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Ag Sales > Test Bank > Flashcards

Test Bank Flashcards

1
Q

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

You listen carefully to the customers 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

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

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

After listening to the answers to 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

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

Creating value bundles is:
a. A valuable tool for the salesperson to group products and services to provide greatest profit margin to the
company.
b. A way to sell low-demand products in a bundle with new high-value products to move excess inventory
c. The job of the sales professional to trim, tuck, and fit products and services in a bundle to give each
customer a different price offering so customers can not compare prices.
d. The job of the sales professional to create unique group of products and services specific to the
customer’s needs.

A

d. The job of the sales professional to create unique group of products and services specific to the
customer’s needs.

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8
Q

Pre-call planning

a. Direct sales responsibility
b. Indirect sales responsibility

A

a. Direct sales responsibility

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9
Q

Maintaining product knowledge

a. Direct sales responsibility
b. Indirect sales responsibility

A

b. Indirect sales responsibility

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10
Q

Understanding competitive tactics and strategies

a. Direct sales responsibility
b. Indirect sales responsibility

A

b. Indirect sales responsibility

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11
Q

Prospecting

a. Direct sales responsibility
b. Indirect sales responsibility

A

a. Direct sales responsibility

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12
Q

Uncovering customer needs

a. Direct sales responsibility
b. Indirect sales responsibility

A

a. Direct sales responsibility

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13
Q

Handling complaints

a. Direct sales responsibility
b. Indirect sales responsibility

A

b. Indirect sales responsibility

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14
Q

The most common type of sales compensation in agricultural sales is:

a. Straight salary
b. Salary plus commission
c. Straight commission

A

b. Salary plus commission

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15
Q

Many sellers agree that they would make the most income selling on a:

a. Straight salary
b. Salary plus commission
c. Straight commission

A

c. Straight commission

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16
Q 
Many sellers would rather be paid by \_\_\_\_\_\_\_\_\_\_\_\_\_\_ even though they might make less money than they could
under other pay structures.
a. Straight salary
b. Salary plus commission
c. Straight commission
A

b. Salary plus commission

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17
Q

The greatest reward for many agricultural sales people is:

a. Making a good salary
b. Meeting sales goals.
c. Helping the customer answer and meet their business needs.
d. Working with a flexible schedule to organize and run their daily routine.

A

c. Helping the customer answer and meet their business needs.

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18
Q

A relationship buyer expectations:

a. Regular contact, informal and formal contacts, are less price sensitive
b. Lowest price, time saving, and convenience
c. Not interested in service, relies on his own information sources, self-reliant
d. Expertise, facts and research, bottom-line results for most profit.

A

a. Regular contact, informal and formal contacts, are less price sensitive

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19
Q

True or False: Pre-call planning is only necessary for prospects

A

False

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20
Q

True or False: When asking open-ended questions you should avoid starting the question with the word “Why” because
you make your customer uncomfortable.

A

True

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21
Q

When closing the sale it is important to ask for the sale then:

a. Continue talking to convince the customer to purchase
b. Add additional information to help them see all the value you bring.
c. Be quiet and wait for the response.
d. Continue to stress the after-the-sale service you can provide.
e. Emphasize how the neighbors are using the product.

A

c. Be quiet and wait for the response.

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22
Q

Close-ended questions often start with words like:

a. Tell me about…, How do you like…, When would you…, Define your experience with…
b. How many acres…,How much do you…,What product do you…
c. If I understand you correctly…, So you make decisions based on….
d. Have I got that right?, Was that 30,000 finished cattle last year?

A

b. How many acres…,How much do you…,What product do you…

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23
Q

Employers often hire an employee because of their great:

a. Attitude
b. Education
c. Previous selling experience

A

a. Attitude

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24
Q

True or False: The nice thing about sales is it not necessary to learn or use selling techniques. It only requires a great
personality to be successful.

A

False

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25
Q

As a salesperson it is important to:

a. Adopt your style to the environment you are selling.
b. Make sure the customer knows how smart you are.
c. Always try to prove how much you know about the product.
d. Realize every customer is the same so the same approach will work well with every customer.

A

a. Adopt your style to the environment you are selling.

