Pt Pre-employment Test (Sales)
Multiple choice: Select the best answer
Questions and Answers
- 1.
Ms. Jones is at your greenhouse he stops and looks at the nicely landscaped entrance. What should you do?
- A.
Wait for Mr. Jones to come in
- B.
Go out and sell landscape services
- C.
Go and ask Mr. Jones if he found something of interest
- D.
None of the above
- E.
All of the above
Correct Answer
C. Go and ask Mr. Jones if he found something of interestExplanation
It is suggested to go and ask Mr. Jones if he found something of interest because he stopped and looked at the nicely landscaped entrance. This indicates that he may be interested in something specific or may have questions about the landscaping. By approaching him and asking if he found something of interest, you can engage in a conversation and provide any necessary information or assistance. This shows good customer service and can potentially lead to a sale or further interaction.Rate this question:
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- 2.
Some good rules to use when making a first telephone call to a prospect includes.
- A.
Waiting until you know the prospect's needs before placing the call
- B.
Get permission before asking questions
- C.
Verify the person you are talking with is the decision maker
- D.
Both B and C
Correct Answer
D. Both B and CExplanation
The correct answer is "Both B and C." When making a first telephone call to a prospect, it is important to wait until you know the prospect's needs before placing the call. This ensures that you are prepared and can tailor your conversation to their specific requirements. Additionally, getting permission before asking questions shows respect for the prospect's time and allows them to feel more comfortable engaging in the conversation. Verifying that the person you are talking with is the decision maker is crucial to ensure that you are speaking with the right person who has the authority to make purchasing decisions. Therefore, both B and C are good rules to follow when making a first telephone call to a prospect.Rate this question:
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- 3.
Which of the following is an example of an open- ended question.
- A.
Would you like Roundup Ultradry or roundup UltraMax?
- B.
What are your crop rotations practices?
- C.
Will you attend our growers meeting?
- D.
Do you grow corn or soybean?
- E.
None of the above
Correct Answer
B. What are your crop rotations practices?Explanation
The question "What are your crop rotation practices?" is an example of an open-ended question because it allows the respondent to provide a detailed and personalized response. It does not limit the answer to a simple yes or no or a specific choice, but instead invites the person to share their specific practices regarding crop rotation.Rate this question:
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- 4.
A good time to offer a closing statement is:
- A.
When you introduce the product
- B.
When a customer asks about delivery
- C.
When you first meet the customers
- D.
Never
Correct Answer
B. When a customer asks about deliveryExplanation
A good time to offer a closing statement is when a customer asks about delivery. This is because at this point, the customer has shown interest and is actively engaged in the conversation. By offering a closing statement, it allows the salesperson to provide any final information or incentives related to the product or service, which can help solidify the sale and leave a positive impression on the customer.Rate this question:
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- 5.
A successful salesperson will maintain what composure when dealing with an upset customer?
- A.
The sales person will argue and tell the customer that he is foolish for being upset
- B.
The sales person will not return call, emails or contact the upset customers hoping the customer will eventually calm down.
- C.
The salesperson will promptly meet the customer and settle any problems as quick as possible
- D.
The salesperson will be irritated with having to deal with the customer and push him off on someone
- E.
All of the above
Correct Answer
C. The salesperson will promptly meet the customer and settle any problems as quick as possibleExplanation
The correct answer is that a successful salesperson will promptly meet the customer and settle any problems as quickly as possible. This is because maintaining composure and addressing the customer's concerns in a timely manner is crucial for maintaining good customer relationships and resolving any issues that may have caused the customer to become upset. It is important for the salesperson to show empathy, professionalism, and a willingness to find a solution that satisfies the customer.Rate this question:
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- 6.
Which of the following is the proper way to ask if you call is at a good time for the prospect?
- A.
Do you have a minute
- B.
Are you in the middle of something urgent
- C.
Are you in eh middle of something important
- D.
