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2017 Ag Sales

Terms in this set (22)

4. Customer Classification Systems are used for which of the following purposes? (
a. A means of identifying "bad" customers.
b. A means of qualifying customers.
c. A means of assessing a customer's personality.
d. A means of controlling the buying process.
b. A means of qualifying customers.
5. When confronted by a dominating customer, it is a good sales technique to do which of the following?
a. Let the customer do all of the talking.
b. Present your information quickly.
c. Make them feel important by nodding in agreement.
d. All of the above.
d. All of the above.
6. What is the most frequent mistake made by new sales people?
a. Pushing too hard to get the sale.
b. Using a negative close on a customer.
c. Ignoring a customer's needs or questions.
d. Failure to close the sale.
d. Failure to close the sale.
7. A "cold call" is...
a. A visit with a potential new customer.
b. A telephone call establishing an interest in your company and/or product.
c. A conversation at a local trade show with a non-customeryou just met..
d. All of the above
d. All of the above
8. "Shall I start your order with the product you just mentioned?" This is an example of what sales technique?
a. An open-ended statement
b. A trial close
c. A response to a customer's objection
d. A means of keeping the customer engaged in the presentation.
b. A trial close
9. The "margin" in a product's price is best described below as...
a. Cost of product + tax
b. Cost of product + fixed percentage
c. Cost of product + cost of sales
d. Cost of product + discount
b. Cost of product + fixed percentage
10. If using active listening skills correctly, the salesperson will direct the flow of the sales call?
a.True
b.False
b.False
11. Dan is the top sales person for a large farm equipment company. During a recent visit to his dad's farming operation, an Illinois corn and soy bean farm, his father was unhappy with the depressed prices for corn. Dan jokingly suggested that maybe they should not sell the corn but use itfor ethanol production. This suggestion is an example of what agribusiness approach?
a. Why Dan is in sales and not farming.
b. Developing a different value added product for the farm
c. A means of getting his father to change the subject.
d. An impractical suggestion.
b. Developing a different value added product for the farm
12. Marlene recently used her sales bonus to purchase an IPad to use with her company-provided laptop computer. She felt this was a good personal investment to use on the job. How would this purchase be helpful to her?
a. She could use it to converse with friends and share photos.
b. It would be a good device to build rapport with her customers.
c. It would improve her sales presentations
d. It would be a good way of completing her sales expense report.
c. It would improve her sales presentations
13.Matt is planning next year's sales budget. He would like to hire another sales person; however, he knows that to get his manager's approval he needs to build a good case for the new hire. He needs to justify that the new person will be...
a. a great help
b. a return on equity
c. a return on investment
d. will increase work load
c. a return on investment
14. Melinda was on her way home after a long but productive day. She was looking forward to a great eveningwith friends. Her telephone rings, it is her boss. One of her customers needs some new product for his business this evening. Melinda always ends her sales calls with, "...you won't be disappointed with our service. We deliver."What action should she take?
a. Make the delivery. Friends will wait. Keep your word.
b. Call one of her colleagues whom she has helped in the past to make the delivery.
c. Call client and tell him that she will be at his business first thing in the morning.
d. Make the delivery and point out that she is going out of her way for him.
a. Make the delivery. Friends will wait. Keep your word.
15. Effective sales calls have the following attributes:
a. effective, dynamic and focused
b. dynamic, focused and price-oriented
c. short, dramatic and attention-getting
d. short, focused and needs-based
d. short, focused and needs-based
16.A market plan is important to sales. How?
a. It is determined by product's market.
b. It is determined by a response to supply and demand.
c. It demonstrates where resources should be allocated to support sales.
d. It demonstrates where the sales staff has not concentrated their efforts.
c. It demonstrates where resources should be allocated to support sales.
17.Derrick was having a constructive sales meeting with one of his favorite, long-time customers when the customer's son came into the meeting. The son took the opportunity to complain about the last product's delivery and condition. This is just another example of...
a. The trials and tribulations of sales people
b. An opportunity to handle an objection with someone close to the products use.
c. The end of the sales meeting and a need to set up the next appointment.
d. Another opportunity to cover the features and benefits of the product.
b. An opportunity to handle an objection with someone close to the products use.
18. Which of the following is NOT a reason listening is so difficult for a salesperson?
a.They are bored.
b.They are nervous and are preparing the next thing they want to say.
c.They are listening for a fact to ask a question about.
d.They feel they already know what the customer is telling them.
c.They are listening for a fact to ask a question about.
19. An elevator pitch is...
a. a sales approach that builds to top benefits during presentation.
b. a sales approach designed for chance encounters in an elevator.
c. a direct, "in your face" presentation.
d. a short, concise, focused sales presentation.
d. a short, concise, focused sales presentation.
20. Which list contains a few of the different types of closes?
a.Direct close, Summary Close, Door Close, Quick Close
b.Direct close, Assume close, Choice close, Special Feature close
c.Summary close, Assume close, Choice close, Quick close
d.Handshake Close, Door Close, Choice Close, Summary Close
b.Direct close, Assume close, Choice close, Special Feature close
21. Millicent has joined the accounting department. Her first assignment is to calculate the cost of goods sold last year.
a. Cost of raw material + cost of production + added margin
b. Cost of raw material + cost of production + cost of sales and administration
c. Cost of raw material + cost of production + cost of sales/admin + cost of returns
d. Cost of raw material + cost of production 22
c. Cost of raw material + cost of production + cost of sales/admin + cost of returns
22. If a sales person receive a 1% commission for all goods sold over $100,000, Ralph's commission for March for selling $150,000 of goods will be...(
a. ($150,000 -$100,000) times 0.01
b. ($150,000 -$100,000) times 10%
c. ($50,000) times 10%
d. ($50,000) times 0.1
a. ($150,000 -$100,000) times 0.01
23. This pricing strategy is based on what the average target customer will pay regardless of the cost of production.(
a. Value-based pricing
b. ROI pricing
c. Going-rate pricing
d. Mark-up pricing
a. Value-based pricing
24. One sales technique involves concluding a sales call with the suggestion that the offer is available for a limited time only.
a. This creates ambiguity with buyer and allows you to intervene.
b. This provides leverage to buyer.
c. This creates a sense of urgency for the buyer.
d. All of the above.
c. This creates a sense of urgency for the buyer.
25. Which factor is NOT a buying behavior represented by a self-esteem need?
a. buying chemicals to have clean fields in crop production
b. Buying land to keep up with the neighbors
c. Buying feed to have the highest rate of gain in livestock production
d. Buying a product to have a high Grade of Fruit
b. Buying land to keep up with the neighbors
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