Test 2014 Flashcards
(48 cards)
Balanced Amino Acids are a _____________________ of the product.
a. Benefit b. Trial Close c. Feature d. Value
Feature
Faster recovery and efficient growth are _____________________ of the product.
Benefit
Troy asks if he can deliver 40 bags of feed in the morning this is an example of:
A close
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?
d. Call your supervisor
“What has your experience been with our new product?” What type of questions is being asked?
Open ended
“What product are you currently using?” is an example of what type of question?
Clarifying
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 feature
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.
Ask for more information
Which of the following is a clue that you have the customer’s interest?
The customer continues to ask questions about the product
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.
Direct Close
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
a. Becoming more comfortable with the sales presentation
The purpose of probing is _____________________________.
Identify customers needs
The most common error that inexperienced salespeople make is __________________.
Failure to ask for the sale
Types of questions a salesperson may use in a presentation include…
Open, closed, clarifying, and confirming
In sales, which of the following cues is often overlooked by salespeople?
a. Questions b. Body language c. Objections d. Appearance
Body Language
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 __________________.
An objection
The purpose of rapport building is:
To establish trust in the relationship
During the presentation component of a sales call, the salesperson’s role is
To present product features and benefits
Sales prospecting is:
An activity used to describe what a salesperson does to identify potential new accounts.
Prospecting:
Should begin the first day you are hired and continue throughout your career
Increasing market concentration means you are:
Gaining a larger % of your customers business
To effectively use your selling skills you have to develop a sales call plan:
A sales call plan helps the sale person assemble account information and think through a logical step for the relationship or sale to follow.
Closed-ended questions are asked to:
Find out specific information from the customer
Selling involves direct and indirect responsibilities. Direct selling responsibilities might include
Pre-call planning and building customer relationships
