1shieldsvalleyaged.weebly.com/.../8/48783609/2015_agsa… · Web viewEffective sales people close many times during the sales process. T. F. ... Strategy and Call ... publicity,

1. Top sales accounts usually require some planning. A) TB) F

Page 196 Agriselling, Downey et al. AGC 02.01

2. Prospecting in sales is a term used to describe: A) Someone who is mining for rare metals.B) Activities to identify potential new accounts.C) Searching for detailed product information.D) Using open-ended questions to get good personal information on a customer.

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3. A prospect can also be a customer that bought at one time in the past but does not feel any loyalty as your customer. A) TB) F

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4. Prospecting is a onetime activity in your sales career. A) TB) F


5. Market penetration is a term used to define: A) The percentage of product you sell to each customer.B) The number of products sold.C) The depth of your product line.D) The percentage of all customers you sell your products.


6. Market concentration is a term used to define: A) The percentage of product you sell to each customer.B) The formulation of a pesticide in the container.C) The amount of time you spend with each customer. D) The percentage of all customers you sell your products.

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7. Product parity is a term used to define: A) The visual appearance of a product.B) The difference in performance between two products.C) The similar performance of a product in relation to another product.D) How much better your product performs.

Page 434, Agriselling, Downey et al. AGC 05.02

8. A basic step in sales is to set account goals.

A) TB) F


9. The 80/20 rule refers to: A) 80% of the customers are 20% of the business.B) 20% of the customers are 80% of the business.C) You should expect to get 20 out of every 80 customers.D) You should expect to lose 20 out of 80 customers to each year.

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10. Factors other than account size to consider when evaluating potential customers: A) Level of influence in the marketplace.B) Where to invest your time for maximum results.C) The amount of effort it will take and how much time you have to offer.D) All of the above.


11. Key accounts are strategically important customers. A) TB) F


12. Every sales call should have an object. A) TB) F


13. People seldom buy from people they don’t like unless they don’t have an alternative. A) TB) F

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14. When you start a sales call: A) It is important to open each call the same.B) It is important to treat the customer the same every time.C) It is dependent on the previous relationship with a customer or prospect.D) It has nothing to do with the personality of the customer.


15. The first impression is very important on each sales call. To leave a positive impression you need to: A) Dress appropriately and be conservative with your apparel.B) Present yourself positively with good hygiene.C) You vehicle should be neat and clean.

D) All of the above.Page 256, Agriselling, Downey et al. AGC 05.02

16. It is not a good idea to make an appointment before stopping to see a customer. A) TB) F


17. When you arrive on a sales call you should not: A) Announce your arrival with a cloud of dust and a screech of your brakes. B) Park where you will not be in the way of equipment and other vehicles. C) Apply common-sense courtesy.D) State your name clearly and slowly and tell them why you are there.


18. When you greet a customer, it is only necessary to greet the person you are there to see. A) TB) F


19. An example of an open-ended question is: A) How old are you?B) Why do you consider genetic diversity important?C) Did you use the same product last time?D) B and C


20. Open-ended questions help you understand how the customer views the situation. A) TB) F


21. Close-ended questions help gather specific information. A) TB) F


22. The single most important skill is: A) Persistence.B) Focus.C) Discipline.D) Listening.


23. Closing a sale always means asking for a commitment from the customer.

A) TB) F


24. Every sales call should have a close. A) TB) F


25. In order for a sales call to be successful you need to make the sale. A) TB) F


26. If a customer says no you should take it as a personal rejection. A) TB) F


27. Effective sales people close many times during the sales process. A) TB) F


28. A good verbal signal from the customer to ask for a close is: A) When the customer asks about delivery.B) When the customer asks how soon they could be trained.C) When the customer asks about warranty and service.D) All of the above.

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29. A career in agri-sales offers you the opportunity to:A) Being the customer solutions to their business problems.B) Have a flexible schedule.C) Get paid while helping businesses prosper.D) All of the above.


30. To be successful in Agriselling you must: A) Have a college degree.B) Be patient and wait for the customer to come to you.C) Be a natural sales person.D) Apply the products benefits and services to the customers needs.


31. Today’s ag-sales professional focuses on product sales more than relational selling. A) TB) F

Page 14, 15, Agrisellig, Downey et al. AGC 05.01

32. Repeat sales to customers are very important to a salesperson. A) Should not require much time.B) Provide a guaranteed base level of sales.C) Should allow you to focus all you time of prospects.D) Must be earned.

Repeat sales: Page 16, Agriselling, Downey et al. AGC 05.01

33. The Ag-sales professional is important to the customer because: A) They help introduce new technology to the industry.B) They increase industry efficiency by introducing new products.C) They bring solutions to the customer’s problems.D) All of the above.


34. Most sales require only a small amount of preparation, strategizing, and planning. A) TB) F


35. Talking is one of the most important skills to understand the customers’ needs. A) TB) F


36. To understand the customer’s needs you need to study psychology. A) TB) F


37. To sell your product or service: A) You need to show the value of your product or service to the customer. B) Provide lots of data and proof of quality.C) Offer the best warranty.D) All of the above.


38. Prospecting and prioritizing are only necessary when you don’t meet your sales quota’s and you need a quick sale. A. TB. F


39. Agri-sales managers require sales people to use Selling, Strategy and Call Plans: A) To make the best use of their time and the customer’s time.B) Avoid sales people from going on a sales call under-prepared.C) As a strategy to increase sales concentration.D) All of the above.


40. A unique value bundle: A) Is a special combination of goods and services to focus on the customer’s needs.B) Is defines as combination of products put together by the marketing team.C) Is a combination of products that are heavily promoted to the public. D) Fit most customers’ basic needs.


41. In selling you can create loyalty only by: A) Providing solutions to the customers’ needs.B) Providing consistent performing products and services.C) Avoiding potential problems with careful assessment of the customers’ needs.D) All of the above.


42. Quality means consistency. A) TB) F


43. After you have closed the sale, it is important to follow up with the customer: A) To ask them for more business.B) To ask for referrals.C) To offer them Twins baseball tickets.D) To make sure that you deliver everything that was promised.


44. Professional Agriselling is built on 5 building blocks. The foundation of these building blocks is a strong code of ethics. A) Determined by your boss.B) Dependant on the situation.C) Relative to the company rules.D) A code that governs members’ behavior.

Ethics are: Page 37, 38, 39, Agriselling, Downey et al. AGC 05.02.01

45. The most successful and highly-regarded members of the Ag selling profession in any community and ethical and honest about products and their limitations.

A) TB) F


46. Sales people are considered to be problem solvers, influencers, and facilitators. A) TB) F


47. The most important thing to do after you close the sale is to: A) Try to sell them something else.B) Say thank you and leave.C) Find something else to talk about.D) Continue to promote your product.


48. The professional sales person compensated with incentive such as salary, commission and rewards. However, many sales professional commonly say the helping the customer is the most satisfying reward. A) TB) F


49. Buyer’s remorse is the period of time immediately following the purchase. It is important for the sales person to follow-up after the sale to address the customers’ buyer’s-remorse emotions. A) TB) B


50. The most common emotions involved in purchases are fear, greed, and hope what emotion do many people satisfy when purchasing insurance? A) Fear.B) GreedC) HopeD) All of the above.


51. Which of the following is not a way a salesperson can assist a customer?A) Asking questions to determine customer needs.B) Immediately recommending a product the customer was looking at.C) Being concerned about customer satisfaction after the sale.D) Showing benefits to be received from the product or service

Ditzenberger and Kidney, Selling-Helping Customers Buy, South-Western Publishing Company, Cincinnati, Ohio, 1992, 1-800-543-7972, ISBN 0538605316. Pg. 4, ABS.06.05.03.c

52. Repeat customersA) Frequently return to shop at a certain businessB) Often return because of a friendly, courteous salesman.C) Stop shopping because of high prices D) All of the above

Ditzenberger and Kidney, Selling-Helping Customers Buy, South-Western Publishing Company, Cincinnati, Ohio, 1992, 1-800-543-7972, ISBN 0538605316. Pg. 6, ABS.06.05.01.b

53. CustomersA) Never have misconceptions about a product.B) Like to match wits with salespeople.C) Are the most important people in any business.D) Are dependent on salespeople.

Ditzenberger and Kidney, Selling-Helping Customers Buy, South-Western Publishing Company, Cincinnati, Ohio, 1992, 1-800-543-7972, ISBN 0538605316. Pg. 7, ABS.06.05

54. A Restaurant is an example of a ____________________ store.

A) RetailB) WholesaleC) ManufacturerD) Consumer

Ditzenberger and Kidney, Selling-Helping Customers Buy, South-Western Publishing Company, Cincinnati, Ohio, 1992, 1-800-543-7972, ISBN 0538605316. Pg. 9, ABS.06.05.03.c.

55. Wholesalers sell products to __________________.A) RetailersB) ManufacturersC) Other wholesalersD) All of the above


56. Which of the following is not a personality trait needed by a salesperson?A) EmpathyB) PunctualityC) IntimidationD) Initiative

Ditzenberger and Kidney, Selling-Helping Customers Buy, South-Western Publishing Company, Cincinnati, Ohio, 1992, 1-800-543-7972, ISBN 0538605316. Pg. 24, ABS.06.05.01.b.

