Ag Sales

How much fenbendazole do you administer per unit of body weight for cattle, goats and horse? A. 2.3 mg/pound (5 mg/kg) B. 2.45 mg/pound (5.4 mg/kg) C. 2.2 mg/pound (4/85mg/kg) D. 5 mg/pound (11mg/kg) E. 2.7 mg/pound (6 mg/kg)

A. 2.3 mg/pound (5 mg/kg) B.

Customer Jones seems to becoming more distant and uncomfortable in their interaction with you. How do you reestablish the rapport with them? ABS 05.02.02.a A. Attempt to spend face to face time to listen to his concerns B. Realize he is no longer going to be a customer C. Challenge him on his views D. Ignore the situation as he has been a long-term customer E. None of the above

A. Attempt to spend face to face time to listen to his concerns

Which product below controls Brown Patch and Snow Mold? A. Bayleton Flo B. Chipco Signature C. Specticle D. Tribute Total E. Acclaim Extra

A. Bayleton Flo

What ultimately determines if you will accept a return of product from an unsatisfied A. Company Policy B. Personal judgement C. How long ago the product was purchased D. Who was at fault E. None of the above

A. Company Policy

How do you continue to gather and utilize information from existing customers to evaluate improvements in production and operation and assist customers with improvements? A. 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 C. Use company provided product information to develop one procedure for all customers thus simplifying your job D. Utilize local finance resources to determine what your customers should utilize E. None of the above

A. Interact with customers frequently to maintain rapport, identify uses of your product, evaluate, and inform customers of best practices

Jane is talking to the first person she saw when she arrived for a prospective sales call. What should she do first? A. Introduce herself B. Determine if the manager/owner is onsite C. Describe the products D. Assess customer potential E. None of the above

A. Introduce herself

Who has the appropriate authority to determine the price of a product? A. Owner/Manager B. Salesperson C. Customer Service D. Accounting E. None of the above

A. Owner/Manager

What is the definition of SWOT in business? A. Strength, weakness, opportunity, and threats B. Strategies, weakness, opportunity, and threats C. Strength, weakness, objections, and threats D. Sales, weaknesses, objections, and threats E. None of the above

A. Strength, weakness, opportunity, and threats

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? A. Summary Close B. Direct Close C. Trail Close D. Choice Close E. None of the Above

A. Summary Close

Which of the following products is an external parasiticide? A. Ultra Boss B. SAFE-GUARD® Aquasol C. SAFE-GUARD®En-Pro-Protein Block D. SAFE-GUARD® Drench 10% E. None of the above

A. Ultra Boss

Rapport is important because it ... A. builds long-term relationships, aids customer retention B. builds short-term relationships, makes selling fun C. builds friendship but not a sale D. helps keep customers at a distance E. none of the above

A. builds long-term relationships, aids customer retention

The producer has 43,000 pounds of cattle and goats to deworm. What is the most economical purchase of SAFE-GUARD® Drench? A. 125 ml B. 1 liter C. 10 liter D. 1 gallon E. none of the above

B. 1 liter

Specticle Flo offers extended residual control. This is an example of: ABS 05.02.01.b, CRP02.02.01.b A. A close B. A feature C. A benefit D. Prospecting E. Building rapport

B. A feature

Which product below controls Pythium Blight? A. Bayleton Flo B. Chipco Signature C. Specticle D. Tribute Total E. Acclaim Extra

B. Chipco Signature

Pick the best introductory statement to make to a new customer A. Hello my name is________ and I am going to sell you our Bayer products today. B. Hello my name is ________ and how is your day going? C. Hi, I see you are interested in Bayer Chemicals. Let me tell you what we have. D. I see you want to use our products. E. None of the above

B. Hello my name is ________ and how is your day going?

You are a local animal feed and health retailer. There has been an increase in local hobby producers of goats and chickens. Based on this information you should: A. Eliminate Safeguard En-Pro-Protein Block B. Increase allocated shelf space for SAFE-GUARD® Aquasol C. Increase allocated shelf space for Equi-bites D. Decrease price of Ultra Boss Insecticide E. None of the above

B. Increase allocated shelf space for SAFE-GUARD® Aquasol

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? A. Increase in demand and drop in price for seed wheat B. Increase in demand and increase in price for seed wheat C. Decrease in demand and drop in price for seed wheat D. Decrease in demand and increase in price for seed wheat E. None of the above

B. Increase in demand and increase in price for seed wheat

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? A. Stop selling Herbicide B B. Listen to your customer and apply the features and benefits of Herbicide A to show the added value of the product C. Listen to your customer and apply the features and benefits of Herbicide B to show the added value of the product D. Stop selling Herbicide A E. None of the above.

