Test 2014 Flashcards
Balanced Amino Acids are a _____________________ of the product.
a. Benefit b. Trial Close c. Feature d. Value
Feature
Faster recovery and efficient growth are _____________________ of the product.
Benefit
Troy asks if he can deliver 40 bags of feed in the morning this is an example of:
A close
A customer asks for you to give him a small discount on the product price and your sales management has not authorized any discounts. You feel this customer can be a long term customer. What do you do?
d. Call your supervisor
“What has your experience been with our new product?” What type of questions is being asked?
Open ended
“What product are you currently using?” is an example of what type of question?
Clarifying
Madison tells her prospect that the output of the Danzon VX Press she sells is 1200 units per minute. This is an example of:
A feature
Customer: You suppliers are all alike. You set up delivery schedules that are only good for you, no matter what else I have going on. Salesperson: Getting your delivery at the correct time is important. I understand your concern, Joe. How often do you need delivery with your set-up? What are the best days and times for you? This scenario is an example of which step in handling objections that arise during a call.
Ask for more information
Which of the following is a clue that you have the customer’s interest?
The customer continues to ask questions about the product
Salesperson: Bob, we would like to do business with you. How about giving us a chance to show what we can do for you? Let’s get your first order written up. This is an example of which type of close.
Direct Close
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 _____________________________.
Identify customers needs
The most common error that inexperienced salespeople make is __________________.
Failure to ask for the sale
Types of questions a salesperson may use in a presentation include…
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
Body Language
When talking with their seed rep, Pat Winston, Fox Farms expresses concern that germination rates for the seed they bought from Pat last year were lower than expected this is __________________.
An objection
The purpose of rapport building is:
To establish trust in the relationship
During the presentation component of a sales call, the salesperson’s role is
To present product features and benefits
Sales prospecting is:
An activity used to describe what a salesperson does to identify potential new accounts.
Prospecting:
Should begin the first day you are hired and continue throughout your career
Increasing market concentration means you are:
Gaining a larger % of your customers business
To effectively use your selling skills you have to develop a sales call plan:
A sales call plan helps the sale person assemble account information and think through a logical step for the relationship or sale to follow.
Closed-ended questions are asked to:
Find out specific information from the customer
Selling involves direct and indirect responsibilities. Direct selling responsibilities might include
Pre-call planning and building customer relationships
Indirect selling responsibilities might include:
a. Handling complaints b. Pre-call planning and building customer relationships c. Closing the sale d. Making sales presentations
Handling Complaints
An economic buyer is predominately concerned about
Price
A business buyer is predominately concerned about
Facts and Research
There are five innovation adoption groups. This type of customer makes up 2.5% of the buyers and is anxious to try an untried brand or idea and is considered:
An innovator
This type of customer makes up 34% of the buyers. They have a wait and see attitude and are often skeptical about new ideas:
A late majority
Opinion leaders are respected by their peers for business success and considered one of the best managers. They are considered early adopters and high-profile. Many times opinion leaders are difficult to sell product because:
May feel responsibility to their community as strangers and do not want to ruin their reputation with too many foolish choices
There are two types of value; tangible and intangible. An example of a tangible value is:
a. Product safety or product availability b. Pride in ownership c. Status associated with ownership d. Product image
Product Safety or product availability
Common method for segmenting customers is by:
a. Product use b. Demographics (age, income level, education) c. Buyer behavior and value structure d. All of the above
D
Sales call planning is important for each sales call to:
a. Convince your supervisor that you are staying busy. b. Make the best use of your time. c. Always get the sale. d. Respect the customer by making the best use of their time.
D
As a sales person you can create loyalty by:
Helping the customer choose a product that consistently meets their needs
After you ask for the sale it is important to:
Be quiet and let the customer respond
After you get the order it is important to:
Thank them and prepare to leave.
Agriselling today can best be described as a:
Relationship-oriented and technical-knowledge sales strategy
Sales people are considered to be problem solvers, influencers, and facilitators. As a problem solver:
The first responsibility is to determine customer needs and locate products, services and information to help the customer reach his business goals
Quality is defined as consistency
True
Effective selling is based on scientific principle of human behavior
True
Successful and highly-regarded members of the agri-sales profession are honest about their products benefits and limitations
True
It doesn’t matter if you are unethical in your personal life as long as you are ethical with your customer.
False
Even though sales professionals are compensated to make the sale. Many sales professionals commonly say that helping the customer is the most satisfying reward.
True
Sales professionals report that up to 90% of buying decisions are based on emotional reasonings.
True
If a product is known to be in short supply the customer’s emotions for purchasing is likely based on hope.
False
Buyer’s remorse is the period of time immediately following the purchase. The sales person has an opportunity and responsibility to support the customer during the post-purchase period to sustain their business.
True
When conducting a sales call you need to provide all the product detail and information before asking for the sale.
False
The first impression you present as a sales professional is only important on your first sales call to a customer.
False