57. Customers expect salespeople to…A) Give them something free.B) Lie to themC) Provide a discount

D) Give accurate informationDitzenberger and Kidney, Selling-Helping Customers Buy, South-Western Publishing Company, Cincinnati, Ohio, 1992, 1-800-543-7972, ISBN 0538605316. Pg. 25, ABS.06.05.01.b.

58. Which of the following is the correct order for the process a customer goes through when buying?A) Attention, interest, desire, conviction, actionB) Interest, attention, desire, conviction, actionC) Desire, conviction, attention, interest, actionD) Attention, interest, conviction, desire, action


59. In which step of the sales process does the salesperson prepare for the sale?A) PreapproachB) ApproachC) Suggestion selling and reassuranceD) Feature-benefit presentation


60. What happens in the conviction stage of the customer’s buying process?A) The customer decides to buy the product.B) The customer sees a product that catches their attention.C) The customer is considering buying the productD) The customer is convinced the product will meet their needs.


61. The approach begins when the salespersonA) Asks for a saleB) Asks the first qualifying questionC) Greets the customerD) Identifies appropriate benefits


62. Which of the following is not an opinion question?A) Does this suit you better?B) Would this feature be better for you?C) What do you expect from this service?D) Where will you use this product?


63. Customer objections are…A) A sale killerB) A natural part of most salesC) Reasons a customer likes the productD) Never a problem

Ditzenberger and Kidney, Selling-Helping Customers Buy, South-Western Publishing Company, Cincinnati, Ohio, 1992, 1-800-543-7972, ISBN 0538605316.Pg. 47, ABS.06.05.03.c.

64. Closing the saleA) Can only happen after working through all of the other steps of the sales process.B) Should happen before the customer can make an objection.C) Can happen anytime during the sale.D) Is guaranteed if you work through all the steps of the sales process.


65. Which of the following is not a step in the sales process?A) Qualifying the saleB) Feature-benefit presentationC) PreapproachD) Determining wants and needs


66. Which of the following is not a part of approaching the customer?A) Greet the customer with a warm, friendly welcome.B) Gain the customers confidence.C) Direct the customer’s attention to the product or service.D) Select products for the sales presentation


67. When determining a customer’s wants and needs you should…A) Ask the customer questionsB) Listen to the customers answersC) Select products for the sales presentationD) All of the above


68. What type of customer comes to the store already knowing what they want to buy?A) Decided customerB) Undecided customerC) Just looking customerD) Friendly customer

Ditzenberger and Kidney, Selling-Helping Customers Buy, South-Western Publishing Company, Cincinnati, Ohio, 1992, 1-800-543-7972, ISBN 0538605316.Pg. 63, ABS.06.05.03.c. 69. Which of the following customer moods would you speed up the sales presentation for?

A) FriendlyB) ImpatientC) DominatingD) Silent


70. Which of the following is not a common buying motive?A) HealthB) Prestige and recognitionC) PriceD) Variety and recreation


71. People who buy from one business or store rather than another haveA) Patronage buying motivesB) Product buying motivesC) Rational buying motivesD) Emotional buying motives


72. A good approachA) Guarantees a saleB) Puts the customer at easeC) Includes qualifying questionsD) Is one of the least important parts of the sale.


73. The merchandise approachA) Is considered to be the most effectiveB) Directs the customers attention to a specific itemC) Utilizes a comment about a product the customer is looking atD) All of the above


74. Which of the following is the most widely used type of approach?A) Merchandise Approach

B) Welcome approachC) Service approachD) None of the above


75. To qualify a customer means toA) Determine what products or services will best satisfy their wants and needs.B) Close a saleC) Observe your customer after the sale to see if they look at anything else.D) Listen to a customers objections


76. A good salesperson enjoys listening to customers becauseA) They are entertaining.B) Customers need to talk a lot.C) They are sincerely interested in in satisfying their customers wants and needs.D) They have to.


77. Clues that a customer is ready to buy are calledA) QualificationsB) Buying hintsC) SuggestionsD) Buying signals


78. Which of the following is an example of a trial close?A) Do you like the black or the brown?B) Is there any additional information I can give you before I write this up?C) Will this be cash or charge?D) All of the above


79. What is a product feature?A) The gain someone will get from the productB) A specific quality or characteristic of the productC) A benefitD) None of the above


80. Which of the following is not a buyer benefit of a sports car?A) Prestige B) AppearanceC) V8 engineD) Comfort


81. Which of the following is the first step in answering a customer objections?A) Listen to the customer’s objectionB) Pause before answeringC) Answer the objectionD) Show empathy for the customer


82. Which of the following is not a technique for answering objections?A) Boomerang methodB) Demonstration methodC) Rebuttal methodD) Third-party method


83. Turning an objection into a selling point is called theA) Boomerang methodB) Demonstration methodC) Rebuttal methodD) Third-party method


84. Using a testimonial from another person to overcome an objection is called theA) Demonstration methodB) Superior point methodC) Direct denial methodD) Third party method


85. The goal of every sales presentation is toA) Get the customer interestedB) Close the saleC) Make money

D) Give the customer a positive experienceDitzenberger and Kidney, Selling-Helping Customers Buy, South-Western Publishing Company, Cincinnati, Ohio, 1992, 1-800-543-7972, ISBN 0538605316.Pg. 223, ABS.06.05.03.c.

86. Which of the following is an example of a choice close?A) Shall I gift wrap this for you?B) We have another buyer looking at this item, should I write it up for you now?C) Would you like the red or the yellow?D) I only have 2 more in stock.


87. Which of the following is not an example of a closing technique?A) Ask your customers to buyB) Assume they are buyingC) Close on an objectionD) Ask a question


88. I only have 3 more in stock and don’t know if I can get anymore is an example of aA) Standing room only closeB) Testimonial closeC) Premium closeD) Advantages and disadvantages close


89. When should a salesperson use suggestion selling?A) Anytime during the saleB) Right before you close the initial saleC) During the features and benefits presentationD) After closing the original sale


90. Suggestion selling is important because itA) Benefits the customerB) Benefits the businessC) Benefits the salespeopleD) All of the above

Ditzenberger and Kidney, Selling-Helping Customers Buy, South-Western Publishing Company, Cincinnati, Ohio, 1992, 1-800-543-7972, ISBN 0538605316.Pg. 249. ABS.06.05.03.c.

91. Trading-up is

A) When a salesperson shows the customer one item, then shows a higher priced itemB) When a customer wants to trade and older item for a new oneC) When a customer wants to buy something better than the salesperson shows themD) When a customer returns a product for a different one.


92. “Based on what you told me, I think you’ve make a great decision today and the store will make sure you are fully satisfied with your purchase today.” Is an example of:A) Suggestive sellingB) ReassuranceC) Positive reinforcementD) None of the above


93. “Yes, the price might be high, but it provides a higher quality product than the cheaper brands that will last up to twice as long. This product would be ideal for the situation you described to me” is an example of what method of overcoming an objection?A) Superior point B) Direct denialC) Yes, butD) Question


94. Emotional buying motives are:A) Based on logical reasoningB) Usually well thought outC) Typically thoroughly researchedD) Usually impulsive


95. The service approachA) Is the best approach to use for most salesB) Should be used when the customer seems to have extra timeC) Is the most overused approach D) Is the most effective


96. “Do you want to charge this” is an example of anA) Assume they are buying closeB) Direct close

C) Premium closeD) Choice close


97. Product features answer the questionA) What does it mean to me?B) What is it?C) How will I benefit?D) All of the above


98. Salespeople should knowA) What merchandise is carried by the storeB) Reserve stock and its locationC) Merchandise not carried by the storeD) All of the above


99. Which of the following is a personality trait not needed by a salesperson?A) HonestyB) ImpatienceC) TactD) Consideration


100. Rational buying motives areA) Based on logical reasoningB) ImpulsiveC) Usually planned an researchedD) Both A and C


101. During the sales presentation, if you decide that your prospect is ready to close the sale,

you should:A) Continue the sales presentationB) Close the saleC) Demonstrate the productD) Call in the managerE) None of the above

(Yorke, Chris G. M. Ed. (1988). Agricultural sales. Vancouver, WA: Acro Publishing.pg 46; AFNR: ABS.06.05)

102. After the interview:A) Shake handsB) Thank the interviewer for the interviewC) Send a thank you letterD) All of the aboveE) None of the above

(Yorke, Chris G. M. Ed. (1988). Agricultural sales. Vancouver, WA: Acro Publishing.pg 49; AFNR: CS.01.02)

103. Which of the following communication skills are important to a sales person?A) ListeningB) ReadingC) WritingD) All of the aboveE) None of the above


104. During a sales presentation, you should:A) Never ask questionsB) Never admit you do not know the answer to the questionC) Be casualD) Answer all the questions sincerely and honestlyE) All of the above


105. When asked a question for which you don’t have an answer, you should:A) Try to evade the questionB) Admit you don’t know the answerC) Say something, even if it is a vague responseD) Pretend you didn’t hear the questionE) None of the above


106. When dealing with a customer’s objections, which of the following methods should not be used?

A) Listen to the customer’s objectionsB) Pause before answering the objectionC) Argue with the customer over the objectionD) Show empathy for the customer

E) None of the above(Yorke, Chris G. M. Ed. (1988). Agricultural sales. Vancouver, WA: Acro Publishing.pg 40-43; AFNR: ABS.06.05)

107. What is the final step in the sales presentation?A) The approachB) Handling customer objectionsC) The closeD) The demonstrationE) None of the above

(Yorke, Chris G. M. Ed. (1988). Agricultural sales. Vancouver, WA: Acro Publishing.pg 26-49; AFNR: ABS.06.05)

108. Your sales presentation should always be based on:A) What you feel comfortable selling.B) What you have learned about the prospects needs.C) A memorized sales pitch.D) How much time you have to spend.