B. Listen to your customer and apply the features and benefits of Herbicide A to show the added value of the product

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? A. $57,000 B. $5,000 C. $3,000 D. There is no cost to the company E. None of the above

C. $3,000

Which of the following is the most effective way to find customers for a new product? A. Trade shows B. Customer referrals C. Current customer base D. Internet surveys E. None of the above

C. Current customer base

You were transferred to a new sales territory and are meeting the outgoing sales representative. What information should you obtain from them? A. The company's product list B. The local housing situation C. Information and relevant purchasing history of existing customers D. The local weather patterns E. None of the above

C. Information and relevant purchasing history of existing customers

You sell liquid fertilizers and herbicides. Which of the following would be considered complimentary products? A. Zero turn mowers B. Granular bulk tanks C. Safety Data Sheet Training D. Insurance E. None of the above

C. Safety Data Sheet Training

The farm price of milk has dropped 12%. What is the effect on input purchases for dairy farmers? A. They will purchase less feed B. They will purchase a higher value feed that costs significantly more C. They will reevaluate their feed input costs to maximize value and attempt to lower input costs D. They will maximize production no matter the cost of inputs E. None of the above

C. They will reevaluate their feed input costs to maximize value and attempt to lower input costs

Communicating how a product or service offers a solution to your customer is an example of: A. needs/wants B. building rapport C. a benefit D. a closing statement E. none of the above

C. a benefit

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. a great help B. a return on equity C. a return on investment D. will increase work load E. none of the above

C. a return on investment

When making a cold call it is important for a salesperson to A. Research key information B. Introduce yourself C. Make a pre-call plan D. All of the above E. None of the above

D. All of the above

Which is the most important aspect of being in direct sales? ABS 05.02.01.b A. Maintain good customer relationships B. Have quality products C. Be able to sell products D. All of the above E. None of the above

D. All 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: ABS 5.02.02.b A. A close B. A feature C. A benefit D. An active listening skill E. Rapport building

D. An active listening skill

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? A. Tell your customer that they need to switch B. Explain you are discontinuing your old fungicides C. Wait and see if your customers have interest in the new fungicides D. Ask your customer what they need in a fungicide to see if the new fungicide might fit their need. E. None of the above

D. Ask your customer what they need in a fungicide to see if the new fungicide might fit their need.

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? ABS 05.02.01.c A. Move through the sales process and obtain information later B. Tell the customer it's not relevant C. Find the information for the customer later D. Discuss the question with the customer and determine the time frame for providing the answer E. None of the above

D. Discuss the question with the customer and determine the time frame for providing the answer

When dealing with an irate customer/person who is venting, you should? A. Tell them to stop B. Walk away C. Interrupt them D. Listen E. None of the above

D. Listen

Which product below controls 55 broad leaf weeds and needs a minimum of 10 gallons of water per acre? A. Bayleton Flo B. Chipco Signature C. Specticle D. Tribute Total E. Acclaim Extra

D. Tribute Total

Which product below has 3 active ingredients? A. Bayleton Flo B. Chipco Signature C. Specticle D. Tribute Total E. Acclaim Extra

D. Tribute Total

Would you like 1 gallon or 10 liters of SAFE-GUARD® Drench? This is an example of what type of close? A. summary close B. direct close C. trial close D. choice close E. none of the above

D. choice close

Which product below is recommended for controlling crabgrass in cool season perennial ryegrass? A. Bayleton Flo B. Chipco Signature C. Specticle D. Tribute Total E. Acclaim Extra

E. Acclaim Extra

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? A. Have a meeting with the local garden club to discuss possible uses for your herbicide B. Contact the herbicide manufacturer for additional product uses C. Assess current customers for how they utilize the product D. Expand the use of the product with current customers beyond turf grass E. All of the above

