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2014 Agricultural Sales Examination
DO NOT WRITE ON EXAM!!! Bubble in correct answer on scantron.
Multiple Choice
Mary sells horse feed that has been balanced for Amino Acids to keep the correct balance in the animal.
This allows the horse to recover faster after exercise and grow more efficiently. (For Questions 1-3)
1.
Balanced Amino Acids are a _____________________ of the product.
a.
Benefit
b.
Trial Close
c.
Feature
d.
Value
2.
Faster recovery and efficient growth are _____________________ of the product.
a.
Benefit
b.
Trial Close
c.
Feature
d.
Value
3.
Troy asks if he can deliver 40 bags of feed in the morning this is an example of:
a.
Building rapport
b.
A close
c.
Probing
d.
Open-ended question
4.
A customer asks for you to give him a small discount on the product price and your sales
management has not authorized any discounts. You feel this customer can be a long term
customer. What do you do?
a.
Tell them there are no discounts
b.
Give them the discount
c.
Take the discount out of your commission
d.
Call your supervisor
5.
Introducing yourself and initiating the conversation is called the _______________.
a.
Opening
b.
Impression
c.
Rapport
d.
Prospect
6.
“What has your experience been with our new product?” What type of questions is being
asked?
a.
Open-ended
b.
Closed-ended
c.
Confirming
d.
Clarifying
7.
“What product are you currently using?” is an example of what type of question?
a.
Open-ended
b.
Closed-ended
c.
Confirming
d.
Clarifying
8.
Which of the following is the best advice about selling against the competition?
a.
Always ignore competitors unless your products are better
b.
Never speak poorly of the competition
c.
Always present your price as favorable compared to your competition
d.
Show how the features and benefits of your product give value
9.
Madison tells her prospect that the output of the Danzon VX Press she sells is 1200 units per
minute. This is an example of:
a.
A feature
b.
A benefit
c.
An advantage
d.
Value
10.
Customer: You suppliers are all alike. You set up delivery schedules that are only good for you,
no matter what else I have going on. Salesperson: Getting your delivery at the correct time is
important. I understand your concern, Joe. How often do you need delivery with your set-up?
What are the best days and times for you? This scenario is an example of which step in handling
objections that arise during a call.
a.
Ask for more information
b.
Handle the objection
c.
Listen to the customer
d.
Introduction
11.
Which of the following is a clue that you have the customer’s interest?
a.
The customer does not have good non-verbal cues. They look away often.
b.
The customer continues to ask questions about the product.
c.
Out of nowhere the customer says the price is too high.
d.
The customer keeps stopping the presentation and the sale.
12.
Salesperson: Bob, we would like to do business with you. How about giving us a chance to
show what we can do for you? Let’s get your first order written up. This is an example of which
type of close.
a.
Summary close
b.
Direct close
c.
Trial close
d.
Choice close
13.
Which of the following skills do great salespeople develop over time?
a.
Becoming more comfortable with the sales presentation
b.
Becoming a good listener
c.
Becoming an excellent public speaker
d.
All of the above
14
The purpose of probing is _____________________________.
a.
Identify customer needs
b.
Confirm appointment
c.
Identify past sales history
d.
To assist with a trial close
15.
The most common error that inexperienced salespeople make is __________________.
a.
Failure to introduce themselves
b.
Over-reliance on technology
c.
Failure to ask for sale
d.
Over-reliance on brochures
16.
Types of questions a salesperson may use in a presentation include…
a.
Open, pointed, direct, confirming
b.
Closed, awareness-developing, clarifying, indirect
c.
Open, closed, clarifying, and confirming
d.
Deferred, indirect, closed, pointed
17.
In sales, which of the following cues is often overlooked by salespeople?
a.
Questions
b.
Body language
c.
Objections
d.
Appearance
18.
When talking with their seed rep, Pat Winston, Fox Farms expresses concern that germination
rates for the seed they bought from Pat last year were lower than expected this is
__________________.
a.
An objection
b.
