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Ag Sales Questions
Terms in this set (75)
"I'd like to do more business with you. May we go ahead?" is an example of a/an:
A salesperson has all of these responsibilities except
to pass complaints on to the boss
Which is the best example of a salesperson matching the appearance of their customers?
a salesperson wears khaki pants and polo when trying to sell a tractor
an advertisement that requires a call to action is an advertisement that:
creates an urgency to make a purchase
Which is an effective strategy to use when publishing a newsletter for customers?
make it easy to read
Credit is an important sales tool for all of the following reasons except:
as a way to things to customers when they cannot avoid it and really do not need it
The terms "gods" and "services" distinguish:
products that can be touched from intangible products
The route taken by products is called the marketing channel. Which route is in the correct order?
producer, wholesaler, retailer, consumer
A group of the activities intended to sell a product or idea in order to make a profit is:
What is the first step to take when presenting a product
get the customer's attention
the element of a good advertisement that directs a reader's eyes to move from the top to the bottom of the advertisement is known as
When designing a product display, the most effective position, in terms of display location, has been found to be:
How long should a resume be?
Sales teams may experience problems with sales for all reasons listed except
ignorance or lack of information about a problem
A "point of purchase" display is located at:
What is the final step in a sales presentation?
is based on the needs and wants of the buyer
"I would like to buy this brand of tractor just like the one I have now. It was expensive, but it lasted a long time. I have had a great service from the dealer and I had very few repairs". This customer's buying motive is:
patronage buying motive
"The tree has a certified healthy plant guarantee" is an example of a:
Qualifying customers is:
determining which product best satisfies their wants and needs
You are currently researching the size, location, age, and occupation of the customers in your company's target market. What is the part of marketing environment called?
This step in the sales process is necessary if the salesperson wants to ensure repeat business:
This group of products is closely related because they function in a similar manner, are sold to the same customer groups, and are marketed through the same types of outlets:
A niche market for an agricultural product:
is specific to place, position, or role in the marketplace that is already established
A "cold call" is when a salesperson:
calls on a customer about which they have no information
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 _____________.
Which of the following statements could be considered a closing signal 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 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?
it makes the salesperson look bad
it makes the product or service look bad
it disgusts the customers
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 Ps of the marketing mix are
product, price, promotion, place
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 salesperson sometimes leave a customer feeling stranded
Which of the following is a mistake that is made in the selling process?
Giving up to 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"
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 then if they had never had a problem
What would happen if you give the 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 o 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 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 person?
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 a salesperson
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