FFA Agriculture Sales Competition
Terms in this set (75)
Why do businesses offer free samples or provide coupons for their products?
Motivate all people to try their products or services.
Which of the following is a good reason to prepare a professionally-prepared press release concerning an announcement for your business?
The press release may be printed as an article in a newspaper.
Prospecting for customers is another term for ______________ potential customers?
The most effective form of communicating with customers is _______________.
All of the following are equally effective forms of communication: Non-verbal, Verbal, and Written.
Which of the following statements could be considered a closing signal is given by a customer?
"That would definitely be important to us."
Facial expressions, gestures, body language and eye contact are all examples of:
Why is it important for a salesperson to be familiar with their competitor's products?
The salesperson can discuss the advantages of their product or service in comparison to their competitors.
What should a salesperson do immediately after introducing themselves and greeting the customer?
Begin by addressing the customer by their name.
What item of clothing should be avoided by a female salesperson in the agricultural industry?
Which of the following is an effective way to approach an introverted sales client?
Provide specific details and facts about the product or service.
Before beginning a sales presentation, what should the salesperson do with the customer?
Probe for information/ask questions to the customer.
What is the problem with a salesperson "begging" for a sale?
All of the following are reasons why a salesperson should not beg for a sale: It makes the salesperson look bad, It makes the product or service look bad, and It disgusts the customer.
Which of the following types of close is used by a salesperson if a customer is committed to making a purchase, but they are unsure of what they have decided to purchase? An example would be, "So do you want to buy the red tractor or the green tractor?"
Which of the following is an advantage of using magazine advertising for a business?
Magazines can tailor a specific advertisement to match reader characteristics of potential customers.
If a business did not want their competitors to see an advertisement, what would be the best form of advertisement for the company?
Which of the following is an effective method to use in training a new salesperson?
Make sure that the salesperson has a mentor.
A set of stages that most new products pass through, that include the development stage, the introductory stage, the growth stage, the mature stage, and the declining stage, is called:
The product life cycle.
The four P's of the marketing mix are:
Product, price, place, and promotion.
What is likely to happen if a salesperson discusses any product or service before they know the needs and the situation of a client?
It reduces the chance of making a sale.
Choose the correct statement about the selling process.
Weak salespeople sometimes leave a customer feeling stranded.
Which of the following is a mistake that is made in the selling process?
Giving up too soon on a qualified prospect.
When seeking sales prospects, what source is used to find out about births, marriages, and career promotions within a community?
Local newspapers and industry periodicals.
When seeking sales prospects, what local source sponsors events for the sole purpose of letting their members meet each other?
Chamber of Commerce.
If a customer makes you upset as a salesperson, what is the best course of action?
Temporarily step out of the situation.
What type of customer is less likely to complain about bad merchandise or poor customer service?
The ultimate factor that determines the success or failure of the sale is the ______.
Which of the following statements is TRUE about selling a product?
When a customer says no, it is a business refusal of the salesperson .
If a salesperson was to send a direct mailer (via the U.S. Postal Service) to 1,000 new clients, about how many responses can the salesperson expect to receive?
5 or fewer.
The salesperson has made a telephone cold call to a potential client. When the potential client answers, which of the following lines is considered "professional phone etiquette" by the salesperson?
"When would it be convenient to call back?"
Which is the BEST rule to follow when dressing for a sales presentation?
Dress at or slightly above the level of your prospect.
If a customer were upset, which of the following sayings, if uttered by the salesperson, would most likely prevent a verbal confrontation from the customer?
"I am sorry for your inconvenience."
If a customer has a complaint and the complaint is resolved quickly, they are MOST likely to:
Be more loyal to the company than if they had never had a problem.
What would happen if you give a customer a smart or flip reply?
Nothing, as customers are desensitized towards sarcasm.
If a salesperson has an upset customer who will not allow an explanation or listen, he or she should:
Use the customer's name at the beginning of a sentence.