E. All of the above

What would be an example of how Merck Animal Health adds value to the retailer? A. free applicators B. detailed product materials C. toll free and email contact information D. educational webinars available on website E. all of the above

E. all of the above

Your customer is finishing his cattle feeding a mixture of corn, distilers grains (by product Feeds), and some corn silage as a forage. He would like a low inclusion supplement to add to his mix. Which product would you suggest? (5 pts) a.Purina® Stress Tub b.AccurationR Balancer 26 c.Steakmaker® Bal 25 d. SteakMaker® 40-20

Steakmaker® Bal 25

Erica tells a prospective customer that the Accuration Finisher 44 will regulate the number and size of meals the cattle consume throughout the day. This is an example of... (4 pts.) a. A feature b. A benefit c. An advantage d. A value aspect

a. A feature

Customer Miller seems to become more distant and uncomfortable in their interaction with you. How do you re-establish the rapport with them? (5 pts) a. Attempt to spend face to face time to listen to his concerns b. Realize that he will no longer be a customer c. Challenge him on his views d. Ignore the situation as he has been a long-term customer e. None of the above

a. Attempt to spend face to face time to listen to his concerns

13. ______________ is the process of locating potential buyers. a. Prospecting b. Questioning c. Investigating d. Growing

a. Prospecting

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... a. Relationship, Economics and Business b. Relationship, Rapport and Interest c. Business, Rapport and Reciprocation d. Economics, Cost-benefit and Reciprocation

a. Relationship, Economics and Business

As a salesperson you want customer complaints because otherwise unhappy customers just go somewhere else? (4 pts.) a. True b. False

a. True

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. a feature b. a benefit c. an advantage d. a value aspect

a. a feature

The successful sales person needs to possess which one of the following qualities? a. competitive attitude b. social media skills c. c comfortable texting style d. aggressive style

a. competitive attitude

The price of your product has increased 37.3 % over the last month. How do you deal with this and the resulting customers' frustration? (4 pts.) a. explain how the features of your product produce an economic benefit b. join with the customer in expressing your frustrations with the company c. offer to sell them less product d. all of the above

a. explain how the features of your product produce an economic benefit

Which product contains Purina Intake Modifying Technology and is a high protein feed that can be mixed with corn and fed through a self-feeder. (5 pts) a.Accuration® Finisher 44 b. AccurationR Balancer 26 C.Steakmaker® Bal 25 d. SteakMaker® 40-20

a.Accuration® Finisher 44

"Shall I start your order with the product you just mentioned?" This is an example of what sales technique? (CS 02.02.02c) 4 pts a. An open-ended statement b. A trial close c. A response to a customer's objection d. A means of keeping the customer engaged in the presentation.

b. A trial close

The product's price is best described as... (ABS 04.01.02b) 4 pts a. Cost of product + tax b. Cost of product + margin c. Cost of product + cost of sales d. Cost of product + discount

b. Cost of product + margin

In building rapport, is adjusting your social style to accommodate the customer a form of manipulation? (4 pts.) a. True b. False

b. False

The company that ships your supplements has informed you they will increase their rates by $15 per ton. How can you address this? (4 pts.) a. Ignore the information b. Pass the costs on to the customer c. Cut the price of your product d. Include your competitor's products in price comparisons e. All of the above

b. Pass the costs on to the customer

An experienced salesperson listens to a customer's objections/questions and knows that they are (4 pts.) a. Potential deal-breakers b. Potential indications of a customer's interest/concern c. Issues that must be aggressively countered d. Non-issues e. All of the above

b. Potential indications of a customer's interest/concern

Marketing mix includes the following (4 pts.) a. Person, product, place, promotion, price and packaging b. Product, price, place, promotion and packaging c. Person, product, price, place, and promotion d. Product, price, promotion, and people e. None of the above

b. Product, price, place, promotion and packaging

Mr. Johnson indicates it would be nice if he could complete the plowing in less time. This is an example of? a. a customer's dream b. a customer's wants c. a customer's needs d. customer's wish e. none of the above

b. a customer's wants

Velma knows that "resistance" to purchasing a product often takes one of two forms. They are... a. evasion and agreement b. active and passive c. complex and simple d. distracted and involved

