North Dakota FFA Agricultural Sales Questions With Correct Detailed Answers

What is the first step in the closing pyramid? - correct answers Build rapport and trust A trial close is used to determine if a customer is ready to move forward in the sales process. T or F? - correct answers True Closing a sale always means asking for a commitment from the customer? - correct answers True Credit is.... - correct answers Providing a product to a proven customer to be paid at a specific date You will know how to sell to a person when you know what? - correct answers What motivates them to make decisions A unique value bundle is? - correct answers A special combination of goods and services to focus on the customer's needs An experienced sales person listens to a customer's objections/questions and knows that they are... - correct answers Potential indications of a customer's interest/concern A meaningful, easy to remember Internet address is actually an effective promotional tool for E-Commerce. T or F? - correct answers True As a sales person, what is a method you can use to help maintain relationships with your customers? - correct answers Follow-up with customers Consumers view a product differently than the business that develops it. T or F? - correct answers True Customers are more interested in benefits than facts. T or F? - correct answers True You are selling 50 pound bags of beef feed. The feed retails for $14.50/bag. The company margin is $2.00 per bag. You as a sales person offer a large but difficult customer a discount and sell the product for $12.00 per bag only to discover at the end of the week that your sales manager is not happy. Why is he not happy? - correct answers He made the sale but lost money for the company. Every sales call needs to end with a sale. T or F? - correct answers False Costco discount stores have a simple pricing system. They prove all products as follows: "cost+15%=price". What does this do? - correct answers This sets their product margin. What is a buyer benefit? - correct answers If it answers the questions "How will I benefit?" and "What does it mean to me?" What approach is considered to be the most effective? - correct answers The merchandise approach In handling a customer's complaint, it is useful for a sales person to... - correct answers Restate the compliment An objection is any reason that is valid in the customers mind for not making a purchase. T or F? - correct answers True Sales people are important to a corporate enterprise because... - correct answers No product ever sold itself A _______ seeker needs precision work, exact job descriptions, scheduled performance appraisals, someone to make quick decisions, and a lot of information. - correct answers Detail When you start a sales call.... - correct answers It depends on the previous relationship with a customer or prospect. Young sales people often have a hard time understanding that they should know as much about their customer's business as possible. One agribusiness sales person often checks commodity prices several times a day. Why does he do this? - correct answers He wants to know impact of commodity supply and demand on customer's cost structure. Personal Grooming plays a MINOR roll in communicating in a good image. T or F? - correct answers False Personal Grooming plays a MAJOR roll in communicating in a good image. T or F? - correct answers True A good product demonstration often involves... - correct answers All the above. (A professional sales approach, A well-rehearsed presentation, and Showmanship.) How many elements are there to closing a sale? - correct answers 5 When a customer has a complaint, what should you do? - correct answers Take the customer seriously Your local feed mill has had a problem and has shut down for an unknown amount of time. The nearest feed mill is two hundred miles away. How do you think this will affect your feed cost? - correct answers Increase cost of feed Most people buy from their _________ and justify from their __________? - correct answers Emotions, Intellect A good sales person should always be aware of events that may impact sales. For example, recently the cost of shipping court was less expensive when shipped from South America to the Mid-West United States than from the Southern states in the U.S. This is an example of what? - correct answers Excesses supply What is an example of a non high pressure closing technique? - correct answers "Which of these two models do you feel will best help you meet the needs of your staff, Tony? Facts about your product should be.... - correct answers Quantitative The most obvious mistake made by young sales people is.... - correct answers Failure to close the sale Making sure that a prospect had the authority and ability to purchase your product is known as.... - correct answers Qualifying "Shall I start to write the order?" In an example of... - correct answers A trial close While talking with a customer on the phone, you hear the following comments "I think your service is quite good." This comment is best described as what? - correct answers A statement The best place to discover a prospect's needs is toward the end of the sales pitch. T or F? - correct answers False The best skill a sales person can possess or should develop is? - correct answers Good listening skills It is a standard axiom in sales that "one does not speak poorly of competitors." Why? - correct answers It reflects more on you as a person than your competitors. __________ percent of what is effectively communicated is non-verbal. - correct answers 93% Which of the following is not a technique used to overcome objections? - correct answers Back-up and rephrase method When you are approached by a sales person at your local tractor dealer she always begins by asking questions about why you came in even though she may know you well. The purpose of this is? - correct answers Qualifying needs A skillful salesperson always attempts to make customers feel better about themselves. T or F? - correct answers True "Buyer's remorse" is an example of what phenomenon? - correct answers Post-sale reaction What is the retail price markup of 35% for an item that lists wholesale for $75? - correct answers $101.25 What is not an example of a temperature-taking question? - correct answers How can this product benefit your operation? An example sales person understands... - correct answers Buying and selling process The features-benefits sales presentation is... - correct answers A tailored list matched to customer's needs The purpose of rapport building is? - correct answers To establish trust in the relationship Which of the following does not describe a customer rapport skill or technique? - correct answers Make a snap judgment about clients as much as possible Cold calling is? - correct answers the solicitation of business from potential customers who have had no prior contact with the salesperson conducting the call. Most people have poor listening skills. What are examples of poor listening? - correct answers All of the above (Tuning out difficult or confusing information, criticizing the speaker, and tolerating, or creating distractions) Sometimes customers have concerns that they do not voice. These are called __________ objections - correct answers Hidden The sales person asks, "Would you like the one with metal or wooden handles?" This is called the _________ close. - correct answers Choice What is not important to do when demonstrating your products/services? - correct answers Identify the style of clothing your customer is wearing To reach a very select group of customers, you would probably use what? - correct answers Trade journals Being punctual for a sales appointment does what? - correct answers Allows you to relax and prepare, shows respect for your customer, and builds trust. Using the needs of customers as the primary focus during the planning, production, pricing, distribution, and promotion of a product or service is known as the marketing _________ - correct answers concept What is not considered as a buying signal from a customer - correct answers starts yawning What would be considered the most difficult of a sales promotion? - correct answers Visual merchandising displays.