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?

Beginning a sales meeting or call with a rehearsed presentation is the preferred way to begin when dealing with new clients.

Potential clients who are not yet qualified are called?

“You do want the unit that makes your spouse happy don’t you?” Is an example of what type of high pressure close.

Which of the following is not a trial close?

JoDee is planning next year’s sale budget. She would like to hire another sales person; however, she knows that to get her manager’s approval she needs to build a good case for the new hire. She needs to justify that the new person will be…

People generally buy to satisfy a

When making a cold call it is important for a salesperson to

In handling customer complaints, the ‘Three F’s refer to:

Mr. Schneider indicates it would be nice if he could complete the planting in less time. This is an example of?

Which factor is NOT a buying behavior represented by a self-esteem need?

Bill was friendly on the phone when you made the appointment. When you arrive, Bill’s door is open and he comes out of his office to greet you. “I was expecting you,” he said and adds, “I’m glad we get to meet.” His handshake was warm, but not strong. His office is comfortable, with numerous family photos, as well as plants decorating his office. He asks about your background, why you got started in this business, where you’d grown up and went to school, why you’d chosen this company. Twenty minutes have gone by before you realized you haven’t even discussed your product. Which of the 4-communication styles would you classify Bill as?

Prospects involve 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?

Your prospect, Lucas, sounded stiff on the phone when you were making the appointment. He asked you to bring any studies your company had done to justify the claims it makes. He said the last representative from your industry didn’t have enough data and he had to keep correcting the numbers he did have. As you enter his office, you are amazed at all the paper on and around his desk. He even has stacks on the floor. His handshake is stiff, formal, and distant. He is dressed in dark, conservative suit with a tie. He doesn’t smile when he meets you and seems a little uneasy. He watches you take your seat and doesn’t say a word. Which of the 4-communication styles would you classify Lucas as?

From the scenario in the question above (question 15), what is the best way to get down to the business of selling your product and adapt your communication style?

A customer goes through how many mental stages in the buying process?

“Missy 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 your first order to get started” This is an example of what type of close?

The best skills a salesperson can possess or should develop are:

Your company is releasing a new product line. As a salesperson what is the first step you should take in preparing for the product release?

What is the definition of SWOT in business?

What is an example of a verbal cushion used in sales?

Most customers decide to buy by asking questions. How should questions be handled?

Which of the following is not a type of active listening?

Basic goals of communication for a salesperson includes the following?

Handling customer complaints is mainly the responsibility of the

In many selling situations, you have the opportunity to present different alternatives of the same product. This is especially true when selling tools, clothing, etc. In presenting these kinds of products, what is the rule of thumb for the maximum number of products that should be presented at one time to a customer?

A common mistake made by inexperienced sales people is?

There are six steps in the closing pyramid used in the sales process. What is the final step in the closing pyramid?

When dealing with an emotionally charged customer, the salesperson should?

As a salesperson, you want customer complaints because otherwise unhappy customers just go somewhere else.

Which method of handling customer’s objections is considered to be the poorest method?

“Buyer’s remorse” is an example of what phenomenon?

Mrs. Fideldy-Doll calls you to complain that the tomato plants that she bought died even before she could plant them. Which of the below is your best response to her?

Amanda tells a prospective customer that the Accu-ration Finisher 44 will regulate the number and size of the meals the cattle consume throughout the day. This is an example of?

A successful salesperson needs to possess which one of the following qualities?

Communicating how a product or service offers a solution to your customer is an example of:

Customers who prefer to buy from one business or store rather than from another do so because of:

A marketing plan is important to sales. How?

Which answer is not a type of close?

Which is not an example of a “special treatment” that professional salespeople use to build up their personal trade?

What type of sales technique would be the following: “Shall I start your order with the product you just mentioned?”

Which of the following is not a step in the buying process?

Small businesses will often deliver merchandise to customers who place an order by telephone, online or mail. Even if the customer comes to the store, they would rather pay for the item when it is delivered. This type of sales transaction is known as _______________.

An experienced salesperson listens to a customer’s objections/question and knows that they are:

Salespeople must be able to overcome the potential buyer’s objections prior to trying to close the sale.

As a salesperson, being aware of customer’s moods can help you serve them better. If a customer seems to be dominating, what is the best way to respond to this type of customer?

Good salespeople must be able to recognize what influences customers to make a purchase. These influences are called?

Salespeople must be resilient to overcome rejection.

The time to close the sale is when: