SD Test Bank Flashcards
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
B. Uncover needs, opportunities, and values
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
D. Answering questions and overcoming objections
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
E. Closing the sale and following up
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. Build a relationship
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
C. Present a solution or Value Bundle specific to customer’s needs
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. Build a Relationship
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. Becoming more comfortable with the sales presentation
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. Identify customer needs
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
C. Failure to ask for sale
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
C. Open, closed, clarifying, and confirming
In sales, which of the following cues is often overlooked by salespeople?
A. Questions
B. Body language
C. Objections
D. Appearance
B. Body language
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. An objection
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
C. To establish trust in the relationship
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. Excuse
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
C. Question
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. Excuse
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
C. Question
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
B. Objection
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
C. Question
Label the following actions by the customer as an excuse, objection, or question.
I don’t want it.
A. Excuse
B. Objection
C. Question
B. Objection
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
C. Relationship buyer
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
E. An economic buyer
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
D. Business buyer
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
C. Emotional need
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. Are hard to measure objectively