109. Which of the following is an example of a market analysis?A) Surveying people in an area seen as a suitable market for a productB) Using one person’s opinion as the norm for the communityC) Advertising a new product in a market area, then waiting to see if people buy itD) Soliciting your competitor for advice on best-selling productsE) None of the above


110. Which of the following methods should NOT be used to gauge customers’ needs?A) Direct questions and answersB) Assessing the customer’s needs by guessing themC) Listening carefullyD) Study facial expressionsE) None of the above


111. How do you determine a customer’s needs?A) Tell the customer what to buyB) ListenC) Mentally criticize your customer’s clothingD) Don’t worry about the customer’s needsE) None of the above


112. When handling a customer’s an objection, which of the following is acceptable?A) Ignore the objectionB) Use the objection as a way to start an argumentC) Accuse the customer of being foolish for raising an objectionD) Restate the objection in your own wordsE) None of the above


113. Which of the following would be included in the pre-approach of a sales presentation?A) Closing the saleB) Showing the productC) Learning all there is to know about the products you sellD) Ordering the product – so that it is available for saleE) None of the above


114. Which is the best definition of selling?A) Assisting a customer to make a buying decisionB) Forcing a customer to buy a productC) Ringing up a sale on the cash registerD) The opposite of buyingE) None of the above


115. There are seven steps to making a sale. Which of the following is NOT one of the seven?A) Pre-approachB) ApproachC) Identifying a customer’s needs and wantsD) A feature-benefit presentationE) Criticizing the competitors


116. If you want to sound friendlier when you answer the phone, you should:A) Speak slower than normal.B) Smile as you answer a call.C) Take an extemporaneous speech class.D) Breathe slowly.


117. An effective phrase used by successful sales people to translate service features into benefits is _________________________.

A) “Based on our discussions, this is what I think might work for you”.B) “Do you feel this product will meet your Needs”?C) “What this means to you is……”D) “What other information do you need before making a decision”?


118. Pre-call planning should consist 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) Review all the historic sales and company information of the customer’s business.D) Both b and c


119. If a customer has objections, you should be prepared to address them by:A) Ignoring them.B) Selling suggestive products.C) Having a complete knowledge of the product.D) All of the above


120. When talking with their chainsaw representative about a new saw, Logan Woods expressed a concern about the price of the saw compared to a similar saw from another company. This is an example of:

A) ObjectionB) FeatureC) ProspectD) Rapport


121. A salesperson must have good inner-relational habits. Which of these habits would not be supportive of a good selling career?

A) Make customers feel good about themselvesB) Acknowledging you don’t have all the answers to a complex problemC) Expect to be turned down from time to timeD) None of the above

(Yorke, Chris G. M. Ed. (1988). Agricultural sales. Vancouver, WA: Acro Publishing.pg 3-4; AFNR: CS.01.02)

122. The successful salesperson is:A) A fast talker.B) Always product oriented.C) A good listener.D) All of the above


123. The ________ and _______ of your product would be ideal when addressing customer objections.

A) Features, BenefitsB) Cost, ExpenseC) Features, CostD) Benefits, Expenses


124. Top sales professionals know that successful selling and closing is dependent upon _______________.

A) The use of a hard-sell presentationB) The use of hard sell closing techniquesC) Using a “pitch” consisting of a series of long and complex closing techniquesD) An overall process including building a rapport with the customer

(Hiam, A. (2005). Marketing kit for dummies. Hoboken, NJ: Wiley Publishing Inc.pg 280-289; AFNR: ABS.06.05)

125. What should a sales person do if they find themselves becoming upset with a customer who is ranting.

A) Get the customers attention by using their nameB) Give yourself an chance to calm down by excusing yourself in a manner that shows

your interest in serving the customer before addressing the problemC) Make a comment that will direct the customer toward finding a solutionD) All of the above


126. Which of the following is not a sales method that will produce trust between the sales representative and the customer?

A) Brand name of the products being sold and corporate imageB) The amount of quality information received by the customerC) Allowing the customer to become part of the sales processD) The number of personal contacts made to the prospective buyer

(Hiam, A. (2005). Marketing kit for dummies. Hoboken, NJ: Wiley Publishing Inc.pg 268; AFNR: CS.01.02)

127. Which of the following clues would distinguish a prospective client as a detail seeker?A) Strong handshake that shows controlB) Warm handshakeC) A stiff handshakeD) Does not extend hand for a handshake upon meeting

(Hiam, A. (2005). Marketing kit for dummies. Hoboken, NJ: Wiley Publishing Inc.pg 19; AFNR: ABS.06.05)

128. Determining the customer’s needs, whether or not they have the authority to buy, and whether or not they have the money to buy is known as _____________.

A) Follow-upB) Need DiscoveryC) Closing the saleD) Building a rapport


129. A question stated in a manner that avoids a “yes” or “no” response from the customer is called a(n) _______________________question.

A) ProvocativeB) ClosingC) Closed-endedD) Open-ended


130. The first step in the closing process is ___________________________.A) A sales presentation that concentrates on customer benefitsB) Asking in-depth open-ended questionsC) Eliminating any objections the customer may have toward probing to determine

customer needsD) Building a rapport with the customer to establish trust and eliminate the customers

need to resist sales.(Hiam, A. (2005). Marketing kit for dummies. Hoboken, NJ: Wiley Publishing Inc.pg 284-287; AFNR: ABS.06.05)

131. Which of the following customer comments is the best indicator that you should try to close the sale?

A) “I don’t like the blue one very much.”B) “How many days does it take to deliver this one?”C) “My neighbor has one similar to this.”D) “You sure have a lot of models of these.”


132. A businessman asks one of his customers the following question “Who do you know who could benefit from our products?” This business man is asking for:

A) SuspectsB) SourcesC) FriendsD) Referrals


133. One of the major principles of closing in the sales industry is that people:A) Want you to do all of the talking.B) Buy form people who listen to them.C) Buy from people they think look good.D) Buy things they know nothing about.


134. Sometimes you would like to encourage a customer to give you a longer response. A good way to do this is to say:

A) “Please tell me about…”B) “That is fascinating.”C) “You have got to be kidding.”D) “Is that all?”


135. Why would you want customers to complain when they are not happy with your business?

A) Once they complain, it’s out of their system and they will come back.B) It lets you know what to improve on to satisfy them.C) You can use their complaints to bargain for better working conditions.D) You don’t want them to complain.


136. A good time to offer a closing statement is:A) When you first meet the customer.B) When you introduce the product.C) When a customer asks about delivery.D) Never.


137. When a customer makes an excuse during a buying decision they:A) Are going to buy the product.B) Do not want to buy the product.C) Want to buy the product, but want you to lower the price.D) Are stalling the decision.


138. Every sale call needs to end with a sale.A) TrueB) False


139. Which of the following is considered good posture when talking with a customer?A) Lean forward slightlyB) Face your client directlyC) Stand or sit appropriately closeD) Tilt your head when speaking

(Hiam, A. (2005). Marketing kit for dummies. Hoboken, NJ: Wiley Publishing Inc.pg 284; AFNR: CS.01.02)

140. Which of the following is not a recommended method for discussing the competition with a prospective customer?

A) Ask questions tactfully about what a prospect liked or disliked about a competitorB) Agree with the prospect’s negative comments about a competitor and sympathize

with their feelingsC) Criticize the competitionD) Be knowledgeable about how your own products or services compare with theirs

(Drake, S. & Wells, C. (2008). The complete idiot’s guide to guerrilla marketing. New York: Penguin Group.pg 18-19; AFNR: ABS.06.05)

141. What is the best way to handle a “know-it-all” customer?A) Let the costumer know that you don’t agree with “know it all” customersB) Tell the customer that you know it allC) Ask the customer to leave the store and come back laterD) Don’t be competitive or argumentative with the customerE) None of the above


142. Which of the following is not a good listening habit?A) Do not interrupt or finish another person’s sentences.B) Write down everything the person says to you.

C) Look at the customer in the eye as they talk to you.D) Check to see if you understood what they said.

(Drake, S. & Wells, C. (2008). The complete idiot’s guide to guerrilla marketing. New York: Penguin Group.pg 9-13; AFNR: CS.01.02)

143. The purpose of rapport building is:A) To explain the value of a product.B) To understand customer needs for solutions.C) To establish trust in the relationship.D) To set goals for a sales call.


