WorksheetsAg Sales 2018
Total questions: 22
Worksheet time: 11mins
“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… (ABS 04.01.02b) 4 pts
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… (ABS 04.01.03a) 3 pts
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? (ABS 02.02.02c; ABS 05.03.01c; ABS 05.02.02b; CS 03.01.03c) 3 pts a. She evaluated her goals for this meeting and altered the presentation. b. She used the mission statement to build rapport with the sales manager. c. She altered her market plan to meet the situation. d. All of the above. Answer: d. All of the above.
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? (ABS 05.02.02b) 3pts
Excuses are 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? (ABS 05.03.02c) 4 pts
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… (ABS 05.03.02c) 3 pts.
a. a telephone book
b. a clear and pleasant voice
c. a strategy or objective for calling
d. only statistical process, the more calls you make the more likely you will succeed.
What is a “buying cycle?” (ABS 05.02.01c) 4 pts
a. a time or season when customers are most prepared to buy
b. the mental steps a customer moves through to buy, use and rebuy a product
c. internet sales
d. difficult time for sales people to recognize
______________ is the process of locating potential buyers. (ABS 05.02.01.a) 4 pts
Prospecting
Questioning
Investigating
Growing
14. “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? (ABS 05.02.01b) 4 pts
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
comfortable texting style
aggressive style
Marketing mix includes the following: (ABS 05.01.02b) 4 pts
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?" (ABS 01.01.01b) 4 pts
economic benefit
convenience
personal preference
all of the above
How does a salesperson create "value?" (ABS 01.01.01c) 4 pts
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... (ABS 04.02.02b) 4 pts
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... (ABS 05.01.02b) 4 pts
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… (ABS 05.01.01b) 4 pts
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… (ABS 05.02.02b) 4 pts
a. evasion and agreement
b. active and passive
c. complex and simple
d. distracted and involved
