Font size
WorksheetsDickinson Ag Sales Test #1
Total questions: 72
Worksheet time: 36mins
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
Mrs. Hansen 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
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
Which of these is not an active listening skill?
Explaining
Paraphrase
Clarify
Ask open ended questions
Summarizing
Basic goals of communication for a salesperson includes the following: 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
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?
The sales presentation is a series of steps that must be:
Outlined prior to having a conversation with a prospective buyer.
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.
Which answer is not a type of close?
Direct Close
Choice Close
Balance Sheet Close
Assumptive Close
Elevator Close
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.
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.
If a customer seems to be timid or sensitive, what is the best way to respond to this type of customer?
You can help this customer by giving information needed to make a wise buying decision. Talk with rather than at the customer.
Let them do the talking. Allow them to feel important. Present information quickly. Let these customers sell themselves.
Get the customer to start talking. Ask questions that require more than a “yes” or “no response.
Be patient. Don’t rush them. Support them by using empathy. Show factual information. Don’t ridicule. Help them feel comfortable about purchasing the product or service.
Which of the 4-communication styles would you classify Mr. Steeke as?
Detail-Seeker
Harmony-Seeker
Excitement-Seeker
Result-Seeker
From the scenario in the question above or question 12, what is the best way to get down to the business of selling your product and adapt your communication style?
Be assertive and get down to business. Be strong, but don’t challenge him. Don’t be intimidated by his stories and begin selling your product.
Be friendly and upbeat. Pleasantly try to turn the conversation around to business. Tell him what is appealing about your product and how it will save him effort and make him look like a hero.
Take an interest in him personally. Don’t be demanding. He doesn’t like to make changes so suggest your product slowly. Offer personal assurances to help him with the product down the road.
Be specific and exacting and don’t guess. Give him the facts right away so he knows that you are serious about selling your product. Show him what will be the best about your product.
What is an example of a verbal cushion used in sales?
a. “I understand how you might feel that way?”
b. “I think that you have the wrong idea?”
c. “What do you like about this product?”
d. “What can I do for you?”
Professional salespeople build what is often called a “personal trade.” What does personal trade mean?
When customers recognize selling strategies that they prefer.
When customers prefer the service of one salesperson over that of others.
When salespeople develop sales skills to reach new customers.
When salespeople develop strategies to convince customers to purchase a product.
When a salesperson shows the customer one item, then shows a higher-priced item, this technique is called?
Cross selling
Up selling
Promotional Selling
Trading up
Which method of handling customer’s objections is considered to be the poorest method?
Yes… but: method
Direct-Denial method
Question method
Superior-point method
A successful salesperson must understand that customers are influenced by many things. Customers often base the selection of a store on which of these influences:
The Store Image, Store Interior and Store Displays
Previous Experience and Advertising
Merchandise Available and Services Offered
All of the Above
What is not an example of a high-pressure closing technique?
Pity Close
Loaded “Yes” Close
Minor Point Close
Premium Close
Most people give up on their selling careers because:
They lack the skills to succeed.
They lack the drive to succeed
They become discouraged
They find alternative job/career
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
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 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 releases 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
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
Customer Smith 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
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
Conducting an external analysis of opportunities for growth and threats to a company’s success would be:
Competition Analysis
Succession Plan Analysis
SWOT Analysis
Kinesics Analysis
None of the above
Not all customers or potential customers play by the rules. Some customers are inclined to manipulate young salespeople. Which of the following is an example of the “dirty” tricks customers can use?
Asking questions during the sales demonstration.
Giving an objection during the sales call.
Free consulting request before a sale will be granted.
All of the above.
Prior to closing a sale, a salesperson will often attempt a trial close to assess interest in a product. Which of the following questions is NOT an example of a trial close?
What other information do you need before making a decision?
Can I send you home with three of these today?
What do you think about the benefits of this product?
Will this product meet your needs?
You are selling 100 pound bags of hog feed. The feed retails for 29.00/bag.Thecompanymarginis 4.00/bag. You as a salesperson offer a large but difficult customer a discount and sell the product for $24.00/bag. At the end of the week your sales manager informs you that he is not happy with your sale. Why?
You made a sale and gained commission.
You made a sale but lost money for the company.
You made a sale and gained a difficult customer.
You made a sale without manager’s assistance.
