Ag Sales 2023 test

Question 1

1. 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

Answer 1

E.

Question 2

2. 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

Answer 2

A.

Question 3

3. 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

Answer 3

D.

Question 4

4. 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

Answer 4

B.

Question 5

5. 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

Answer 5

E.

Question 6

6. 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

Answer 6

A.

Question 7

7. 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

Answer 7

B.

Question 8

8. 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

Answer 8

E.

Question 9

9. 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

Answer 9

D.

Question 10

10. 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

Answer 10

C.

Question 11

11. 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

Answer 11

E.

Question 12

12. 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?

Answer 12

B.

Question 13

13. Which of these is not an active listening skill? (3 points)
    a. Explaining
    b. Paraphrase
    c. Clarify
    d. Ask open ended questions
    e. Summarizing

Answer 13

A.

Question 14

14. 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

Answer 14

C.

Question 15

T or F- Salespeople must be able to overcome the potential buyers’ objections prior to trying to close the sale. (2 points)

Answer 15

T.

Question 16

18. T F Salespeople should be completely focused with potential buyers. (2 points)

Answer 16

T

Question 17

19. T or F- Building a strong rapport with customers is an important part of being a
    salesperson. (2 points)

Answer 17

T

Question 18

20. 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)

Answer 18

F

Question 19

21. T F Salespeople must be resilient to overcome rejection. (2 points)

Answer 19

T

Question 20

22. T F Customer service includes listening to the customer and giving them what
    they believe is fair. (2 points)

Answer 20

F

Question 21

23. T F Customer service is the act of providing support to both prospective and
    existing customers. (2 points)

Answer 21

T

Question 22

24. 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)

Answer 22

T

Question 23

25. T F An effective salesperson knows when a prospective customer’s objections
    are superficial and can move directly into closing the sale. 2 points)

Answer 23

F

Question 24

26. 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)

Answer 24

T

Question 25

What does an upset customer want?

Answer 25

To be listened to or complaint heard

Question 26

Describe 5 indicators from your customer which indicates that a trial close should be initiated

Answer 26

1. “I think I could use this product”
2. “This could save me money”
3. “I have seen my neighbor use this
   and I like it”
4. “I want to use this”
5. Customer makes positive comments
   about features and benefits

Question 27

How does a salesperson determine a customers needs and wants

Answer 27

Ask questions and listen to the answers

Question 28

List and define 6 of the steps in the sales process

Answer 28

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