The primary responsibility of salespeople is to_________________.

Provide solutions for their customers

Maximize their company’s short-term profit

Determine discounts and incentives

A customer tells you that your company’s quote is higher than two others he has received. What is the best way to handle this objection?

Demonstrate how the benefits of your product outweigh the disadvantages.

Explain that your competitors’ products are of lower quality.

Customer objections should be treated as:

Customer uncertainty that needs clarification

A clear indication that a sale is not possible

Warning signs for the salesperson

Restates the objection in his or her own words

Never hears objections from their customers

Addresses one objection before ending the sales call

Handles each objection by disagreeing

Which of the following questions is an example of a trial close?

Would this type of nozzle be a good solution for you?

What are you looking for in a feed supplier?

How will you measure whether this grain bin has been a good investment?

A successful sales presentation:

Includes a discussion of the benefits that address customer needs

Includes a discussion of all the benefits of the products Includes a discussion of the benefits that address customer needs

Includes a discussion of competitors

In order to made a good first impression, a salesperson must

Understand the customer’s expectations of a salesperson

Which of the following is an example of a feature?

This pickup’s engine has 385 horsepower.

This pickup will use less fuel than your current model.

With this pickup, you will be able to easily tow your horses up the mountain.

Buying this pickup means you will spend less time on repairs

What is the definition of sales?

The process by which people in a company help match the value of the products, services, and information their company offers to the needs of a targeted customer.

The management process through which goods and services move from concept to the customer

The process of satisfying the needs and wants of targeted customers, profitably.

The process of attempting to qualify the customer as a buyer before your interaction with them.

When Alex asks Ben “What exactly do you mean by that?” after hearing Ben say his older style of helmet wasn’t good, Ben is doing what?

Asking a question to build rapport

Which of the following is a good way to respond to an objection?

I’m sorry; I didn’t explain that very well. That’s my fault.

I’ve never heard of anyone having that complaint.

I’ll get back to that in a few moments. Right now I’d really like to discuss price.

I can see you’re not interested today. I’ll stop by again in a few weeks.

Which is the following is not an example of a verbal buying signal?

A customer asks about delivery.

A customer asks about financing options.

A customer asks about training options.

Closed-ended questions are asked to:

Find out specific information from the customer

Find out if the customer is close minded

Learn about the customer’s philosophy, needs, and concerns

Sales call planning is important for each sales call to:

Respect the customer by making the best use of their time.

Convince your supervisor that you are staying busy.

Make the best use of your time.

After closing a sale you should follow up with the customer

To verify that the product is filling the customer’s needs

To convince them to purchase additional product

To promote the latest new product offering

Make sure they are planning to pay the bill.

Effective sales calls are:

Exciting, advantage-based and a return on investment

Interesting, feature-based and short

Dynamic, needs-based and a return on equity

Eric raises corn and is considering a different hybrid choice this year. You have successfully maintained his business for the past five years; in your recent visit he mentioned he was shopping around for another choice. It is in your best interest to:

Work to uncover the real reason for considering another product.

Let him shop around because you know he’ll be back to your product.

Suggest to your competitor that he might be interested in their products.

Offer him the chance to meet with your boss.

Which of the following is not part of sales call planning?

Developing a promotional budget

Reviewing previous customer interactions

Which of the following statements is false?

Buyers all have similar primary motivations

Preparation for a sales call includes knowing the features, advantages and benefits that are relevant to the customer.

Customers to not make a purchase unless they perceive that it will benefit them in some way.

The best time to close is when the customer is wants to see the product at work in their business.

Which of the following statements or questions are not a good way to build rapport with a customer?

Can you believe what Senator Jones did yesterday?

How much rain did you get last night?

Congratulations on your daughter’s high school graduation.

A salesperson’s attire should always:

Follow the norms of the industry

Follow business casual guidelines

Include jeans and a good pair of boots

Why might a salesperson ask a probing question?

To discover how a customer likes to run their business

To find out who the customer voted for

To learn about the customer’s family

Customers don’t buy _______, they buy ________.

Intangible products, tangible products

Touchpoints, the value proposition

If a customer says, “Your chicken feed is too expensive.” Which of the following is not part of an appropriate response?

Moving on to the next part of the presentation

Which of the following is not an important part of getting off on the right foot with a customer?

Acting familiar with your prospect

Dressing, acting and conversing in a way that shows respect for your customers

Following the norms common in the industry and market area they are working in

Maintaining customer’s expectations of a salesperson

When Jay asks Dave “What do you mean by that?” after hearing Dave say last year’s soybean hybrid was a disaster, Jay is doing what?

Asking a question to build rapport

Ag Sales CDE

Quiz

•

Life Skills

•

9th - 12th Grade

•

Practice Problem

•

Medium

Doug Babbitt

Used 66+ times

FREE Resource

Contact your manager

Listen for the concern

7.

MULTIPLE CHOICE QUESTION

2 mins • 1 pt

You are a sales representative for Purina Poultry Products and a prospective customer complains to you about your competitor. She tells you they never have the products she
needs and never follows up on her requests. Which of the following is the most appropriate response?

Share other complaints you have heard about your competitor

Agree with the prospective customer

Ignore the complaints

Ask about her expectations and interest in a poultry feed.

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Determining which customers to call on is called________.

When should a sales person attempt to close the sale?

_________________________ explain how the feature will fit the customer relative to alternatives.

Which of the following is an example of a buying signal?

Which of the following is the best way to begin a sales call?

When a customer has an objection you should first:

You are a sales representative for Purina Poultry Products and a prospective customer complains to you about your competitor. She tells you they never have the products she
needs and never follows up on her requests. Which of the following is the most appropriate response?

___________________ are the characteristics of a product that can be measured or observed.

The primary responsibility of salespeople is to_________________.

Making sure prospects have the authority and means to buy is called________________.

Create a free account and access millions of resources

Similar Resources on Wayground

Popular Resources on Wayground

Discover more resources for Life Skills

Ag Sales CDE

60 questions

Determining which customers to call on is called________.

When should a sales person attempt to close the sale?

_________________________ explain how the feature will fit the customer relative to alternatives.

Which of the following is an example of a buying signal?

Which of the following is the best way to begin a sales call?

When a customer has an objection you should first:

You are a sales representative for Purina Poultry Products and a prospective customer complains to you about your competitor. She tells you they never have the products she needs and never follows up on her requests. Which of the following is the most appropriate response?

___________________ are the characteristics of a product that can be measured or observed.

The primary responsibility of salespeople is to_________________.

Making sure prospects have the authority and means to buy is called________________.

Create a free account and access millions of resources

Similar Resources on Wayground

Popular Resources on Wayground

Discover more resources for Life Skills

You are a sales representative for Purina Poultry Products and a prospective customer complains to you about your competitor. She tells you they never have the products she
needs and never follows up on her requests. Which of the following is the most appropriate response?