WorksheetsNorth Dakota Ag sales Test 2
Total questions: 50
Worksheet time: 4hrs 10mins
What is the first step in the closing pyramid?
Build rapport and trust
Ask for the sale
Capture your prospects
Do a trial close and answer objections
A trial close is used to determine if a customer is ready to move forward in the sales process.
True
False
Closing a sale always means asking for a commitment from the customer.
True
False
Credit is.......
Only for the banks to grant
Never offered to a customer by a salesperson
Providing product to a proven customer to be paid at a specific date
A way of providing product to a sooner who cannot afford it
A unique value bundle.....
Is a special combination of goods and services to focus on the customer's needs
Is defined as a combination of products put together by the marketing team
Is a combination of products that are heavily promoted to the public
Are new products that no one has ever heard of
An experienced sales person listens to a customer's objections/questions and knows that they are...
Potential deal breakers
Potential indications of a customer's interest/concern
Issues which must be aggressively countered
All of the above
You will know how to sell to a person when you know:
How long they have been in the business
How often they shop in your store
What motivates them to make decisions
How much money they have to spend
A meaningful, easy to remember Internet address is actually a effective promotional tool for E-commerce.
True
Falso
As a slaes person, what is a method you can use to help maintain relationships with your customers.
Follow-up with customers
Product summary
Payment collection
Establish features and benefits of your product
Consumers view a prodcut differently than the business that develops it.
True
False
Customers are more interested in benefits than facts.
True
False
You are selling 50 pound bags of beef feed. The feed retails for $14.50/bag. The company margin is $2.00 per bag. You as a salesperson offer a large but difficult customer a discount and sell the product for $12.00 per bag only to discover at the end of the week that your sales manager is not happy. Why?
He made the sale but lost money for the company
He made the sale but gained a difficult customer
He made the sale and gained a commission
He made the sale without the manager's help
Every sales call needs to end with a sale
True
False
Costco (trademark) discount stores have a simple pricing system. They prove all products as follows: "cost+15%=price"
This is their competitive advantage
This is their comparative advantage
This sets their product margin
None of the above
What is a buyer benefit?
Answers the question "How will I benefit?"
Answers the question "What is it?"
Answers the question "What does it mean to me?"
Both A and C
What approach is considered to be the most effective?
The merchandise approach
The welcome approach
The Dwight Schrute approach
The service approach
In handling a customer's complaint, it is useful for a salesperson to ...
Involve management in tough complaint issues
Have good debating skills to rebut the complaint
Restate the complaint
Ignore the complaint the first time and continue selling
An objection is any reason that is valid in the customers mind for not making a purchase.
True
False
Salespeople are important to a corporate enterprise because.....
Someone has to take product orders
No product ever sold itself
Someone has to discover how the external economy is going
Someone has to develop gold skills to represent the company
A ______ seeker needs precision work, exact job descriptions, scheduled performance appraisals, someone to make quick decisions, and a lot of information.
Results
Detail
Excitement
Harmoney
When you start a sales call......
It is important to treat each customer or prospect the same every time
It is important to open each call the same
It depends on the previous relationship with a customer or prospect
It has nothing to do with the personality of the customer
Young sales people often have a hard time understanding that they should know as much about their customer's business possible. One agribusiness salesperson often checks commodity prices several times a day.
He is watching his investments
Wants to be able to anticipate commodity "price" moves
Just following as a hobby
Wants to know impact of commodity supply and demand on customer's cost structure
Personal Grooming plays a MINOR role in communicating in a good image.
True
False
A good product demonstration often involves...
A professional sales spproach
A well-rehearsed presentation
Showmanship
All of the above
How many elements are there to a closing sale?
3
4
5
6
When a customer has a complaint, what should you do?
Give them a refund for the product
Take the customer seriously
Ignore the issue
None of the above
Your local feed mill has had a problem and has shut down for an unknown time. The nearest feel mill is two hundred miles away. How do you think this will affect your feed cost?
Increase cost of feed
Decrease cost of feed
No change to cost of feed
None of the above
All of the above
Most people buy from their .....
Intellect
Advisors
Emotions
Savings account
A good sales person should always be aware of events that may impact sales. For example, revently the cost of shipping court was less expensive when shipped from South America to the Mid-western United States than from the Southern states in the U.S. This is an example of ....
Excesses supply
Excesses demand
Which of these is a high pressure closing technique?
"Doesn't your family deserve a better model?"
"You do want the unit that makes your spouse happy, don't you?"
"Your boss wouldn't care about sucha small purchase, would he?"
"Which of these two models do you feel will best help you meet the needs of your staff, Tony?"
Facts about your product should be......
Quantitative
Queasy
Qualitative
Questionable
The most obvious mistake made by young sales people is.....
Pushing the customer to close the sale
Using a forced negative close
Combatting customer objections
Failure to close the sale
Making sure that a prospect has the authority and ability to purchase your product is known as:
Cold Calling
Percentage
Enlisting
Qualifying
¨Shall I start to write the order?" Is an example of....
A sneaky approach
A summary close
An open-ended question
A trail close
While talking with a customer on the phone, you hear the following comments "I think your service is quite good." This comment is best described as a:
Question
Statement
Objection
None of the aboce
The best place to discover a prospect's needs is toward the end of the sales pitch.
True
False
The best skill a sales person can possess or should develop is..
Comfortable speaking skills
Social skills
Good listening skills
Develop a quick mind
Customers are more interested in benefits than facts.
True
False
It is a standard axiom in sales that "one does not speak poorly of competitors." Why?
You may be offered a job by them
It reflects more on you as a person than your competitors
They don't care what you say about them
Your product is always superior
______ percent of what is effectively communicated is non-verbal.
99
93
82
50
Which of the following is not a technique used to overcome objections?
Direct-denial method
Superior-point method
Boomerang method
Back-up and rephrase method
When you are approached by a salesperson at your local tractor dealer she always begins by asking questions about why you came in even though she may know you well. The purpose of this activity is ...
Qualifying needs
Prospecting for new leads
Easy and casual opening for sales pitch
Checking out your net worth
A skillful salesperson always attempts to make customers feel better about themselves
True
False
"Buyers remorse" is an example of what phenomenon?
Sticker Shock
Presale apprehension
Denial of loan
Post-sale reaction
What is the retail price markup of 35% for an item that lists wholesale for $75?
$98.75
$101.25
$104.50
$110.75
What is not an example of a temperature-taking question?
You want long durability, don't you?
Does that make sense?
How can this product benefit your operation?
It is important to you to have minimal rejects, isn't it?
An effective sales person understands...
The sales process
The buying process
Psychology
Buying and selling process
Customers justify their buying decisions with their....
Spouse
Intellect
Mood
Checkbook
The features-benefits sales presentation is ...
An exhaustive list of product components
A matching list of positives and negatives of your product and competitors
A tailored list matched to customer's needs
A comprehensive list of components and customer needs
The purpose of rapport building is:
To set goals for a sales call
To understand customer needs for a solution
To explain value of a product
To establish trust in the relationship
