Ag Sales Region VI 2024 Test

Active sales resistance takes the form of objections. Simply put an objection is:

• A reason not to buy.

• A personal attack on the sales person.

• Something to be taken personally.

• A reason to change the subject.

• Just another difficult customer to work with.

Closing during a sales call could mean:

• Getting the sale and commitment to purchase.

• Asking for a commitment from the customer.

• Obtaining permission for a 20-acre plot.

• Committing to using your product on a 6-month trial period.

• All the above.

A unique value bundle:

• Is a mix of products bundled in a package to sell excess inventory.

• Is a bundle of products focused on making more money per product.

• Is a combination of goods and services bundled specific to meet the customer’s needs.

• Is a package of products that can be stacked at the end of an aisle.

What is an example of a tangible item?

• Advertising

• Stocks and bonds

• Insurance

• Feed

Effective salespeople close many times during the sales process. (T or F)

• True

• False

Pre-call sales planning is:

• Not necessary if you are good at shooting from the hip.

• Very important to show your supervisor that you are staying busy.

• Not necessary because you can always get back to the customer if you don’t have the right materials or answers to their questions.

• Very important because it allows you to anticipate the customers’ questions and needs.

• Not necessary because the customer isn’t going to give you much time to meet with them.

An example of an open-ended question is:

• How many steers do you market each year?

• Who makes the seed purchasing decisions on your farm?

• When do you make your seed purchasing decisions?

• What do you expect from a corn variety?

• How many acres of soybeans will you have this year?

What type of buyer expects the salesperson to be a trusted advisor that will look out for their best interest?

• Economic buyer

• Business buyer

• Relationship buyer

• Convenience buyer

• Price buyer

An example of a positive verbal buying signal is:

• A customer says they are happy with their current supplier.

• A customer says, “your price is too high”.

To be efficient with your time and resources, you should:

• Develop a pre-call plan to promote the current rebate program that lowers the price by 25%.

• Make sure to ask them right away if they could use the product or program and don’t waste too much time on idle discussion.

• Prioritize customers or accounts based on their needs.

• Be sure to let them know their neighbors are using the product and it should be a good fit for them.

• Bring an article in the latest Ag Journal promoting the new product or practice.