Free Printable Ag Sales CDE

1.

Determining which customers to call on is called________.

a)

Qualifying

b)

Prospecting

c)

Marketing

d)

Promotion

2.

When should a sales person attempt to close the sale?

a)

After the second sales call

b)

When the customer asks to buy the product

c)

During a phone call following the sales call

d)

At any point during the sales call

3.

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

a)

Advantages

b)

Impressions

c)

Benefits

d)

Features

4.

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

a)

Sharing concerns about cost

b)

Asking about delivery

c)

Asking about the company’s history

d)

None of the these

5.

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

a)

Using pre-written script

b)

The opening that works with the salesperson’s personality

c)

It depends on the previous relationship with the customer

d)

Discussing the recent election

6.

When a customer has an objection you should first:

a)

Explain why your product is a better value than the competitor

b)

Offer a discount

c)

Contact your manager

d)

Listen for the concern

7.

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?

a)

Share other complaints you have heard about your competitor

b)

Agree with the prospective customer

c)

Ignore the complaints

d)

Ask about her expectations and interest in a poultry feed.

8.

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

a)

Advantages

b)

Impressions

c)

Benefit

d)

Features

9.

The primary responsibility of salespeople is to_________________.

a)

Provide solutions for their customers

b)

Increase their salary

c)

Maximize their company’s short-term profit

d)

Determine discounts and incentives

10.

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

a)

Qualifying

b)

Prospecting

c)

Marketing

d)

Promotion

11.

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?

a)

Offer to price match

b)

Demonstrate how the benefits of your product outweigh the disadvantages.

c)

Explain that your competitors’ products are of lower quality.

d)

Close the sale

12.

When visiting a prospective customer, you notice he has a diploma from the University of Nebraska-Lincoln Department of Agricultural Economics hanging on his wall. You mention that you spent time on East Campus during the FFA convention and note that it is beautiful during the spring. This is an example of________.

a)

Building rapport

b)

Creating a positive impression

c)

Personal beliefs

d)

A direct approach

13.

The most common mistake by sales people is:

a)

Using a negative close

b)

Failing to close

c)

Ignoring the customer

d)

Pushing to close

14.

Customer objections should be treated as:

a)

A buying signal

b)

Customer uncertainty that needs clarification

c)

A clear indication that a sale is not possible

d)

Warning signs for the salesperson

15.

_______________ answer the customer’s question “So what will this do for me?”

a)

Features

b)

Pitch

c)

Benefits

d)

Marketing mix

16.

A good salesperson:

a)

Never hears objections from their customers

b)

Addresses one objection before ending the sales call

c)

Restates the objection in his or her own words

d)

Handles each objection by disagreeing

17.

____________________ is asking a customer questions in order to uncover the needs that can be served by a company’s products services, and information.

a)

Prospecting

b)

Qualifying

c)

Nurturing

d)

Probing

18.

Which of the following questions is an example of a trial

close?

a)

What are you looking for in a feed supplier?

b)

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

investment?

c)

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

d)

None of the above

19.

Purchases are made because the buyer has ______________________ or ___________________________ for

the product.

a)

Hope, requirement

b)

Discount, deal

c)

Needs, wants

d)

None of the above

20.

A successful sales presentation:

a)

Includes a discussion of all the benefits of the products

Includes a discussion of the benefits that address customer

needs

b)

Lasts no more than 30 minutes

c)

Includes a discussion of competitors

d)

Includes a discussion of the benefits that address customer

needs

21.

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

a)

Understand the customer’s expectations of a salesperson

b)

Always wear a tie

c)

Ask probing questions

d)

Hand out gifts and trinkets

22.

Then if I understand you correctly, you make decisions in

dependently from the regional office?” This is an example of a____________________?

a)

Implication question

b)

Closed-ended question

c)

Confirming question

d)

Clarifying question

23.

A salesperson attempted to close the sale but his customer

said she was not sure she was ready to purchase. What should the sales person do next?

a)

Build rapport with her

b)

Probe to find out why

c)

End the sales call

d)

Offer free delivery

24.

Who generally has the discretion to set pricing or incentives?

a)

Salesperson

b)

Customer

c)

Trade association

d)

Management

25.

Which of the following is an example of a feature?

a)

This pickup will use less fuel than your current model.

b)

This pickup’s engine has 385 horsepower.

c)

With this pickup, you will be able to easily tow your horses

up the mountain.

d)

Buying this pickup means you will spend less time on repairs

26.

_____ are face to face interactions between sales people and their customers with the purpose that is geared toward the existing or future purchase of a product or service.

a)

Research calls

b)

Sales calls

c)

Cold calls

d)

Social calls

27.

What is the definition of sales?

a)

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

b)

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

c)

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

d)

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.

28.

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?

a)

Asking a clarifying question

b)

Asking a closed-ended question

c)

Asking a confirming question

d)

Asking a question to build rapport

29.

When Charlie asks Denise, “So far, does it sound like this vaccine would be a good match for your operation?” This is an example of a__________.

a)

Discovery question

b)

Trial close

c)

Summary close

d)

Standard approach

30.

When a customer has an objection you should first:

a)

Explain why your product is a better value than the competitor

b)

Offer a discount

c)

Contact your manager

d)

Listen for the concern

31.

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

a)

I’ve never heard of anyone having that complaint.

b)

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

c)

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

d)

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

32.

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

a)

A customer asks about delivery.

b)

A customer asks about financing options.

c)

A customer asks about training options.

d)

A customer asks about price.

33.

Closed-ended questions are asked to:

a)

End the sales call

b)

Find out specific information from the customer

c)

Find out if the customer is close minded

d)

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

34.

