2015 Ag Sales Flashcards
A trial close is used to determine if a customer is ready to move forward in the sales process.
True
An experienced sales person listens to a customer’s objections/questions and knows that they are…(4 pts)
ABS.06.05.03c
a. potential deal-breakers.
b. potential indications of a customer’s interest/concern.
c. issues which must be aggressively countered.
d. all of the above
B
When you are approached by a sales person at your local tractor dealer she always begins by asking
questions about why you came in even though she may know you well. The purpose of this activity is
___________ . (3 pts) ABS 06.05.05C, ABS.06.05.03.C, CS.01.02.02.A
a. qualifying needs.
b. prospecting for new leads.
c. easy and casual opening for sales pitch.
d. checking out your net worth
A
When training a new sales person, it is very important for them to master which of the following? (3 pts)
ABS 04.01.02B, ABS.04.01.02.A
a. memorize all current SKUs
b. memorize at least two “fall back” sales pitches
c. understand the basic economics of products, e.g. costs, etc.
d. all of the above
C
Costco (trademark) discount stores have a simple pricing system. They price all products as follows: “cost +
15% = price.” (3 pts) ABS 04.01.02B, ABS.04.01.02.A
a. this is their competitive advantage
b. this is their comparative advantage
c. this sets their product margin
d. none of the Above
C
Bertina always spends time in the evening reviewing tomorrow’s “sales day” and she supplements this
activity with internet inquiries about her customers. What is she doing? (3 pts) ABS 06.05.01B, CS.01.01.04.B,
CS.02.02.03.A
a. She is nosey
b. She is checking addresses
c. She is evaluating her customers and finding new information
d. She wants to make sure they are still in business
C
You are selling 50 pound bags of beef feed. The feed retails for $14.50/bag. The company margin is $2.00
per bag. You as a sales person offer a large but difficult customer a discount and sell the product for $12.00
per bag only to discover at the end of the week that your sales manager is not happy. Why? (4 pts)
ABS.04.01.02.B, ABS.04.01.02.A
a. He made the sale but lost money for the company.
b. He made the sale but gained a difficult customer.
c. He made the sale and gained a commission.
d. He made the sale without the manager’s help
A
Leroy has explained to his sales manager that Mr. Smith is very elusive and avoids appointments. He has
successfully evaded Leroy and several other sales people from the company. Mr. Smith would be a very big
account. Recently, Leroy learned from one of his current customers that Mr. Smith is an avid collector of Ford
Thunderbirds. So Leroy looked up the names and meeting times of all of the “thunderbird clubs” in town and
began attending their meetings during the evening. Eventually, he encountered Mr. Smith and got an
appointment. This is an elaborate example of which of the following sales techniques? (3 pts)CS.02.04.02.C,
CS.02.04.01.C
a. goal-setting
b. sales strategy
c. wasting time
d. human interest
B
Which of the following is the best advice about selling against your competitors? (4 pts) CS.01.04.04.C
a. focus on your product and ignore the competition
b. avoid questions about your product that give your competitor an advantage
c. never speak poorly about your competitors
d. include competitor prices in product comparisons when it is to your advantage
C
The _____________ and ____________ of your product would be ideal to use when addressing customer
objections. (4 pts) ABS.06.05.01.A, ABS.06.05.02.B
a. features, benefits
b. advantages, disadvantages
c. price, performance
d. product comparisons, competitor prices
A
Young sales people often have a hard time understanding that they should know as much about their
customer’s business as possible. One agribusiness sales person often checks commodity prices several times a
day. (3 pts) ABS.01.01.01.C, ABS.06.05.01.C
a. He is watching his investments.
b. Wants to know impact of commodity supply and demand on customer’s cost structure.
c. Wants to be able to anticipate commodity “price” moves.
d. Just following a hobby.
B
In handling a customer’s complaint, it is useful for a sales person to… (4 pts)CS.01.03.04.A
a. involve management in tough complaint issues.
b. have good debating skills to rebut the complaint.
c. restate the complaint.
d. ignore the complaint the first time and continue selling
C
An effective sales person understands… (4 pts) ABS.06.05.01.A
a. the sales process.
b. the buying process.
c. psychology.
d. buying and selling process
D
Credit is… (3 pts) ABS.04.01.02.A
a. only for banks to grant.
b. never offered to a customer by a sales person.
c. providing product to a customer who has verifiable history and arranging for payment at a specific
date.
d. all of the above
C
As a sales person, what are some methods you can use to help maintain your relationship with your
customers: (4 pts) ABS.06.05.01.B, CS.02.02.03.A
a. follow-up with customer
b. product summary
c. payment collection
d. establish features and benefits of your product
A
