2016 Flashcards
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?
Sale Strategy
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.
Wants to know impact of commodity supply and demand on customer’s cost
structure.
Credit is…
providing product to a proven customer to be paid at a specific date
As a sales person, what is a method you can use to help maintain relationships with your
customers
follow-up with customers
You are selling 50 pound bags of beef feed. The feed retails for $14.50/bag. The company
margin is $2.00/bag. You as a sales person offer a large but difficult customer a discount and
sell the product for $12.00/bag. At the end of the week your sales manager informs you that he
is not happy with your sale. Why?
You made sale but lost money for company
Costco (trademark) discount stores have a simple pricing system. They price all products as
follows: “cost + 15% = price.”
this sets their product margin
Sales people are important to a corporate enterprise because…
no product ever sold itself
A good product demonstration often involves
1.) a professional sales approach
2.) a well-rehearsed presentation
3.) showmanship
4.)ALL OF THE ABOVE
Not all customers or potential customers play fair or by the rules of the game. Some
customers are inclined to use or manipulate young sales people. Which of the following is an example of the “dirty” tricks customers can use?
free consulting request before a sale will be granted
A cold sales call is always a challenge for a sales person; the task is not easier when it is
done by telephone. When talking to the potential customer on the telephone, you should…
know what you want to say and listen to responses to guide your presentation.
Sometimes you plan your sales approach with a new customer to efficiently use the time
she has promised you; however, circumstances intervene and you discover that you have to make an “elevator pitch.” This means…in the time it takes an elevator to go from first to fourth
floor…what should you do with the time available…
settle on who you are and what you can do for her company
A good salesperson should always be aware of events that may impact sales. For example,
recently the cost of shipping corn was less expensive when shipped from South America to the Mid-western United States than from the Southern states in the U.S. This is example of…
excess supply
“Shall I start to write the order?” Is an example of…
a trial close
Harold Parr, a farm equipment sales representative, eagerly signs up to participate in the
local agricultural association’s golf tournament. This activity is viewed by his sales manager as…
prospecting
The material you purchase at a Tractor Supply store is very similar to what could be
purchased at a Home Depot store; however, Tractor Supply “prides” itself in providing all the
equipment and supplies for people who know what they are doing, as opposed to do-it-
yourselfers. This is an example of…
niche marketing/
merchandising—“know your customer.”
