2014 Agricultural Sales ExaminationDO 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. Benefitb. Trial Closec. Featured. Value

2. Faster recovery and efficient growth are _____________________ of the product.a. Benefitb. Trial Closec. Featured. Value

3. Troy asks if he can deliver 40 bags of feed in the morning this is an example of:a. Building rapportb. A closec. Probingd. 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 discountsb. Give them the discountc. Take the discount out of your commissiond. Call your supervisor

5. Introducing yourself and initiating the conversation is called the _______________.a. Openingb. Impressionc. Rapportd. Prospect

6. “What has your experience been with our new product?” What type of questions is being asked?a. Open-endedb. Closed-endedc. Confirmingd. Clarifying

7. “What product are you currently using?” is an example of what type of question?a. Open-endedb. Closed-endedc. Confirmingd. Clarifying

8. Which of the following is the best advice about selling against the competition?a. Always ignore competitors unless your products are betterb. Never speak poorly of the competitionc. Always present your price as favorable compared to your competitiond. 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 featureb. A benefitc. An advantaged. 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 informationb. Handle the objectionc. Listen to the customerd. 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 closeb. Direct closec. Trial closed. Choice close

13. Which of the following skills do great salespeople develop over time?a. Becoming more comfortable with the sales presentationb. Becoming a good listenerc. Becoming an excellent public speakerd. All of the above

14 The purpose of probing is _____________________________.a. Identify customer needsb. Confirm appointmentc. Identify past sales historyd. To assist with a trial close

15. The most common error that inexperienced salespeople make is __________________.a. Failure to introduce themselvesb. Over-reliance on technologyc. Failure to ask for saled. Over-reliance on brochures

16. Types of questions a salesperson may use in a presentation include…a. Open, pointed, direct, confirmingb. Closed, awareness-developing, clarifying, indirectc. Open, closed, clarifying, and confirmingd. Deferred, indirect, closed, pointed

17. In sales, which of the following cues is often overlooked by salespeople?a. Questionsb. Body languagec. Objectionsd. 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 objectionb. A featurec. A prospectd. A rapport building topic

19. The purpose of rapport building is:a. To explain the value of a productb. To understand customer needs for solutionsc. To establish trust in the relationshipd. To set goals for a sales call

20. During the presentation component of a sales call, the salesperson’s role is to a. Establish trustb. Avoid topics that may be of concern to the customerc. To present product features and benefitsd. 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 goalc. Is only necessary when you are a new sales person and are developing your customer

listd. Is important only when on commission

22. Prospecting:a. Should begin the first day you are hired and continue throughout your careerb. Is no longer necessary as you prepare to retire.c. Is only practiced by salesperson’s who are struggling to build their client listd. All of the above

23. Increasing market concentration means you are:a. Focused on your marketing campaignb. Gaining a larger % of your customers businessc. Adding more marketing locationsd. 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 planb. That is a detailed road map so that if you follow the plan it will result in a salec. 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 callb. Find out specific information from the customerc. Find out if the customer is close mindedd. 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 relationshipsb. Handling complaintsc. Collecting accountsd. Office work

27. Indirect selling responsibilities might include:a. Handling complaintsb. Pre-call planning and building customer relationshipsc. Closing the saled. Making sales presentations

28. An economic buyer is predominately concerned abouta. Trustb. Pricec. Facts and researchd. Benefits

29. A business buyer is predominately concerned abouta. Trustb. Pricec. Facts and researchd. 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 innovatorb. An early adopterc. An early majorityd. 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 innovatorb. An early adopterc. An early majorityd. 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 peopleb. May feel responsibility to their community as strangers and do not want to ruin their

reputation with too many foolish choicesc. Have strong opinion and are difficult to convince to buyd. 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 availabilityb. Pride in ownershipc. Status associated with ownershipd. Product image

34. Common method for segmenting customers is by:a. Product useb. Demographics (age, income level, education)c. Buyer behavior and value structured. 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 needsb. Always having the lowest pricec. Bringing a gift each time you comed. Sending brochures periodically

37. After you ask for the sale it is important to:a. Keep describing why they should buy your productb. Be quiet and let the customer respondc. Continue to provide data on the productsd. 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 moodb. Thank them and prepare to leave.c. Continue to describe the product and its benefitsd. Stay for another cup of coffee

39. Agriselling today can best be described as a:a. Product focused, brand-oriented sales strategyb. Relationship-oriented and technical-knowledge sales strategyc. Sales-quota-driven activity based on multiple visitsd. 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 goalsb. You would provide a wide variety of products to let the customer choose the product

they wantc. You would provide lots of production and technical information for the customer to

evaluate and make their own decisiond. 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 ExaminationDO 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. Benefitb. Trial Closec. Featured. Value