b. active and passive

"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? a. summary close b. direct close c. trial close d. choice close

b. direct close

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... a. cost benefit analysis b. emotion and feelings c. marginal needs d. none of the above

b. emotion and feelings

How does a salesperson create "value?" a. communicate attributes b. matching feature and benefits to customer needs and wants c. discovering needs and wants of customers d. none of the above

b. matching feature and benefits to customer needs and wants

What is a "buying cycle?" 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

b. the mental steps a customer moves through to buy, use and rebuy a product

Which of the following is not a type of active listening? (4 pts.) a. Sub-verbal cues (say I see or go on) b. Ask Clarifying Questions c. Check your cell phone d. Summarize e. Ask open ended questions

c. Check your cell phone

Millicent has joined the accounting department. Her first assignment is to calculate the cost of goods sold for each product last year. a. cost of raw material + cost of production + cost of transportation b. Cost of raw material + cost of production + cost of sales and administration c. Cost of raw material + cost of production + cost of sale and administration + cost of returns d. Cost of raw material + cost of production

c. Cost of raw material + cost of production + cost of sale and administration + cost of returns

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? a. Excuses are smoke screen and often beyond your control. b. Excuses are a means of hiding "true" objections. c. Excuses and objections are really similar, but appear different. d. Excuses must be analyzed to determine the underlying objection.

c. Excuses and objections are really similar, but appear different.

Which of the following is not a step in the buying process? (5 pts) a. Need recognition b. Information search c. Product presentation d. Examine alternatives e. Purchase choice

c. Product presentation

Conducting an external analysis of opportunities for growth and threats to a companies success would be (4 pts.) a. Competition Analysis b. Succession Plan Analysis c. SWOT Analysis d. Kinesics Analysis e. None of the above

c. SWOT Analysis

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?" a. the car you drive b. your appearance c. a practiced feature/benefit presentation d. your body language

c. a practiced feature/benefit presentation

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. a great help b. a return on equity c. a return on investment d. will increase work load

c. a return on investment

Making a cold sales call requires... 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.

c. a strategy or objective for calling

A salesperson needs to understand the importance of non-verbal communication. An example of this form of communication is... a. rate of speech b. use of non-words, e.g. um, ah... c. body language d. tone of voice and inflection

c. body language

Marketing mix includes the following (2018,16): a. customer, product, price, place, promotion and packaging b. product, price, place, promotion and packaging c. product, place, price and promotion d. product, price, promotion and people

c. product, place, price and promotion

As your company release's a new product line, what should you do to prepare first? (5 pts) a. look at the price of the product b. identify potential customers for the product c. research the product d. all of the above

c. research the product

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? a. She evaluated her goals for this meeting and altered the presentation. b. She used the c. She altered her market plan to meet the situation. d. All of the above.

d. 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? (4 pts.) a. Reputation b. Longevity/history c. Profitability d. Internet/Website Presence e. None of the above

d. Internet/Website Presence

You are talking to a prospect, and they would like to use a beef supplement for their growing cattle that contains no Non-protein nitrogen or Urea. Which feed would you discuss? (5 pts) a. AccurationR Grower R125 b. AccurationR Balancer 26 C. Steakmaker® Bal 25 d. SteakMaker® Grower 36-0 R200

d. SteakMaker® Grower 36-0 R200

How does a customer perceive "value? " a. economic benefit b. convenience c. personal preference d. all of the above

d. all of the above

What is selling? a. a process to help people assess products and services. b. person to person interaction. c. a means of assessing customer needs. d. all of the above

d. all of the above

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... a. listening but preparing the next thing you have to say b. listening to what you already know about the customer but appear to be interested. c. listening requires avoiding the appearance of boredom d. listening and gathering facts, feelings, and non-verbal cues from

d. listening and gathering facts, feelings, and non-verbal cues from customer

People get upset with a product or company because: (4 pts.) a. Their expectations were not met b. Their integrity is questioned c. They don't feel like you listened d. All of the above e. Option a and c

e. Option a and c

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? (4 pts.) a. if the product was used correctly b. that the customer must be kept happy c. the financial impact of the decision on the company and the customer d. would this satisfy the customer e. both a and c

e. both a and c