Ag Sales CDE

T or F: Closing the call always means getting the sale.

False

Constructing a display so that it is arranged in a step arrangement or in graduations is an example of... a. Balance b. Contrast c. Rhythm d. Proportion

Proportion

T or F: Closing teh sales call may be just getting commitment of the customer to call again.

True

T or F: Sales professional report that up to 90% of buying decisions are based on emotional reasoning.

True

When using a coupon in an ad, it should be surrounded with a border. It should also include... a. An expiration date b. The store's hours c. The color red d. The owner's signature

a. An expiration date

Getting immediate and favorable attention should be earned in what part of the sales process? a. approach b. demonstration c. closure d. none of the above

a. Approach

Relating to the customer includes: a. Beginning with a smile b. Arguing with the customer to make sure they know the right answer c. Criticizing the customer for lack of product knowledge d. All of the above

a. Beginning with a smile

How is advertising important to the advertiser? a. Brings customers into the store. b. Tells customers what is available. c. Helps customers cash in on price savings. d. Helps customers make decisions.

a. Brings customers into the store.

In what order should a sales presentation progress? a. Introduction, ask questions, offer features and benefits, ask for order. b. Introduction, offer features and benefits, ask for order c. Introduction, offer features and benefits, ask questions, ask for order. d. Introduction, ask for order, handle objections.

a. Introduction, ask questions, offer features and benefits, ask for order.

A wholesaler is a person who... a. Sells products to retailers b. Sells products directly to retailers c. Sells whole-milk d. Sells whole-wheat bread

a. Sells products to retailers

Which of the following best describes the five mental stages of the buying process? a. attention, interest, desire, conviction, and action b. product, place, promotion, price, and income c. cost, promotion, attention, desire, and action d. attention, price, income, promotion, and interest

a. attention, interest, desire, conviction, and action

What is a cold call? a. contact with no appointment b. contact with an appointment at a later time c. a telephone call d. a newspaper advertisement

a. contact with no appointment

Placing a customer on hold... a. should be preceded by asking the customer "May I place you on hold?" b. should be preceded by telling the customer "please hold." c. should not happen d. should include asking several times, "for whom are you holding?"

a. should be preceded by asking the customer "May I place you on hold?"

The amount of unfilled parts on an advertisement is called ____ and should make up about 30-40% of the ad. a. white space b. blank space c. open range d. body copy

a. white space

Which of the following is an example of a "choice close?" a. "Will you buy Super Ewe 2 feed for your farm today?" b. "Would you like the soluble or injectable Tylan?" c. "When you purchase 10 bags of Hog Wild, we will give you a free smoked ham." d."I understand how you feel. Many customers have said the same thing. Your neighbor Bryan Wilson felt the same way until he saw the 2-3 pound daily gain."

b. "Would you like the soluble or injectable Tylan?"

Selling is... a. 50% preparation and 50% presentation b. 90% preparation and 10% presentation c. 10% preparation and 90% presentation d. None of the above

b. 90% preparation and 10% presentation

What is one method of overcoming a customer's objection? a. Explain, in detail, why the customer has no basis for the objection. b. Admit the objection is true. c. Answer the objection quickly d. Tell the customer no one has previously objected to the product.

b. Admit the objection is true.

Which is a BAD method of handling the customer's objection? a. Pause before answering the objection b. Argue with the objection c. Listen to the customer's objection d. Show empathy for the customer

b. Argue with the objection

Every customer consciously follows a series of four steps prior to buying a product, and this is called: a. Customer confusion b. Customer buying process c. Customer is helped by sales person d. none of the above

b. Customer buying process

Which physical position suggests a person is open to the ideas being spoken? a. Folding arms across the chest. b. Facing the person speaking and making frequent eye contact. c. Crossing the legs away from the person speaking. d. Crossing the legs, then folding the arms across the chest.

b. Facing the person speaking and making frequent eye contact.

Which of the following is TRUE? a. Salspeople should discourage objections b. Few sales happen without customer objections c. an objection is a barrier to completing the sale. d. Both B and C

b. Few sales happen without customer objections.

What is one method of opening a sale? a. Tell the customer how much the product costs. b. Give out free samples. c. Tell the customer he/she would be a fool to buy any other product. d. Wait at the cash register for the customer to approach you.

b. Give out free samples.

What motivates the customer's buying decision? a. Demand b. Needs c. Buying patterns d. Communication

b. Needs

The process of finding new customers is called... a. Recruiting b. Prospecting c. Telephone contacts d. Qualifying

b. Prospecting

The best time to answer a customer's objection is: a. when you finish the sales presentation b. at the moment of the objection c. after you have finished demonstrating a feature d. at the conclusion of a sale

b. at the moment of the objection

A good advertisement will cause the eye to move from teh top to the bottom of the advertisement and is known as... a. product detail b. design flow c. a good layout d. focal point

b. design flow

Market research is: a. advertising b. learning about potential customers c. isn't needed for many products d. all of the above

b. learning about potential customers

Which of the following would be considered an objection? a. "I think your service is quite good." b. "Why does this bill show $107?" c. "I have never heard of this brand before!" d. "When will it be in stock?"

c. "I have never heard of this brand before!"

What is the educational requirement for most entry level sales positions? a. A college degree b. A master's degree c. A high school diploma d. There are usually no educational requirements.

c. A high school diploma

The number of people who purchase and read a printed medium is known as its: a. Clientele b. Reach c. Circulation d. Population

c. Circulation

During the sales presentation you determine that the customer is ready to close the sale. You should... a. Call in the sales manager b. Continue to demonstrate the product's features c. Close the sale d. Continue your sales pitch

c. Close the sale

You are selling flea and tick products for dogs and cats. you drive past a vet office that you have never seen before. They list 5 vets on the sign; you decide to stop in and see if they currently use any of your products or would like information. This type of call is considered: a. Folllow-up call b. Turn around call c. Cold call d. Delayed call

c. Cold call

Analysis of the market can best be described as... a. Primary research of potential customers b. Study to gain knowledge about the market c. Collecting information about the market and studying it for meaning d. secondary research

c. Collecting information about the market and studying it for meaning

The most common type of customer is the ____ customer. a. know-it-all b. stealing c. just looking d. hurry up

c. Just looking

Sales call planning is important for each sales call to: a. Let your supervisor know how hard you work. b. Make the best use of your time. c. Make the best use of the customer's time. d. Always get the sale.

c. Make the best use of the customer's time.

A group of activities intended to sell a product or idea to make a profit is a(n)... a. Media promotion b. Resume c. Promotion d. Application

c. Promotion

There are three types of buyers--the business buyer, the economic buyer, and the relationship buyer. Which buyer is most influenced by human characteristics such as trust, personality, common style, and attitude. a. Business buyer b. Economic buyer c. Relationship buyer

c. Relationship buyer

Which of the following would be an example of an open question? a. Would you like roundup Ultradry or roundup Ultramax? b. Do you grow corn or soybeans? c. What are your crop rotation practices? d. Will you attend our grower meeting?

c. What are your crop rotation practices?

A method of advertising where printed ad materials are sent to potential customer's homes by mail is called: a. junk advertising b. house-to-house c. direct mail d. market saturation

c. direct mail

Every customer has objections. You should be prepared to address objections by: a. ignoring them b. selling suggestive products c. having a complete knowledge of the product/products you are selling d. all of the above

c. having a complete knowledge of the product/products you are selling

The formula IS+DOES=MEANS... a. is the formula to sell product features b. is the formula used in planning the approach c. is the procedure for translating product features into buyer benefits d. all of the above

c. is the procedure for translating product features into buyer benefits

A disadvantage of direct mailing may be that: a. mailing list can become outdated b. intended customers may not receive the advertising c. advertising may be wasted because people think of them as junk mail d. all of the above

d. All of the above

Probing in sales calls can be... a. Asking open-ended questions b. Asking closed-ended questions c. Uncovering hidden needs d. All of the above

d. All of the above

What do you need to know to be able to sell a product? a. Uses b. Competition c. Price d. All of the above

d. All of the above

What is a good method of closing a sale? a. Tell the customer how much the sale means to you. b. Force a close. c. Turn the sale into a ceremony to make the customer feel important. d. Assume the customer will buy the product.

d. Assume the customer will buy the product.