2. Faster recovery and efficient growth are _____________________ of the product.a. Benefitb. Trial Closec. Featured. Value

3. Troy asks if he can deliver 40 bags of feed in the morning this is an example of:a. Building rapportb. A closec. Probingd. 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 discountsb. Give them the discountc. Take the discount out of your commissiond. Call your supervisor

5. Introducing yourself and initiating the conversation is called the _______________.a. Openingb. Impressionc. Rapportd. Prospect

6. “What has your experience been with our new product?” What type of questions is being asked?a. Open-endedb. Closed-endedc. Confirmingd. Clarifying

7. “What product are you currently using?” is an example of what type of question?a. Open-endedb. Closed-endedc. Confirmingd. Clarifying

8. Which of the following is the best advice about selling against the competition?a. Always ignore competitors unless your products are betterb. Never speak poorly of the competitionc. Always present your price as favorable compared to your competitiond. 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 featureb. A benefitc. An advantaged. 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 informationb. Handle the objectionc. Listen to the customerd. 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 closeb. Direct closec. Trial closed. Choice close

13. Which of the following skills do great salespeople develop over time?a. Becoming more comfortable with the sales presentationb. Becoming a good listenerc. Becoming an excellent public speaker

d. All of the above

14 The purpose of probing is _____________________________.a. Identify customer needsb. Confirm appointmentc. Identify past sales historyd. To assist with a trial close

15. The most common error that inexperienced salespeople make is __________________.a. Failure to introduce themselvesb. Over-reliance on technologyc. Failure to ask for saled. Over-reliance on brochures

16. Types of questions a salesperson may use in a presentation include…a. Open, pointed, direct, confirmingb. Closed, awareness-developing, clarifying, indirectc. Open, closed, clarifying, and confirmingd. Deferred, indirect, closed, pointed

17. In sales, which of the following cues is often overlooked by salespeople?a. Questionsb. Body languagec. Objectionsd. 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 objectionb. A featurec. A prospectd. A rapport building topic

19. The purpose of rapport building is:a. To explain the value of a productb. To understand customer needs for solutionsc. To establish trust in the relationshipd. To set goals for a sales call

20. During the presentation component of a sales call, the salesperson’s role is to a. Establish trustb. Avoid topics that may be of concern to the customerc. To present product features and benefitsd. 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 goalc. Is only necessary when you are a new sales person and are developing your customer

listd. Is important only when on commission

22. Prospecting:a. Should begin the first day you are hired and continue throughout your careerb. Is no longer necessary as you prepare to retire.c. Is only practiced by salesperson’s who are struggling to build their client listd. All of the above

23. Increasing market concentration means you are:a. Focused on your marketing campaignb. Gaining a larger % of your customers businessc. Adding more marketing locationsd. 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 planb. That is a detailed road map so that if you follow the plan it will result in a salec. 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 callb. Find out specific information from the customerc. Find out if the customer is close mindedd. 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 relationshipsb. Handling complaintsc. Collecting accountsd. Office work

27. Indirect selling responsibilities might include:a. Handling complaintsb. Pre-call planning and building customer relationshipsc. Closing the saled. Making sales presentations

28. An economic buyer is predominately concerned abouta. Trustb. Pricec. Facts and researchd. Benefits

29. A business buyer is predominately concerned abouta. Trustb. Pricec. Facts and researchd. 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 innovatorb. An early adopterc. An early majorityd. 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 innovatorb. An early adopterc. An early majorityd. 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 peopleb. May feel responsibility to their community as strangers and do not want to ruin their

reputation with too many foolish choicesc. Have strong opinion and are difficult to convince to buyd. 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 availabilityb. Pride in ownershipc. Status associated with ownershipd. Product image

34. Common method for segmenting customers is by:a. Product useb. Demographics (age, income level, education)c. Buyer behavior and value structured. 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 needsb. Always having the lowest pricec. Bringing a gift each time you comed. Sending brochures periodically

37. After you ask for the sale it is important to:a. Keep describing why they should buy your productb. Be quiet and let the customer respondc. Continue to provide data on the productsd. 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 moodb. Thank them and prepare to leave.c. Continue to describe the product and its benefitsd. Stay for another cup of coffee

39. Agriselling today can best be described as a:a. Product focused, brand-oriented sales strategyb. Relationship-oriented and technical-knowledge sales strategyc. Sales-quota-driven activity based on multiple visitsd. 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 goalsb. You would provide a wide variety of products to let the customer choose the product

they wantc. You would provide lots of production and technical information for the customer to

evaluate and make their own decisiond. 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)