144. When presenting features and benefits, a professional salesperson:A) Presents an exhaustive list of all components.B) Tailors them toward the customer’s needs.C) Designs them to maximize commissions.D) All of the above

(Drake, S. & Wells, C. (2008). The complete idiot’s guide to guerrilla marketing. New York: Penguin Group.pg 6; AFNR: ABS.06.05)

145. Which of the following would be the best example of cold calling?A) Asking a current customer for a referralB) Being introduced to a prospect at a meetingC) Targeting prospects in a territory who have never bought from your companyD) All of the above


146. When solving customer problems, you should:A) Show the customer how much you know.B) View the problem as the customer sees it.C) Point out mistakes the customer has made.D) Limit your solutions to what has worked in the past with others.

(Drake, S. & Wells, C. (2008). The complete idiot’s guide to guerrilla marketing. New York: Penguin Group.pg 21, 284, 290; AFNR: ABS.06.05)

147. You have a customer that has bought your product for the past 5 years. He recently mentioned to you that he was shopping around for another choice. It would be best for you to:

A) Let him shop around because you know he will be back for your product.B) Work to uncover the real reason for him considering another product.C) Suggest to your competitor that this customer might be interested in their product.D) Offer the customer a chance to meet with your boss.


148. While a customer is complaining about a product failing, it becomes apparent that a product was misused and it failed. What primary factor(s) should you consider when addressing this?

A) Company policyB) Customer preferenceC) All of the aboveD) None of the above

(Drake, S. & Wells, C. (2008). The complete idiot’s guide to guerrilla marketing. New York: Penguin Group.pg 290; AFNR: ABS.06.05)

149. Which of the following is an element of good web page design?A) Text against the left edgeB) Background does not interrupt the textC) No focal point on the pageD) Paragraphs of type in all caps


150. Which of the following statements indicates a person who is not cut out for sales?A) Even on bad days, I can still be positive.B) Approaching strangers is interesting.C) If customers turn me down, I will be disappointed and become angry.D) I can approach any customer, young or old, rich or poor.

(Drake, S. & Wells, C. (2008). The complete idiot’s guide to guerrilla marketing. New York: Penguin Group.pg 274; AFNR: CS.01.02)

151. Sales communication can be broke down into 4 main methods, they are:A) Advertising/promotion, publicity, personal selling, word of mouthB) Price, Product, Promotion, Place (distribution)C) Phone calls, Texting, Email, and TalkingD) Written, Phone calls, Texting, Email

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.8 (AFNR Performance Indicator: ABS.06.05.01.b.).

152. Sales deception can be explained as:A) Deliberately lying to a customer to get a sale.B) Deliberately misleading a customer to get a sale.C) Telling half-truths to get a customer to buy.D) All of the Above


153. In the buying process, the people known as the Gatekeepers:A) Make the decisions for the company about what is purchased.B) Control the flow of information to the buyer about product alternatives.C) Use the products but do not really make the decision to buy.D) Are generally the owner or CEO.

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.98 (AFNR Performance Indicator: ABS.06.05.01.a.).

154. Deciders in the buyer’s purchasing process:A) Make the decision of whether or not to buy a product.B) May not necessarily be the person in the company that actually purchasing the

product.C) Are sometimes influenced by many different people to make a decision to buy.D) All of the Above

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.59-60 (AFNR Performance Indicator: ABS.06.05.01.b.).

155. When talking with a customer about the purchase of a product or service, the sales person should understand 4 good voice characteristics like:

A) Tone, articulation, loudness and speech rateB) Tone, language, eye contact and loudnessC) Language, eye contact, speech rate, and loudnessD) Body language, tone, loudness and speech rate

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.127-128 (AFNR Performance Indicator: ABS.02.04.03.a).

156. Salespeople practice __________________ when they use different sales presentations for different customers and alter their presentation during a sales call based on the situation.

A) Car salesman tacticsB) Adaptive sellingC) Production sellingD) Personal selling


157. Does the person have the ability to pay? This is an example of a____________ question.A) Follow upB) ResponseC) ApproachD) Qualifying

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.187-188 (AFNR Performance Indicator: ABS.06.05.01.a.).

158. _______________ is a good source for obtaining sales leads.A) Telemarketing

B) NetworkingC) Satisfied customersD) All of the above


159. A good promotional activity for a company’s product or service is:A) Put on a seminarB) TelemarketingC) Magazine adD) Advertise on a billboard


160. Some salespeople will pay an individual for quality sales leads. These individuals are called:

A) Go-gettersB) Real salesmenC) Spotters or bird dogsD) Lead chasers


161. Using the name of a satisfied customer or friend of the prospect is referred to as the ____________ sales approach.

A) IntroductionB) BenefitC) ProductD) Referral

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.242-245 (AFNR Performance Indicator: ABS.06.05.01.a.).162. ___________________, usually with small talk is a way to build a relationship with a

customer to break the ice for an actual presentation.A) Rapport buildingB) ComplementC) MarketingD) Calling


163. ______________________ are general data-gathering questions about background and facts and are very broad in nature.

A) Open ended questionsB) Situation questionsC) Problem questions

D) Closed ended questionsWeitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.251 (AFNR Performance Indicator: ABS.06.05.01.b.).

164. In making a balanced presentation that a customer will remember afterward, the best way to present is to:

A) Show the customer pictures of your productB) Explain your product in vivid detailC) Explain details about your product while showing picturesD) None of the above

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.59 (AFNR Performance Indicator: ABS.06.05.02.c.).

165. Return on investments (ROI) is calculated as:A) Net Profits / investmentsB) Investments * profitsC) Savings * investmentsD) Profits / savings


166. The payback period is the length of time it takes for an investment cash outflow to be returned in the form of cash inflow or savings. It is calculated by

A) Investment * savingsB) Investment / savings (or profits) per yearC) Present value / investmentD) Savings / investment

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.291 (AFNR Performance Indicator: ABS.05.01.).

167. Selling a new and different product or service is referred to as:A) Pioneer sellingB) Up-and-coming sellingC) Brand sellingD) Find a need selling


168. “I know how you feel, I’ve had other customers that felt the same way and what they found is….”. This is an example of the Feel, Felt, Found Method of:

A) Making a sales callB) Trial closeC) Handling a customer objectionD) Prospecting

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.316-317 (AFNR Performance Indicator: ABS.06.05.02.c.).

169. ____________________ is an example of a nonverbal purchasing cue.A) Customer’s arms are foldedB) Customer checks their cell phone.C) Customer keeps looking at their computerD) Customer reaches for their wallet while asking questions.


170. Monitor order processing, ensure proper usage, determine the facts, offer a solution, and follow with action are:

A) Steps to handling a customer complaintB) Steps to handling a customer objectionC) Steps to handle sales budgeting issuesD) Steps to handling a shipping problem


171. When a company sells an entire line of associated products, such as a copy machine company selling ink and paper, it is referred to as:

A) Full-line sellingB) Monopoly C) Complimentary sellingD) One stop shopping


172. While negotiating with a customer about the sale of a large piece of property, you and your sales team start with an opening position price while keeping in mind the price you will accept. That preferred price is called the:

A) Optimum positionB) Target PositionC) Negotiation PositionD) Minimum Position


173. In a survey of 1000 people, they were asked, “what is the first company that you think of when you hear the word cheeseburger?” More than 60% said McDonalds. In this instance we can confidently say that McDonalds had the greatest:

A) Profit marginB) Return on investmentC) Share of mind

D) Gross salesWeitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.428-429 (AFNR Performance Indicator: ABS.06.05.01.c.).

174. Why would a manufacturer want to know how much storage space a distributor has to hold their product?

A) To understand if the distributor is really capable of selling very much product to their customer.

B) To know if there is much room for a competing manufacturer to store product as well.C) To know how much to ship on the first load of merchandise to the customer.D) To understand the inventory turnover of the distributor and how soon they

would order again.Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.432-433 (AFNR Performance Indicator: ABS.03.02.01.b.).

175. In their sales area, Big Lumber sells about $2 million of lumber every year. Within that region there is about $20 million in lumber sold every year. What is Big Lumber’s market share in their sales area?

A) 10% market shareB) 40% market shareC) 1% market shareD) 4% market share


176. You work for a retail parts store and Spacely Sprockets pays you directly for selling their sprockets to customers. This commission is called _______________ because you are being paid to get their product out in the market place.

A) Push moneyB) Award moneyC) Retail money D) Spacely money


177. After doing a market analysis of an area, the sales manager breaks down that area into 4 different territories for his salespeople to each cover. This type of area sale management is called:

A) Geographic B) ZoningC) RoutingD) Pattern


178. A company can have an entire department dedicated to shipping, loading, unloading and the regulations that monitor delivery of their products. To what category does all this fit?

A) MarketingB) ShippingC) LogisticsD) Employee Management


179. A ___________________ is the minimum number of sales, in units, necessary for acceptable performance for a sales person.

A) Profit quotaB) Sales quotaC) Activity quotaD) Sales margin


180. In many companies, a salary is paid to a sales person on a regular payment schedule. ____________ are incentive pay for an individual sale. A bonus is incentive pay for overall performance.

