Ag Sales 2022 Flashcards
1
Q
- Mr. Johnson indicates it would be nice if he could complete the plowing in less
time. This is an example of? (4 pts.)
a. a customer’s dream
b. a customer’s wants
c. a customer’s needs
d. customer’s wish
e. none of the above
A
B
2
Q
- Your employer adopts new customer service guidelines indicating that you, the
salesperson, will have some leeway in making decisions on customer returns and
settlements. What are some criteria you should utilize as you make these
decisions? (4 pts.)
a. if the product was used correctly
b. that the customer must be kept happy
c. the financial impact of the decision on the company and the customer
d. would this satisfy the customer
e. both a and c
A
E.
3
Q
- The price of your product has increased 37.3 % over the last month. How do you
deal with this and the resulting customers’ frustration? (4 pts.)
a. explain how the features of your product produce an economic benefit
b. join with the customer in expressing your frustrations with the company
c. offer to sell them less product
d. all of the above
A
A.
4
Q
- As your company release’s a new product line, what should you do to prepare
first? (5 pts)
a. a. look at the price of the product
b. b. identify potential customers for the product
c. c. research the product
d. d. all of the above
e. e. none of the above
A
C.
5
Q
- Which of the following is not a step in the buying process? (5 pts)
a. Need recognition
b. Information search
c. Product presentation
d. Examine alternatives
e. Purchase choice
A
C.
6
Q
- As a salesperson you want customer complaints because otherwise unhappy
customers just go somewhere else? (4 pts.)
a. True
b. False
A
True
7
Q
- People get upset with a product or company because: (4 pts.)
a. Their expectations were not met
b. Their integrity is questioned
c. They don’t feel like you listened
d. All of the above
e. Option a and c
A
E.
8
Q
- Conducting an external analysis of opportunities for growth and threats to a
companies success would be (4 pts.)
a. Competition Analysis
b. Succession Plan Analysis
c. SWOT Analysis
d. Kinesics Analysis
e. None of the above
A
C.
9
Q
- Marketing mix includes the following (4 pts.)
a. Person, product, place, promotion, price and packaging
b. Product, price, place, promotion and packaging
c. Person, product, price, place, and promotion
d. Product, price, promotion, and people
e. None of the above
A
B.
10
Q
- Erica tells a prospective customer that the Accuration Finisher 44 will regulate
the number and size of meals the cattle consume throughout the day. This is an
example of… (4 pts.)
a. A feature
b. A benefit
c. An advantage
d. A value aspect
A
A.
11
Q
- Which of the following is not a type of active listening? (4 pts.)
a. Sub-verbal cues (say I see or go on)
b. Ask Clarifying Questions
c. Check your cell phone
d. Summarize
e. Ask open ended questions
A
C.
12
Q
- The company that ships your supplements has informed you they will increase
their rates by $15 per ton. How can you address this? (4 pts.)
a. Ignore the information
b. Pass the costs on to the customer
c. Cut the price of your product
d. Include your competitor’s products in price comparisons
e. All of the above
A
B.
13
Q
- In building rapport, is adjusting your social style to accommodate the
customer a form of manipulation? (4 pts.)
a. True
b. False
- In building rapport, is adjusting your social style to accommodate the
A
False
14
Q
- Customer Miller seems to become more distant and uncomfortable in their
interaction with you. How do you re-establish the rapport with them? (5 pts)
a. Attempt to spend face to face time to listen to his concerns
b. Realize that he will no longer be a customer
c. Challenge him on his views
d. Ignore the situation as he has been a long-term customer
e. None of the above
A
A.
15
Q
- The _________ and _________ of your product would be utilized when addressing
customer objections. (4 pts.)
a. Features, benefits
b. Cost, expense
c. Rapport, introductions
d. Features, cost
e. None of the above
A
A.
