Iha Education September Webinar - Scotts - 7 Fighting Skus

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Iha Education September Webinar - Scotts - 7 Fighting Skus - Quiz


This quiz was created to review the Scotts webinar presentation on September 24th, 2009


Questions and Answers
  • 1. 

    The Scotts products covered in this presentation are designed for both Nursery and Greenhouse use.

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    The Scotts products covered in the presentation are not designed for both Nursery and Greenhouse use.

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  • 2. 

    What section of the market are these specific products designed to address?

    • A.

      Growers that want the highest perfromance products

    • B.

      Accounts already using an Osmocote product

    • C.

      Growers looking for low price & adequate perfromance

    • D.

      Producers of spring annual crops in greenhouses

    Correct Answer
    C. Growers looking for low price & adequate perfromance
    Explanation
    These specific products are designed to address the needs of growers who are looking for low price and adequate performance. This means that the products are targeted towards customers who prioritize affordability while still expecting satisfactory results.

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  • 3. 

    How many Scotts products are in this "fighting blend" offer?

    • A.

      7 products covering 3 different longevities

    • B.

      The entire Osmocote portfolio

    • C.

      All Osmocote Pro formulas

    • D.

      10 products picked from Pro/Plus/Classic

    Correct Answer
    A. 7 products covering 3 different longevities
    Explanation
    The correct answer is 7 products covering 3 different longevities. This means that there are a total of 7 Scotts products included in the "fighting blend" offer, and these products are divided into 3 different longevities.

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  • 4. 

    What type of accounts would be the best choice to call on with these sku's?

    • A.

      Entrenched Harrell's customers that have never used Scotts

    • B.

      Grower who like Scotts but claim that they could not afford it for whatever reason

    • C.

      Operations where Scotts products perfromed well, but the final decision was based on price

    • D.

      All of the above

    Correct Answer
    D. All of the above
    Explanation
    All of the above would be the best choice to call on with these SKUs. This is because the question presents three different types of accounts: entrenched Harrell's customers that have never used Scotts, growers who like Scotts but claim they could not afford it, and operations where Scotts products performed well but the final decision was based on price. By calling on all of these types of accounts, the company can maximize their chances of making sales and expanding their customer base.

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  • 5. 

    The Scotts products covered in this presentation are products which have been on the market for some time and have shown good or better performance in trials vs cheap competitive belnds.

    • A.

      True

    • B.

      False

    Correct Answer
    A. True
    Explanation
    The explanation for the given correct answer is that the Scotts products mentioned in the presentation have been in the market for a considerable amount of time and have demonstrated superior performance compared to cheaper competing blends. This suggests that the products have proven their effectiveness and reliability through trials and testing. Therefore, the statement "The Scotts products covered in this presentation are products which have been on the market for some time and have shown good or better performance in trials vs cheap competitive blends" is true.

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  • 6. 

    If you are not certain of which Scotts product to offer a grower using a competitor's forumla, what should you do?

    • A.

      Just guess, it doesn't matter

    • B.

      Ask the grower to pick something

    • C.

      Match the NPK numbers as close as you can

    • D.

      Ask the selection questions, get a label of the product in use and contact your Scotts TM for a recommendation

    • E.

      Flip a coin

    Correct Answer
    D. Ask the selection questions, get a label of the product in use and contact your Scotts TM for a recommendation
    Explanation
    The best course of action when unsure about which Scotts product to offer a grower using a competitor's formula is to ask the selection questions, get a label of the product in use, and contact your Scotts TM for a recommendation. This approach ensures that the grower's specific needs and the characteristics of the competitor's product are taken into account, allowing for a more informed recommendation.

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  • 7. 

    The best place to sell these particular products is to customers now using Osmocote and are happy with the product they are using

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    The statement suggests that the best place to sell the products is to customers who are currently using Osmocote and are satisfied with it. However, the answer is false because the statement does not provide any evidence or reasoning to support this claim. It is possible that there are other factors to consider when determining the best place to sell these products, such as market research, target audience, and competitive analysis. Therefore, the given statement cannot be considered as a valid explanation for the correct answer.

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  • 8. 

    The three "Keys" to closing the sale with the "Fighting Blends" are

    • A.

      Run-Hide-Avoid

    • B.

      Homework-Heritage-Confidence

    • C.

      Test-Trial-Analyze

    • D.

      Beg-Plead-Grovel

    Correct Answer
    B. Homework-Heritage-Confidence
    Explanation
    The correct answer is Homework-Heritage-Confidence. These three keys are likely to be effective in closing the sale with the "Fighting Blends" because they suggest a strategic approach. Doing homework on the product and understanding its heritage can give the salesperson an advantage in the negotiation process. Confidence in the product and its heritage can also instill trust in the customer, making them more likely to make a purchase. By focusing on these three keys, the salesperson can create a persuasive and knowledgeable pitch that is more likely to result in a successful sale.

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  • 9. 

    When positioning a Scotts product against a competitor's the most important thing is to match N-P-K analysis

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    When positioning a Scotts product against a competitor's, it is not necessarily the most important thing to match the N-P-K analysis. While N-P-K analysis is important for understanding the nutrient content of a fertilizer, there are other factors to consider when positioning a product against a competitor's. These factors may include price, brand reputation, product features, customer reviews, and target audience. Therefore, it is not true that matching N-P-K analysis is the most important thing when positioning a Scotts product against a competitor's.

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  • 10. 

    The goal of having these products to offer to growers is to get a trial, request free product and try to book their order for next year.

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    The goal of having these products to offer to growers is not to get a trial, request free product, and try to book their order for next year.

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