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WorksheetsAg Sales CDE
Total questions: 113
Worksheet time: 57mins
Select the best answer from the alternatives provided for each question.
“Shall I start your order with the product you just mentioned?” This is an example
of what sales technique? (
An open-ended statement
A trial close
A response to a customer’s objection
A means of keeping the customer engaged in the presentation
The product’s price is best described as…
Cost of product + tax
Cost of product + margin
Cost of product + cost of sales
Cost of product + discount
Matt is planning next year’s sales budget. He would like to hire another sales
person; however, he knows that to get his manager’s approval he needs to build
a good case for the new hire. He needs to justify that the new person will be…
A great help
A return on equity
A return on investment
Will increase work load
While Marie was waiting to meet with the sales manager of a large farm supply
store chain, she read the company’s mission statement. One line in the mission
statement caught her attention, “We will always stand by our products – your
needs are our goals.” After reading this Marie reviewed her notes and altered her
presentation. The result: a very successful and productive meeting. What did
she do?
She evaluated her goals for this meeting and altered the presentation.
She used the mission statement to build rapport with the sales manager.
She altered her market plan to meet the situation.
All of the above.
Verna is a promising new sales person and her manager feels she has great
potential. However, she admits she has a difficult time distinguishing between
excuses and objections. Which of the following is not a correct distinction?
Excuses are a smoke screen and often beyond your control.
Excuses are a means of hiding “true” objections.
Excuses and objections are really similar, but appear different.
Excuses must be analyzed to determine the underlying objection.
Millicent has joined the accounting department. Her first assignment is to
calculate the cost of goods sold for each product last year.
Cost of raw material + cost of production + cost of transportation
Cost of raw material + cost of production + cost of sales and
administration
Cost of raw material + cost of production + cost of sale and administration
+ cost of returns
Cost of raw material + cost of production
What is selling?
A process to help people assess products and services.
Person to person interaction.
a means of assessing customer needs.
All of the Above
Making a cold sales call requires…
a telephone book
a clear and pleasant voice
a strategy or objective for calling
only statistical process, the more calls you make the more likely you will
succeed
What is a “buying cycle?”
a time or season when customers are most prepared to buy
the mental steps a customer moves through to buy, use and rebuy a
product
internet sales
difficult time for sales people to recognize
______________ is the process of locating potential buyers.
Prospecting
Questioning
Investigating
Growing
Bob, we would like to do business with you. How about giving us a chance to
demonstrate what we can do for you? Let’s write up your first order to get
started.” This is an example of what type of close?
summary close
direct close
trial close
choice close
The successful sales person needs to possess which one of the following
qualities?
competitive attitude
social media skills
c comfortable texting style
aggressive style
Marketing mix includes the following:
customer, product, price, place, promotion and packaging
product, price, place, promotion and packaging
product, place, price and promotion
product, price, promotion and people
How does a customer perceive “value?”
economic benefit
convenience
personal preference
all of the above
How does a salesperson create “value?”
communicate attributes
matching feature and benefits to customer needs and wants
discovering needs and wants of customers
none of the above
A salesperson needs to understand the importance of non-verbal
communication. An example of this form of communication is…
rate of speech
use of non-words, e.g. um, ah…
body language
tone of voice and inflection
Madison tells a prospective customer that the throughput on a Danzon VX press
is 1200 units/minute which is almost twice the speed of the next machine. This is
an example of…
a feature
a benefit
an advantage
a value aspect
Marjorie knows the successful sales person often works to create “a sense of
value” for a customer. Tangible value is often apparent in the product or service;
however, intangible value is more difficult to establish, because it involves…
cost benefit analysis
emotion and feelings
marginal needs
none of the above
Alex knows success of an initial sales call with a customer is very much
determined by “first impressions.” Which of the following does not involve a “first
impression?”
the car you drive
your appearance
a practiced feature/benefit presentation
your body language
Alicia has been told that the successful sales person is a good listener. She
knows that she is a great conversationalist and must practice “active listening” to
improve her sales technique. “Active listening” requires…
listening but preparing the next thing you have to say
listening to what you already know about the customer but appear to be
interested.
listening requires avoiding the appearance of boredom
listening and gathering facts, feelings, and non-verbal cues from customer
Glenn is an experienced sales manager. He has a well-established sales
territory, is highly regarded by his customers and colleagues and a pillar of the
community. What makes him successful is that he never forgets the “three buyer
motivations” he learned in college. They are…
Relationship, Economics and Business
Relationship, Rapport and Interest
Business, Rapport and Reciprocation
Economics, Cost-benefit and Reciprocation
Velma knows that “resistance” to purchasing a product often takes one of two
forms. They are…
evasion and agreement
active and passive
complex and simple
distracted and involved
Which of the following is the most effective way to find customers for a new product?
