WorksheetsAgricultural Sales Exam 2023
Total questions: 25
Worksheet time: 13mins
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 a
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 (3 points) a. Create an awareness of the product b. help the prospective buyer develop an understanding of the product c. what the product can do for the prospective buyer d. all of the above e. none of the above
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 (3 points)
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 (3 points)
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 (3 points)
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 (5 points)?
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? (3 points) a. Would that meet your needs? b. Can I order you, 4 or 5? c. How does that sound? d. Would this work in you operation? e. Does that fit your packaging concerns?
Would that meet your needs?
Can I order you, 4 or 5?
How does that sound?
Would this work in you operation?
Does that fit your packaging concerns?
Which of these is not an active listening skill? (3 points)
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
CRM is defined as?
Corn Relative Maturity
Calculated Recorded Maturity
Comparative Relative Maturity
Comparative Relative Margin
Calculated Ratio Margin
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
