Exam (elaborations)
AG SALES CDE QUESTIONS AND ANSWERS
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AG SALES CDE QUESTIONS AND ANSWERS
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Name: Score:91 Multiple choice questions
Term 1 of 91
During the sales presentation you determine that the customer is ready to close the sale. You
should...
Call in the sales manager
Continue to demonstrate the product's features
Close the sale
Continue your sales pitch
Term 2 of 91
The best time to answer a customer's objection is:
when you finish the sales presentation
at the moment of the objection
after you have finished demonstrating a feature
at the conclusion of a sale
Term 3 of 91
When a prospect inquires about the price or terms of your sale, it is an indication that...
a. The customer wants you to leave
b. The customer is showing you a buying signal
c. The customer has real interest
d. Both B and C
,Term 4 of 91
There are three types of buyers--the business buyer, the economic buyer, and the relationship
buyer. Which buyer is most influenced by price, convenience, product characteristics,
availability, and time saving?
Business buyer
Economic buyer
Relationship buyer
Term 5 of 91
In what order should a sales presentation progress?
Introduction, ask questions, offer features and benefits, ask for order.
Introduction, offer features and benefits, ask for order
Introduction, offer features and benefits, ask questions, ask for order.
Introduction, ask for order, handle objections.
Term 6 of 91
Most advertising appears...
On the front page
On the editorial page
on the sports page
As ROP (runoff the paper)
Term 7 of 91
What is a good method of closing a sale?
Tell the customer how much the sale means to you.
Force a close.
Turn the sale into a ceremony to make the customer feel important.
Assume the customer will buy the product.
,Term 8 of 91
Selling is...
50% preparation and 50% presentation
90% preparation and 10% presentation
10% preparation and 90% presentation
None of the above
Term 9 of 91
T or F: Closing the call always means getting the sale.
True
False
Term 10 of 91
Market research is:
advertising
learning about potential customers
isn't needed for many products
all of the above
Term 11 of 91
To reach a very select group of customers, you would probably use which of the following
forms of advertising?
Magazines
TV
Newspapers
Trade journals
, Term 12 of 91
when listening to an angry customer,
let the customer explain
get pertinent details
differentiate between facts and emotions
all of the above
Term 13 of 91
Which of the following would be considered an objection?
"I think your service is quite good."
"Why does this bill show $107?"
"I have never heard of this brand before!"
"When will it be in stock?"
Term 14 of 91
A good advertisement will cause the eye to move from teh top to the bottom of the
advertisement and is known as...
product detail
design flow
a good layout
focal point
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