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ND FFA ag sales
test from 2016,2017,2018,2019,2020,2021,2022,2023
| Question | Answer |
|---|---|
| ag sales involves many types of "selling" situations, which activities apply | retail selling |
| you will know how to sell to a person when you know: | what motivates them to make decisions |
| sales people are considered to be problem solvers, influencers, and facilitators. which best describes the sales professional's role as a facilitator? | carefully listens to the customer, understands the customer's needs, helps the customer focus on the most important needs and provides a solution |
| consumers view a product differently than the business that develops it | true |
| this is NOT considered a buying signal from a customer | starts yawning |
| what are the five mental stages of the customer's buying process | attention, intrest, desire, conviction, action |
| a successful salesperson needs to _______ why and how customers buy a product | understand |
| what is the first step in the closing pyramid | capture your prospect |
| a customer service call that is handled well by the sales person would: | be empathetic tward the caller |
| what is a buyer benefit | both A and C (answers the question "how will i benift" and answers the question "what does it mean to me) |
| A salesperson must have a good inter-relational habits. which of these habits would not be supportive of a good selling career | expect to be turned down now and again |
| in handling a customer's complaint, it is useful for you to: | use the "yes, but..." approach |
| the most difficult part of the selling process is the close | true |
| customer justify their buying decisions with their: | spouse |
| to probe successfully for needs, you should occasionally rephrase your prospects's comments by feeding them back into your own words for clarification and then redirecting the discussion with another question | true |
| a pleasing personality is essential to sales success. personality is the total of your: | attitudes, habits, and features |
| which of the following would not be part of a promotional campaign | cost analysis |
| agri-sales managers require sales people to use selling strategy and call plans | to make the best use of their time and the customers time |
| a customer has order for spraying flax. you have discussed a weed control program and are about to start the season. the order is for tomorrow and as you drive by his field you notice a weed in his field that will NOT be able control. what do you do? | call the producer and make him aware of the issue |
| experienced sales people are always aware of the profit margin on each product category. profit margin is: | the difference between actual sale price and listed sales price |
| rapport is important because it: | builds long term relationships, aids customer retention |
| how many elements are there to close a sale | 6 |
| which of these in not a high pressure closing technique | "which of these two models do you feel will best help you meet the needs of your staff, tony?" |
| while talking with a customer on the phone, you hear following comments "i think your service is quite good." this comment is best described as a: | statement |
| what are the four communication styles | detail seeker, result seeker, excitement seeker, harmony seeker |
| wfter dealing with an upset customer one should: | review the incedent |
| the best place to discover a prospect's needs is tword the end of sales pitch | false |
| when one individual prospect is seen as more desirable and given more attention than other potential customers it is known in sales or marketing as | targeting |
| what is the retail price markup of 35% for an item that lists wholesale for $75 | $101.25 |
| an "elevator pitch" is | a sales approach that builds or raises to the "top floor" of benefits during presentation |
| your customer states "this tree looks like something i could use inn my nursery operation." what should you do next? | apply the features and benefits of your product to their earlier wants |
| when faced with a price objection, sales people should respond buy | discuss how your product adds value |
| the purpose of building rapport is | to establish trust in the relationship |
| marketing mix includes the following | product, price, promotion, place |
| a handwritten letter is acceptable if you don't have access to a computer, however be sure to use | blue or black ink |
| relating to the customer includes | beginning with a smile |
| rapport is important because it... | builds long-term relationships and aids in customer retention |
| not all customers or potential customers play by the rules. some customers are inclined to manipulate young salespeople. which is an example of a "dirty" trick customers can use | free consulting request before before a sale will be granted |
| an estimated 90 percent of customers who leave a store and do not return, do so because of.....? | lack of courtesy |
| an experienced sales person listens to a customer's objections/questions and knows that they are? | potential indications of a customer's interest/concern |
| which IS an example of temperature taking question? | is this what you are looking for? |
| what is selling? | all of the above (a process to help people assess product and services, person to person interaction, a means of assessing customer needs) |
| successful salespeople | expect to be turned down now and then |
| what is the best skill a sales person can possess? or should work to develop? | listening skills |
| the price of your product has increased 40% over the last month. how do you deal with this and the resulting customer's frustrations? | explain how the features of your product produce an economic benefit |
| Good salespeople must be able to recognize what influences customers to make a purchase. These influences are called? | buying motives |
| what are the five mental stages of the customer’s buying process? | attention, interest, desire, conviction, action |
| conducting an external analysis of opportunities for growth and threats to a company’s success would be: | SWOT analysis |
| what ultimately determines if you will accept a return of product from an unsatisfied customer? | company policy |
| _______ percent of salespeople stay in sales after the first sales call. | 52 |
| many failures in selling can be avoided if the salesperson learns how to properly close a sale. Of the following items, which is NOT a recommended item needed to close a sale? | discounting the importance of a discovery call |
| an estimated 90 percent of customers who leave a store and do not return do so because of: | lack of courtesy |
| the US department of agriculture predicts and increase in winter wheat acreage planted. What do you predict this will do to the availability and cost of seed for wheat planting? | increase demand and increase in price for seed |
| prior to closing a sale, a salesperson will often attempt a trail close to assess interest in a product. Which of the following questions is NOT an example of a trial close? | can I send you home with three of these today? |
| what does developing a “you” attitude in a sales mean? | determining and using the customer’s point of view |
| sometimes customers have concerns that they do not voice. These are called ________ objections | hidden |
| it takes an average of ___ to ___ contacts or impressions before you can effectively close a sale | 9,12 |
| an experienced salesperson listens to a customer’s objections/questions and knows that they are: | potential indications of a customer’s interest/concern |
| who has the appropriate authority to determine the price of a product? | owner/manager |
| which of the following is a good source to find prospects? | both A and B (current clients and competition) |
| the farm price of milk has dropped 15%. What is the effect on input purchases for dairy farmers? | they will reevaluate their input costs to maximize value and attempt to lower input costs |
| potential clients who are not yet qualified are called? | suspects |
| customers that come into the store that want to buy an item, but don’t know exactly what they want are known as ____________ | undecided customers |
| during the selling process, it is recommended that most of the information about your product or service should be covered during what stage of the sale? | benefits and features |
| as your company releases a new product line, what should you do to prepare first? | research the product |
| your customer 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 listen to their concerns |
| salespeople sell both tangible products and intangible products, which of the following is a tangible product? | real estate |
| A successful salesperson needs to possess which one of the following qualities? | competitive attitude |
| People generally buy to satisfy a …………..? | Real or perceived need |
| Mr. Mellmer indicates it would be nice if he could complete the field work in less time. This is an example of? | A customer’s wants |
| An estimated 90 percent of customers who leave a store and do not return, do so because of ………? | Lack of courtesy |
| You were transferred to a new sales territory and are meeting the outgoing sales representative. What information should you obtain from them? | Information and relevant purchasing history of existing customers |
| Market penetration is a term used to define: | The percentage of all customers you sell your products to |
| The sales presentation is a series of steps that must be ……..? | Presented in a logical order based on feedback from the customer |
| It takes an average of _ to _ contacts or impression before you can effectively close the sale? | 9, 12 |
| Which of the following is not a step the buying process? | product presentation |
| What is selling | all of the above |
| Rocky 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 return on investment |
| Good sales people must be able to recognize what influences customers to make a purchase. These influences are called? | Buying motives |
| Which of these is not an active listening skill? | Explaining |
| Most people give up on their selling careers because: | They become discouraged |
| Marketing mix includes the following | Product, price, place, and promotion |
Created by:
sman2238
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