Sales call planning is important for each sales call to:

a)

Convince your supervisor that you are staying busy.

b)

Make the best use of your time.

c)

Always get the sale.

d)

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

35.

After closing a sale you should follow up with the customer

a)

To convince them to purchase additional product

b)

To promote the latest new product offering

c)

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

d)

Make sure they are planning to pay the bill.

36.

Effective sales calls are:

a)

Exciting, advantage-based and a return on investment

b)

Short, focused and needs-based

c)

Interesting, feature-based and short

d)

Dynamic, needs-based and a return on equity

37.

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:

a)

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

b)

Work to uncover the real reason for considering another product.

c)

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

d)

Offer him the chance to meet with your boss.

38.

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

a)

Setting sales calls goals

b)

Developing an agenda

c)

Developing a promotional budget

d)

Reviewing previous customer interactions

39.

Which of the following statements is false?

a)

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

b)

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

c)

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

d)

Buyers all have similar primary motivations

40.

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

a)

How is business?

b)

Can you believe what Senator Jones did yesterday?

c)

How much rain did you get last night?

d)

Congratulations on your daughter’s high school graduation.

41.

A salesperson’s attire should always:

a)

Follow the norms of the industry

b)

Follow business casual guidelines

c)

Include a tie

d)

Include jeans and a good pair of boots

42.

Why might a salesperson ask a probing question?

a)

To discover how a customer likes to run their business

b)

To find out who the customer voted for

c)

To learn about the customer’s family

d)

None of the above

43.

Felicia is a salesperson for an animal health company. She tells George, “While the older vaccine works well, our new product comes with pre-measured doses which makes it easier and faster to administer.” Felicia giving George an example of a:

a)

Belief

b)

Value

c)

Need

d)

Advantage

44.

Customers don’t buy _______, they buy ________.

a)

Products, services

b)

Intangible products, tangible products

c)

Touchpoints, the value proposition

d)

Features, benefits

45.

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

a)

Asking for more information

b)

Moving on to the next part of the presentation

c)

Handling the objection

d)

Listening

46.

True or false: A salesperson who is well-prepared and closely follows all sales principles will not encounter buyer resistance.

a)

TRUE

b)

FALSE

47.

When Hank tells Irene that his company’s new product will improve the safety of her operation, he is sharing a ______.

a)

Feature

b)

Touchpoint

c)

Benefit

d)

Rapport

48.

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

a)

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

b)

Acting familiar with your prospect

c)

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

d)

Maintaining customer’s expectations of a salesperson

49.

A ______ is a solution to a gap between a person’s current state and desired state.

a)

Tangible

b)

Value Proposition

c)

Need

d)

Selling point

50.

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?

a)

Asking a clarifying question

b)

Asking a closed-ended question

c)

Asking a confirming question

d)

Asking a question to build rapport

51.

A 3.3L Ti-VCT V6 with 290 horsepower and 265 lb-ft of torque These are examples of__________.

a)

Features

b)

Advantages

c)

Benefits

d)

Products

52.

Effective listening includes listening for

a)

Facts

b)

Feelings

c)

Non-verbal cues

d)

All of the above

53.

Which of the following methods should not be used to gauge customers’ needs:

a)

Direct questions and answers

b)

Guessing and making assumptions

c)

Listening carefully

d)

Study facial expressions

54.

When faced with a price objection, sales people should respond by:

a)

Lowering the price

b)

Asking their supervisor for assistance

c)

Showing how the solution presented is a good value for the asking price

d)

None of the above

55.

The customer buying process includes figuring out needs, looking for facts to fulfill needs, finding a solution, and reaffirming the choice. Success in sales depends on how well a salesperson understands and is able to recognize this process. Match the selling skill with the correct step listed in the choices.

Sales Skill: Provide up-to-date information, and demonstrate features and benefits.

a)

Determining needs

b)

Looking for facts

c)

Finding a solution

d)

Make the right choice

56.

The customer buying process includes figuring out needs, looking for facts to fulfill needs, finding a solution, and reaffirming the choice. Success in sales depends on how well a salesperson understands and is able to recognize this process. Match the selling skill with the correct step listed in the choices.

Sales Skill: Restate to the customer why this product was the right choice.

a)

Determining needs

b)

Looking for facts

c)

Finding a solution

d)

Make the right choice

57.

The customer buying process includes figuring out needs, looking for facts to fulfill needs, finding a solution, and reaffirming the choice. Success in sales depends on how well a salesperson understands and is able to recognize this process. Match the selling skill with the correct step listed in the choices.

Sales Skill: Greet the customer, ask questions and listen.

a)

Determining needs

b)

Looking for facts

c)

Finding a solution

d)

Make the right choice

58.

The customer buying process includes figuring out needs, looking for facts to fulfill needs, finding a solution, and reaffirming the choice. Success in sales depends on how well a salesperson understands and is able to recognize this process. Match the selling skill with the correct step listed in the choices.

Sales Skill: Relate how features and benefits meet customer needs and ask the customer to buy.

a)

Determining needs

b)

Looking for facts

c)

Finding a solution

d)

Make the right choice

59.

Which of the following is a characteristic of a decided customer?

a)

Easily confused about product attributes

b)

Browsing

c)

Asks specific and detailed questions

d)

Dependent on sales person to meet their needs

60.

The actual selling process contains five distinct steps, which of the following is not one of the five?

a)

Presentation

b)

Follow-up

c)

Opening

d)

Preparation

e)

Billing

Ag Sales CDE

Total questions: 60

Worksheet time: 1hrs 4mins

Similar Resources on Wayground