A) CommissionsB) Salary bonusesC) DrawsD) Quota bonuses


181. The process of planning and executing the conception, pricing, promotion and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational objectives is:

A) SalesB) BusinessC) AccountingD) Marketing

Belch, Belch (1995). Introduction to Advertising and Promotion p6 (AFNR Performance Indicator: ABS.06.04.01.a.).

182. The 4 P’s of marketing are Price, Product, Promotion and Place (Distribution). The compilation of these 4 together in a marketing plan is referred to as the:

A) Marketing MixB) Sales MixC) Business MixD) Marketing Agenda


183. _______________ is any paid form of nonpersonal communication about about an organization, product, service or idea by an identified sponsor.

A) MarketingB) AdvertisingC) BusinessD) Accounting

Belch, Belch (1995). Introduction to Advertising and Promotion p11 (AFNR Performance Indicator: ABS.06.04.01.b.).

184. A(n) ____________________ is a marketing activity that provides extra value or incentive to the sales force, distributor, or consumer and can stimulate immediate sale.

A) AdvertisementB) Marketing adC) Sales promotionD) Ad Agency

Belch, Belch (1995). Introduction to Advertising and Promotion p6 (AFNR Performance Indicator: ABS.06.04.01.c.).

185. A news reporter does a special interview with the members of a construction crew that is building a new home in a small town. The report showcases quality work and a friendly crew and is seen by everyone in the construction company’s territory. This type of promotion is:

A) PublicityB) Public relationsC) AdvertisingD) Incentive


186. Columbia Log Home Company plans to market and sell 12 log homes next year. That is their:

A) Sales QuotaB) Marketing QuotaC) Marketing ObjectiveD) Promotional Objective

Belch, Belch (1995). Introduction to Advertising and Promotion p22-24 (AFNR Performance Indicator: ABS.06.04.01.c.).

187. There are two parts stores in town. Both have the same quality parts but one of them delivers any part for free if the order is over $100. That is their:

A) Marketing expenseB) Sales cost

C) Competitive advantageD) Performance quota


188. Your target market is characterized into age, gender, income, education, occupation, etc. This is called:

A) Target descriptionB) DemographicsC) Development groupsD) None of the above


189. Yellowstone Seed has broken down their market into segments by the counties in their sales area. This is known as:

A) Demographic segmentationB) Geographic segmentationC) Area segmentationD) Geographic sales


190. John Deere Company strives to establish them self as the top-of-the-line manufacturer of farm machinery. This strategic marketing plan referred to as:

A) Market positioningB) Share of mindC) Top of the line salesD) Quality control

Belch, Belch (1995). Introduction to Advertising and Promotion p141-149 (AFNR Performance Indicator: ABS.06.03.01.b.).

191. Factors that influence sales are:A) Competition, price, quality, technologyB) Product cost, competition, price, qualityC) Politics, price, quality, competitionD) Advertising, product cost, competition, quality


192. A ______________ advertisement for a feed company might portray a rancher talking about how well his cattle have done in the feedlot using that brand of feed.

A) ComparisonB) DemonstrationC) Testimonial

D) DramatizationBelch, Belch (1995). Introduction to Advertising and Promotion p296-299 (AFNR Performance Indicator: ABS.06.04.01.b.).

193. A ________________ advertisement for a car manufacturer might list the quality of their warranty in respect to how much better it is than their competition.

A) ComparisonB) DemonstrationC) TestimonialD) Dramatization


194. The circulation of a magazine is:A) The total number of subscribers to the magazineB) The total number of store purchases of the magazineC) The total number of people that purchase the magazineD) The total number of people that read the magazine


195. In advertising, such as with a newspaper, clutter is a problem for marketing. Clutter is:A) Anything that might distract the customer from noticing an advertisement.B) Lots of other advertisements that all look alikeC) Not enough space between ads D) All of the above

Belch, Belch (1995). Introduction to Advertising and Promotion p420(AFNR Performance Indicator: ABS.06.04.01.b.).

196. Support media is usually not a large company’s main source of advertising. It is meant to acquire more of a customer’s share of mind. An example of this would NOT be:

A) Airport advertisingB) Television commercialC) Transit advertisingD) Bill board advertisements


197. Factors used to evaluate advertising are exposure, frequency, timeliness, and:A) CostB) TechnologyC) ColorD) Size


198. Direct marketing refers to a company marketing directly with their target market to generate a transaction. Which would NOT be a direct marketing approach to a customer.

A) TelemarketingB) Electronic media: websitesC) InfomercialsD) Super Bowl commercial

Belch, Belch (1995). Introduction to Advertising and Promotion p460-470 (AFNR Performance Indicator: ABS.06.04.01.a.).

199. The following is the correct order for the sales process.A) Locate sales lead, determine their needs and wants, close sale, follow up B) Locate sales lead, demonstration, determine needs and wants, close sale,C) Locate sales lead, demonstration, follow up, close saleD) Locate sales lead, close sale, follow up, demonstration


200. When marketing internationally, a company that manufactures large machinery should consider the following when determining the 4 P’s of their marketing strategy except:

A) Economic developmentB) Trade structureC) Government regulationD) Product placement


201. Prospecting in sales is a term used to describe:A) Someone who is mining for rare metalsB) Activities to identify potential new accountsC) Searching for detailed product informationD) Using open-ended questions to get good personal information on a customer.

Downey, D. W. (1999). Agriselling. Henderson Publishing L.L.C., P. 199 (AFNR Performance Indicator: ABS 06.03.)

202. Market penetration is a term used to define:A) The percentage of product you sell to each customerB) The number of products soldC) The depth of your product lineD) The percentage of all customers you sell your products


203. Market concentration is a term used to define:A) The percentage of product you sell to each customerB) The formulation of a pesticide in the container

C) The amount of time you spend with each customerD) The percentage of all customers you sell your products

Downey, D. W. (1999). Agriselling. Henderson Publishing L.L.C. P. 422 (AFNR Performance Indicator: ABS 06.03.)

204. Product parity is a term used to define:A) The visual appearance of a productB) The difference in performance between two productsC) The similar performance of a product in relation to another productD) How much better your product performs.


205. When you start a sales call:A) It is important to open each call the sameB) It is important to treat each customer the same every timeC) It is dependent on the previous relationship with a customer or prospectD) It has nothing to do with the personality of the customer


206. The first impression is very important on each sales call. To leave a positive impression you need to:

A) Dress appropriately and be conservative with your apparelB) Present yourself positively with good hygieneC) Your vehicle should be neat and cleanD) Your notebook and materials should be organizedE) All the above


207. An example of an open-ended question is:A) How old are you?B) Why do you consider genetic diversity important?C) Did you use the same product last time?D) B and C


208. The single most important selling skill is:A) PersistenceB) FocusC) DisciplineD) ListeningE) Conscience


209. Repeat sales to customers are very important to a salesperson. Repeat sales:A) Should not require much timeB) Provide a guaranteed base level of salesC) Should allow you to focus all your time on prospectsD) Must be earnedE) All the above


210. After you have closed the sale, it is important to follow up with the customerA) To ask them for more businessB) To ask for referralsC) To offer them Twins baseball ticketsD) To make sure that you deliver everything that was promisedE) All the above


211. The most common emotions involved in purchases are fear, greed, and hope. What emotion do many people satisfy when purchasing insurance?

A) FearB) GreedC) HopeD) All the above

Downey, D. W. (1999). Agriselling. Henderson Publishing L.L.C., Page 86 (AFNR Performance Indicator: ABS 06.05.)

212. What are the most important parts of selling because customers trust them?A) PackagingB) BrandsC) HistoryD) Price


213. Which of the following have changed selling of products more than others in the past 15 years.

A) TelevisionB) TelephoneC) InternetD) Cell Phones


214. Finance and Human Resources are what type of functions in sales for customers.A) Line FunctionsB) Sales FunctionsC) Support (or Staff) Functions

D) Operations FunctionsDowney, D. W. (1999). Agriselling. Henderson Publishing L.L.C., P. 89 (AFNR Performance Indicator: ABS 06.01.)

215. Which of the following defines the act of creating, delivering, communicating what the company has to offer for customers and clients.

A) SalesB) ProspectingC) Follow UpD) Marketing


216. What is commission?A) Dollar amount per hourB) Percent of sales priceC) A & BD) Wholesale price


217. Items that you can see and touch are:A) IntangibleB) TrueC) TangibleD) Products


218. Which of the following is not one of the four P’s of marketing?A) ProductB) PromotionC) PriceD) ProspectE) Place

Downey, D. W. (1999). Agriselling. Henderson Publishing L.L.C., P. 402 (AFNR Performance Indicator: ABS 06.04.01.a)

219. What moves customers from being interested to buying?A) PriceB) PlaceC) MarketingD) Sales


220. Wholesalers work with a ______ to re-sell the product.

A) BrokerB) DealerC) RetailerD) Company


221. What is the most important feeling for customers in a successful sale?A) TrustB) HappinessC) CompassionD) Excitement


222. According to Sales 2.0 what can support a salesperson in communication and collaboration with their customers.

A) Human ResourcesB) TechnologyC) FriendshipD) Support Staff


223. What is the most important part of selling?A) SpeakingB) ListeningC) CaringD) Promoting


224. Which word best describes the combination of functions processes and services performed in the connection with food and fiber from the producer to the consumer.