Trade shows
Customer referrals
Current customer base
Internet surveys
None of the above
What ultimately determines if you will accept a return of product from an unsatisfied
customer?
Company Policy
Personal judgement
How long ago the product was purchased
Who was at fault
None of the above
Your customer books 200 tons of feed for $300 per ton for delivery November through
December. There is a 5% discount for pre-booking feed. What does the discount cost your
company?
$57,000
$5,000
$3,000
There is no cost to the company
None of the above
You sell liquid fertilizers and herbicides. Which of the following would be considered
complimentary products?
Zero turn mowers
Granular bulk tanks
Safety Data Sheet Training
Insurance
None of the above
The US Department of Agriculture predicts an increase in winter wheat acreage planted. What
do you predict this will do to the availability and cost of seed for wheat planting?
Increase in demand and drop in price for seed wheat
Increase in demand and increase in price for seed wheat
Decrease in demand and drop in price for seed wheat
Decrease in demand and increase in price for seed wheat
None of the above
The farm price of milk has dropped 12%. What is the effect on input purchases for dairy
farmers?
They will purchase less feed
They will purchase a higher value feed that costs significantly more
They will reevaluate their feed input costs to maximize value and attempt to lower input costs
They will maximize production no matter the cost of inputs
None of the above
You sell a broad-spectrum herbicide. Your largest customer, a major turf grass producer, is
going out of business. How do you find new uses/customers for your product? AB
Have a meeting with the local garden club to discuss possible uses for your herbicide
Contact the herbicide manufacturer for additional product uses
Assess current customers for how they utilize the product
Expand the use of the product with current customers beyond turf grass
All of the above
How do you continue to gather and utilize information from existing customers to evaluate
improvements in production and operation and assist customers with improvements?
Interact with customers frequently to maintain rapport, identify uses of your product, evaluate,
and inform customers of best practices
B.
Do a review with each customer in conjunction with your periodic performance review by your
supervisor and ask your supervisor to identify the best practice
Use company provided product information to develop one procedure for all customers thus
simplifying your job
Utilize local finance resources to determine what your customers should utilize
None of the above
You sell two similar herbicides from two different companies. Herbicide A is your highest profit
margin product, but costs 20% more than Herbicide B. How do you differentiate Product A to
increase profit while still maintaining market for that product due to higher cost for your
customer?
Stop selling Herbicide B
Listen to your customer and apply the features and benefits of Herbicide A to show the added
value of the product
Listen to your customer and apply the features and benefits of Herbicide B to show the added
value of the product
Stop selling Herbicide A
None of the above.
You have been given a new fungicide product to sell that is your only granular application
product. Your current customer objections will include lack of product knowledge and having
proper application equipment. What do you say to your customers to identify their objections
Tell your customer that they need to switch
Explain you are discontinuing your old fungicides
Wait and see if your customers have interest in the new fungicides
Ask your customer what they need in a fungicide to see if the new fungicide might fit their need.
None of the above
Customer Jones seems to becoming more distant and uncomfortable in their interaction with
you. How do you reestablish the rapport with them?
Attempt to spend face to face time to listen to his concerns
Realize he is no longer going to be a customer
Challenge him on his views
Ignore the situation as he has been a long-term customer
None of the above
Pick the best introductory statement to make to a new customer.
Hello my name is ________ and I am going to sell you our Bayer products today.
Hello my name is ________ and how is your day going?
Hi, I see you are interested in Bayer Chemicals. Let me tell you what we have.
I see you want to use our products.
None of the above
Joe, since you said you are struggling with Pythium Blight on your golf course and you want
something that can tank mix with Daconil Ultrex, you should apply 4 oz rate of Chipco Signature
in the tank mix. Can we get that ordered for you? This is an example of what type of close?
Summary Close
Direct Close
Trail Close
Choice Close
None of the Above
Which is the most important aspect of being in direct sales?
Maintain good customer relationships
Have quality products
Be able to sell products
All of the above
None of the above
You should have knowledge of your product and be a source of information for your customers.
The customer asks you a question and you are not sure of your answer. What should you do?