A feature
c.
A prospect
d.
A rapport building topic
19.
The purpose of rapport building is:
a.
To explain the value of a product
b.
To understand customer needs for solutions
c.
To establish trust in the relationship
d.
To set goals for a sales call
20.
During the presentation component of a sales call, the salesperson’s role is to
a.
Establish trust
b.
Avoid topics that may be of concern to the customer
c.
To present product features and benefits
d.
To locate new prospects
21.
Sales prospecting is:
a.
An activity used to describe what a salesperson does to identify potential new accounts.
b.
Not important when you are very busy and meeting your sales goal
c.
Is only necessary when you are a new sales person and are developing your customer
list
d.
Is important only when on commission
22.
Prospecting:
a.
Should begin the first day you are hired and continue throughout your career
b.
Is no longer necessary as you prepare to retire.
c.
Is only practiced by salesperson’s who are struggling to build their client list
d.
All of the above
23.
Increasing market concentration means you are:
a.
Focused on your marketing campaign
b.
Gaining a larger % of your customers business
c.
Adding more marketing locations
d.
All of the above
24.
To effectively use your selling skills you have to develop a sales call plan:
a.
That is detailed, structured and be sure you stick to the plan
b.
That is a detailed road map so that if you follow the plan it will result in a sale
c.
A sales call plan helps the sale person assemble account information and think through
a logical step for the relationship or sale to follow.
d.
A sales call plan is not needed.
25.
Closed-ended questions are asked to:
a.
End the sales call
b.
Find out specific information from the customer
c.
Find out if the customer is close minded
d.
Learn about the customer’s philosophy, needs, and concerns
26.
Selling involves direct and indirect responsibilities. Direct selling responsibilities might include
a.
Pre-call planning and building customer relationships
b.
Handling complaints
c.
Collecting accounts
d.
Office work
27.
Indirect selling responsibilities might include:
a.
Handling complaints
b.
Pre-call planning and building customer relationships
c.
Closing the sale
d.
Making sales presentations
28.
An economic buyer is predominately concerned about
a.
Trust
b.
Price
c.
Facts and research
d.
Benefits
29.
A business buyer is predominately concerned about
a.
Trust
b.
Price
c.
Facts and research
d.
Benefits
30.
There are five innovation adoption groups. This type of customer makes up 2.5% of the buyers
and is anxious to try an untried brand or idea and is considered:
a.
An innovator
b.
An early adopter
c.
An early majority
d.
A late majority
31.
This type of customer makes up 34% of the buyers. They have a wait and see attitude and are
often skeptical about new ideas:
a.
An innovator
b.
An early adopter
c.
An early majority
d.
A late majority
32.
Opinion leaders are respected by their peers for business success and considered one of the
best managers. They are considered early adopters and high-profile. Many times opinion
leaders are difficult to sell product because:
a.
They make up their own mind and don’t like to listen to sales people
b.
May feel responsibility to their community as strangers and do not want to ruin their
reputation with too many foolish choices
c.
Have strong opinion and are difficult to convince to buy
d.
Normally do not buy anything
33.
There are two types of value; tangible and intangible. An example of a tangible value is:
a.
Product safety or product availability
b.
Pride in ownership
c.
Status associated with ownership
d.
Product image
34.
Common method for segmenting customers is by:
a.
Product use
b.
Demographics (age, income level, education)
c.
Buyer behavior and value structure
d.
All of the above
35.
Sales call planning is important for each sales call to:
a.
Convince your supervisor that you are staying busy.
b.
Make the best use of your time.
c.
Always get the sale.
d.
Respect the customer by making the best sue of their time.
36.
As a sales person you can create loyalty by:
a.
Helping the customer choose a product that consistently meets their needs
b.
Always having the lowest price
c.
Bringing a gift each time you come
d.
Sending brochures periodically
37.
After you ask for the sale it is important to:
a.
Keep describing why they should buy your product
b.
Be quiet and let the customer respond
c.
Continue to provide data on the products
d.