There are six steps in the closing pyramid used in the sales process. What is the final step in the closing pyramid?
Building Rapport and Trust
Ask for the Sale
Demonstrate Your Products or Services Based on Specific Needs
Probe for Problems, Opportunities, Needs, Values, Attitudes and Lifestyles
Capture Your Prospect’s Attention
Pick the best introductory statement to make to a new customer.
Hello my name is ________ and how is your day going?
Hi, I see you are interested in General Hydroponics plant food. Let me tell you what we have.
I see you want to use our products.
Of the following items, which is NOT a recommended item needed to close a sale?
Summarize advantages
Introduce financial arrangements
Use a powerful closing statement
Ask for the order
Discounting the importance of a discovery call
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. They type of sales transaction is known as:
Layaway sales
“Will-call” sales
Guarantee sales
COD sales
Most salespeople know far too little about what they sell. Which of the following is an item a successful salesperson needs to know before they begin sales?
Know merchandise in other departments.
Know reserve stock and its location.
Know the merchandise being promoted.
Know how to care for the merchandise or equipment.
All of the above
Several techniques can be used for answering objections during the sales process. What method is used when the salesperson turns the objection into a selling point?
Boomerang Method
Question Method
Superior-Point Method
“Yes, But” Method
How do you continue to gather and utilize information from existing customers to evaluate improvements in production and operation and assist customers with improvements?
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 financial resources to determine what your customers should utilize.
Interact with customers frequently to maintain rapport, identify uses of your product, evaluate, and inform customers of best practices.
The five stages of self-persuasion that a customer will consciously or unconsciously go through are:
Attitude, Interest, Desire, Commitment, Action
Attention, Interest, Desire, Conviction, Action
Awareness, Curiosity, Preference, Position, Movement
Recognition, Engrossment, Aspiration, Persuasion, Initiative
When handling negative comments about your competition, you should do all the following EXCEPT:
Ask questions tactfully about what a prospect liked or disliked about a competitor
“Appreciate” how a customer or prospect might feel, but refrain from making comments
Be knowledgeable about how your own products or services compare with theirs
Criticize the competition or agree with the prospect’s negative comments
According to some experts, selling is percent preparation and percent presentation:
90, 10
95, 5
Research shows that people make decisions whether to follow your advice and eventually buy from you in the first of the conversation:
2 minutes
5 minutes
Features and benefits presentation
In handling customer objections, you should do all of the following EXCEPT:
Turn your customer’s objections into positive selling points
Answer the objection completely and concisely
Show empathy- don’t evade or minimize the objection
Downgrade the competition and objection
The most important skill in closing is:
Being persuasive and persistent
Understand the people you serve
Product knowledge
Sound communication
When a “just-looking” customer comes into a store, you should avoid saying:
May I help you?
Hello
Is there anything special you are looking for?
All of the above
What is an example of a verbal cushion used in sales?
"I understand how you might feel that way?"
"I think that you have the wrong idea?"
"What do you like about this product?"
"What can I do for you?"
49. "Mr. Zielke, 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?
Direct close
Summary close
Trial close
Choice close
It is a standard axiom in sales that “one does not speak poorly of competitors.” Why?
It reflects more on you as a person than it does on your competitors.
The customers don’t care what you say about competitors.
You may be offered a job by one of your competitors someday.
Your product is always superior
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 utlize 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 features of your product produce and economic benefit
join with the customer inexpressing your frustrations with the company
offer to sell them less product
all of the above
What is the first step in the sales process?
negotiating the price
following up with the customer
prospecting
closing the deal
What is the first step in the sales process?
negotiating the price
following up with the customer
prospecting
closing the deal
What is the difference between features and benefits in sales?
Features are the characteristics or qualities of a product or service, while benefits are the positive outcomes or advantages that customers gain from using the product or service.
Features are the advantages of a product or service, while benefits are the disadvantages.
Features and benefits are the same thing.
Features are the positive outcomes or advantages of a product or service, while benefits are the characteristics or qualities of the product or service.
What is the purpose of a sales presentation?
To persuade potential customers to purchase a product or service.
To educate potential customers about a product or service.
To entertain potential customers.
To provide information about a product or service.
What are some effective sales techniques for building rapport with customers?
Aggressive sales tactics, interrupting the customer, talking only about the product, being dismissive of customer concerns, negative attitude
Ignoring the customer, not asking any questions, not showing interest in the customer's needs, being unresponsive, lack of empathy
Talking too much about personal life, oversharing personal information, not focusing on the customer, being unprofessional, lack of active listening
Active listening, empathy, open-ended questions, finding common ground, positive attitude
What is the importance of active listening in sales?
Active listening is important in sales because it allows salespeople to understand the needs and concerns of their customers, build rapport, and tailor their sales approach to meet those needs.
Active listening is only important in sales for building rapport, but not for understanding customer needs.
Active listening is not important in sales because customers already know what they want.
Active listening is a waste of time in sales because salespeople should focus on talking and persuading customers.
What are some common objections in sales and how can they be overcome?
Some common objections in sales include lack of trust, lack of need, lack of urgency, and lack of budget. These objections can be overcome by building credibility, highlighting the benefits and value, creating a sense of urgency, and offering flexible payment options.
Some common objections in sales include price, product fit, competition, and timing. These objections can be overcome by addressing the customer's concerns, providing value, offering solutions, building trust, and demonstrating the benefits of the product or service.
Some common objections in sales include price, product fit, competition, and timing. These objections can be overcome by addressing the customer's concerns, providing value, offering solutions, building trust, and demonstrating the benefits of the product or service.
Some common objections in sales include lack of knowledge, lack of time, lack of interest, and lack of authority. These objections can be overcome by providing education and information, demonstrating the time-saving benefits, creating interest through personalized solutions, and involving decision-makers in the sales process.
What is the difference between a sales lead and a prospect?
A sales lead is a potential customer who has shown interest in a product or service, while a prospect is a sales lead that has been qualified as a potential buyer.
A sales lead is a potential customer who has already made a purchase, while a prospect is a potential customer who has not made a purchase yet.
A sales lead is a potential customer who is not interested in a product or service, while a prospect is a potential customer who is interested.
A sales lead is a potential customer who is not qualified to make a purchase, while a prospect is a potential customer who is qualified.
What is the role of follow-up in the sales process?
Follow-up in the sales process is only important for new customers.
Follow-up in the sales process is not necessary.
Follow-up in the sales process is crucial for maintaining customer relationships, addressing any concerns or objections, and ultimately closing the sale.
Follow-up in the sales process is only for addressing customer complaints.
What are some effective closing techniques in sales?
The aggressive close
The manipulative close
The pushy close
The assumptive close, The summary close, The alternative close, The urgency close, The trial close
How can sales professionals handle rejection and maintain a positive attitude?
Reframe rejection as an opportunity for growth, focus on the next potential sale, seek feedback to improve, stay persistent, and maintain a positive mindset.
Ignore rejection and move on to the next potential sale
Blame oneself for the rejection and lose confidence
Give up on sales and pursue a different career
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
when dealing with an irate customer/person who is venting, you should?
Tell them to stop
Walk away
Interrupt them
Listen
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
Credit is......
only for banks to grant
never offered to a customer by a salesperson
providing product to a proven customer to be paid at a specific date.
a way of providing product to a customer who cannot afford it.
As a salesperson, what is a method you can use to help maintain relationships with your customers?
follow-up with customers
product summary
payment collection
establish features and benefits of your product
You are selling 50lbs bags of beef feed. The feed retails for $14.50/bag. The company margin is $2/bag. You as a salesperson offer a large but difficult customer a discount and sell the product for $12/bag. At the end of the week your sales manager informs you that he is not happy with your sale. Why?
You made a sale and gained a difficult customer
You made a sale but lost money for the company
You made a sale and gained commission
You made a sale without manager's assistance
Costco discount stores have a simple pricing system. They price all products as follows: "cost + 15% = price".
this is their completive advantage
this is their comparative advantage
this is their product margin
none of the above
Sales people are important to a corporate enterprise because....
someone has to take product orders
no product ever sold itself
someone has to discover how the external economy is going
someone has to develop golf skills to represent the company
A good product demonstration often involves......
a professional sales approach
a well-rehearsed presentation
showmanship
all of the above
A cold sales call is always a challenge for a sales person; the task is not easier when it is done by telephone. When talking to the potential customer on the telephone, you should....
make a personal appointment as quickly as possible.
know what you want to say and listen to responses to guide your presentation.
know what you want to say and don't allow yourself to be distracted during call.
know your product and match it to person's needs.
