Agricultural Sales Exam 2023

The following are examples of indirect selling responsibilities except

• Handling complaints

• Maintaining open communication

• Staying current on technical information

• Keeping in contact with experts

• Continuing education at the local university

People generally buy to satisfy a

• Real or perceived need

• Their egos

• To become more progressive

• To become an early adopter of a new product

• None of the above

Basic goals of communication for a salesperson includes the following (3 points) a. Create an awareness of the product b. help the prospective buyer develop an understanding of the product c. what the product can do for the prospective buyer d. all of the above e. none of the above

• Create an awareness of the product

• help the prospective buyer develop an understanding of the product

• what the product can do for the prospective buyer

• all of the above

• none of the above

The sales presentation is a series of steps that must be

• outlined prior to having a conversation with a prospective buyers.

• presented in a logical order based on feedback from the customer.

• followed loosely depending on what the prospective buyer says during your presentation.

• constrained by a specific time limit, generally 15 minutes or less

• none of the above.

Most companies exhibit at farm or trade shows to (3 points)

• Give the company exposure as part of the competitive agriculture community

• Collect names of prospective buyers

• So, salespeople may meet and socialize with friends and family

• Compare their products with their competitors’ products

• Both a & b

Handling customer complaints is mainly the responsibility of the (3 points)

• Salesperson

• Complaint Personal

• Chief Executive Officer

• Chief Financial Officer

• Salesperson’s Regional Manager

What is the purpose of an “intent statement” made by a salesperson?

• Telling the potential buyer why they need your product.

• Sets the stage by reducing fear and generating trust with the potential buyer

• Sets the stage to close the sale right away with the potential buyer.

• Sets the stage to overcome objections with the potential buyer.

• Sets the stage to become the number one salesperson with the potential buyer.

When dealing with an emotionally charged customer, the salesperson should (3 points)

• Remain calm

• Listen carefully

• Ask questions for clarity

• Take good notes

• All of the above

What does the salesperson do when the customer is “completely wrong”?

• Listen carefully and dispute what they are saying.

• Let the customer know they are wrong by clearly telling them at both the beginning and end of the conversation.

• Maintain the customer relationship by following the rule “the customer is always right” rule.

• Maintain the customer relationship, without compromising the company policies.

• Get the company lawyers involved.

Which of the following are the proper steps to dealing with customer complaints (5 points)?

• Accept Responsibility, Respond, Resolve

• Be Proactive, Be Attentive, Be Responsive

• Recognize, Respond, Resolve

• Avoid, Refrain, Redirect

• All of the above