Ag Sales 2019

Question 1

4. Which of the following is the most effective way to find customers for a new product?ABS 05.02.02.c
   A. Trade shows
   B. Customer referrals
   C. Current customer base
   D. Internet surveys
   E. None of the above

Answer 1

C.

Question 2

5. What ultimately determines if you will accept a return of product from an unsatisfiedcustomer? ABS 05.02.01.c
   A. Company Policy
   B. Personal judgement
   C. How long ago the product was purchased
   D. Who was at fault
   E. None of the above

Answer 2

A.

Question 3

11. How do you continue to gather and utilize information from existing customers to evaluateimprovements in production and operation and assist customers with improvements?ABS 04.02.01.b, ABS 04.02.01.c
    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 yoursupervisor and ask your supervisor to identify the best practice
    C. Use company provided product information to develop one procedure for all customers thussimplifying your job
    D. Utilize local finance resources to determine what your customers should utilize
    E. None of the above

Answer 3

A.

Question 4

19. Customer Jones seems to becoming more distant and uncomfortable in their interaction withyou. 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

Answer 4

A.

Question 5

20. Pick the best introductory statement to make to a new customer. ABS 05.02.02.b
    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

Answer 5

B.

Question 6

21. Joe, since you said you are struggling with Pythium Blight on your golf course and you wantsomething that can tank mix with Daconil Ultrex, you should apply 4 oz rate of Chipco Signaturein 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

Answer 6

A.

Question 7

22. 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

Answer 7

D.

Question 8

23. 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

Answer 8

D.

Question 9

24. Amid a conversation with a customer about their problems with finding help, Mac justsummarized what he was told from the customer and repeated it back to him. This is anexample of: ABS 5.02.02.b
    A. A close
    B. A feature
    C. A benefit
    D. An active listening skill
    E. Rapport building

Answer 9

D.

Question 10

1. Describe five indicators from your customer that indicates that a trial close should be initiated

Answer 10

 States “ I think I could use this product” States “this could save me money”
 States “I have seen my neighbor use this and I like it”
 States “I want to use this”
 Customer makes positive comment about feature and benefit

Question 11

2. List and describe five of the steps in the sales process and the purpose of those steps.

Answer 11

 Pre call plan
 Introduction
 Building rapport
 Questions – needs and wants
 Apply features and benefits to need and wants
 Trail close
 Close
 Follow-up

Question 12

How do you determine a customer’s needs and wants?

Answer 12

Use active listing techniques to listen and clarify what the customer needs and continues