Worksheets2021 South Central District Ag Sales Test
Total questions: 50
Worksheet time: 25mins
In a presentation in a direct sales environment, the salesperson should focus on:
Market information about the future demand
customer testimonials about the product
cold canvassing to discover other customers
benefits of the product for the customer
Which of the following is the best probing question?
"How have you been doing lately?"
"Have you ever used our product before?"
"What has been your experience using our competitor's product in the past?"
"Looks like you have big problems here, huh?"
Disadvantages of a selling career include:
varied activities
working long hours
meeting new people
freedom to use own selling style
When dealing with resistance related to price, the salesperson should:
sell (emphasize) the features of the product
focus on price
apologize for the price
point out the price/quality relationship
What is one of the tactics that may be used when handling customer objections?
ignore the objection
tell the customer he/she is wrong
argue with the customer
restate the objection in your own words
The guidelines for goal setting include all of the following except:
prioritize
set both long-term and short-term goals
set broad goals
have a time frame for achievement of goals
Customers:
are the most important people to any business
do the business a factor when they make inquiries
are the people who make it possible to pay the salesperson's salary
are not an intreruption of the salesperson's work
All of the above
During call phase three, you would do all of the following except
Match benefits to buying motives (needs)
Convert benefits to features
focus on most important needs
Propose a customer action
The salesperson should:
listen to the customer even when argumentative
allow the conversation to wander to other topics
rush the customer into a purchase decision
allow the customer to procrastinate as long as possible
What is one of the best methods for determining customers' needs and wants?
tell the customer what he/she should want
listen to the customer
ask the customer questions
assume you know what the customer wants
B and C
Which of the following is not one of the steps to follow when handling complaints?
After investigations, politely explain what you think happened to cause the problem
Accept responsibility for the problem
determine whether the complaint is real or perceived
be sure the customer is satisfied with the solution
Which of the following is not one of the four phases of the customer-oriented sales call?
recommending a customer action
discovering customer needs and situation
providing customer service after the sale
establishing rapport with the customer
What does the salesperson do while completing the approach of a sale?
puts the customer at ease with a warm, friendly welcome
handles customer's objections
makes a sales presentation
closes the sale
If both demand and supply increased equally for an agricultural product, what would be the results on the quantity of the product sold and the price received?
The same quantity will be sold at the same price
An increased quantity will be sold at a lower price
An increased quantity will be sold at the same price
An increased quantity will be sold at a higher price
A salesperson compensation system that is based upon a percentage of sales is known as:
Straight commission
combination
50% average
straight salary
Which of the following provide customers with specific information about a limited number of related products?
Manuals
Demonstration materials
Business Letters
Product analysis/information sheets
All of the following are steps a customer goes through when deciding to make a purchase except:
identification of who can provide a solution
identification of future problems
Identification of possible solutions
identification of a need or problem
According to Maslow's Hierarchy of Needs, which level of need must be satisfied next, after physiological needs have been met?
esteem
safety and security
self-actualization
none of the above
What is the customer's benefit of having salespeople?
the customer's benefit of having salespeople
the customer gets coerced into buying the product
the customer buys more of the product that he/she originally planned
the customer is an adversary for the salesperson
Which would you not necessarily need to know about the product you are selling?
advantages of the product
who makes the product
safety in use of the product
who first invented the product
When handling customer complaints, the salesperson should first:
make sure the customer is satisfied with the proposed solution
investigate the situation thoroughly
give the customer ample opportunity to disclose feelings
explain to the customer what you think happened
The final step in a sales presentation is:
Approach
handling objections
close
demonstration
If a customer objects to a product based on the fact that the price is higher than other similar products, then this is most likely what type of objection?
hidden objection
invalid objection
valid objection
misunderstanding
What is one of the best methods of determining a customer's needs and wants?
tell the customer what he/she should want
listen to the customer
observe how the customer is dressed
assume you know what the customer wants
Which of the following is one of the three most common types of customers?
want-to-buy-it-all-customers
just looking customers
know-it-all-customers
angry customers
How do you make a good sales presentation?
ask the customer not to interrupt you during your presentation
match product benefits to customer needs
point out the most important benefits last
make sure your customer does not get involved in your presentation
Which of the following is not one of the general strategies for negotiating buyer resistance?
find some point of agreement
validate the problem (determine if it's valid)
encourage the prospect to compare your product to the competition
understand the problem
Which of the following is not a source of product knowledge?
