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Ag Sales > Ag Sales 2018 Test > Flashcards

Ag Sales 2018 Test Flashcards

1
Q

Shall I start your order with the product you just mentioned?” This is an exampleof what sales technique? (CS 02.02.02c;ABS:05.02.01.a) 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

A

B.

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2
Q
  1. The product’s price is best described as… (ABS 04.01.02b) 4 pts
    a. Cost of product + tax
    b. Cost of product + margin
    c. Cost of product + cost of sales
    d. Cost of product + discount
A

B.

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3
Q
  1. Matt is planning next year’s sales budget. He would like to hire another salesperson; however, he knows that to get his manager’s approval he needs to builda good case for the new hire. He needs to justify that the new person will be…(ABS 04.01.03a) 3 pts
    a. a great help
    b. a return on equity
    c. a return on investment
    d. will increase work load
A

C.

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4
Q
  1. While Marie was waiting to meet with the sales manager of a large farm supplystore chain, she read the company’s mission statement. One line in the missionstatement caught her attention, “We will always stand by our products – yourneeds are our goals.” After reading this Marie reviewed her notes and altered herpresentation. The result: a very successful and productive meeting. What didshe do? (ABS 02.02.02c) 3 pts
    a. She evaluated her goals for this meeting and altered the presentation.
    b. She used the mission statement to build rapport with the sales manager.
    c. She altered her market plan to meet the situation.
    d. All of the above
A

D

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5
Q
  1. Verna is a promising new sales person and her manager feels she has greatpotential. However, she admits she has a difficult time distinguishing betweenexcuses and objections. Which of the following is not a correct distinction? (ABS05.02.02b) 3pts
    a. Excuses are smoke screen and often beyond your control.
    b. Excuses are a means of hiding “true” objections.
    c. Excuses and objections are really similar, but appear different.
    d. Excuses must be analyzed to determine the underlying objection
A

C

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6
Q
  1. Millicent has joined the accounting department. Her first assignment is tocalculate the cost of goods sold for each product last year. (ABS 04.01.02c) 4 pts
    a. cost of raw material + cost of production + cost of transportation
    b. Cost of raw material + cost of production + cost of sales and administration
    c. Cost of raw material + cost of production + cost of sale and administration+ cost of returns
    d. Cost of raw material + cost of production
A

C

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7
Q

What is selling? (ABS 05.03.02c) 4 pts
a. a process to help people assess products and services.
b. person to person interaction.
c. a means of assessing customer needs.
d. all of the above

A

D

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8
Q

Making a cold sales call requires… (ABS 05.03.02c) 3 pts.
a. a telephone book
b. a clear and pleasant voice
c. a strategy or objective for calling
d. only statistical process, the more calls you make the more likely you willsucceed

A

C

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9
Q

What is a “buying cycle?” (ABS 05.02.01c) 4 pts
a. a time or season when customers are most prepared to buy
b. the mental steps a customer moves through to buy, use and rebuy a product
c. internet sales
d. difficult time for sales people to recognize

A

B

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10
Q
  1. ______________ is the process of locating potential buyers. (ABS 05.01.01c) 4pts
    a. Prospecting
    b. Questioning
    c. Investigating
    d. Growing
A

A

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11
Q
  1. “Bob, we would like to do business with you. How about giving us a chance todemonstrate what we can do for you? Let’s write up your first order to getstarted.” This is an example of what type of close? (ABS 05.02.01b) 4 pts
    a. summary close
    b. direct close
    c. trial close
    d. choice close
A

B

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12
Q

The successful sales person needs to possess which one of the followingqualities? (ABS 05.02.02b) 4 pts
a. competitive attitude
b. social media skills
c. comfortable texting style
d. aggressive style

A

A

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13
Q
  1. Marketing mix includes the following: (ABS 05.01.02b) 4 pts
    a. customer, product, price, place, promotion and packaging
    b. product, price, place, promotion and packaging
    c. product, place, price and promotion
    d. product, price, promotion and people
A

C

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14
Q

How does a customer perceive “value? ”(ABS 01.01.01b) 4 pts
a. economic benefit
b. convenience
c. personal preference
d. all of the above

A

D

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15
Q

How does a salesperson create “value?” (ABS 01.01.01c) 4 pts
a. communicate attributes
b. matching feature and benefits to customer needs and wants
c. discovering needs and wants of customers
d. none of the above

A

B

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16
Q

A salesperson needs to understand the importance of non-verbalcommunication. An example of this form of communication is… (ABS 04.02.02b)4 pts
a. rate of speech
b. use of non-words, e.g. um, ah…
c. body language
d. tone of voice and inflection

A

C

17
Q

Marjorie knows the successful sales person often works to create “a sense ofvalue” for a customer. Tangible value is often apparent in the product or service;however, intangible value is more difficult to establish, because it involves…(ABS 05.02.01c) 4 pts
a. cost benefit analysis
b. emotion and feelings
c. marginal needs
d. none of the above

A

B

18
Q

Alex knows success of an initial sales call with a customer is very muchdetermined by “first impressions.” Which of the following does not involve a “firstimpression?” (ABS 05.02.01c) 4 pts
a. the car you drive
b. your appearance
c. a practiced feature/benefit presentation
d. your body language

A

C

19
Q

Alicia has been told that the successful sales person is a good listener. Sheknows that she is a great conversationalist and must practice “active listening” toimprove her sales technique. “Active listening” requires… (ABS 05.02.01c) 4 pts
a. listening but preparing the next thing you have to say
b. listening to what you already know about the customer but appear to beinterested.
c. listening requires avoiding the appearance of boredom
d. listening and gathering facts, feelings, and non-verbal cues from customer

A

D

20
Q

Glenn is an experienced sales manager. He has a well-established salesterritory, is highly regarded by his customers and colleagues and a pillar of thecommunity. What makes him successful is that he never forgets the “three buyermotivations” he learned in college. They are… (ABS 05.01.01b) 4 pts
a. Relationship, Economics and Business
b. Relationship, Rapport and Interest
c. Business, Rapport and Reciprocation
d. Economics, Cost-benefit and Reciprocation

A

A

21
Q

Velma knows that “resistance” to purchasing a product often takes one of
two forms. They are… (ABS 05.02.02b) 4 pts
a. evasion and agreement
b. active and passive
c. complex and simple
d. distracted and involved

A

B

Ag Sales (9 decks)

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