A) MerchandisingB) SellingC) AgrimarketingD) Allocation of Resources


225. Which of the following are qualities of someone who works in customer relation?A) Speaking to people; saying hello or good morning/afternoonB) Looking people in the eye when talking to themC) Calling people by nameD) All of the above


226. A good marketing plan is?A) A company mission statementB) Organized and sequenced properlyC) Accurate and attractiveD) Both A & CE) None of the above


227. Which best describes suggestive selling?A) Related items that can be purchased at the same timeB) Non-related items to be sold to the customer whether or not they are neededC) Not used in agriculture salesD) All the aboveE) None of the above


228. Which of the following questions will market research help to answer?A) Who are the customersB) Where are they locatedC) How many customers are thereD) All the aboveE) None of the above


229. What is the number of people who purchase and read a printed medium known as?A) ClienteleB) ReachC) CirculationD) PopulationE) None of the above


230. Successful sales people have what attributes?A) Positive attitudesB) Good time managementC) Product knowledgeD) All of the aboveE) none of the above


231. Suggested Selling should not be done toA) Merchandise special

B) Larger quantities of the same itemC) Related MerchandiseD) Push something on your customers that they do not want or need.


232. Advertising is used because it is:A) EconomicalB) ExpensiveC) Helpful in developing a positive public imageD) Both A and C


233. Salespeople can be prepared to answer customer objections if:A) They understand that customers have similar buying motivesB) They understand why people buy a particular product or serviceC) They are completely knowledgeable about merchandise features and benefits to customersD) All the above


234. Which step of a sale in which the sales person translates product features into buyer benefits is the?

A) ApproachB) CloseC) Handling customer objectionsD) Feature & benefit presentationE) None of the above

Downey, D. W. (1999). Agriselling. Henderson Publishing L.L.C., P.412 (AFNR Performance Indicator: ABS 06.05.)

235. What best describes suggestive selling?A) Suggesting products that relate to the original purchaseB) Suggesting unrelated productsC) Selling products the customer doesn’t needD) All of the aboveE) None of the above


236. If a salesperson makes a mistake they should?A) Be honest with the customer.B) Ignore the error if you feel the customer probably will not discover itC) Do not tell the customerD) Transfer the issue to the customer service specialist

E) None of the aboveDowney, D. W. (1999). Agriselling. Henderson Publishing L.L.C., P. 387 (AFNR Performance Indicator: ABS 06.05.)

237. After a salesperson works with a upset customer they should?A) Forget about the incidentB) Take the customer’s comments personallyC) Tell your coworkersD) Review the incidentE) None of the above


238. In the professional sales process, handling objections is the step where the salesperson:

A) Handles the customer’s reasons for not buyingB) Presents all the reasons for not buying the productC) Objects to the reasons the customers is not buying the productD) Presents all the things that are wrong with the competitor’s product




240. The single most important selling skill is:A) PersistenceB) FocusC) DisciplineD) ListeningE) Conscience


241. Which of the following would not be part of a promotional campaign?A) AdvertisingB) Public relationsC) Sales promotionD) Cost analysis

Downey, D. W. (1999). Agriselling. Henderson Publishing L.L.C., P. 302 (AFNR Performance Indicator: ABS .06.05.)

242. The market price is the price:A) Where consumers will buy all the product that the producers will sell B) Set by the producerC) Set by the salespersonD) Where producers must sell their products


243. The four Ps of the marketing mix are: A) Promotion, placement, package, positionB) Planning, practicing, potential, publicityC) Preparation, prospecting, planning, and pricingD) Product, price, place, and promotion


244. A wholesaler sells the “whole” product or service.A) To any buyer, large or small B) In larger quantities to volume buyers and retail storesC) Only one product, but sells a lot of it


245. Customer Centric Organizations are those where all departments work together for the customers satisfaction and the whole success the company.

A) TrueB) False


246. People seldom buy from people they don’t like unless they don’t have an alternative A) TrueB) False


247. Open-ended questions help you understand how the customer views the situation A) TrueB) False


248. Close-ended questions help gather specific information A) TrueB) False


249. Closing a sale always means asking for a commitment from the customer A) TrueB) False


250. Every sales call should have a closeA) TrueB) False


251. Top sales accounts usually require some planning. A) TB) F

Page 196 Agriselling, Downey et al. AGC 02.01

252. Prospecting in sales is a term used to describe:A) Someone who is mining for rare metals.B) Activities to identify potential new accounts.C) Searching for detailed product information.D) Using open-ended questions to get good personal information on a customer.

Page 199, Agriselling, Downey et al AGC02.01

253. A prospect can also be a customer that bought at one time in the past but does not feel any loyalty as your customer. A) TB) F


254. Prospecting is a onetime activity in you sales career. A) TB) F


255. Market penetration is a term used to define:A) The percentage of product you sell to each customer.B) The number of products sold.C) The depth of your product line.D) The percentage of all customers you sell your products.


256. Market concentration is a term used to define:A) The percentage of product you sell to each customer.

B) The formulation of a pesticide in the container.C) The amount of time you spend with each customer. D) The percentage of all customers you sell your products.

Page 422, Agriselling, Downey et al. AGC05.02.01

257. Product parity is a term used to define:A) The visual appearance of a product.B) The difference in performance between two products.C) The similar performance of a product in relation to another product.D) How much better your product performs.


258. The 80/20 rule refers to:A) 80% of the customers are 20% of the business.B) 20% of the customers are 80% of the business.C) You should expect to get 20 out of every 80 customers.D) You should expect to lose 20 out of 80 customers to each year.


259. Factors other than account size to consider when evaluating potential customers:A) Level of influence in the marketplace.B) Where to invest your time for maximum results.C) The amount of effort it will take and how much time you have to offer.D) All of the above.


260. A basic step in sales is to set account goals. A) TB) F


261. Key accounts are strategically important customers. A) TB) F


262. Every sales call should have an object. A) TB) F


263. People seldom buy from people they don’t like unless they don’t have an alternative. (

A) TB) F


264. When you start a sales call:A) It is important to open each call the same.B) It is important to treat the customer the same every time.C) It is dependent on the previous relationship with a customer or prospect.D) It has nothing to do with the personality of the customer.


265. The first impression is very important on each sales call. To leave a positive impression you need to:A) Dress appropriately and be conservative with your apparel.B) Present yourself positively with good hygiene.C) You vehicle should be neat and clean.D) All of the above.


266. It is not a good idea to make an appointment before stopping to see a customer. A) TB) F


267. When you arrive on a sales call you should not:A) Announce your arrival with a cloud of dust and a screech of your brakes. B) Park where you will not be in the way of equipment and other vehicles. C) Apply common-sense courtesy.D) State your name clearly and slowly and tell them why you are there.


268. When you greet a customer, it is only necessary to greet the person you are there to see. A) TB) F




270. Open-ended questions help you understand how the customer views the situation. A) TB) F


271. Close-ended questions help gather specific information. A) TB) F


272. The single most important skill is:A) Persistence.B) Focus.C) Discipline.D) Listening.


273. Closing a sale always means asking for a commitment from the customer. A) TB) F


274. Every sales call should have a close. A) TB) F


275. In order for a sales call to be successful you need to make the saleA) TB) F


276. If a customer says no you should take it as a personal rejection. A) TB) F


277. Effective sales people close many times during the sales process. A) TB) F


278. A good verbal signal from the customer to ask for a close is:A) When the customer asks about delivery.B) When the customer asks how soon they could be trained.C) When the customer asks about warranty and service.D) All of the above.

Page 359, Agriselling, Downy et al. AGC 05

279. A career in agri-sales offers you the opportunity to:A) Being the customer solutions to their business problems.B) Have a flexible schedule.C) Get paid while helping businesses prosper.D) All of the above.


280. To be successful in Agriselling you must:A) Have a college degree.B) Be patient and wait for the customer to come to you.C) Be a natural sales person.D) Apply the products benefits and services to the customers needs.


281. Today’s ag-sales professional focuses on product sales more than relational selling. A) TB) F

Page 14, 15, Agrisellig, Downey et al. AGC 05.01

282. Repeat sales to customers are very important to a salesperson. Repeat sales:A) Should not require much time.B) Provide a guaranteed base level of sales.C) Should allow you to focus all you time of prospects.D) Must be earned.


283. The Ag-sales professional is important to the customer because:A) They help introduce new technology to the industry.B) They increase industry efficiency by introducing new products.C) They bring solutions to the customer’s problems.D) All of the above.


284. Most sales require only a small amount of preparation, strategizing, and planning. A) T

B) F


285. Talking is one of the most important skills to understand the customers’ needs. A) TB) F


286. To understand the customer’s needs you need to study psychology. A) TB) F


287. To sell your product or service:A) You need to show the value of your product or service to the customer. B) Provide lots of data and proof of quality.C) Offer the best warranty.D) All of the above.