All of the above
Correct Answer
B. Are you in the middle of something urgentExplanation
The correct answer is "Are you in the middle of something urgent". This is the proper way to ask if the call is at a good time for the prospect because it specifically addresses whether the person is engaged in something urgent that may require their immediate attention. Asking if they have a minute or if they are in the middle of something important may not capture the urgency of their current situation.Rate this question:
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- 7.
Mrs. Clark, what color pattern are you looking for in your garden.
- A.
Product Feature
- B.
Objective
- C.
Probing Question
- D.
Product Benefit
- E.
Trial close
Correct Answer
C. Probing QuestionExplanation
The given correct answer is "Probing Question". In this scenario, Mrs. Clark is being asked about the color pattern she is looking for in her garden. This question falls under the category of probing questions, which are used to gather more information and understand the customer's needs and preferences. By asking about the color pattern, the salesperson can tailor their recommendations and offer suitable products that match Mrs. Clark's requirements.Rate this question:
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- 8.
Involving the customer in the sales demonstration can help to:
- A.
Provide the customer with a sense of ownership
- B.
Get the customer to answer questions to determine additional needs and wants
- C.
Demonstrate specific benefits of interest to the customer
- D.
All of the above
- E.
None of the above
Correct Answer
D. All of the aboveExplanation
Involving the customer in the sales demonstration can help to provide the customer with a sense of ownership, as they are actively participating in the process. It also allows the salesperson to ask questions and determine additional needs and wants of the customer, leading to a more personalized sales approach. Additionally, involving the customer in the demonstration helps to demonstrate specific benefits that are of interest to them, making the sales pitch more effective. Therefore, the correct answer is "All of the above."Rate this question:
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- 9.
You determine that the customer gave the vaccination incorrectly. What should you say? (Choose the most appropriate response)
- A.
It is not my fault or my responsibility
- B.
You gave the vaccine incorrectly
- C.
Sorry, but you messed up
- D.
From the information you gave me, the vaccine was given incorrectly, let me go through the correct procedure with you.
Correct Answer
D. From the information you gave me, the vaccine was given incorrectly, let me go through the correct procedure with you.Explanation
The correct answer is "From the information you gave me, the vaccine was given incorrectly, let me go through the correct procedure with you." This response acknowledges that the vaccine was given incorrectly based on the information provided by the customer. It also shows a willingness to help and guide the customer through the correct procedure. It takes a professional and helpful approach rather than blaming or being dismissive.Rate this question:
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- 10.
A feature benefit sales presentation is based on____________?
- A.
Customers credit ration
- B.
High margin products
- C.
Needs and wants of a customer
- D.
None of the above
- E.
All of the above
Correct Answer
C. Needs and wants of a customerExplanation
A feature benefit sales presentation is based on the needs and wants of a customer. This means that the presentation focuses on highlighting how the features of a product or service can fulfill the customer's specific needs and desires. By understanding what the customer wants and needs, the salesperson can tailor their presentation to showcase how the product or service can meet those requirements, increasing the chances of a successful sale.Rate this question:
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- 11.
An upset customer comes into your nursery upset about the quality of your products. What response is your customer looking for from you?
- A.
To be taken seriously
- B.
To be respected
- C.
To get immediate action
- D.
To clear up the problem to never happen again
- E.
All of the above
Correct Answer
E. All of the aboveExplanation
An upset customer is likely looking for all of the above responses from the nursery. When a customer is upset about the quality of products, they want to be taken seriously and respected by the nursery staff. They also expect immediate action to address their concerns and ensure that the problem is resolved and does not happen again in the future. Therefore, all of these responses are necessary to satisfy the customer and maintain their loyalty.Rate this question:
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- 12.
Which of the following is an open ended question?
- A.
How would this make the loading of the grain faster
- B.
Would this work for you
- C.
Do you want to buy
- D.
All of the above
- E.
None of the Above
Correct Answer
A. How would this make the loading of the grain fasterExplanation
An open-ended question is one that cannot be answered with a simple "yes" or "no" and requires a more detailed response. The question "How would this make the loading of the grain faster?" is an open-ended question as it prompts the respondent to provide an explanation or describe the potential ways in which the suggested action could improve the speed of loading grain.Rate this question:
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- 13.