When a prospect inquires about the price or terms of your sale, it is an indication that... a. The customer wants you to leave b. The customer is showing you a buying signal c. The customer has real interest d. Both B and C

d. Both B and C

What is the fastest way to get an original document across the country? a. Regular mail b. Over-night mail c. E-mail d. Fax

d. Fax

When making a business call, you should first: a. Thank them for taking your call b. State the purpose of your call c. Apologize if it is a bad time d. Identify yourself

d. Identify yourself

Reaching a compromise that is acceptable to both your organization and the caller would be a(n)... a. Action issue b. Objection c. Statement d. Negotiation

d. Negotiation

Most advertising appears... a. On the front page b. On the editorial page c. on the sports page d. As ROP (runoff the paper)

d. Runoff the paper (fliers)

To reach a very select group of customers, you would probably use which of the following forms of advertising? a. Magazines b. TV c. Newspapers d. Trade journals

d. Trade journals

A hidden objection is defined as: a. details a salesperson is withholding b. a sales presentation disclosing price c. a customer's reluctance to listen d. a customer's unspoken concern

d. a customer's unspoken concern

A customer's buying signal can: a. be a comment or question about the item b. indicate signals of approval for the item c. show that the customer is thinking about buying d. all of the above

d. all of the above

Do develop the "you" attitude in selling, salespeople develop which of the following selling techniques? a. listening to customer responses b. asking customer questions c. determining customer buying motives d. all of the above

d. all of the above

Involve the customer in the sales demonstration to: a. demonstrate specific benefits of interest to the customer b. help the customer develop a sense of ownership c. get the customer to answer questions to determine additional needs and wants d. all of the above

d. all of the above

Sales people can prepare to answer customer objections if: a. they understand that customers have similar buying motives b. they understand why people buy a particular product or service c. they are completely knowledgeable about merchandise features and benefits to the customer d. All of the above

d. all of the above

To analyze the market situation, there must be: a, an understanding of changing customer lifestyles. b. an understanding of customer preference. c. purchasing tendencies of the customer. d. all of the above

d. all of the above

What is a product feature? a. answers the question "what is it?" b. a specific quality or characteristic of a product or service. c. something you can see, feel, hear, smell, or taste. d. all of the above

d. all of the above

when listening to an angry customer, a. let the customer explain b. get pertinent details c. differentiate between facts and emotions d. all of the above

d. all of the above

As a sales person, you can create loyalty by: a. Always having the lowest price. b. Bringing a gift each time you come. c. Having consistent product performance. d. Providing consistent professional service. e. Both C and D

e. Both C and D

What are two classifications of displays? a. Promotional and educational b. Institutional and educational. c. Promotional and institutional. d. None of the above

A. promotional and institutional

Suggestive selling can best be described as... A. related items that can be purchased at the same time. b. Non-related items sold to the customer whether or not they are needed. c. Not used in agriculture sales d. None of the above

A. related items that can be purchased at the same time.

What is one of the first steps in preparing to advertise on the radio? a. Select a radio station b. Prepare a radio advertisement c. Decide on an attention getter for the advertisement d. Work with the station you have selected

A. select a radio station

What is the advantage of using the telephone for a sales presentation? a. It decreases the amount of travel time. b. It does not take as much preparation time. c. you don't have to look the buyer in the eye, so it is easier to lie. d. none of the above

A.. it decreases the amount of travel time.

What is one frequently raise customer objection to advertising? a. It lets customers know what is available. b. It is an unnecessary cost in the marketing of products. c. It takes up too much room in a newspaper. d. It brings too many customers into the store.

B. It is an unnecessary cost in the marketing of products.

What is the customer's benefit of having sales people? a. The customer gets forced into buying a product. b. The customer finds out more information on a product. c. Both of the above d. None of the above

B. The customer finds out more information on the product.

You are meeting a new customer in a cold-call situation. During the call, you sell the customer 300 pounds of ribeye steaks. Your company is currently introducing a new line of steak seasoning. Since this is a new customer, which of the listed actions is the best approach? a. Not attempt to sell the steak seasoning since it is your first contact. b. Ask open ended questions about how the customer plans to season the steaks. c. Boldly state the steaks require and additional purchase of seasoning. d. State to the customer about how superior your product is over their current choice

B. ask open-ended questions about how the customer plans to season the steaks

Necessary items are most often located in what part of the store? a. Front b. Back c. on the sidewalk d. near the checkout counter

B. back

The selling process begins and ends with the... a. Sales person b. Customer c. Product d. All of the above

B. customer

A good advertisement will cause the eye to move from top to bottom of the advertisement and is known as: a. Product detail b. Design flow c. A good layout d. A focal point