288. Prospecting and prioritizing are only necessary when you don’t meet your sales quota’s and you need a quick sale. A) TB) F


289. Agri-sales managers require sales people to use Selling, Strategy and Call Plans:A) To make the best use of their time and the customer’s time.B) Avoid sales people from going on a sales call under-prepared.C) As a strategy to increase sales concentration.D) All of the above.


290. A unique value bundle:A) Is a special combination of goods and services to focus on the customer’s needs.B) Is defines as combination of products put together by the marketing team.C) Is a combination of products that are heavily promoted to the public. D) Fit most customers’ basic needs.


291. In selling you can create loyalty only by:A) Providing solutions to the customers’ needs.

B) Providing consistent performing products and services.C) Avoiding potential problems with careful assessment of the customers’ needs.D) All of the above.


292. Quality means consistency. A) TB) F


293. After you have closed the sale, it is important to follow up with the customer:A) To ask them for more business.B) To ask for referrals.C) To offer them Twins baseball tickets.D) To make sure that you deliver everything that was promised.


294. Professional Agriselling is built on 5 building blocks. The foundation of these building blocks is a strong code of ethics. Ethics are:A) Determined by your boss.B) Dependant on the situation.C) Relative to the company rules.D) A code that governs members’ behavior.

Page 37, 38, 39, Agriselling, Downey et al. AGC 05.02.01

295. The most successful and highly-regarded members of the Ag selling profession in any community and ethical and honest about products and their limitations. A) TB) F


296. Sales people are considered to be problem solvers, influencers, and facilitators. A) TB) F


297. The most important thing to do after you close the sale is to:A) Try to sell them something else.B) Say thank you and leave.C) Find something else to talk about.D) Continue to promote your product.


298. The professional sales person compensated with incentive such as salary, commission and rewards. However, many sales professional commonly say the helping the customer is the most satisfying reward. A) TB) F


299. Buyer’s remorse is the period of time immediately following the purchase. It is important for the sales person to follow-up after the sale to address the customers’ buyer’s-remorse emotions. A) TB) B


300. The most common emotions involved in purchases are fear, greed, and hope what emotion do many people satisfy when purchasing insurance?A) Fear.B) GreedC) HopeD) All of the above.


301. Which of the following is not a way a salesperson can assist a customer?E) Asking questions to determine customer needs.F) Immediately recommending a product the customer was looking at.G) Being concerned about customer satisfaction after the sale.H) Showing benefits to be received from the product or service

Pg. 4, ABS.06.05.03.c

302. Repeat customersE) Frequently return to shop at a certain businessF) Often return because of a friendly, courteous salesman.G) Stop shopping because of high prices H) All of the above

Pg. 6, ABS.06.05.01.b 303. Customers

A) Never have misconceptions about a product.B) Like to match wits with salespeople.C) Are the most important people in any business.D) Are dependent on salespeople.

Pg. 7, ABS.06.05 304. A Restaurant is an example of a ____________________ store.

A) RetailB) WholesaleC) ManufacturerD) Consumer

Pg. 9, ABS.06.05.03.c.

305. Wholesalers sell products to __________________.A) RetailersB) ManufacturersC) Other wholesalersD) All of the above

Pg. 11, ABS.06.05.03.c.

306. Which of the following is not a personality trait needed by a salesperson?A) EmpathyB) PunctualityC) IntimidationD) Intiative

Pg. 24, ABS.06.05.01.b.

307. Customers expect salespeople to…A) Give them something free.B) Lie to themC) Provide a discountD) Give accurate information

Pg. 25, ABS.06.05.01.b.

308. Which of the following is the correct order for the process a customer goes through when buying?A) Attention, interest, desire, conviction, actionB) Interest, attention, desire, conviction, actionC) Desire, conviction, attention, interest, actionD) Attention, interest, conviction, desire, action

Pg. 35, ABS.06.05.03.c.

309. In which step of the sales process does the salesperson prepare for the sale?

A) PreapproachB) ApproachC) Suggestion selling and reassuranceD) Feature-benefit presentation

Pg. 44, ABS.06.05.03.c.

310. What happens in the conviction stage of the customer’s buying process?A) The customer decides to buy the product.B) The customer sees a product that catches their attention.C) The customer is considering buying the productD) The customer is convinced the product will meet their needs.

Pg. 38, ABS.06.05.03.c.

311. The approach begins when the salespersonA) Asks for a saleB) Asks the first qualifying questionC) Greets the customerD) Identifys appropriate benefits

Pg. 45, ABS.06.05.03.c.

312. Which of the following is not an opinion question?A) Does this suit you better?B) Would this feature be better for you?C) What do you expect from this service?D) Where will you use this product?

Pg. 46, ABS.06.05.03.c.

313. Customer objections are…A) A sale killerB) A natural part of most salesC) Reasons a customer likes the productD) Never a problem

Pg. 47, ABS.06.05.03.c.

314. Closing the saleA) Can only happen after working through all of the other steps of the sales process.B) Should happen before the customer can make an objection.C) Can happen anytime during the sale.D) Is guaranteed if you work through all the steps of the sales process.

Pg. 47, ABS.06.05.03.c.

315. Which of the following is not a step in the sales process?A) Qualifying the saleB) Feature-benefit presentationC) PreapproachD) Determining wants and needs

Pg. 44, ABS.06.05.03.c.

316. Which of the following is not a part of approaching the customer?A) Greet the customer with a warm, friendly welcome.B) Gain the customers confidence.C) Direct the customer’s attention to the product or service.D) Select products for the sales presentation

Pg. 49, ABS.06.05.03.c.

317. When determining a customer’s wants and needs you should…A) Ask the customer questionsB) Listen to the customers answersC) Select products for the sales presentationD) All of the above

Pg. 49, ABS.06.05.03.c.

318. What type of customer comes to the store already knowing what they want to buy?A) Decided customerB) Undecided customerC) Just looking customerD) Friendly customer

Pg. 63, ABS.06.05.03.c.

319. Which of the following customer moods would you speed up the sales presentation for?A) FriendlyB) ImpatientC) DominatingD) Silent

Pg. 68, ABS.06.05.03.c.

320. Which of the following is not a common buying motive?A) Health

B) Prestige and recognitionC) PriceD) Variety and recreation

Pg. 75, ABS.06.05.03.c.

321. People who buy from one business or store rather than another haveA) Patronage buying motivesB) Product buying motivesC) Rational buying motivesD) Emotional buying motives

Pg. 88, ABS.06.05.03.c.

322. A good approachA) Guarantees a saleB) Puts the customer at easeC) Includes qualifying questionsD) Is one of the least important parts of the sale.

Pg. 117, ABS.06.05.03.c.

323. The merchandise approachA) Is considered to be the most effectiveB) Directs the customers attention to a specific itemC) Utilizes a comment about a product the customer is looking atD) All of the above

Pg. 121, ABS.06.05.03.c.

324. Which of the following is the most widely used type of approach?A) Merchandise ApproachB) Welcome approachC) Service approachD) None of the above

Pg. 124, ABS.06.05.03.c.

325. To qualify a customer means toA) Determine what products or services will best satisfy their wants and needs.

B) Close a saleC) Observe your customer after the sale to see if they look at anything else.D) Listen to a customer’s objections

Pg. 130, ABS.06.05.03.c.

326. A good salesperson enjoys listening to customers becauseA) They are entertaining.B) Customers need to talk a lot.C) They are sincerely interested in in satisfying their customer’s wants and needs.D) They have to.

Pg. 137, ABS.06.05.03.c.

327. Clues that a customer is ready to buy are calledA) QualificationsB) Buying hintsC) SuggestionsD) Buying signals

Pg. 143, ABS.06.05.03.c.

328. Which of the following is an example of a trial close?A) Do you like the black or the brown?B) Is there any additional information I can give you before I write this up?C) Will this be cash or charge?D) All of the above

Pg. 152, ABS.06.05.03.c.

329. What is a product feature?A) The gain someone will get from the productB) A specific quality or characteristic of the productC) A benefitD) None of the above

Pg. 161, ABS.06.05.03.c.

330. Which of the following is not a buyer benefit of a sports car?A) Prestige B) AppearanceC) V8 engineD) Comfort

Pg. 163, ABS.06.05.03.c.

331. Which of the following is the first step in answering a customer objections?A) Listen to the customer’s objectionB) Pause before answeringC) Answer the objectionD) Show empathy for the customer

Pg. 209, ABS.06.05.03.c.

332. Which of the following is not a technique for answering objections?A) Boomerang methodB) Demonstration methodC) Rebuttal methodD) Third-party method

Pg. 212, ABS.06.05.03.c.

333. Turning an objection into a selling point is called theA) Boomerang methodB) Demonstration methodC) Rebuttal methodD) Third-party method

Pg. 214, ABS.06.05.03.c.

334. Using a testimonial from another person to overcome an objection is called theA) Demonstration methodB) Superior point methodC) Direct denial methodD) Third party method

Pg. 217, ABS.06.05.03.c.

335. The goal of every sales presentation is toA) Get the customer interestedB) Close the saleC) Make moneyD) Give the customer a positive experience

Pg. 223, ABS.06.05.03.c.