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26
Q

Most sales people who experience difficulties do so because:

a. They don’t work hard enough.
b. They don’t develop a daily plan to organize their time.
c. They don’t offer enough gifts to the customer.
d. They don’t take the customer to eat after the meeting.

A

b. They don’t develop a daily plan to organize their time.

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27
Q

The rule of three refers to:

a. It takes three calls to get an appointment.
b. You should expect three rejections for every sale.
c. You should count to three before answering a question.
d. Limiting the number of products you recommend to three or less.
e. A B and C

A

d. Limiting the number of products you recommend to three or less.

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28
Q

When a customer asks a question it is best to:

a. Avoid any negative aspects of the product and hope they don’t ask again
b. Defend your product with all the facts and figures you can.
c. Become more of a teacher of the product than a salesperson.
d. Listen carefully before you start to answer so you can address their concerns.
e. C and D.

A

e. C and D.

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29
Q

Selling is all about:

a. Solving problems
b. Providing solutions
c. Getting the sale even if it doesn’t solve the problem or address the need.
d. All the above
e. A and B

A

e. A and B

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30
Q

Being a related seller means:

a. You are selling to a relative
b. You have many relatives who could buy from you.
c. You are good at helping a customer purchase additional products that go together.
d. Converting a customer into a prospect for additional sales
e. C and D

A

e. C and D

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31
Q

True or False: You should criticize or condemn your competitors in order to show that your product is better.

A

False

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32
Q

True or False: Often your attitude speaks more loudly to customers than anything you say.

A

True

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33
Q

When working with a difficult customer you should to all the following except:
a. Let the customer talk through his or her anger
b. Listen with your eyes.
c. Consider the customer in an objective manner; refuse to take negative comments personally.
d. Immediately position yourself with a pleasant smile and say to yourself: “I’ll show everyone I can handle
this customer in such a way she will want to return to us for service in the future.”
e. Disarm customer by asking: “Are you trying to give me a problem?”

A

e. Disarm customer by asking: “Are you trying to give me a problem?”

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34
Q

A good motto for a professional sales person is:

a. Stop selling and start helping
b. Selling the product is the most important even if it doesn’t exactly fit the need.
c. It is better not to suggest a good product to a customer to avoid coming across to pushy
d. Sell the product with the most margin first.
e. All the above.

A

a. Stop selling and start helping

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35
Q

Most sales people will comment that listening is important. Most sales people:

a. Are great listeners
b. Are not good listeners
c. Spend more time thinking of what they should say next than really listening
d. Are more effective when they do all the talking
e. B and C

A

e. B and C

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36
Q

Finding prospects is a primary activity for sales professionals. Good sources to find prospects are:

a. Ask a prospect who told you no to provide a person who could use your product or service.
b. Become an active member in one or two trade associations that prospects attend.
c. Referral from current clients
d. Current clients
e. All the above

A

e. All the above

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37
Q

Finding prospects is a primary activity for sales professionals. Good sources to find prospects are:

a. Ask a prospect who told you no to provide a person who could use your product or service.
b. Become an active member in one or two trade associations that prospects attend.
c. Referral from current clients
d. Current clients
e. All the above

A

e. All the above

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38
Q

True or False: The worst objection you can encounter is one this is not voiced because you can never counter an
unstated one.

A

True

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39
Q

Many sales people fail because they:

a. Are well organized
b. Make consistent follow-up a priority
c. Keep promises
d. Don’t prioritize their activities
e. All the above.

A

d. Don’t prioritize their activities

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40
Q

True or False: As a sales, professional it is not important to address or be courteous to the customers secretaries, support
staff, other employees.

A

False

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41
Q

As a sales professional it is important to be on time because:

a. Most customers make you wait anyway
b. It is a sign of respect to customers
c. To show you are a professional that can be trusted
d. All the above
e. B and C

A

e. B and C

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42
Q

To learn about the customer and their business it is important to:

a. Ask Open-ended questions
b. Make sure questions are easy to answer and only need a yes or no response.
c. Ask questions that require an explanation, an example might be a question starting out with “Tell me
about. ..”
d. All the above
e. A and C

A

e. A and C

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43
Q

Active listening is a valuable asset in the closing process. Nonverbal signs of active listening include:

a. Nodding your head and maintaining eye contact
b. Slouching in your chair
c. Looking around the room
d. Answering your phone call or returning a text during the call
e. A, C and D.

