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WorksheetsAg Sales 3
Total questions: 18
Worksheet time: 9mins
In order to obtain data on customer demographics such as number of customers, size of farm, acres planted, crop yield, etc., which source would provide the most comprehensive data for your use?
Texas AgriLife County Extension Agent
USDA- Natural Resource and Conservation Services
USDA- National Agricultural Statistics Service
Your high school ag teacher
“We’ve noticed that increased fuel prices have made people more aware of finding energy efficiencies.” This statement, which is designed to get the attention of your customers or prospects, is known as what?
Referral
Testimonial
Headline
All of the above
A retailer is a person who sells products to which of the following?
Consumer
Other Retailers
Manufacturer
Wholesaler
Being able to apply your product’s benefits and services to your customer’s needs is an example of which of the following?
Being a natural salesperson
Being a successful salesperson
Possessing a great deal of product knowledge
Possessing great quantities of patience
A hidden objection is defined as which of the following?
An uninterested customer
Details withheld from the customer by the salesperson
A customer’s unspoken concern
A special feature of the product being sold
Professional agricultural sales are built on five building blocks. The foundation of these building blocks is a strong code of ethics. Which of the following best describes a code of ethics?
Defined by what you think and feel
A set of beliefs that governs members’ behavior
A set of systematic procedures of human behavior
Are based on a set of scientific principles
What is considered the final step in a successful sales call?
Closing the deal
Collecting the money
Getting the customer to consider the purchase
Setting up a schedule for delivery
Agricultural selling is best defined by which of the following statements?
The ability to move seed, feed, chemicals and fertilizer to customers
The creation and delivery of solutions to bring value to customers
he development of relationships to sell products
The process of identifying customers and selling your products
What is the one thing an agricultural salesperson should be most concerned about?
he level of commission they will make
How well they present themselves to the customer
he product they are selling
The satisfaction of the customer
When do you know it is time to close a sale?
he customer begins to ask questions about product quality and is curious about your company
The customer is losing interest, the conversation is dragging and you realize it is “now or never”
You believe the customer’s needs have been identified, you have selected the right item to meet those needs and they appear receptive
ou have discussed all the features and benefits of the product and you are drawing your presentation to its logical conclusion
Throughout the sales presentation, it is usually best to do which of the following?
Maintain the customer’s focus on your product when comparing competing products
Discuss all the weaknesses of competing products
Discuss competing products even if you are not familiar with these items
Refuse to discuss competing products
What is the term for the process associated with finding new customers?
Panning
Recruiting
Closing
Prospecting
What are some of the questions you should answer before a face-to-face appointment?
What do I know about the prospect’s organization?
What is the prospect’s annual salary?
When is the next company sales meeting?
Who in this company am I related to?
Which of the following is one of the three most common types of customers?
Angry customer
Just looking customer
Know-it-all customer
Want-to-buy-it-all customer
Which of the following promotional methods is commonly used by agribusiness firms?
A television spot on CBS to advertise a farm supply store in a rural community
A two-page layout in the Houston Chronicle
Demonstrations in downtown Houston showing how to use agricultural products
Vendor exhibits at major stocks shows around the state
You are a New Holland sales representative. You are driving down a farm road in your new territory when you recognize a person’s name on a mailbox given to you by a new customer. You stop briefly to visit the farmer to see what his needs are. What type of sales call is this?
Referral selling
A cold cal
A demonstration call
A cool call
What is an example of a reflective phrase?
“Hello, Ms. Brown. It is so good to see you again.”
“You mentioned that you like the color blue.”
“I am so glad you stopped by to see our latest products.”
“Do you want one or two of this item?”
What is the term for the number of people who purchase and read a printed newspaper?
Reach
Circulation
Population
Sample
