People generally buy to satisfy a

To become an early adopter of a new product

Which factor is NOT a buying behavior represented by a self-esteem need?

Buying land to keep up with the neighbors

Buying chemicals to have clean fields in crop production

Buying feed to have the highest rate of gain in livestock production

Buying a product to have a high grade of fruit

From the scenario in the question above (question 15), what is the best way to get down to the business of selling your product and adapt your communication style?

Be specific and exacting and don’t guess. Come prepared and give him the facts right away so he knows that you are serious about selling your product. Show him what will be the best about your product.

Be assertive and get down to business. Be strong, but don’t challenge him. Don’t be intimidated by his stories and begin selling your product.

Be friendly and upbeat. Pleasantly try to turn the conversation around to business. Tell him what is appealing about your product and how it will save him effort and make him look like a hero.

Take an interest in him personally. Don’t be demanding. He doesn’t like to make changes so suggest your product slowly. Offer personal assurances to help him with the product down the road.

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

Quick thinking skills (ability to think on their feet)

Your company is releasing a new product line. As a salesperson what is the first step you should take in preparing for the product release?

Look at the price of the product

Identify potential customers for the product

What is the definition of SWOT in business?

Strength, weakness, opportunity, and threats

Sales, weaknesses, objections, and threats

Strategies, weakness, opportunity, and threats

Strength, weaknesses, objections, and threats

What is an example of a verbal cushion used in sales?

“I think that you have the wrong idea.”

“I understand how you might feel that way.”

“What do you like about this product?”

Most customers decide to buy by asking questions. How should questions be handled?

By giving answers that emphasize only the positive aspects of the product.

Always emphasize that the product being asked about is the best product for their needs but don’t question their needs.

Discourage questions that you do not know the answer to.

Which of the following is not a type of active listening?

Sub-verbal cues (say “I see” or “go on”)

Basic goals of communication for a salesperson includes the following?

Create an awareness of the product

What the product can do for the prospective buyer

Help the prospective buyer develop an understanding of the product

Handling customer complaints is mainly the responsibility of the

Salesperson’s Regional Manager

A common mistake made by inexperienced sales people is?

Failing to apply your products features and benefits to a customer’s needs and wants

Being overly eager to please the potential customer

Being overly eager to demonstrate their knowledge of the product

Being overly eager to impress the customer; talking too much

There are six steps in the closing pyramid used in the sales process. What is the final step in the closing pyramid?

Capture your prospect’s attention

Demonstrate your products or services based on specific needs

Probe for problems, opportunities, needs, values, attitudes, and lifestyles

Mrs. Fideldy-Doll calls you to complain that the tomato plants that she bought died even before she could plant them. Which of the below is your best response to her?

Ask her the purchase and planting date.

You should have watered them more.

You should have called me sooner for help.

You can bring them in and we will replace them.

A marketing plan is important to sales. How?

It demonstrates where resources should be allocated to support sales

It is determined by a response to supply and demand

It is determined by product’s market

It demonstrates where the sales staff has not concentrated their efforts

Which is not an example of a “special treatment” that professional salespeople use to build up their personal trade?

Offer a discount on the product.

Project your most comfortable, non-irritating voice.

Communicating a sense of humor.

What type of sales technique would be the following: “Shall I start your order with the product you just mentioned?”

A response to a customer’s objection

A means of keeping the customer engaged in the presentation

An experienced salesperson listens to a customer’s objections/question and knows that they are:

b. Potential indicators of a customer's interest/concern

c. Issues that must be aggressively countered

As a salesperson, being aware of customer’s moods can help you serve them better. If a customer seems to be dominating, what is the best way to respond to this type of customer?

Let them do the talking. Allow them to feel important. Present information quickly. Let these customers sell themselves.

You can help this customer by giving information needed to make a wise buying decision. Talk with rather than at the customer.

Get the customer to start talking. Ask questions that require more than a “yes” or “no” response.

Be patient. Don’t rush them. Support them by using empathy. Show factual information. Don’t ridicule. Help them feel comfortable about purchasing the product or service.

The time to close the sale is when:

You believe the customer’s needs have been determined and you have selected the right item to meet those needs.

The customer is losing interest and the conversation is dragging.

You have discussed all the features and benefits of the product.

North Dakota 2024 State Test

Quiz

•

Professional Development

•

12th Grade

•

Practice Problem

•

Hard

PDogman Horse

FREE Resource

50 questions

Show all answers

1.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

What is selling?

A process to help people assess products and service

Person to person interaction

A means of assessing customer needs

All of the above

2.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

The US Department of Agriculture predicts an increase in winter wheat acreage planted. What do you predict this will do to the availability and cost of seed for wheat planting?

Decrease in demand and increase in price for seed wheat

Decrease in demand and drop in price for seed wheat

Increase in demand and drop in price for seed wheat

Increase in demand and increase in price for seed wheat

3.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

Beginning a sales meeting or call with a rehearsed presentation is the preferred way to begin when dealing with new clients.

True

False

4.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

Potential clients who are not yet qualified are called?

Referrals

Prospects

Suspects

Clients

5.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

“You do want the unit that makes your spouse happy don’t you?” Is an example of what type of high pressure close.

Pity close

Guilt close

Intimidation close

Minor point close

6.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

Which of the following is not a trial close?

Would that meet your needs?

Does that fit your packaging concern?

Can I order you, 4 or 5?

How does that sound?

Would this work in your operation?

7.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

JoDee is planning next year’s sale budget. She would like to hire another sales person; however, she knows that to get her manager’s approval she needs to build a good case for the new hire. She needs to justify that the new person will be…

A great help

A return on investment

Will increase the work load

A return on equity

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North Dakota 2024 State Test

50 questions

What is selling?

The US Department of Agriculture predicts an increase in winter wheat acreage planted. What do you predict this will do to the availability and cost of seed for wheat planting?

Beginning a sales meeting or call with a rehearsed presentation is the preferred way to begin when dealing with new clients.

Potential clients who are not yet qualified are called?

“You do want the unit that makes your spouse happy don’t you?” Is an example of what type of high pressure close.

Which of the following is not a trial close?

JoDee is planning next year’s sale budget. She would like to hire another sales person; however, she knows that to get her manager’s approval she needs to build a good case for the new hire. She needs to justify that the new person will be…

People generally buy to satisfy a

When making a cold call it is important for a salesperson to

In handling customer complaints, the ‘Three F’s refer to:

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