sales people are always aware of the profit margin on each product category. Profit
margin is ………..?:
a. The area on sales form to record price
b. Difference between cost of goods and sales price
c. Difference between actual sales price and listed sales price
d. none of the above
B
A common mistake made by inexperienced sales people is:
a. being overly eager to please the potential customer
b. failing to apply your products features and benefits to a customers’ needs and wants
c. being overly eager to impress the customer they talk too much
d. being overly eager to demonstrate their knowledge of the product
B
A sales person engages a customer in a conversation to accomplish what goal?
a. sell the product
b. assess customer need
c. build rapport
d. classify a customer
e. all of the above
E
Match each of the following terms on the left with the statements on the right.
18. How did your family get involved in agriculture
A. Rapport Building
B. Open-ended question
C. Closed-ended question
D. Choice Close
B
