2017 Ag Sales Flashcards
Customer Classification Systems are used for which of the following purposes? (ABS
05.02.01c, ABS 01.01.01c, ABS 04.02.02c) (3 pts.)
a. A means of identifying “bad” customers.
b. A means of qualifying customers.*
c. A means of assessing a customer’s personality.
d. A means of controlling the buying process
B
When confronted by a dominating customer, it is a good sales technique to do which
of the following? (ABS 05.02.02b) (4 pts.)
a. Let the customer do all of the talking.
b. Present your information quickly.
c. Make them feel important by nodding in agreement.
d. All of the above.
D
What is the most frequent mistake made by new sales people? (ABS 01.01.01c; ABS
04.02.01b) (3 pts.)
a. Pushing too hard to get the sale.
b. Using a negative close on a customer.
c. Ignoring a customer’s needs or questions.
d. Failure to close the sale.
D
A “cold call” is… (ABS 05.02.02c; ABS 05.02.01b ) (3 pts.)
a. A visit with a potential new customer.
b. A telephone call establishing an interest in your company and/or product.
c. A conversation at a local trade show with a non-customer you just met..
d. All of the above
D
“Shall I start your order with the product you just mentioned?” This is an example of
what sales technique? (ABS 05.02.01c; ABS 05.02.01b) (4 pts.)
a. An open-ended statement
b. A trial close*
c. A response to a customer’s objection
d. A means of keeping the customer engaged in the presentation
B
The “margin” in a product’s price is best described below as… (ABS 01.01.01b) (3
pts.)
a. Cost of product + tax
b. Cost of product + fixed percentage*
c. Cost of product + cost of sales
d. Cost of product + discount
B
If using active listening skills correctly, the salesperson will direct the flow of the
sales call? (CRP 04.03.02c, CRP 04.03.01b) (4 pts.)
a. True
b. False
False
Dan is the top sales person for a large farm equipment company. During a recent
visit to his dad’s farming operation, an Illinois corn and soy bean farm, his father was
unhappy with the depressed prices for corn. Dan jokingly suggested that maybe they
should not sell the corn but use it for ethanol production. This suggestion is an example
of what agribusiness approach? (ABS 04.02.02b; ABS 04.02.01c) (3 pts.)
a. Why Dan is in sales and not farming.
b. Developing a different value added product for the farm*
c. A means of getting his father to change the subject.
d. An impractical suggestion
B
Marlene recently used her sales bonus to purchase an IPad to use with her
company-provided laptop computer. She felt this was a good personal investment to
use on the job. How would this purchase be helpful to her? (ABS 05.02.01b; ABS
05.02.02b; ABS 01.01.01b) (3 pts.)
a. She could use it to converse with friends and share photos.
b. It would be a good device to build rapport with her customers.
c. It would improve her sales presentations*
d. It would be a good way of completing her sales expense report
C
- Matt is planning next year’s sales budget. He would like to hire another sales
person; however, he knows that to get his manager’s approval he needs to build a good
case for the new hire. He needs to justify that the new person will be… (ABS 01.01.01c;
ABS 01.01.01b; ABS 04.02.02c ) (4 pts.)
a. a great help
b. a return on equity
c. a return on investment*
d. will increase Work load
C
Melinda was on her way home after a long but productive day. She was looking
forward to a great evening with friends. Her telephone rings, it is her boss. One of her
customers needs some new product for his business this evening. Melinda always ends
her sales calls with, “…you won’t be disappointed with our service. We deliver.” What
action should she take? (ABS 05.02.02b; ABS 05.03.02c) (4 pts.)
a. Make the delivery. Friends will wait. Keep your word. *
b. Call one of her colleagues whom she has helped in the past to make the
delivery.
c. Call client and tell him that she will be at his business first thing in the morning.
d. Make the delivery and point out that she is going out of her way for him
A
Effective sales calls have the following attributes: (ABS 05.02.01c; ABS 05.03.02c)
(4 pts.)
a. effective, dynamic and focused
b. dynamic, focused and price-oriented
c. short, dramatic and attention-getting
d. short, focused and needs-based
D
market plan is important to sales. How? (ABS 04.02.02c; ABS 05.01.02b) (3 pts.)
a. It is determined by product’s market.
b. It is determined by a response to supply and demand.
c. It demonstrates where resources should be allocated to support sales. *
d. It demonstrates where the sales staff has not concentrated their efforts
C
- Derrick was having a constructive sales meeting with one of his favorite, long-time
customers when the customer’s son came into the meeting. The son took the
opportunity to complain about the last product’s delivery and condition. This is just
another example of… (ABS 05.02.02b; ABS 04.02.01c) (4 pts.)
a. The trials and tribulations of sales people
b. An opportunity to handle an objection with someone close to the
products use. *
c. The end of the sales meeting and a need to set up the next appointment.
d. Another opportunity to cover the features and benefits of the product.
B
- Which of the following is NOT a reason listening is so difficult for a salesperson?
(CRP 04.03.01b, CRP 04.03.02b) (4 pts.)
a. They are bored.
b. They are nervous and are preparing the next thing they want to say.
c. They are listening for a fact to ask a question about. *
d. They feel they already know what the customer is telling them
C
