Ag Sales 2023 test Flashcards
1
Q
- The following are examples of indirect selling responsibilities except (3 points)
a. Handling complaints
b. Maintaining open communication
c. Staying current on technical information
d. Keeping in contact with experts
e. Continuing education at the local university
A
E.
2
Q
- People generally buy to satisfy a (3 points)
a. Real or perceived need
b. Their egos
c. To become more progressive
d. To become an early adopter of a new product
e. None of the above
A
A.
3
Q
- Basic goals of communication for a salesperson includes the following (3 points)
a. Create an awareness of the product
b. help the prospective buyer develop an understanding of the product
c. what the product can do for the prospective buyer
d. all of the above
e. none of the above
A
D.
4
Q
- The sales presentation is a series of steps that must be (3 points)
a. outlined prior to having a conversation with a prospective buyers.
b. presented in a logical order based on feedback from the customer.
c. followed loosely depending on what the prospective buyer says during your
presentation.
d. constrained by a specific time limit, generally 15 minutes or less
e. none of the above
A
B.
5
Q
- Most companies exhibit at farm or trade shows to (3 points)
a. Give the company exposure as part of the competitive agriculture community
b. Collect names of prospective buyers
c. So, salespeople may meet and socialize with friends and family
d. Compare their products with their competitors’ products
e. Both a & b
A
E.
6
Q
- Handling customer complaints is mainly the responsibility of the (3 points)
a. Salesperson
b. Complaint Personal
c. Chief Executive Officer
d. Chief Financial Officer
e. Salesperson’s Regional Manager
A
A.
7
Q
- What is the purpose of an “intent statement” made by a salesperson? (3 points)
a. Telling the potential buyer why they need your product.
b. Sets the stage by reducing fear and generating trust with the potential buyer
c. Sets the stage to close the sale right away with the potential buyer.
d. Sets the stage to overcome objections with the potential buyer.
e. Sets the stage to become the number one salesperson with the potential buyer
A
B.
8
Q
- When dealing with an emotionally charged customer, the salesperson should (3
points)
a. Remain calm
b. Listen carefully
c. Ask questions for clarity
d. Take good notes
e. All of the above
A
E.
9
Q
- What does the salesperson do when the customer is “completely wrong”? (3 points)
a. Listen carefully and dispute what they are saying.
b. Let the customer know they are wrong by clearly telling them at both the
beginning and end of the conversation.
c. Maintain the customer relationship by following the rule “the customer is always
right” rule.
d. Maintain the customer relationship, without compromising the company policies.
e. Get the company lawyers involved
A
D.
10
Q
- Which of the following are the proper steps to dealing with customer complaints (5
points)
a. Accept Responsibility, Respond, Resolve
b. Be Proactive, Be Attentive, Be Responsive
c. Recognize, Respond, Resolve
d. Avoid, Refrain, Redirect
e. All of the above
A
C.
11
Q
- Which answer is not a type of close? (3 points)
a. Direct Close
b. Choice Close
c. Balance Sheet Close
d. Assumptive Close
e. Elevator Close
A
E.
12
Q
- Which of the following is not a trial close? (3 points)
a. Would that meet your needs?
b. Can I order you, 4 or 5?
c. How does that sound?
d. Would this work in you operation?
e. Does that fit your packaging concerns?
A
B.
13
Q
- Which of these is not an active listening skill? (3 points)
a. Explaining
b. Paraphrase
c. Clarify
d. Ask open ended questions
e. Summarizing
A
A.
14
Q
- Ms. Jones wants to finish planting before it rains on Friday. On Monday, she calls to
order more seed to be delivered tomorrow. The delivery time is: (3 points)
a. A customer’s dream
b. A customer’s wants
c. A customer’s needs
d. A customer’s wish
e. A customer’s demand
A
C.
15
Q
T or F- Salespeople must be able to overcome the potential buyers’ objections prior to trying to close the sale. (2 points)
A
T.
16
Q
- T F Salespeople should be completely focused with potential buyers. (2 points)
A
T
17
Q
- T or F- Building a strong rapport with customers is an important part of being a
salesperson. (2 points)
A
T
18
Q
- T or F- Beginning a sales meeting or call with a rehearsed presentation is the
preferred way to begin when dealing with new clients. (2 points)
A
F
19
Q
- T F Salespeople must be resilient to overcome rejection. (2 points)
A
T
20
Q
- T F Customer service includes listening to the customer and giving them what
they believe is fair. (2 points)
A
F
21
Q
- T F Customer service is the act of providing support to both prospective and
existing customers. (2 points)
A
T
22
Q
- T F As a salesperson, success can lead to failure; Success leads to confidence,
Confidence leads to arrogance, Arrogance leads to leads to complacency,
and Complacency leads to failure. (4 points)
A
T
23
Q
- T F An effective salesperson knows when a prospective customer’s objections
are superficial and can move directly into closing the sale. 2 points)
A
F
24
Q
- T F The amount of authority a salesperson may have to resolve a customer complaint varies drastically by industry, company, seniority, and situation. (2
points)
A
T
25
Q
What does an upset customer want?
A
To be listened to or complaint heard
26
Q
Describe 5 indicators from your customer which indicates that a trial close should be initiated
A
- “I think I could use this product”
- “This could save me money”
- “I have seen my neighbor use this
and I like it” - “I want to use this”
- Customer makes positive comments
about features and benefits
27
Q
How does a salesperson determine a customers needs and wants
A
Ask questions and listen to the answers
28
Q
List and define 6 of the steps in the sales process
A
1) Opening/ introduction,
2) build rapport-discussing personal
questions,
3) ask probing questions/discovering
needs and wants- asking questions,
4) presentation/demonstration of
features and benefits,
5) trial close,
6) handling objections,
7) closing the sales,
8) follow up
