North Dakota Ag Sales Test 3

Amid a conversation with a customer about their problems with finding help, Mac just summarized what he was told from the customer and repeated it back to him. This is an example of:

• An active listening skill

• A close

• A feature

• A benefit

"Shall I start your order with the product you just mentioned?" This is an example of what sales technique?

• An open-ended statement

• A trial close

• A response to a customer's objection

• A means of keeping the customer engaged in the presentation

The best skills a salesperson can possess or should develop are:

• Public speaking skills

• Good listening skills

• Social skills

• Quick thinking skills (an ability to think on their feet.)

Successful salespeople:

• Should not admit when they don't know the answers to questions

• Do not waste their time on prospects that have told them "no"

• Are not concerned with schedules and planning

• Expect to be turned down now and then

What is the first step in the closing pyramid?

• Capture your prospects

• Ask for sale

• Build rapport and trust

• Ask trial closing question

You will know how to sell to a person when you know:

• How much money they have to spend

• What motivates them to make decisions

• How often they shop in your store

• How long they have been in business

Which of the following is the most effective way to find customers for a new product?

• Trade shows

• Customer referrals

• Current customer base

• Internet surveys

Credit is:

• Only for banks to grant

• Providing product to a proven customer to be paid at a specific date

• Never offered to a customer by a salesperson

• A way of providing product to a customer who cannot afford it

A cold sales call is always a challenge for a sales person; the task is not wasier when it is done by telephone. When talking to the potential customer on the telephone, you should.....

• Make a personal appointment as quickly as possible

• Know what you want to say and don't allow yourself to be distracted during your call

• Know your product and match it to the person's needs

• Know what you want to say and listen to responses to guide your presentation

Good salespeople must be able to recognize what influences customers to make a purchase. These influences are called?

• Buying motives

• Benefits

• Features

• Buying decisions