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Importing Quiz

Course Status:

Passing grade is 80% but you can take the quiz as many times as you need to.

Thanks,

Rod

Importing Quiz

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Question 1 of 10

1. Question

Prospecting is one of the most dreaded strategies for increasing sales because: (choose all that apply)

Most farmers are mean and abusive people.

Sales reps who hate it don’t have a proven prospecting plan.

Sales reps who can’t make it work don’t have a proven prospecting story.

Farmers have gotten harder to sell because they’re tired of being called on by amateurs.

Correct

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Question 2 of 10

2. Question

A prospect is:

Any farmer who has never used your products before.

Any farmer who hasn’t used your products in the past two years.

Any farmer who is buying less than 51% of his needs from you.

All of the above.

Correct

Incorrect
Question 3 of 10

3. Question

The term ”milking the cow” refers to: (choose all that apply)

Helping every dairy farmer possible milk his cows so he will have time to talk.

Utilizing resources at your finger tips to help sell new prospective buyers.

The most efficient and effective way to prospect for new business.

Bringing prospects, current customers, and influencers to your business to “sell them.”

Correct

Incorrect
Question 4 of 10

4. Question

To properly conduct an Importing strategy, you need to: (choose all that apply)

Solicit help from the highest level managers possible.

Decide who would be best at each part of the Import.

Completely understand that staying within the allotted time for each presentation is critical

Begin by interviewing the farmer about his operation.

Correct

Incorrect
Question 5 of 10

5. Question

In order to get prospects to agree to attend an Importing session, you need to: (choose all that apply)

Show them the benefits they will get from attending the Import.

Offer to pick them up and take them to the Import.

Tell them the exact amount of time it will take for the roundtrip.

Invite everyone in his operation, including his spouse.

Correct

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Question 6 of 10

6. Question

Keys to conducting a successful Import are:

Get as many company people involved in the Import process as possible.

Make sure everyone stays within their allotted presentation time.

Be sure every prospect knows what will happen following the Import.

All of the above

Correct

Incorrect
Question 7 of 10

7. Question

Why do we Import customers? (Choose all that apply)

To raise perceptions of your company in their minds.

To prepare the producer to buy at a much higher level the first time.

To increase your average order size and selling efficiency.

To allow you to develop relationships with new prospects faster.

Correct

Incorrect
Question 8 of 10

8. Question

Which producers do you Import? (choose all that apply)

Those who are leaders.

Those who aren’t afraid of change.

Those who will enhance your perceptions by association.

Those who you like.

Correct

Incorrect
Question 9 of 10

9. Question

What do you want to happen to the prospects while they are at the Import? (choose the best answers)

To feel comfortable, at ease, to not feel they are being “sold.”

To want to prolong the meeting.

To decide they want to begin working with you right away.

To inquire about your price, yield data, and programs.

Correct

Incorrect
Question 10 of 10

10. Question

What do you want them to know when they leave the Import? (choose all that apply)

They have a plan/new direction for their operation.

You are a good fit for their operation.

Confirmed dates for follow-up and the next steps to happen in the relationship.

It will be a 3 year commitment.

Correct

Incorrect

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