Which of the following SHOULD a salesperson avoid when working with an upset customer?
Taking what the customer says personally.
Which of the following is a desirable trait in a speaking voice for a salesperson?
A voice that varies in volume.
If a customer is opposed to a proposed plan of action, they will ________.
Make an objection.
What should be used when a salesperson needs a yes or no answer?
Which of the following responses by a salesperson would give the customer a good perception of the company?
May we review your order to ensure that you have all of your information.
Which is a POOR practice for salespeople to use when talking on the telephone?
Discuss the customer with other staff without putting them on hold.
Why is it important for a salesperson to build rapport with the customer?
A salesperson will gain trust from the customer.
Which of the following could potentially lead to fewer sales for a salesperson?
All of the following could cause lower sales: Tattoos, Beards, Facial piercings.
Some people make their buying decisions based upon _________________.
What is the benefit of a salesperson having a confident, firm handshake?
Displays self-confidence of the salesperson.
When giving a customer intellectual proof on a product, which of the following appeals to the customer's emotions while giving an important assurance from a satisfied customer?
Which of the following is an important psychological tool to remember when engaged in the sales profession?
Make customers feel good about themselves.
A salesperson who uses "related selling" will:
Suggest potting soil and fertilizer to go with the pot he is selling.
An effective salesperson is most likely going to do which of the following during a meeting with a customer?
Compliment the customer.
When working with an upset customer, which response by the salesperson would lead to a positive outcome?
Let the customer talk through their anger.
Which of the following traits is likely to be displayed by an unsuccessful salesperson?
Underestimating their future as salespeople.
Trying to close a sale at the earliest point is known as:
When a customer gives an objection, what should the salesperson do first?
Listen to the objection.
Which of the following would help a salesperson to sell an item too large for the sales presentation room?
What type of sales transaction is the easiest to record?
Which employees in a large agricultural sales business are responsible for recording sales, making changes, and wrapping merchandise?
When applying for a sales job, which of the following should be practiced by the applicant?
Address the interviewer by name.
If a salesperson wanted to start their own business, what should be their first step?
Learn all they can about the business.
The type of questions asked by salespeople to determine the customer's needs are ____________ questions.
Which item of clothing should be avoided by a female salesperson in the agricultural industry?
How can a salesperson reduce resistance to a sale?
Get clarification about any objections.
Which of the following is the top benefit why a customer would like to make a purchase?
To make money.
Which action by a salesperson would be appropriate at the beginning of a sales pitch?
Shaking the customer's hand.
If a customer says no to a sales pitch, which of the following is true?
The customer has refused current business with the salesperson.
Which of the following statements is true about salesmanship?
A "hot button" is something that appeals to a customer's motives for buying.
What is most likely to happen during tough business climates like a recession?
The best salespeople are more valuable to their companies.
If a customer says "no" during a trial close, which of the following is true?
It is human nature to say no, so the salesperson should continue trying to make the sale.
Why would someone tell a salesperson, "I've got to think it over" during a sales presentation?
It is easier to say than, "No, thank you."
Why would someone need to redirect or rephrase during a sales presentation?
Helps the salesperson to keep the conversation on track if the conversation is wandering.
Which of the following techniques would help a salesperson to close sales?
Asking open-ended questions.
How is a salesperson caught in a product or service trap?
Discussing the product or service prior to determining the client's needs.
Light probing questions are effective because they allow for the following:
All of the following are reasons for why light probing questions are effective: the chance to build rapport, the chance to capture the prospect's attention, and the chance to put the prospect in a positive state of mind.
Why should a salesperson ask a customer to repeat their name during a sales presentation?
The client could be flattered or impressed that the salesperson is trying to learn their name.
Which of the following ways can a salesperson build trust?
According to sales research, how many contacts or impressions can it take on average to close a sale?
9 to 12.
People will not buy from a salesperson unless they _________ the salesperson.
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