Pt Pre-employment Test (Sales)
Multiple choice: Select the best answer
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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.
- 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
- 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
- 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
- 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
- 14.Every sales call needs to end with a Sale
- A.
True
- B.
False
- 15.The Process of locating new customers is know as:
- A.
Demonstrating
- B.
Seeking
- C.
Qualifying
- D.
Prospecting
- 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
- 17.An objection is any reason that is valid in the costumer's mind to not making a purchase.
- A.
True
- B.
False
- 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
- 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
- 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
- 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
- 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
- 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
- 24.The successful salesperson is:
- A.
A fast talker
- B.
Always product oriented
- C.
A good listener
- D.
All of the above
- 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
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