3. The route taken by products is called the marketing ...

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March 9, 2011PRIVATE Name:___________________ Participant # _______ KEY 2011North Carolina FFAAgricultural Sales Career Development EventSection I: Multiple Choice (25 points)prepared byHorace JohnsonCentral Region Agricultural Education Coordinatorin cooperation withDepartment of Agricultural and Extension EducationCollege of Agriculture and Life SciencesNorth Carolina State UniversityWhich is the MOST important quality for a salesperson? Building and Closing the Sale p. 8Ability to understand peoplePresentation skillsProduct knowledgeTechnical abilityWhich is true of the qualities of successful salespeople? Sales Training Basics p.3Can be learnedCome naturalExist in all peopleRequire little effortWhich is considered to be the HARDEST type of sales? Professional Selling p. 18Cold callFollowing leadsRelationship marketingRoute salesWhat is the process called when a salesperson demonstrates a product to a prospective customer? Sales Training Basics p.26Closing the saleDirect marketingHandling objectionsSales presentationHow do top sales and service industry professionals develop a feeling of trust in the people they serve? Building and Closing the Sale p. 8Build rapport with customersDemonstrate their product knowledgeShow their sales awardTeach clients how little they knowWhich is the MOST important attitude for a salesperson to have? Sales Training Basics p.9Apprehensive about selling, but it can be doneCustomers are a necessary part of the jobLike to deal with customers who buy my productWhen nothing goes right, can maintain a positive attitudeWhich is the BEST way for a sales representative to develop trust with a prospective client? “Building and Closing the Sale” p. 11Dress at a lower level than the customer or client Help the customer become part of the selling processShow the customer sales receipts for the past monthWear a company logo shirt and tie8. Which is a basic rule for all types of sales? Sales Training Basics p.25Customer always comes first and should never be considered an interruptionMaking customers wait will make them appreciate the importance of the productProduct features and benefits will sell the product regardless of the salespersonSalespeople do little more than describe the product to the customerWhich is MOST essential for a salesperson to be successful? Sales Training Basics p.26Have a good resumeRead the product literatureSeen a product advertisementStrong belief in the productWhich is MORE important in building trust with a prospective client? “Building and Closing the Sale” p. 11Brand name of your product and company stationaryKnowledge of prospective buyer’s buying habitsNumber of personal contacts made with prospective buyerPromotional products that the prospective buyer likesWhat is the number one buying motive for customers? “Building and Closing the Sale” p. 14Attractive productFriends of customer like the productGreed – making money or saving moneyProduct is different than other productsWhich is NOT an attribute of a successful salesperson? “Professional Selling” p. 3CommitmentEffective listening skillsFast talkerHumor and perspectiveIf a salesperson views themselves as competent, professional, and able to handle business refusal without feeling personal rejection, they are said to demonstrate the sales attribute of:“Professional Selling” p. 4A healthy mitment.Effective listening skills.Humor and perspective.Which is NOT true of a good softening letter? “Building and Closing the Sale” p. 12Acknowledges a friend who has given referral to the salespersonAsk for the sale to avoid unnecessary contact at a later timeGives the decision-maker a reason for making an appointment with salespersonStates a specific time needed for the appointmentWhich is a quality of successful salespeople? Sales Training Basics p.3Depend on personal charisma rather than selling techniquesKnow little about product features and benefitsMore interested in commissions than anything elseSolve problems with clients to sell productsWhat is the GREATEST challenge of selling? Sales Training Basics p.18Learning the product features and detailsManaging the paperwork that goes with sellingRemaining positive during down sales periodsSelling enough product when the market is boomingWhy is being prompt for a sales appointment important? “Building and Closing the Sale” p. 18Creates a negative impression of the salesperson as an over achieverDemonstrates salesperson is a professional who can be trustedShows the salesperson is eager to get the saleShows the salesperson is in a hurry to get done with the customerWhich MOST qualifies a person to be successful at selling? Sales Training Basics p.10An extrovert personality that has never met a strangerDon’t like to meet strangers, but can sell easily to friendsIntimidated by new situations and new peopleSelf-confidence that allows one to convert strangers to friendsWhich has the MOST impact on making a positive first impression? Sales Training Basics p.15Company salesperson works for is international in scopeGrooming and personal appearance of salespersonProduct or service the salesperson is sellingService the salesperson providesWhat is the exception to the rule for using “first names” when talking with clients? “Building and Closing the Sale” p. 25The client attended a competing schoolThe client has a title such as doctorThe client is a distant relativeThe client resides in your hometownWhich is MOST important in a first-time sales meeting? “Building and Closing the Sale” p. 20Non-verbal communication Product informationSales pitchTone of voiceWhich is true of an effective sales interview? “Building and Closing the Sale” p. 25Prospect should listen to the sales pitch and avoid talkingProspect should do 60% to 70% of the talkingSalesperson should do 60% to 70% of the talkingSalesperson should have a memorized sales pitchWhich is MOST important for a salesperson to be effective? Sales Training Basics p.17Don’t waste time on clients who have turned you downKnow all the answers that the customer may askPrepare a daily plan of actionPractice the sales pitch so it can be done without interruptionA potential customer becomes a true prospect when they: Sales Training Basics p.24Have the authority to buy the product.Know the salesperson who is selling the product.Like the product that is being sold.Listen to a sales presentation.What is the Rule of Three as related to retail selling situations? After three attempts to sell a product, leave the customer aloneKeep the sales presentation to less than three minutesNever wait on more than three customers at one timeShow only three varieties of the product at one timeEND OF THE MULTPLE CHOICE SECTION of the FFA Ag Sales Career Development Event. ................
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