Remind them of the product value
38.
After you get the order it is important to:
a.
Try to sell them another product because they must be in a buying mood
b.
Thank them and prepare to leave.
c.
Continue to describe the product and its benefits
d.
Stay for another cup of coffee
39.
Agriselling today can best be described as a:
a.
Product focused, brand-oriented sales strategy
b.
Relationship-oriented and technical-knowledge sales strategy
c.
Sales-quota-driven activity based on multiple visits
d.
Getting the sale at any cost
40.
Sales people are considered to be problem solvers, influencers, and facilitators. As a problem
solver:
a.
The first responsibility is to determine customer needs and locate products, services and
information to help the customer reach his business goals
b.
You would provide a wide variety of products to let the customer choose the product
they want
c.
You would provide lots of production and technical information for the customer to
evaluate and make their own decision
d.
You would send customers brochures and promotions so they can call and order
products over the phone.
TRUE OR FALSE (Bubble “A” for True or “B” for False
41.
Quality is defined as consistency (True or False)
42.
Effective selling is based on scientific principle of human behavior (True or False)
43.
Successful and highly-regarded members of the agri-sales profession are honest about their
products benefits and limitations (True or False)
44.
It doesn’t matter if you are unethical in your personal life as long as you are ethical with your
customer. (True or False)
45.
Even though sales professionals are compensated to make the sale. Many sales professionals
commonly say that helping the customer is the most satisfying reward. (True or False)
46.
Sales professionals report that up to 90% of buying decisions are based on emotional
reasonings. (True or False)
47.
If a product is known to be in short supply the customer’s emotions for purchasing is likely
based on hope. (True or False)
48.
Buyer’s remorse is the period of time immediately following the purchase. The sales person has
an opportunity and responsibility to support the customer during the post-purchase period to
sustain their business. (True or False)
49.
When conducting a sales call you need to provide all the product detail and information before
asking for the sale. (True or False)
50.
The first impression you present as a sales professional is only important on your first sales call
to a customer. (True or False)
2014 Agricultural Sales Examination
DO NOT WRITE ON EXAM!!! Bubble in correct answer on scantron.
Multiple Choice
Mary sells horse feed that has been balanced for Amino Acids to keep the correct balance in the animal.
This allows the horse to recover faster after exercise and grow more efficiently. (For Questions 1-3)
1.
Balanced Amino Acids are a _____________________ of the product.
a.
Benefit
b.
Trial Close
c.
Feature
d.
Value
2.
Faster recovery and efficient growth are _____________________ of the product.
a.
Benefit
b.
Trial Close
c.
Feature
d.
Value
3.
Troy asks if he can deliver 40 bags of feed in the morning this is an example of:
a.
Building rapport
b.
A close
c.
Probing
d.
Open-ended question
4.
A customer asks for you to give him a small discount on the product price and your sales
management has not authorized any discounts. You feel this customer can be a long term
customer. What do you do?
a.
Tell them there are no discounts
b.
Give them the discount
c.
Take the discount out of your commission
d.
Call your supervisor
5.
Introducing yourself and initiating the conversation is called the _______________.
a.
Opening
b.
Impression
c.
Rapport
d.
Prospect
6.
“What has your experience been with our new product?” What type of questions is being
asked?
a.
Open-ended
b.
Closed-ended
c.
Confirming
d.
Clarifying
7.
“What product are you currently using?” is an example of what type of question?
a.
Open-ended
b.
Closed-ended
c.
Confirming
d.
Clarifying
8.
Which of the following is the best advice about selling against the competition?
a.
Always ignore competitors unless your products are better
b.
Never speak poorly of the competition
c.
Always present your price as favorable compared to your competition
d.
Show how the features and benefits of your product give value
9.
Madison tells her prospect that the output of the Danzon VX Press she sells is 1200 units per
minute. This is an example of:
a.
A feature
b.
A benefit
c.
An advantage
d.
Value
10.
Customer: You suppliers are all alike. You set up delivery schedules that are only good for you,
no matter what else I have going on. Salesperson: Getting your delivery at the correct time is
important. I understand your concern, Joe. How often do you need delivery with your set-up?
What are the best days and times for you? This scenario is an example of which step in handling
objections that arise during a call.
a.
Ask for more information
b.
Handle the objection
c.
Listen to the customer
d.
Introduction
11.
Which of the following is a clue that you have the customer’s interest?
a.
The customer does not have good non-verbal cues. They look away often.
b.
The customer continues to ask questions about the product.
c.
Out of nowhere the customer says the price is too high.
d.
The customer keeps stopping the presentation and the sale.
12.
Salesperson: Bob, we would like to do business with you. How about giving us a chance to
show what we can do for you? Let’s get your first order written up. This is an example of which
type of close.
a.
Summary close
b.
Direct close
c.
Trial close
d.
Choice close
13.
Which of the following skills do great salespeople develop over time?
a.
Becoming more comfortable with the sales presentation
b.
Becoming a good listener
c.
Becoming an excellent public speaker
d.
All of the above
14
The purpose of probing is _____________________________.
a.
Identify customer needs
b.
Confirm appointment
c.
Identify past sales history
d.
To assist with a trial close
15.
The most common error that inexperienced salespeople make is __________________.
a.
Failure to introduce themselves
b.
Over-reliance on technology
c.
Failure to ask for sale
d.
Over-reliance on brochures
16.
Types of questions a salesperson may use in a presentation include…
a.
Open, pointed, direct, confirming
b.
Closed, awareness-developing, clarifying, indirect
c.
Open, closed, clarifying, and confirming
d.
Deferred, indirect, closed, pointed
17.
In sales, which of the following cues is often overlooked by salespeople?
a.
Questions
b.
Body language
c.
Objections
d.
Appearance
18.
When talking with their seed rep, Pat Winston, Fox Farms expresses concern that germination
rates for the seed they bought from Pat last year were lower than expected this is
__________________.
a.
An objection
b.
A feature
c.
A prospect
d.
A rapport building topic
19.
The purpose of rapport building is:
a.
To explain the value of a product
b.
To understand customer needs for solutions
c.
To establish trust in the relationship
d.
To set goals for a sales call
20.
During the presentation component of a sales call, the salesperson’s role is to
a.
Establish trust
b.
Avoid topics that may be of concern to the customer
c.
To present product features and benefits
d.
To locate new prospects
21.
Sales prospecting is:
a.
An activity used to describe what a salesperson does to identify potential new accounts.
b.
c.
d.
Not important when you are very busy and meeting your sales goal
Is only necessary when you are a new sales person and are developing your customer
list
Is important only when on commission
22.
Prospecting:
a.
Should begin the first day you are hired and continue throughout your career
b.
Is no longer necessary as you prepare to retire.
c.
Is only practiced by salesperson’s who are struggling to build their client list
d.
All of the above
23.
Increasing market concentration means you are:
a.
Focused on your marketing campaign
b.
Gaining a larger % of your customers business
c.
Adding more marketing locations
d.
All of the above
24.
To effectively use your selling skills you have to develop a sales call plan:
a.
That is detailed, structured and be sure you stick to the plan
b.
That is a detailed road map so that if you follow the plan it will result in a sale
c.
A sales call plan helps the sale person assemble account information and think through
a logical step for the relationship or sale to follow.
d.
A sales call plan is not needed.
25.
Closed-ended questions are asked to:
a.
End the sales call
b.
Find out specific information from the customer
c.
Find out if the customer is close minded
d.
Learn about the customer’s philosophy, needs, and concerns
26.
Selling involves direct and indirect responsibilities. Direct selling responsibilities might include
a.
Pre-call planning and building customer relationships
b.
Handling complaints
c.
Collecting accounts
d.
Office work
27.
Indirect selling responsibilities might include:
a.
Handling complaints
b.
Pre-call planning and building customer relationships
c.
Closing the sale
d.
Making sales presentations
28.