A

a. Nodding your head and maintaining eye contact

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44
Q

True or False: People buy from their emotions, then justify their buying decisions with your intellect.

A

True

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45
Q

True or False: People buy from professionals who ask for the business

A

True

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46
Q

True or False: People buy from professionals who ask for the business

A

True

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47
Q

Balanced Amino Acids are a _____________________ of the product.

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

A

c. Feature

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48
Q

Faster recovery and efficient growth are _____________________ of the product.

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

A

a. Benefit

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49
Q

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

a. Building rapport
b. A close
c. Probing
d. Open-ended question

A

b. A close

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50
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. Tell them there are no discounts
b. Give them the discount
c. Take the discount out of your commission
d. Call your supervisor

A

d. Call your supervisor

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51
Q

Introducing yourself and initiating the conversation is called the _______________.

a. Opening
b. Impression
c. Rapport
d. Prospect

A

a. Opening

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52
Q 
“What has your experience been with our new product?” What type of questions is being
asked?
a. Open-ended
b. Closed-ended
c. Confirming
d. Clarifying
A

a. Open-ended

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53
Q

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

a. Open-ended
b. Closed-ended
c. Confirming
d. Clarifying

A

d. Clarifying

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54
Q

Which of the following is the best advice about selling against the competition?

a. Always ignore competitors unless your products are better
b. Never speak poorly of the competition
c. Always present your price as favorable compared to your competition
d. Show how the features and benefits of your product give value

A

d. Show how the features and benefits of your product give value

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55
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
b. A benefit
c. An advantage
d. Value

A

a. A feature

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56
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
b. Handle the objection
c. Listen to the customer
d. Introduction

A

a. Ask for more information

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57
Q

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

a. The customer does not have good non-verbal cues. They look away often.
b. The customer continues to ask questions about the product.
c. Out of nowhere the customer says the price is too high.
d. The customer keeps stopping the presentation and the sale.

A

b. The customer continues to ask questions about the product.

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58
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. Summary close
b. Direct close
c. Trial close
d. Choice close

A

b. Direct close

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59
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

60
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

61
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

62
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

63
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

64
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
b. A feature
c. A prospect
d. A rapport building topic

A

a. An objection

65
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

66
Q

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

a. Establish trust
b. Avoid topics that may be of concern to the customer
c. To present product features and benefits
d. To locate new prospects

A

c. To present product features and benefits

67
Q

Sales prospecting is:
a. An activity used to describe what a salesperson does to identify potential new accounts.
b. Not important when you are very busy and meeting your sales goal
c. Is only necessary when you are a new sales person and are developing your customer
list
d. Is important only when on commission

A

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

68
Q

Prospecting:

a. Should begin the first day you are hired and continue throughout your career
b. Is no longer necessary as you prepare to retire.
c. Is only practiced by salesperson’s who are struggling to build their client list
d. All of the above

A

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

69
Q

Increasing market concentration means you are:

a. Focused on your marketing campaign
b. Gaining a larger % of your customers business
c. Adding more marketing locations
d. All of the above

A

b. Gaining a larger % of your customers business

70
Q

To effectively use your selling skills you have to develop a sales call plan:
a. That is detailed, structured and be sure you stick to the plan
b. That is a detailed road map so that if you follow the plan it will result in a sale
c. A sales call plan helps the sale person assemble account information and think through
a logical step for the relationship or sale to follow.
d. A sales call plan is not needed.