B. design flow

Which of the following would be included in the pre-approach of a sales presentation? a. Showing the product to the customer b. Determining the customer's needs and wants c. Ordering the product you wish to sell d. Closing the sale

B. determining the customer's needs and wants

There are three types of buyers--the business buyer, the economic buyer, and the relationship buyer. Which buyer is most influenced by price, convenience, product characteristics, availability, and time saving? a. Business buyer b. Economic buyer c. Relationship buyer

B. economic buyer

What do we mean by the term "target market?" a. Used in clothing sales to determine the cost of products. b. Identifying and selecting customers that are most likely to buy what is produced. C. the details of a marketing plan d. all of the above

B. identifying and selecting customers that are most likely to buy what is produced.

The telephone should be used to qualify prospects because: a. most people in agriculture are never home b. the sales cost of an average personal call has become expensive. c. you don't want to do personal sales calls. d. all of the above

B. the sales cost of an average personal call has become expensive.

The phrase "which means you will benefit by..." would be considered as... a. Fact/feature b. Transition c. Benefit d. all of the above

B. transition

The approach that is considered the most effective is: a. Merchandise approach b. Welcome approach (friendly greeting) c. Service approach d. Personal approach e. None of the above

B. welcome approach (friendly greeting)

The time to close a sale is when: a. The customer is losing interest and the conversation is dragging. B. you believe the customer' needs have been determined and you have selected the right item to meet those needs. c. You have discussed all the features and benefits of the product you sold to the neighbors. D. all of the above

B. you believe the customer's needs have been determined and you have selected the right item to meet those needs.

Which of the following criteria is not part of qualifying a prospect? a. Do they have a need for your product or service? b. Do they have the authority to make buying decisions for the business? c. What type of education do they have? d. Do they have the ability to pay for your product or service?

C. What type of education do they have?

In-depth probing for the interview phase of the closing process will help you identify your buyer's _____. a. Needs and wants b. Core information c. Additional needs d. Concerns, likes, and dislikes

C. additional needs

What is a good method of preventing customer complaints? a. Tell the customer you had nothing to do with it. b. Walk away when he/she starts to talk to you. c. Make sure the warranty is understood. d. Sell only non-refundable goods.

C. make sure the warranty is understood.

Product parity describes: a. How the product looks among other competitive products. b. The big performance differences among other competitive products. c. The similar performance of a product among other products. d. That there are two parts to order for this product.

C. the similar performance of a product among other products.

What is selling? a. The opposite of buying b. Forcing a customer to purchase c. Ringing up a sale on the cash register d. Assisting the customer.

D. assisting the customer.

Which of the following would not be used in assessing the marketing situation? a. potential customer profile and behavior. b. Strengths and weaknesses of the competition. c. Strengths and weaknesses of your product or service. d. Basing the market assessment on feeling rather than facts.

D. basing the market assessment on feelings rather than facts

Advertising is used because it is... a. Cost effective b. expensive c. helpful in developing a positive public image d. Both A and C

D. both A and C

Most people have poor listening skills. Which of the following are examples of poor listening? a. criticizing the speaker b. tuning out difficult or confusing information c. tolerating or creating distractions d. both a and b

D. both a and b

What is the first step in presenting a product? a. Develop the customer's interest b. Spark desire in the customer c. Have the customer buy the product d. Get the customer's attention

D. get the customer's attention

Which of the following shows ethical work behavior? a. Never being more than 15 minutes late to work. b. Coming to work every day. c. Not taking your full break times. d. Reimbursing an employer for long-distance calls.

D. reimbursing an employer for long-distance calls.

After dealing with an upset customer, one should... a. Forget about the incident b. take the customer's comments personally c. Tell your co-workers d. Review the incident

D. review the incident

What is the benefit of advertising with magazines? a. Allows last-minute changes in the message. b. Uses long messages with many illustrations. c. Low cost d. Uses color

D. uses color

Which of the following words can start and open-ended question? a. Who B. When C. Where D. Why E. All of the above

E. all of the above

Most customers decide by asking questions. How should questions be handled? a. by giving answers that emphasize only the positive aspects of the product b. Emphasize that the produce being asked about is the best product for their needs but don't question the customer's needs c. Discourage questions that you don't know the answer to d. All of the above e. None of the above

E. none of the above