Move through the sales process and obtain information later
Tell the customer it's not relevant
Find the information for the customer later
Discuss the question with the customer and determine the time frame for providing the answer
None of the above
Amid a conversation with a customer about their problems with finding help, Mac just
summarized what he was told from the customer and repeated it back to him. This is an
example of:
A close
A feature
A benefit
An active listening skill
Rapport building
Specticle Flo offers extended residual control. This is an example of:
A close
A feature
A benefit
Prospecting
Building rapport
Jane is talking to the first person she saw when she arrived for a
prospective sales call. What should she do first?
Introduce herself
Determine if the manager/owner is onsite
Describe the products
Assess customer potential
None of the above
You were transferred to a new sales territory and are meeting the outgoing
sales representative. What information should you obtain from them?
The company’s product list
The local housing situation
Information and relevant purchasing history of existing customers
The local weather patterns
None of the above
When dealing with an irate customer/person who is venting, you should?
Tell them to stop
Walk away
Interrupt them
Listen
None of the above
Who has the appropriate authority to determine the price of a product?
Owner/Manager
Salesperson
Customer Service
Accounting
None of the above
When making a cold call it is important for a salesperson to
Research key information
Introduce yourself
Make a pre-call plan
All of the above
None of the above
Matt is planning next year’s sales budget. He would like to hire another
sales person; however, he knows that to get his manager’s approval he
needs to build a good case for the new hire. He needs to justify that the
new person will be…
a great help
a return on equity
a return on investment
will increase work load
none of the above
Communicating how a product or service offers a solution to your
customer is an example of:
needs/wants
building rapport
a benefit
a closing statement
none of the above
Would you like 1 gallon or 10 liters of SAFE-GUARD® Drench? This is an
example of what type of close?
summary close
direct close
trial close
choice close
none of the above
Rapport is important because it …
builds long-term relationships, aids customer retention
builds short-term relationships, makes selling fun
builds friendship but not a sale
helps keep customers at a distance
none of the above
Mr. Johnson indicates it would be nice if he could complete the plowing in less
time. This is an example of?
a customer’s dream
a customer’s wants
a customer’s needs
customer’s wish
none of the above
Your employer adopts new customer service guidelines indicating that you, the
salesperson, will have some leeway in making decisions on customer returns and
settlements. What are some criteria you should utilize as you make these
decisions?
if the product was used correctly
that the customer must be kept happy
the financial impact of the decision on the company and the customer
would this satisfy the customer
both a and c
The price of your product has increased 37.3 % over the last month. How do you
deal with this and the resulting customers’ frustration?
explain how the features of your product produce an economic benefit
join with the customer in expressing your frustrations with the company
offer to sell them less product
all of the above
As your company release’s a new product line, what should you do to prepare
first?
look at the price of the product
identify potential customers for the product
research the product
all of the above
none of the above
Which of the following is not a step in the buying process?
Need recognition
Information search
Product presentation
Examine alternatives
Purchase choice
As a salesperson you want customer complaints because otherwise unhappy
customers just go somewhere else?
True
False
People get upset with a product or company because:
Their expectations were not met
Their integrity is questioned
They don’t feel like you listened
All of the above
Option a and c
Conducting an external analysis of opportunities for growth and threats to a
companies success would be
Competition Analysis
Succession Plan Analysis
SWOT Analysis
Kinesics Analysis
None of the above
Marketing mix includes the following
Person, product, place, promotion, price and packaging
Product, price, place, promotion and packaging
Person, product, price, place, and promotion
Product, price, promotion, and people
None of the above
Which of the following is NOT a type of active listening?
Sub-verbal cues (say I see or go on)
Ask clarifying questions
Check your cell phone
Summarize
Ask open-ended questions
The company that ships your supplements has informed you they will increase
their rates by $15 per ton. How can you address this?
Ignore the information
Pass the costs on to the customer
Cut the price of your product
Include your competitor’s products in price comparisons
All of the above
In building rapport, is adjusting your social style to accommodate the
customer, a form of manipulation
True
False
Customer Miller seems to become more distant and uncomfortable in their
interaction with you. How do you re-establish the rapport with them
Attempt to spend face to face time to listen to his concerns
Realize that he will no longer be a customer
Challenge him on his views
Ignore the situation as he has been a long-term customer
None of the above
The _________ and _________ of your product would be utilized when addressing
customer objections.
Features, benefits
Cost, expense
Rapport, introductions
Features, cost
None of the above
An experienced salesperson listens to a customer’s objections/questions and
knows that they are.