A

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

71
Q

Closed-ended questions are asked to:

a. End the sales call
b. Find out specific information from the customer
c. Find out if the customer is close minded
d. Learn about the customer’s philosophy, needs, and concerns

A

b. Find out specific information from the customer

72
Q

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

a. Pre-call planning and building customer relationships
b. Handling complaints
c. Collecting accounts
d. Office work

A

a. Pre-call planning and building customer relationships

73
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

a. Handling complaints

74
Q

An economic buyer is predominately concerned about

a. Trust
b. Price
c. Facts and research
d. Benefits

A

b. Price

75
Q

A business buyer is predominately concerned about

a. Trust
b. Price
c. Facts and research
d. Benefits

A

c. Facts and research

76
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
b. An early adopter
c. An early majority
d. A late majority

A

a. An innovator

77
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. An innovator
b. An early adopter
c. An early majority
d. A late majority
A

d. A late majority

78
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. They make up their own mind and don’t like to listen to sales people
b. May feel responsibility to their community as strangers and do not want to ruin their
reputation with too many foolish choices
c. Have strong opinion and are difficult to convince to buy
d. Normally do not buy anything

A

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

79
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

a. Product safety or product availability

80
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. All of the above

81
Q

As a sales person you can create loyalty by:

a. Helping the customer choose a product that consistently meets their needs
b. Always having the lowest price
c. Bringing a gift each time you come
d. Sending brochures periodically

A

a. Helping the customer choose a product that consistently meets their needs

82
Q

After you ask for the sale it is important to:

a. Keep describing why they should buy your product
b. Be quiet and let the customer respond
c. Continue to provide data on the products
d. Remind them of the product value

A

b. Be quiet and let the customer respond

83
Q

After you get the order it is important to:

a. Try to sell them another product because they must be in a buying mood
b. Thank them and prepare to leave.
c. Continue to describe the product and its benefits
d. Stay for another cup of coffee

A

b. Thank them and prepare to leave.

84
Q

Agriselling today can best be described as a:

a. Product focused, brand-oriented sales strategy
b. Relationship-oriented and technical-knowledge sales strategy
c. Sales-quota-driven activity based on multiple visits
d. Getting the sale at any cost

A

b. Relationship-oriented and technical-knowledge sales strategy

85
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
b. You would provide a wide variety of products to let the customer choose the product
they want
c. You would provide lots of production and technical information for the customer to
evaluate and make their own decision
d. You would send customers brochures and promotions so they can call and order
products over the phone.

A

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

86
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
b. You would provide a wide variety of products to let the customer choose the product
they want
c. You would provide lots of production and technical information for the customer to
evaluate and make their own decision
d. You would send customers brochures and promotions so they can call and order
products over the phone.

A

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

87
Q

True or False: Quality is defined as consistency

A

True

88
Q

True or False: Effective selling is based on scientific principle of human behavior

A

True

89
Q

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

A

True

90
Q

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

A

False

91
Q

True or 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.

A

True

92
Q

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

A

True

93
Q

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

A

False

94
Q

True or 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.

A

True

95
Q

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

A

False

96
Q

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

A

False

97
Q

True or False: As a sales person you play a key role in delivering value to the customer. Product knowledge is the
most important attribute the sales person brings to the customer.

A

False

98
Q

Tangible products include:

a. Fertilizer, seed, equipment, feed
b. Advice on how to use the products
c. Understanding how the product fits the operation’s needs
d. Product convenience
e. Product service-ability or maintenance needs

A

a. Fertilizer, seed, equipment, feed

99
Q

As a sales person meeting the customer’s needs includes:
a. Making sure the products and services are presented that make the most commission for you and profit for
your company.
b. Listening to the customer, identifying the needs and presenting the products that bring highest value to the
customer’s operation.
c. Making sure the customer is presented with the newest products in your line-up to impress them with the
product innovation you provide.
d. Making sure the customer has the latest products so they can help promote them to the other customers at
the coffee counter.
e. Providing a great atmosphere to meet and having a range of snacks and beverages for the meeting.

A

b. Listening to the customer, identifying the needs and presenting the products that bring highest value to the
customer’s operation.

100
Q

Intangible value may be defined by the following statements:
a. It may involve emotions or feelings such as pride in ownership or status with a particular product.
b. It is easily measured and defined such as added profit through a higher yielding variety or hybrid
c. Promoting a product that is on sale.
d. A fresh idea provided by a sales person. The idea was developed by understanding the customer’s business
situation.
e. A, and D.

A

e. A, and D.