An economic buyer is predominately concerned about
a.
Trust
b.
Price
c.
Facts and research
d.
Benefits
29.
A business buyer is predominately concerned about
a.
Trust
b.
Price
c.
Facts and research
d.
Benefits
30.
There are five innovation adoption groups. This type of customer makes up 2.5% of the buyers
and is anxious to try an untried brand or idea and is considered:
a.
An innovator
b.
An early adopter
c.
An early majority
d.
A late majority
31.
This type of customer makes up 34% of the buyers. They have a wait and see attitude and are
often skeptical about new ideas:
a.
An innovator
b.
An early adopter
c.
An early majority
d.
A late majority
32.
Opinion leaders are respected by their peers for business success and considered one of the
best managers. They are considered early adopters and high-profile. Many times opinion
leaders are difficult to sell product because:
a.
They make up their own mind and don’t like to listen to sales people
b.
May feel responsibility to their community as strangers and do not want to ruin their
reputation with too many foolish choices
c.
Have strong opinion and are difficult to convince to buy
d.
Normally do not buy anything
33.
There are two types of value; tangible and intangible. An example of a tangible value is:
a.
Product safety or product availability
b.
Pride in ownership
c.
Status associated with ownership
d.
Product image
34.
Common method for segmenting customers is by:
a.
Product use
b.
Demographics (age, income level, education)
c.
Buyer behavior and value structure
d.
All of the above
35.
Sales call planning is important for each sales call to:
a.
Convince your supervisor that you are staying busy.
b.
Make the best use of your time.
c.
Always get the sale.
d.
Respect the customer by making the best sue of their time.
36.
As a sales person you can create loyalty by:
a.
b.
c.
d.
Helping the customer choose a product that consistently meets their needs
Always having the lowest price
Bringing a gift each time you come
Sending brochures periodically
37.
After you ask for the sale it is important to:
a.
Keep describing why they should buy your product
b.
Be quiet and let the customer respond
c.
Continue to provide data on the products
d.
Remind them of the product value
38.
After you get the order it is important to:
a.
Try to sell them another product because they must be in a buying mood
b.
Thank them and prepare to leave.
c.
Continue to describe the product and its benefits
d.
Stay for another cup of coffee
39.
Agriselling today can best be described as a:
a.
Product focused, brand-oriented sales strategy
b.
Relationship-oriented and technical-knowledge sales strategy
c.
Sales-quota-driven activity based on multiple visits
d.
Getting the sale at any cost
40.
Sales people are considered to be problem solvers, influencers, and facilitators. As a problem
solver:
a.
The first responsibility is to determine customer needs and locate products, services and
information to help the customer reach his business goals
b.
You would provide a wide variety of products to let the customer choose the product
they want
c.
You would provide lots of production and technical information for the customer to
evaluate and make their own decision
d.
You would send customers brochures and promotions so they can call and order
products over the phone.
TRUE OR FALSE (Bubble “A” for True or “B” for False
41.
Quality is defined as consistency (True or False)
42.
Effective selling is based on scientific principle of human behavior (True or False)
43.
Successful and highly-regarded members of the agri-sales profession are honest about their
products benefits and limitations (True or False)
44.
It doesn’t matter if you are unethical in your personal life as long as you are ethical with your
customer. (True or False)
45.
Even though sales professionals are compensated to make the sale. Many sales professionals
commonly say that helping the customer is the most satisfying reward. (True or False)
46.
Sales professionals report that up to 90% of buying decisions are based on emotional
reasonings. (True or False)
47.
If a product is known to be in short supply the customer’s emotions for purchasing is likely
based on hope. (True or False)
48.
Buyer’s remorse is the period of time immediately following the purchase. The sales person has
an opportunity and responsibility to support the customer during the post-purchase period to
sustain their business. (True or False)
49.
When conducting a sales call you need to provide all the product detail and information before
asking for the sale. (True or False)
50.
The first impression you present as a sales professional is only important on your first sales call
to a customer. (True or False)