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WorksheetsAg Sales 2
Total questions: 20
Worksheet time: 11mins
The demand for John Deere lawn and garden tractors sold at Lowes stores depends on homeowners’ willingness to cut their lawns. What is this type of demand referred to?
Derived
Joint
Elastic
Direct
Most of the market is “in the hands of” whom?
Market challenger
Market follower
Market leader
Market analyzer
Dealing with complaints in any business is inevitable. When complaints arise, it is critical to deal with them as quickly as appropriate (possible). The steps in dealing with a complaint include
Recognize
Respond
Resolve
All of the above
What is the “80/20 rule?”
80% of a salespersons time is wasted effort, while 20% leads to product sales
80% of selling is luck, while 20% is skill
80% of sales come from 20% of customers
80% of salespeople are not successful, but 20% make a career of selling
What is the consumer market?
Market segment consisting of individuals who buy goods and services for personal consumption
Called the wholesale market for consumers
When producers of goods and services sell to other businesses for further resale
All of the above
What is a “roadmap” of how a product will be marketed and sold called?
A business plan
A marketing plan
A listing of the marketing sales strategies
A SWOT analysis
Which of the following is a definition of a feature?
The characteristics of a product that can be measured or observed
The process of making connections with people
A referral to a potential customer that you have received from a source
Intentional future behaviors or accomplishments
If your prospect is ready to make a purchase during the sales presentation, what should you do?
Continue the sales presentation
Demonstrate the product
Call in the manager
Close the sale
Which of the following is an open-ended question?
“Are you happy with your current welding torch?”
“Do you want to purchase a new welding torch?”
“What are you looking for in a welding torch?”
“Have you had your current welding torch for more than five years?”
A customer’s bill is expected to be paid in full within 10-15 days from receipt. If this is not done, a finance charge is added. What is this an example of?
A 30-day open charge account
A 30-day open charge account
A revolving charge account
A 90-day charge account
A good salesperson should have many attributes or traits. What is it called when you are constantly trying to improve yourself?
Ambition
Confidence
Talent
Personality
What is the name of the delivery system for advertising?
Marketing system
Sales system
Marketing plan
Media
What does rapport-building between a buyer and seller serve the function of?
To build trust
To transition to a discussion about business
To discuss product value
To create a pool of potential clients
The salesperson says “The herbicide you selected is our very finest. Do you need a spray tank or protective gear?” What type of selling is this known as?
Impulse
Pressure
Suggestion
Timely
When you first call or meet a woman who is a prospect, how should you address her?
Ms.
By her first name
Mrs.
Miss
A successful salesperson will maintain what composure when dealing with an upset customer?
The salesperson will try to reason with the upset customer, but will show no empathy for the customer’s position
The salesperson will promptly meet the customer and settle any problem as quickly as possible
The salesperson may show irritation when dealing with the customer and transfer the upset customer to another salesperson
The salesperson will wait a reasonable time before returning any calls or emails
Selling skills can be very useful in what areas?
Personal life
Job interview
Political campaign
All of the above
Selling to farmers may include selling products or services. Which of the following would be considered a service?
Fertilizer
Harvesting equipment
Seed
Custom harvesting
To be successful at a trade show, you need to do which of the following?
Gain the attention of those passing by
Wait for people to stop
Make it your first priority to talk with the co-exhibitors
Wait for prospects to contact you after the show is finished
What is an example of a “premium close?”
“This is our best chicken scratch. It’s on sale today!”
“We charge a premium because our product is the best.”
“Have you considered the carrying case for those binoculars?”
“If you buy this saddle, I’ll throw in the saddle blanket free of charge.”