Salesperson's company
university research
consumer reports
salesperson's competitors
Which of the following should occur most directly after the salesperson has discovered the customer's needs?
confirm customer's interest in the specific area of business related to your product
recommend a customer action
close the sale
initiate social conversation
Which of the following is a bad method of handling customers' objections?
listen to the customer's objections
pause before answering objections
argue with the objection
show empathy to the customer
An example of service that is sold to farmer/ranchers includes:
fuel
seed
machinery
insurance
If a prospective customer says, "I can only afford a monthly payment of $100," this statement is most likely an example of:
verbal closing signal
negotiating-the-single-problem close
indirect denial
nonverbal closing signal
Why are sales tickets important?
they are needed for submission with tax forms
they are a permanent record of each transaction
they are the last record of the merchandise sold
because the state government uses them to adjust the families tax burden
all of the above
A closing attempt made at an opportune time during the sales presentation to encourage the customer to reveal readiness or unwillingness to buy is a:
special concession close
direct appeal close
assumption close
trial close
How are sales recorded?
cash register
sales tickets
electronic cash registers
credit card slips
all of the above
According to Maslow's Hierarchy of Needs, before esteem needs can become a priority, this previous level of need must be addressed:
the need for self-fulfillment
the desire to feel worthy in the eyes of others
the desire to be free from danger
the desire for affection, identification with a group, and approval from others
Which of the following is a good way to prevent customer complaints?
make sure the product and warranty is well understood
avoid contact with the customer after the sale is made
shift responsibility to a third party
none of the above
Anything that a customer can feel, see, taste, smell, or measure is a:
satisfaction
tangible benefit
feature
intangible benefit
Which one of the following is one of the ways you can improve your active listening?
try to anticipate what you think the speaker is going to say
take as many notes as possible in order to help you remember what was said
listen primarily for facts rather than feelings
let the speaker know what you think you've heard
Which of the following is not one of the guidelines for closing the sale?
ask for the order more than once
focus on as many features and benefits as possible
display a high degree of confidence
recognize closing dues
The buying and selling process:
relies exclusively on the salesperson
requires the customer to satisfy the needs and wants of the salesperson
begins and ends with the salesperson
works well when there is good communication between the salesperson and the customer
does not require the interest of either party
Of the five types of buyer resistance, the one that is toughest to overcome is:
Product
Need
Time
Source
Price
When putting together a presentation for the controller, do not?
Approach him or her in a businesslike manner
make a direct and fast-paced presentation
Discuss the product in terms of "winning
approach him or her more personally and informally
The source of prospects would probably be:
cold canvassing
networking
referrals
friends and acquaintances
When does a salesperson believe the customer is ready to close based on feedback, which type of closing method is most appropriate?
choice
conditional
summary
assumption
What is the electronic communications system most frequently used by salespeople?
Voice mail
Telephone
Internet
Facsimile
What is the first step a salesperson should take in greeting a customer?
Shake hands
express appreciation for the meeting
introduce himself or herself
address the customer by name
Prospecting is:
prescreening all prospective buyers in a given area based on the willingness or ability to buy
the process of grouping identifiable customers who possess similar needs and desire
classifying customers according to sales volume
the process of identifying potential customers
The average person spends the greatest amount of time:
speaking
listening
writing
reading
What are the two main categories of stock?
Common and preferred
Short and Long
Common and Special
Regular and preferred