Potential deal-breakers
Potential indications of a customer’s interest/concern
Issues that must be aggressively countered
Non-issues
All of the above
Prospecting involves many activities. Among them is evaluating a business for its
potential as a customer. Which of the following is not essential in the evaluation
process
Reputation
Longevity/history
Profitability
Internet/Website Presence
None of the above
The following are examples of indirect selling responsibilities, EXCEPT
Handling complaints
Maintaining open communication
Staying current on technical information
Keeping in contact with experts
Continuing education at the local university
People generally buy to satisfy
Real or perceived need
Their egos
To become more progressive
To become an early adopter of a new product
None of the above
Basic goals of communication for a salesperson includes the following
Create an awareness of the product
help the prospective buyer develop an understanding of the product
what the product can do for the prospective buyer
all of the above
none of the above
The sales presentation is a series of steps that must be
outlined prior to having a conversation with a prospective buyers
presented in a logical order based on feedback from the customer
followed loosely depending on what the prospective buyer says during your
presentation.
constrained by a specific time limit, generally 15 minutes or less
none of the above
Most companies exhibit at farm or trade shows to
Give the company exposure as part of the competitive agriculture community
Collect names of prospective buyers
So, salespeople may meet and socialize with friends and family
Compare their products with their competitors’ products
Both a & b
Handling customer complaints is mainly the responsibility of the
Salesperson
Complaint Personal
Chief Executive Officer
Chief Financial Officer
Salesperson’s Regional Manager
What is the purpose of an “intent statement” made by a salesperson?
Telling the potential buyer why they need your product
Sets the stage by reducing fear and generating trust with the potential buyer
Sets the stage to close the sale right away with the potential buyer
Sets the stage to overcome objections with the potential buyer
Sets the stage to become the number one salesperson with the potential buyer
When dealing with an emotionally charged customer, the salesperson should
Remain calm
Listen carefully
Ask questions for clarity
Take good notes
All of the above
What does the salesperson do when the customer is “completely wrong”?
Listen carefully and dispute what they are saying.
Let the customer know they are wrong by clearly telling them at both the
beginning and end of the conversation.
Maintain the customer relationship by following the rule “the customer is always
right” rule.
Maintain the customer relationship, without compromising the company policies.
Get the company lawyers involved.
Which of the following are the proper steps to dealing with customer complaints
Accept Responsibility, Respond, Resolve
Be Proactive, Be Attentive, Be Responsive
Recognize, Respond, Resolve
Avoid, Refrain, Redirect
All of the above
Which answer is not a type of close?
Direct Close
Choice Close
Balance Sheet Close
Assumptive Close
Elevator Close
Which of the following is not a trial close?
Would that meet your needs?
Can I order you, 4 or 5?
How does that sound?
Would this work in your operation?
Does that fit your packaging concerns?
Which of these is not an active listening skill?
Explaining
Paraphrase
Clarify
Ask open ended questions
Summarizing
Ms. Jones wants to finish planting before it rains on Friday. On Monday, she calls to
order more seed to be delivered tomorrow. The delivery time is:
A customer’s dream
A customer’s wants
A customer’s needs
A customer’s wish
A customer's demand
Salespeople must be able to overcome the potential buyers’ objections prior
to trying to close the sale.
True
False
Salespeople should be completely focused with potential buyers.
True
False
Building a strong rapport with customers is an important part of being a
salesperson
True
False
Beginning a sales meeting or call with a rehearsed presentation is the
preferred way to begin when dealing with new clients
True
False
Salespeople must be resilient to overcome rejection
True
False
Customer service includes listening to the customer and giving them what
they believe is fair
True
False
Customer service is the act of providing support to both prospective and
existing customers
True
False
As a salesperson, success can lead to failure; Success leads to confidence,
Confidence leads to arrogance, Arrogance leads to complacency,
and Complacency leads to failure.
True
False
An effective salesperson knows when a prospective customer’s objections
are superficial and can move directly into closing the sale
True
False
The amount of authority a salesperson may have to resolve a customer
complaint varies drastically by industry, company, seniority, and situation
True
False
Brand and exclusivity, quality, appearance, and product performance are types of:
A. non-price competition.
B. price competition.
C. product features.
D. marketplace dominance by one competitor.
Which item is NOT a sales call objective?
A. to inform the customer about your product.
B. to persuade the customer to buy you product.
C. to take the customer to lunch.
D. to find out if your customer is willing and able to buy your product.
Credit is an important sales tool. A sound credit policy for a company is needed to:
A. minimize financial losses associated with customers paying for goods and services purchased.
B. provide consistent treatment of customers.
C. develop and nurture customer loyalty.
D. all of the above
Selling includes products or services. Which of the following is considered a product (versus a service)?
