What is selling?

• A process to help people assess products and service

• Person to person interaction

• A means of assessing customer needs

• All of the above

The US Department of Agriculture predicts an increase in winter wheat acreage planted. What do you predict this will do to the availability and cost of seed for wheat planting?

• Decrease in demand and increase in price for seed wheat

• Decrease in demand and drop in price for seed wheat

• Increase in demand and drop in price for seed wheat

• Increase in demand and increase in price for seed wheat

Beginning a sales meeting or call with a rehearsed presentation is the preferred way to begin when dealing with new clients.

• True

• False

Potential clients who are not yet qualified are called?

• Referrals

• Prospects

• Suspects

• Clients

“You do want the unit that makes your spouse happy don’t you?” Is an example of what type of high pressure close.

• Pity close

• Guilt close

• Intimidation close

• Minor point close

Which of the following is not a trial close?

• Would that meet your needs?

• Does that fit your packaging concern?

• Can I order you, 4 or 5?

• How does that sound?

• Would this work in your operation?

JoDee is planning next year’s sale budget. She would like to hire another sales person; however, she knows that to get her manager’s approval she needs to build a good case for the new hire. She needs to justify that the new person will be…

• A great help

• A return on investment

• Will increase the work load

• A return on equity

People generally buy to satisfy a

• Real or perceived need

• Their ego

• To become more progressive

• To become an early adopter of a new product

• None of the above

When making a cold call it is important for a salesperson to

• Research key information

• Introduce yourself

• Make a pre-call plan

• All of the above

In handling customer complaints, the ‘Three F’s refer to:

• Forgot, Forgive, Forcast

• Feel, Forgot, Forgive

• Feel, Felt, Found

• Forget, Forgive, Found