101
Q

Tangible value may be defined by the following statements:
a. It may involve emotions or feelings such as pride in ownership or status with a particular product.
b. It is easily measured and defined such as added profit through a higher yielding variety or hybrid
c. Understanding product application timing to get the best outcome for their operation.
d. A fresh idea provided by a sales person. The idea was developed by understanding the customer’s business
situation.
e. B, and D.

A

b. It is easily measured and defined such as added profit through a higher yielding variety or hybrid

102
Q

True or False: Value is specific to the what the customer needs and is always determined during the first or second visit
to a prospective customer.

A

False

103
Q

To learn as much about a customer’s needs as possible you should:
a. Talk to the neighbors to learn from them what the customer needs so you can come prepared to present a
unique value bundle the first time you meet them.
b. Ask good open-ended questions and actively listen.
c. Have a list of questions you want answered and be ready to ask another question as soon as they are
finished answering.
d. Be sure to comment on their children’s sport accomplishments.
e. Arrive early to the meeting and bring donuts to lighten the mood.

A

b. Ask good open-ended questions and actively listen.

104
Q

To be efficient with your time and efforts it is important to avoid “selling snow to Eskimos”. One way to do that
is:
a. Prioritize customers or accounts based on their needs
b. Develop a pre-call plan to promote the current rebate program that lowers the price by 25%
c. Make sure to ask them right away if they could use the product or program and don’t waste too much time
on idle discussion.
d. Be sure to let them know their neighbors are using the product and it should be a good fit for them.
e. Bring an article in the latest Ag Journal promoting the new product or practice.

A

a. Prioritize customers or accounts based on their needs

105
Q

True or False: A key attribute of a successful, seasoned sales person is their ability to shoot-from-the-hip. It saves
them time because they don’t have to plan as much for a sales call.

A

False

106
Q

Planning for your territory as a whole and for each sales call is critical to:

a. Make the best use of the customer’s time.
b. Make the best use of your time.
c. To make sure you have and know the reason for the call.
d. Make sure you bring value to the customer on every call.
e. All the above.

A

e. All the above.

107
Q

True or False: Relationships and connections are the most important attribute to being a successful professional ag
sales person.

A

False

108
Q

Penetration is a sales term used to describe:

a. Distance you have moved in to the neighboring sales person’s or competitor’s territory.
b. Proportion of each customer’s business captured by a company or product.
c. Proportion of all customers a particular product or company sells.
d. Proportion of the market that is control by a company, business, or individual.
e. The proportion of sales made toward your sales target.

A

c. Proportion of all customers a particular product or company sells.

109
Q

Concentration is a sales term used to describe:

a. Proportion of a product in a mixture to meet manufacturers recommended usage
b. Proportion of each customer’s business captured by a company or product.
c. Proportion of all customers a particular product or company sells.
d. Proportion of the market that is control by a company, business, or individual.
e. The proportion of sales made toward your sales target.

A

b. Proportion of each customer’s business captured by a company or product.

110
Q

Market share is a sales term used to describe:

a. Distance you have moved in to the neighboring sales person’s or competitor’s territory.
b. Proportion of each customer’s business captured by a company or product.
c. Proportion of all customers a particular product or company sells.
d. Proportion of the market that is control by a company, business, or individual.
e. The proportion of sales made toward your sales target.

A

d. Proportion of the market that is control by a company, business, or individual.

111
Q

Cross sell is a sales term used to describe:

a. The ability to use the product in conjunction with a competitor’s product
b. Selling an over the counter product in an on-the farm visit.
c. Selling in a two-way conversation between the customer and the salesperson
d. Proportion of each customer’s business captured by a company or product.
e. Product strategy that encourages the purchase of a second product or service after the first is bought.

A

e. Product strategy that encourages the purchase of a second product or service after the first is bought.

112
Q

DISC is an acronym used to describe:
a. A personal work style analysis which divides behavior into four categories. Dominance, Influence,
Steadiness, and Compliance.
b. A tillage tool for preparing the soil.
c. The percentage discount in a sales brochure or advertisement announcing an upcoming sale.
d. Chart describing the discount structure for volume purchases.
e. How a customer refused to purchase a product or service after several attempts.