A. factory-trained mechanics to repair and maintain your equipment.
B. courtesy carts to help load purchases in the customer’s vehicles.
C. “we accept all major credit cards.”
D. 100-pound bags of fertilizer.
To determine the right price for your company’s product, which do you NOT need to know?
A. your competitors’ prices.
B. your competitors’ costs.
C. your company’s costs.
D. your competitors’ product performance.
Selling statements are all of the following except:
A. sales pitches to identify your customers needs.
B. sentences used by salespeople to convince the customer that they need this product.
C. customized to match customer’s questions, interests, and needs.
D. Sentences containing features, advantages, and benefits describing the product.
A salesperson who wishes to help solve a customer’s problem must first:
A. sale the product to the customer.
B. become a friend of the customer.
C. identify the problem.
D. make the customer know his problem.
The customer expects the salesperson to complete the sale. If the customer must complete the sale, the salesperson is ______________ not a salesperson.
A. an information source
B. a technician
C. a company owner
D. an order taker
For many companies, the “80/20 rule” refers to
A. 80 percent of the sales come from 20 percent of the customers.
B. 80 percent of the costs are from production and 20 percent of the costs are from selling.
C. 80 percent of revenues cover costs and 20 percent cover profits.
D. A salesperson should spend 80 percent of their time in face-to-face selling and 20 percent of their time on administrative selling tasks.
Salespeople build _______________ by listening to their customers, assessing customer needs, and organizing the company’s efforts to solve customer problems.
A. profits
B. territories
C. perks
D. relationships
Which is one of the reasons that personal selling can be more effective than advertising in complex selling situations?
A. personal selling can probe customers to learn more about their problems.
B. personal selling in cheaper on a per contact basis.
C. personal selling can reach more customers within a given period of time.
D. personal selling can deal with inelastic demand.
. Which of the following statements is most accurate?
A. Marketing and selling are the same thing.
B. Selling is that portion of the marketing process that is closest to the buyer.
C. Marketing is one part of the selling process.
D. Selling is all activities involved in getting a product from the initial producer to the final consumer
Salespeople that specialize in selling only a portion of the company’s products or lines are organized as a:
A. territorial sales force.
B. product sales force.
C. customer sales force.
D. multi-tasking sales force.
Salespeople spend their time in various ways. On average, which of the following accounts for the majority of the salesperson’s time?
A. administrative paperwork tasks
B. service calls
C. face-to-face selling
D. waiting in offices and traveling
A set of stages that most new products pass through; these include the development stage, the introductory stage, the growth stage, the mature stage, and the declining sales stage is called:
A. the product life cycle.
B. a marketing plan
C. the price cycle
D. the five step selling process.
The first step in the selling process is generally recognized to be:
A. prospecting and qualifying.
B. the pre-approach.
C. the approach.
D. handling customer objections.
Setting call objectives is done during which stage of the selling process?
A. prospecting and qualifying.
B. the pre-approach.
C. the approach.
D. handling customer objections.
The last step in the selling process is generally recognized to be:
A. the follow-up.
B. the close.
C. handling customer objections.
D. taking the order.
The law that states “as price increases, given that other factors are constant, the customer demand for the product will decrease” is referred to as:
A. the Robinson-Patman Act (1936).
B. the law of supply and demand.
C. the law of diminishing returns.
D. the Sherman Anti-Trust Act (1890).
The four Ps of the marketing mix are:
A. promotion, placement, package, position.
B. planning, practicing, potential, publicity.
C. preparation, prospecting, planning, and pricing.
D. product, price, place, and promotion.
A niche market for an agricultural product:
A. is a specific place, position, or role in a marketplace that is already established
B. is profitable.
C. does not have any competition from other products.
D. is open only to the first producer that discovers the demand.
A market situation where there are many sellers of a product means that it is:
A. easy for producers to raise prices to cover costs
B. difficult for producers to raise prices to cover costs.
C. a monopoly.
D. easy to enter and exit the market as producer.
The market price is the price:
A. set by the salesperson.
B. set by the seller or producer.
C. where consumers will buy all the product that the producers will sell.
D. where producers must sell their products.
A salesperson should close the sale when the customer:
A. gives a buying signal.
B. opens the door to the store.
C. stops asking questions or stops talking.
D. finishes writing the check.
A product display for your company at the Southern Farm Show in Raleigh should:
A. have all your company’s products so you will not miss any sales to customers.
B. have many sales representative so show visitors will not have to wait to talk with someone.
C. have a central theme.
D. be outdoors because that’s where farmers like to be.
