Dickinson Ag Sales Test #1

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

Mrs. Hansen wants to finish planting before it rains on Friday. On Monday, she calls to order more seed to be delivered tomorrow. The delivery time is:

• A customer’s dream

• A customer’s wants

• A customer’s needs

• A customer’s wish

• A customer's demand

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

Which of these is not an active listening skill?

• Explaining

• Paraphrase

• Clarify

• Ask open ended questions

• Summarizing

Basic goals of communication for a salesperson includes the following: 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

Which of the following is not a trial close?

• Would that meet your needs?

• Can I order you, 4 or 5?

• How does that sound?

• Would this work in your operation?

• Does that fit your packaging concerns?

The sales presentation is a series of steps that must be:

• Outlined prior to having a conversation with a prospective buyer.

• 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.

Which answer is not a type of close?

• Direct Close

• Choice Close

• Balance Sheet Close

• Assumptive Close

• Elevator Close

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.

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.