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Ag Sales > SD Test Bank > Flashcards

SD Test Bank Flashcards

1
Q

Describe which portion of the sales process is being addressed.

When meeting with a prospect you ask many open-ended questions to:

A. Build a relationship
B. Uncover needs, opportunities, and values
C. Present a solution or Value Bundle specific to customer’s needs
D. Answering questions and overcoming objections
E. Closing the sale and following up

A

B. Uncover needs, opportunities, and values

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2
Q

Describe which portion of the sales process is being addressed.

You listen carefully to the customer’s complaints to understand what they are telling you.

A. Build a relationship
B. Uncover needs, opportunities, and values
C. Present a solution or Value Bundle specific to customer’s needs
D. Answering questions and overcoming objections
E. Closing the sale and following up

A

D. Answering questions and overcoming objections

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3
Q

Describe which portion of the sales process is being addressed.

You gain commitment to meet again.

A. Build a relationship
B. Uncover needs, opportunities, and values
C. Present a solution or Value Bundle specific to customer’s needs
D. Answering questions and overcoming objections
E. Closing the sale and following up

A

E. Closing the sale and following up

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4
Q

Describe which portion of the sales process is being addressed.

You are working to demonstrate your credibility and empathy.

A. Build a relationship
B. Uncover needs, opportunities, and values
C. Present a solution or Value Bundle specific to customer’s needs
D. Answering questions and overcoming objections
E. Closing the sale and following up

A

A. Build a relationship

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5
Q

Describe which portion of the sales process is being addressed.

After listening to the answer and open- and close-ended questions you present a sales proposal.

A. Build a relationship
B. Uncover needs, opportunities, and values
C. Present a solution or Value Bundle specific to customer’s needs
D. Answering questions and overcoming objections
E. Closing the sale and following up

A

C. Present a solution or Value Bundle specific to customer’s needs

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6
Q

Describe which portion of the sales process is being addressed.

You work with the customer to perform an on-field trial where you and your company provide product and expertise, and the customer agrees to conduct the trial on his farm to evaluate your product.

A. Build a relationship
B. Uncover needs, opportunities, and values
C. Present a solution or Value Bundle specific to customer’s needs
D. Answering questions and overcoming objections
E. Closing the sale and following up

A

A. Build a Relationship

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7
Q

Which of the following skills do great salespeople develop over time?

A. Becoming more comfortable with the sales presentation
B. Becoming a good listener
C. Becoming an excellent public speaker
D. All of the above

A

A. Becoming more comfortable with the sales presentation

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8
Q

The purpose of probing is ______?

A. Identify customer needs
B. Confirm appointment
C. Identify past sales history
D. To assist with a trial close

A

A. Identify customer needs

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9
Q

The most common error that inexperienced salespeople make is _________.

A. Failure to introduce themselves
B. Over-reliance on technology
C. Failure to ask for sale
D. Over-reliance on brochures

A

C. Failure to ask for sale

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10
Q

Types of questions a salesperson may use in a presentation include…

A. Open, pointed, direct, confirming
B. Closed, awareness-developing, clarifying, indirect
C. Open, closed, clarifying, and confirming
D. Deferred, indirect, closed, pointed

A

C. Open, closed, clarifying, and confirming

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11
Q

In sales, which of the following cues is often overlooked by salespeople?

A. Questions
B. Body language
C. Objections
D. Appearance

A

B. Body language

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12
Q

When talking with their herbicide rep, John Wilkinson, Riverwillow Farms expresses concern that their CRP land experienced a growing stunt after applying John’s product last year. This is an example of _______.

A. An objection
B. A feature
C. A prospect
D. A rapport building topic

A

A. An objection

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13
Q

The purpose of rapport building is:

A. To explain the value of a product
B. To understand customer needs for solutions
C. To establish trust in the relationship
D. To set goals for a sales call

A

C. To establish trust in the relationship

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14
Q

Label the following actions by the customer as an excuse, objection, or question.

I am just not ready to buy

A. Excuse
B. Objection
C. Question

A

A. Excuse

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15
Q

Label the following actions by the customer as an excuse, objection, or question.

The customer says “Why wouldn’t I stay with my current supplier?”

A. Excuse
B. Objection
C. Question

A

C. Question

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16
Q

Label the following actions by the customer as an excuse, objection, or question.

I want to think about it.

A. Excuse
B. Objection
C. Question

A

A. Excuse

17
Q

Label the following actions by the customer as an excuse, objection, or question.

So how much is this new approach going to cost me?

A. Excuse
B. Objection
C. Question

A

C. Question

18
Q

Label the following actions by the customer as an excuse, objection, or question.

I don’t need your product.

A. Excuse
B. Objection
C. Question

A

B. Objection

19
Q

Label the following actions by the customer as an excuse, objection, or question.

This product is no different from my current product, why should I go with your program?

A. Excuse
B. Objection
C. Question

A

C. Question

20
Q

Label the following actions by the customer as an excuse, objection, or question.

I don’t want it.

A. Excuse
B. Objection
C. Question

A

B. Objection

21
Q

What type of buyer expects the salesperson to be a trusted confidant, a friendly dependable person who looks out for their best interests?

A. Economic buyer
B. Business buyer
C. Relationship buyer
D. Convenience buyer
E. Price buyer
A

C. Relationship buyer

22
Q

A customer that expects a very competitive price, is not willing to pay for service, and relies on his own information to buy:

A. An impulse buyer
B. An emotional buyer
C. A relationship buyer
D. A business buyer
E. An economic buyer
A

E. An economic buyer

23
Q

The customer is very facts and research-oriented, expects you to make appointments, bring expertise, provide value offerings, and be brief and to the point is a/an:

A. Impatient buyer
B. Irrational buyer
C. Economic buyer
D. Business buyer
E. Relationship buyer
A

D. Business buyer

24
Q

What type of need is being satisfied when a buyer seeks to purchase a product or service they want, but believes they need?

A. Greedy need
B. Selfishness need
C. Emotional need
D. Security need
E. Self-Esteem need
A

C. Emotional need

25
Q

Intangible value products:

A. Are hard to measure objectively
B. Have real value and are easily measured
C. Might be an example of a good repair history.
D. Have lower fuel consumption.
E. A and C

A

A. Are hard to measure objectively

Ag Sales (2 decks)

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