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Ag Sales > Test 2014 > Flashcards

Test 2014 Flashcards

1
Q

Balanced Amino Acids are a _____________________ of the product.

a. Benefit
b. Trial Close
c. Feature
d. Value
A

Feature

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2
Q

Faster recovery and efficient growth are _____________________ of the product.

A

Benefit

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3
Q

Troy asks if he can deliver 40 bags of feed in the morning this is an example of:

A

A close

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4
Q

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?

A

d. Call your supervisor

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5
Q

“What has your experience been with our new product?” What type of questions is being asked?

A

Open ended

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6
Q

“What product are you currently using?” is an example of what type of question?

A

Clarifying

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7
Q

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

A feature

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8
Q

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.

A

Ask for more information

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9
Q

Which of the following is a clue that you have the customer’s interest?

A

The customer continues to ask questions about the product

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10
Q

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.

A

Direct Close

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11
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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12
Q

The purpose of probing is _____________________________.

A

Identify customers needs

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13
Q

The most common error that inexperienced salespeople make is __________________.

A

Failure to ask for the sale

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14
Q

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

A

Open, closed, clarifying, and confirming

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15
Q

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

a. Questions
b. Body language
c. Objections
d. Appearance
A

Body Language

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16
Q

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 __________________.

A

An objection

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17
Q

The purpose of rapport building is:

A

To establish trust in the relationship

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18
Q

During the presentation component of a sales call, the salesperson’s role is

A

To present product features and benefits

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19
Q

Sales prospecting is:

A

An activity used to describe what a salesperson does to identify potential new accounts.

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20
Q

Prospecting:

A

Should begin the first day you are hired and continue throughout your career

21
Q

Increasing market concentration means you are:

A

Gaining a larger % of your customers business

22
Q

To effectively use your selling skills you have to develop a sales call plan:

A

A sales call plan helps the sale person assemble account information and think through a logical step for the relationship or sale to follow.

23
Q

Closed-ended questions are asked to:

A

Find out specific information from the customer

24
Q

Selling involves direct and indirect responsibilities. Direct selling responsibilities might include

A

Pre-call planning and building customer relationships

25
Q

Indirect selling responsibilities might include:

a. Handling complaints
b. Pre-call planning and building customer relationships
c. Closing the sale
d. Making sales presentations
A

Handling Complaints

26
Q

An economic buyer is predominately concerned about

A

Price

27
Q

A business buyer is predominately concerned about

A

Facts and Research

28
Q

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:

A

An innovator

29
Q

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

A late majority

30
Q

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:

A

May feel responsibility to their community as strangers and do not want to ruin their reputation with too many foolish choices

31
Q

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
A

Product Safety or product availability

32
Q

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
A

D

33
Q

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.
A

D

34
Q

As a sales person you can create loyalty by:

A

Helping the customer choose a product that consistently meets their needs

35
Q

After you ask for the sale it is important to:

A

Be quiet and let the customer respond

36
Q

After you get the order it is important to:

A

Thank them and prepare to leave.

37
Q

Agriselling today can best be described as a:

A

Relationship-oriented and technical-knowledge sales strategy

38
Q

Sales people are considered to be problem solvers, influencers, and facilitators. As a problem solver:

A

The first responsibility is to determine customer needs and locate products, services and information to help the customer reach his business goals

39
Q

Quality is defined as consistency

A

True

40
Q

Effective selling is based on scientific principle of human behavior

A

True

41
Q

Successful and highly-regarded members of the agri-sales profession are honest about their products benefits and limitations

A

True

42
Q

It doesn’t matter if you are unethical in your personal life as long as you are ethical with your customer.

A

False

43
Q

Even though sales professionals are compensated to make the sale. Many sales professionals commonly say that helping the customer is the most satisfying reward.

A

True

44
Q

Sales professionals report that up to 90% of buying decisions are based on emotional reasonings.

A

True

45
Q

If a product is known to be in short supply the customer’s emotions for purchasing is likely based on hope.

A

False

46
Q

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.

A

True

47
Q

When conducting a sales call you need to provide all the product detail and information before asking for the sale.

A

False

48
Q

The first impression you present as a sales professional is only important on your first sales call to a customer.

A

False

Ag Sales (3 decks)

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