Ag Sales 2021

Question 1

1. Jane is talking to the first person she saw when she arrived for a
   prospective sales call. What should she do first?
   A. Introduce herself
   B. Determine if the manager/owner is onsite
   C. Describe the products
   D. Assess customer potential
   E. None of the above

Answer 1

A.

Question 2

2. You were transferred to a new sales territory and are meeting the outgoing
   sales representative. What information should you obtain from them?
   A. The company’s product list
   B. The local housing situation
   C. Information and relevant purchasing history of existing customers
   D. The local weather patterns
   E. None of the above

Answer 2

C.

Question 3

6. When dealing with an irate customer/person who is venting, you should?
   A. Tell them to stop
   B. Walk away
   C. Interrupt them
   D. Listen
   E. None of the aboveD

Answer 3

D.

Question 4

7. Who has the appropriate authority to determine the price of a product?
   A. Owner/Manager
   B. Salesperson
   C. Customer Service
   D. Accounting
   E. None of the above

Answer 4

A.

Question 5

10. When making a cold call it is important for a salesperson to
    A. Research key information
    B. Introduce yourself
    C. Make a pre-call plan
    D. All of the above
    E. None of the above

Answer 5

D.

Question 6

14. 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…
    A. a great help
    B. a return on equity
    C. a return on investment
    D. will increase work load
    E. none of the above

Answer 6

C.

Question 7

15. Communicating how a product or service offers a solution to your
    customer is an example of:
    A. needs/wants
    B. building rapport
    C. a benefit
    D. a closing statement
    E. none of the above

Answer 7

C.

Question 8

16. Would you like 1 gallon or 10 liters of SAFE-GUARD® Drench? This is an
    example of what type of close?
    A. summary close
    B. direct close
    C. trial close
    D. choice close
    E. none of the above

Answer 8

D.

Question 9

Match each of the following terms with questions 20 – 23. Only use each
answer one time. Use the most appropriate answer.
A. Rapport building
B. Trial close
C. Close – ended question
D. Open ended question
17. Does that fit your needs?

Answer 9

B.

Question 10

18. How long have you been in operation?
    A. Rapport building
    B. Trial close
    C. Close – ended question
    D. Open ended question

Answer 10

A.

Question 11

19. Tell me about the products you currently use.
    A. Rapport building
    B. Trial close
    C. Close – ended question
    D. Open ended question

Answer 11

D.

Question 12

20. Have you ever used a dewormer before?

Answer 12

C.

Question 13

21. Rapport is important because it …
    A. builds long-term relationships, aids customer retention
    B. builds short-term relationships, makes selling fun
    C. builds friendship but not a sale
    D. helps keep customers at a distance
    E. none of the above

Answer 13

A.

Question 14

24. What is the definition of SWOT in business?
    A. Strength, weakness, opportunity, and threats
    B. Strategies, weakness, opportunity, and threats
    C. Strength, weakness, objections, and threats
    D. Sales, weaknesses, objections, and threats
    E. None of the above

Answer 14

A.

Question 15

3. What term best describes the use of paraphrasing?
   A. After someone has made several comments, reviewing those thoughts
   with them in a condensed way to insure you understand their meaning.
   B. When you modify a person’s statement and repeat it back to clarify
   information
   C. When you listen attentively to what people say
   D. When you use word such as ok, I see, alright, etc. as a person is talking

Answer 15

B.

Question 16

4. What term best describes the use of minimal encouragers?
   A. After someone has made several comments, reviewing those thoughts
   with them in a condensed way to insure you understand their meaning.
   B. When you modify a person’s statement and repeat it back to clarify
   information
   C. When you listen attentively to what people say
   D. When you use word such as ok, I see, alright, etc. as a person is talking

Answer 16

D.

Question 17

5. What term best describes summarization?
   A. After someone has made several comments, reviewing those thoughts
   with them in a condensed way to insure you understand their meaning
   B. When you modify a person’s statement and repeat it back to clarify
   information
   C. When you listen attentively to what people say
   D. When you use word such as ok, I see, alright, etc. as a person is talkinG

Answer 17

A.