A

a. A personal work style analysis which divides behavior into four categories. Dominance, Influence,
Steadiness, and Compliance.

113
Q

Marketing mix is:
a. A planning process that analyses the market, identifies opportunities and develops tactical approaches to
achieving goals.
b. Complete set of activities involved in marketing: Product, Price, Place, Promotion and People as they
relate to a specific product or service.
c. Anticipating the needs and wants of target customers and meeting those needs.
d. Knowledge about an existing market and the trends in that marketplace; may come from formal or
informal sources.
e. Increasing the number of customers who want to buy a product or service.

A

b. Complete set of activities involved in marketing: Product, Price, Place, Promotion and People as they
relate to a specific product or service.

114
Q

As a salesperson you have both Direct and Indirect selling responsibilities. Direct sales responsibilities include:

a. Prospecting and pre-call planning.
b. Maintaining customer relations
c. Handling complaints
d. Collecting accounts
e. Market Intelligence.

A

a. Prospecting and pre-call planning.

115
Q

The building blocks of professional selling are Code of ethics, Set of scientific principles, Body of knowledge,
Systematic procedures, and Common language. Which of the building blocks is the foundation that defines the
most highly regarded members of the agricultural selling community?
a. Code of ethics
b. Set of scientific principles
c. Body of knowledge
d. Systematic procedures
e. Common language

A

a. Code of ethics

116
Q

Of the building blocks of professional selling which of the building blocks is concerned with understanding
behavioral style and communication differences, purchase-decision processes and motivation?
a. Code of ethics
b. Set of scientific principles
c. Body of knowledge
d. Systematic procedures
e. Common language

A

b. Set of scientific principles

117
Q

Which of the building blocks is concerned with understanding the jargon of the used in the industry such as
close, call opening, prospecting, conversion?
a. Code of ethics
b. Set of scientific principles
c. Body of knowledge
d. Systematic procedures
e. Common language

A

e. Common language

118
Q

Which of the building blocks is concerned with functions such as territory planning, prioritizing accounts,
planning sales calls, uncovering needs, formulating recommendations and follow-up after the sale?
a. Code of ethics
b. Set of scientific principles
c. Body of knowledge
d. Systematic procedures
e. Common language

A

c. Body of knowledge

119
Q

Which of the building blocks is concerned with thorough research and analysis of customer needs that lead to
solutions, approaches, and activities that fit the customer and his or her business.
a. Code of ethics
b. Set of scientific principles
c. Body of knowledge
d. Systematic procedures
e. Common language

A

d. Systematic procedures

120
Q

True or False: Most customer objections arise from misunderstandings, misinformation, or lack of information.

A

True

121
Q

Active sales resistance takes the form of objections. Simply put an objection is:

a. A reason not to buy.
b. A personal attack on the sales person.
c. Something to be taken personally.
d. A reason to change the subject.
e. Just another difficult customer to work with.

A

a. A reason not to buy.

122
Q

True or False: Excuses and objections are the same thing when it comes to ways for customers to avoid committing
during a sales call.

A

False

123
Q

“I am just not ready to buy” is an example of a(n)

a. Excuse
b. Objection
c. Question

A

a. Excuse

124
Q

The customers says “Why wouldn’t I stay with my current supplier?” is an example of a(n)

a. Excuse
b. Objection
c. Question

A

c. Question

125
Q

“I want to think about it” is an example of a(n)

a. Excuse
b. Objection
c. Question

A

a. Excuse

126
Q

“So how much is this new approach going to cost me?” is an example of…

a. Excuse
b. Objection
c. Question

A

c. Question

127
Q

“I don’t need your product” is a(n)

a. Excuse
b. Objection
c. Question

A

B

128
Q

“This product is no different from my current product, why should I go with your program?” is a(n)

a. Excuse
b. Objection
c. Question

A

C

129
Q

“I don’t want it” is a(n)

a. Excuse
b. Objection
c. Question

A

B

130
Q

The best practice for handling most objections
a. Listen, Restate, Ask for more information, Handle
b. Listen, Defend, Ask for more information, Close
c. Defend, clarify, restate, close
d. Dismiss yourself by committing to: Send more information and stop again after you have had a chance to
review the details.
e. Make sure to clear up the misunderstanding so they know you are right.

