Ag Sales CDE

What should you get permission for before introducing yourself during a cold call?

Before asking questions

What are some potential sources for finding prospects?

All of the above

What is the fourth communication style?

Harmony Seeker

When should you smile during a sales interaction?

When you mean to smile

What is the worst objection you can encounter from a potential customer?

One that is not voiced

From whom do people prefer to buy?

People they trust

How many major concepts can the human mind cope with effectively at one time?

Seven

What do people justify buying decisions with?

Intellect

What should you focus on while building rapport with your customer?

Their eyes

What alleviates the barrier of fear in a closing situation?

Reinforcing how good a choice the customer made

What is the difference between an effective and ineffective salesperson?

Sensitivity, sincerity, attitude, and selling skills can be learned

What is one acceptable behavior when faced with a hostile customer?

Let the customer talk through their anger

What are techniques for selling?

Homerun techniques

What is selling via telephone called?

Telemarketing

How should you approach a prospect?

Professional, perceptive, and positive

What is the linkage created as organizations add value to inputs?

Value Chain

What type of prospecting is critical for successful salespeople?

Customer prospecting

What is a day where customers interact with products called?

Field day

What are the two basic methods of prospecting?

Cold Calls and Leads

What begins a company's marketing plan?

Vision and Mission

What are considered product features?

Four Speed Transmission, bucket seats, T-top sunroof, and power steering

What is the concern for the interest and feelings of other people?

Empathy

What is motive?

That which influences an individual to act

What is something not essential but desired?

A Want

When does Sales Control begin?

After a few minutes

What is a written record of a sale called?

Sales Receipt

Why is knowing how to count back change vital?

Because customers seldom give the exact amount for a purchase

What is sales the process of?

Helping people buy

What is the difference between marketing and sales processes?

Marketing is long-term; sales is short-term

What provides insight into customer behavior in selling situations?

Customer Analysis

What is the best way to get prospects talking?

Ask them open-ended questions.

What is the first step in the closing pyramid?

Capture your prospects' attention.

How do people justify their buying decisions?

With money.

Which is not one of the five elements of Closing Demonstrations?

Offer at least a 10% discount.

People buy from professionals who ______ their business.

Ask for.

Which is NOT one of the ten personality characteristics often found in successful salespeople?

Pushy.

What should every salesperson expect?

To be turned down now and then.

Is it required to be an extrovert to be successful as a salesperson?

False.

Salespeople are encouraged to _____ to help eliminate the down periods.

Make more calls.

Which is not one of the 'GETTING HOME' techniques?

Ask for feedback.

What are three tips for being more successful in sales?

Deepening your voice, being upbeat and enthusiastic, and showing you are listening.

To understand the sales process, it's essential to imagine it as a _____?

Funnel.

What percentage of your clients provide 80% of your sales?

20%.

A close is really just a beginning. What should a salesperson see the close as?

The start of an ongoing relationship.

What are common objections received in sales interviews?

All of the above.

Which is one of the Types of Customer Approaches?

The Value-Added Approach.

For proper timing, what must a salesperson allow the customer to do?

Come into the store.

By watching customers, what can an effective salesperson often know?

They are in a rush.

What means having a sincere concern for the interests and feelings of the customer?

Customer Empathy.

What is the act of closing the sale at the earliest, most convenient point called?

Quick Close.

What are face-to-face interactions between salespeople and their customers called?

Sales Calls.

What is the path that products take from raw goods to end-user consumers?

Distribution Channel.

What is the process of satisfying the needs and wants of targeted customers called?

Marketing.

What is asking a customer questions to uncover their needs called?

Probing.

What is rephrasing an objection into your own words called?

Cushioning the objection.

Sales equals _____?

Profit.

What should a new salesperson view their first selling position as?

An opportunity to test their personality potential.

You should think of objections as what?

Buying signals.

Which customer is often the hardest to sell?

The Undecided customer.

What impacts the nature of buying?

Belief, Goals, and Needs.