Customers have needs and wants. During the sales process what is the best way to identify those needs and wants?
- A.
Listening
- B.
Ask in-depth probing questions
- C.
Tell the customer from the beginning what products they need
- D.
Both a and b
- E.
None of the above
Correct Answer
D. Both a and bExplanation
The best way to identify customers' needs and wants during the sales process is by both listening to them and asking in-depth probing questions. By actively listening to customers, salespeople can understand their preferences, concerns, and requirements. Additionally, asking in-depth probing questions helps to gather more detailed information about customers' needs and wants, allowing salespeople to tailor their approach and offer suitable products or solutions. This combination of listening and asking questions enables salespeople to effectively identify and address customers' needs and wants.Rate this question:
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- 14.
Every sales call needs to end with a Sale
- A.
True
- B.
False
Correct Answer
B. FalseExplanation
This statement is not true. While the ultimate goal of a sales call is to make a sale, it is not realistic to expect that every sales call will result in a sale. Sales calls are an opportunity to build relationships, gather information, and address customer needs. Sometimes, the purpose of a sales call may be to provide information, qualify leads, or follow up on previous conversations. It is important to have realistic expectations and understand that not every sales call will lead to a sale.Rate this question:
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- 15.
The Process of locating new customers is know as:
- A.
Demonstrating
- B.
Seeking
- C.
Qualifying
- D.
Prospecting
Correct Answer
D. ProspectingExplanation
Prospecting refers to the process of identifying and finding potential customers or clients for a business. It involves searching for individuals or organizations who may have an interest in the products or services offered by the company. This process is crucial for businesses to expand their customer base and increase sales. By actively seeking out and qualifying leads, companies can effectively target their marketing efforts and focus on converting these prospects into paying customers. Therefore, prospecting accurately describes the process of locating new customers.Rate this question:
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- 16.
When talking with their seed rep, Pat Winston, Fox Farms expresses concern that germination rates for the seed they bought from Pat last year were lower than expected. This is an example of:
- A.
An objection
- B.
A feature
- C.
A prospect
- D.
Rapport
Correct Answer
A. An objectionExplanation
The conversation between Fox Farms and their seed rep, Pat Winston, regarding the lower than expected germination rates for the seed bought last year, indicates an objection. An objection refers to expressing concerns or doubts about a product or service. In this case, Fox Farms is raising an issue with the quality or effectiveness of the seeds they purchased from Pat.Rate this question:
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- 17.
An objection is any reason that is valid in the costumer's mind to not making a purchase.
- A.
True
- B.
False
Correct Answer
A. TrueExplanation
This statement is true because an objection refers to any valid reason or concern that a customer may have that prevents them from making a purchase. These objections can be related to the product, price, quality, or any other factor that the customer perceives as a barrier to making a purchase. It is important for salespeople to address and overcome these objections in order to close the sale.Rate this question:
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- 18.
Pre- call planning should consists of:
- A.
Just visiting the customers because you were in the area
- B.
Reviewing the features and benefits of potential products the customer might be interested in
- C.
Reviewing all the historic sales and company information of the customer's business
- D.
Both b and c
- E.
All of the above
Correct Answer
D. Both b and cExplanation
Pre-call planning should consist of reviewing the features and benefits of potential products the customer might be interested in, as well as reviewing all the historic sales and company information of the customer's business. This is because understanding the customer's needs and preferences, as well as having knowledge about their business, can help the salesperson tailor their approach and pitch the right products effectively. Just visiting customers because you were in the area may not be a strategic or productive use of time during pre-call planning. Therefore, the correct answer is "Both b and c."Rate this question:
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- 19.
When solving customers problems, you should?
- A.
Show customers how much you know
- B.
Always try to view the problem as the customer sees it
- C.
Point out the mistakes they have made.
- D.