A

a. Listen, Restate, Ask for more information, Handle

131
Q

Closing during a sales call means:

a. Getting the sale and commitment to purchase.
b. Asking for a commitment from the customer
c. Obtaining permission for a 20-acre plot
d. Committing to using your product on a 6-month trial period.
e. All the above

A

e. All the above

132
Q

When should you close a sales call?

a. Whenever it is appropriate
b. After you have presented all the material
c. After you have told the whole story
d. After you have explained your performance awards
e. All the above.

A

a. Whenever it is appropriate

133
Q

The customer can give you verbal and or non-verbal buying signals: Examples of positive non-verbal cues
include:
a. Leans back, or pushes back from desk or table
b. Avoids eye contact
c. Folds hands
d. Makes calculations
e. Shuffles papers on desk

A

d. Makes calculations

134
Q

Examples of verbal buying signals include:

a. A customer asks about financing options
b. A customer asks about delivery
c. A customer agrees on a key benefit you describe
d. A customer asks about a warranty or guarantee
e. All the Above

A

e. All the Above

135
Q

The key to successful, long-term selling relationships is trust. The key to trust is:

a. Simple, honest, and ethical behavior 100% of the time.
b. Making sure the customers hear the negative information about the competitor
c. Bending the rules to help the customer get the advantage.
d. You are a professional at work, but act however you want in your personal life.
e. All the above

A

a. Simple, honest, and ethical behavior 100% of the time.

136
Q

The building blocks of professional selling are Code of ethics, Set of scientific principles, Body of knowledge,
Systematic procedures, Common language. Which of the building blocks is the foundation that defines the most
highly-regarded members of the agricultural selling community?
a. Code of ethics
b. Set of scientific principles
c. Body of knowledge
d. Systematic procedures
e. Common language

A

a. Code of ethics

137
Q

“How many corn acres do you plan to plant next year?” is a(n)

a. Open-ended question
b. Close-ended question
c. Clarifying question
d. Confirming question

A

b. Close-ended question

138
Q

If I understand you correctly, you make the input decisions and your Dad makes the marketing arrangements?

a. Open-ended question
b. Close-ended question
c. Clarifying question
d. Confirming question

A

c. Clarifying question

139
Q

What do you expect from a corn hybrid?

a. Open-ended question
b. Close-ended question
c. Clarifying question
d. Confirming question

A

a. Open-ended question

140
Q

The rolling herd average is around 22,000 lbs., you said?

a. Open-ended question
b. Close-ended question
c. Clarifying question
d. Confirming question

A

d. Confirming question

141
Q

Where do you get technical support?

a. Open-ended question
b. Close-ended question
c. Clarifying question
d. Confirming question

A

b. Close-ended question

142
Q

When you arrive on a sales call you should not:

a. Announce your arrival with a cloud of dust and a screech of your brakes
b. Park where you will not be in the way of equipment and other vehicles
c. Apply common-sense courtesy
d. State your name clearly and slowly and tell them why you are there.

A

a. Announce your arrival with a cloud of dust and a screech of your brakes

143
Q

A unique value bundle:

a. Is mix of products bundled in a package to sell excess inventory.
b. Is a bundle of products focused on making more money per product.
c. Is a combination of goods and services bundled specific to meet the customer’s needs
d. Is a package of products that can be stacked at the end of an aisle.
e. All of the above

A

c. Is a combination of goods and services bundled specific to meet the customer’s needs

144
Q

True or False: The definition of consistency is quality.

A

True

145
Q

The single most important selling skill is:

a. Being persistent and getting the sale at all cost
b. To focus on selling the package your company is promoting
c. To be disciplined to work late on Friday afternoon
d. Hearing the customer’s message
e. Having determination to sell the product with the largest profit margin.

A

d. Hearing the customer’s message

146
Q

The final step in a sales call is always:

a. Closing a sales call
b. Collecting the money
c. Getting the customer to consider the purchase
d. Setting up a schedule for delivery
e. All the above

A

a. Closing a sales call

Ag Sales (2 decks)

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