Limit your solutions to what has worked in the past with others
Correct Answer
B. Always try to view the problem as the customer sees itExplanation
When solving customers' problems, it is important to always try to view the problem as the customer sees it. This means putting yourself in their shoes and understanding their perspective, concerns, and needs. By doing so, you can provide more effective and tailored solutions that address their specific issues. It helps in building empathy and trust with the customer, as they feel understood and valued. This approach also allows for better communication and collaboration, leading to a more satisfactory resolution for both parties.Rate this question:
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- 20.
The _______ and __________ of your product would be ideal when addressing customer objections.
- A.
Features, Benefits
- B.
Cost, Expense
- C.
Features, Price
- D.
All of the above
- E.
None of the above
Correct Answer
A. Features, BenefitsExplanation
When addressing customer objections, it is important to highlight the features and benefits of your product. Features refer to the specific characteristics or qualities of the product, while benefits are the advantages or positive outcomes that the customer can experience by using the product. By emphasizing both the features and benefits, you can effectively address any concerns or doubts that the customer may have and convince them of the value and usefulness of your product.Rate this question:
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- 21.
Which of the following is not an open- ended question?
- A.
Give me some examples of you chemical application program?
- B.
Help me understand how you make your marketing decisions?
- C.
How many acres of corn do you plant?
- D.
All of the above
- E.
None of the above
Correct Answer
C. How many acres of corn do you plant?Explanation
The question "How many acres of corn do you plant?" is not an open-ended question because it asks for a specific numerical value, limiting the possible responses to a finite set of options. Open-ended questions encourage the respondent to provide detailed and unrestricted answers, while this question requires a specific answer.Rate this question:
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- 22.
At what sage in the sales process should sales consider the perspective of their customers?
- A.
Precall planning
- B.
Probing
- C.
Trial close
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
Sales should consider the perspective of their customers at every stage of the sales process. During precall planning, salespeople should research and understand their customers' needs and preferences. During probing, salespeople should ask open-ended questions to gather more information about their customers' challenges and requirements. And during the trial close, salespeople should assess whether their proposed solution aligns with their customers' needs and expectations. Considering the perspective of customers throughout the sales process helps build rapport, understand their needs better, and ultimately increase the chances of a successful sale.Rate this question:
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- 23.
The purpose of rapport building is:
- A.
To explain the value of a product
- B.
To understand customers needs for solutions
- C.
To establish trust in the relationship
- D.
To set goals for a sales call
Correct Answer
C. To establish trust in the relationshipExplanation
Rapport building is the process of establishing a connection and building trust with the customer. By establishing trust in the relationship, sales professionals can create a positive and comfortable environment for the customer. This helps in building credibility, enhancing communication, and increasing the likelihood of a successful sales outcome. Understanding the customer's needs, explaining the product's value, and setting goals for a sales call are important aspects of the sales process, but the primary purpose of rapport building is to establish trust in the relationship.Rate this question:
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- 24.
The successful salesperson is:
- A.
A fast talker
- B.
Always product oriented
- C.
A good listener
- D.
All of the above
Correct Answer
C. A good listenerExplanation
A successful salesperson is a good listener because by actively listening to their customers, they can understand their needs, concerns, and preferences. This allows the salesperson to tailor their approach and offer solutions that truly meet the customer's requirements. Additionally, listening helps build trust and rapport with the customer, making them more likely to make a purchase. Being a good listener also enables the salesperson to gather valuable feedback and insights that can be used to improve their sales techniques and products.Rate this question:
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- 25.
A good plan for a telephone cold call includes
- A.
Having a clear objective before calling
- B.
Writing down notes about what you know about the prospect
- C.
Both a and b
- D.
Neither a or b
Correct Answer
C. Both a and bExplanation
A good plan for a telephone cold call includes having a clear objective before calling and writing down notes about what you know about the prospect. Having a clear objective helps the caller stay focused and ensures that the call is purposeful. Writing down notes about the prospect helps the caller personalize the conversation and demonstrate knowledge and interest in the prospect's needs. Therefore, both having a clear objective and writing down notes about the prospect are important components of a good plan for a telephone cold call.Rate this question:
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Current Version
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Mar 20, 2023Quiz Edited by
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Feb 28, 2016Quiz Created by
Ptmrecruit
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