336. Which of the following is an example of a choice close?A) Shall I gift wrap this for you?B) We have another buyer looking at this item, should I write it up for you now?C) Would you like the red or the yellow?D) I only have 2 more in stock.

Pg. 233, ABS.06.05.03.c.

337. Which of the following is not an example of a closing technique?A) Ask your customers to buyB) Assume they are buyingC) Close on an objectionD) Ask a question

Pg. 232, ABS.06.05.03.c.

338. I only have 3 more in stock and don’t know if I can get anymore is an example of aA) Standing room only closeB) Testimonial closeC) Premium closeD) Advantages and disadvantages close

Pg. 239, ABS.06.05.03.c.

339. When should a salesperson use suggestion selling?A) Anytime during the saleB) Right before you close the initial saleC) During the features and benefits presentationD) After closing the original sale

Pg. 264, ABS.06.05.03.c.

340. Suggestion selling is important because itA) Benefits the customerB) Benefits the businessC) Benefits the salespeopleD) All of the above

Pg. 249. ABS.06.05.03.c.

341. Trading-up is A) When a salesperson shows the customer one item, then shows a higher priced itemB) When a customer wants to trade and older item for a new oneC) When a customer wants to buy something better than the salesperson shows themD) When a customer returns a product for a different one.

Pg. 257, ABS.06.05.03.c.

342. “Based on what you told me, I think you’ve make a great decision today and the store will make sure you are fully satisfied with your purchase today.” Is an example of:A) Suggestive sellingB) ReassuranceC) Positive reinforcementD) None of the above

Pg. 265, ABS.06.05.03.c.

343. “Yes, the price might be high, but it provides a higher quality product than the cheaper brands that will last up to twice as long. This product would be ideal for the situation you described to me” is an example of what method of overcoming an objection?A) Superior point B) Direct denialC) Yes, butD) Question

Pg. 213, ABS.06.05.03.c.

344. Emotional buying motives are:A) Based on logical reasoningB) Usually well thought outC) Typically thoroughly researchedD) Usually impulsive

Pg. 82, ABS.06.05.03.c.

345. The service approachA) Is the best approach to use for most salesB) Should be used when the customer seems to have extra time

C) Is the most overused approach D) Is the most effective

Pg. 124, ABS.06.05.03.c.

346. “Do you want to charge this” is an example of anA) Assume they are buying closeB) Direct closeC) Premium closeD) Choice close

Pg. 235, ABS.06.05.03.c.

347. Product features answer the questionA) What does it mean to me?B) What is it?C) How will I benefit?D) All of the above

Pg. 162, ABS.06.05.03.c.

348. Salespeople should knowA) What merchandise is carried by the storeB) Reserve stock and its locationC) Merchandise not carried by the storeD) All of the above

Pg. 97, ABS.06.05.03.c.

349. Which of the following is a personality trait not needed by a salesperson?A) HonestyB) ImpatienceC) TactD) Consideration

Pg. 24, ABS.06.05.03.c.

350. Rational buying motives areA) Based on logical reasoningB) ImpulsiveC) Usually planned an researchedD) Both A and C

Pg. 82, ABS.06.05.03.c.

351. Sales communication can be broke down into 4 main methods, they are:A) Advertising/promotion, publicity, personal selling, word of mouthB) Price, Product, Promotion, Place (distribution)C) Phone calls, Texting, Email, and TalkingD) Written, Phone calls, Texting, Email


352. Sales deception can be explained as:A) Deliberately lying to a customer to get a sale.B) Deliberately misleading a customer to get a sale.C) Telling half-truths to get a customer to buy.D) All of the Above


353. In the buying process, the people known as the Gatekeepers:A) Make the decisions for the company about what is purchased.B) Control the flow of information to the buyer about product alternatives.C) Use the products but do not really make the decision to buy.D) Are generally the owner or CEO.


354. Deciders in the buyer’s purchasing process:A) Make the decision of whether or not to buy a product.B) May not necessarily be the person in the company that actually purchasing the product.C) Are sometimes influenced by many different people to make a decision to buy.D) All of the Above


355. When talking with a customer about the purchase of a product or service, the sales person should understand 4 good voice characteristics like:A) Tone, articulation, loudness and speech rateB) Tone, language, eye contact and loudnessC) Language, eye contact, speech rate, and loudnessD) Body language, tone, loudness and speech rate

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.127-128 (AFNR Performance Indicator: ABS.02.04.03.a).356. Salespeople practice __________________ when they use different sales presentations

for different customers and alter their presentation during a sales call based on the situation.A) Car salesman tacticsB) Adaptive sellingC) Production sellingD) Personal selling


357. Does the person have the ability to pay? This is an example of a____________ question.A) Follow upB) ResponseC) ApproachD) Qualifying


358. _______________ is a good source for obtaining sales leads.A) TelemarketingB) NetworkingC) Satisfied customersD) All of the above


359. A good promotional activity for a company’s product or service is:A) Put on a seminarB) TelemarketingC) Magazine adD) Advertise on a billboard


360. Some salespeople will pay an individual for quality sales leads. These individuals are called:A) Go-gettersB) Real salesmen

C) Spotters or bird dogsD) Lead chasers


361. Using the name of a satisfied customer or friend of the prospect is referred to as the ____________ sales approach.A) IntroductionB) BenefitC) ProductD) Referral


362. ___________________, usually with small talk is a way to build a relationship with a customer to break the ice for an actual presentation.A) Rapport buildingB) ComplementC) MarketingD) Calling


363. ______________________ are general data-gathering questions about background and facts and are very broad in nature.A) Open ended questionsB) Situation questionsC) Problem questionsD) Closed ended questions


364. In making a balanced presentation that a customer will remember afterward, the best way to present is to:A) Show the customer pictures of your productB) Explain your product in vivid detailC) Explain details about your product while showing picturesD) None of the above

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.59 (AFNR Performance Indicator: ABS.06.05.02.c.).

365. Return on investments (ROI) is calculated as:A) Net Profits / investmentsB) Investments * profitsC) Savings * investmentsD) Profits / savings


366. The payback period is the length of time it takes for an investment cash outflow to be returned in the form of cash inflow or savings. It is calculated byA) Investment * savingsB) Investment / savings (or profits) per yearC) Present value / investmentD) Savings / investment

Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.291 (AFNR Performance Indicator: ABS.05.01.).

367. Selling a new and different product or service is referred to as:A) Pioneer sellingB) Up-and-coming sellingC) Brand sellingD) Find a need selling


368. “I know how you feel, I’ve had other customers that felt the same way and what they found is….” . This is an example of the Feel, Felt, Found Method of:A) Making a sales callB) Trial closeC) Handling a customer objectionD) Prospecting


369. ____________________ is an example of a nonverbal purchasing cue.A) Customer’s arms are folded

B) Customer checks their cell phone.C) Customer keeps looking at their computerD) Customer reaches for their wallet while asking questions.


370. Monitor order processing, ensure proper usage, determine the facts, offer a solution, and follow with action are:A) Steps to handling a customer complaintB) Steps to handling a customer objectionC) Steps to handle sales budgeting issuesD) Steps to handling a shipping problem


371. When a company sells an entire line of associated products, such as a copy machine company selling ink and paper, it is referred to as:A) Full-line sellingB) Monopoly C) Complimentary sellingD) One stop shopping


372. While negotiating with a customer about the sale of a large piece of property, you and your sales team start with an opening position price while keeping in mind the price you will accept. That preferred price is called the:A) Optimum positionB) Target PositionC) Negotiation PositionD) Minimum Position


373. In a survey of 1000 people, they were asked, “what is the first company that you think of when you hear the word cheeseburger?” More than 60% said McDonalds. In this instance we can confidently say that McDonalds had the greatest:A) Profit marginB) Return on investment

C) Share of mindD) Gross sales


374. Why would a manufacturer want to know how much storage space a distributor has to hold their product?A) To understand if the distributor is really capable of selling very much product to their

customer.B) To know if there is much room for a competing manufacturer to store product as well.C) To know how much to ship on the first load of merchandise to the customer.D) To understand the inventory turnover of the distributor and how soon they would

order again.Weitz, Casteberry, Tanner (1998). Selling-Building Partnerships p.432-433 (AFNR Performance Indicator: ABS.03.02.01.b.).

375. In their sales area, Big Lumber sells about $2 million of lumber every year. Within that region there is about $20 million in lumber sold every year. What is Big Lumber’s market share in their sales area?A) 10% market shareB) 40% market shareC) 1% market shareD) 4% market share


376. You work for a retail parts store and Spacely Sprockets pays you directly for selling their sprockets to customers. This commission is called _______________ because you are being paid to get their product out in the market place.A) Push moneyB) Award moneyC) Retail money D) Spacely money


377. After doing a market analysis of an area, the sales manager breaks down that area into 4 different territories for his salespeople to each cover. This type of area sale management is called:A) Geographic

B) ZoningC) RoutingD) Pattern


378. A company can have an entire department dedicated to shipping, loading, unloading and the regulations that monitor delivery of their products. To what category does all this fit?A) MarketingB) ShippingC) LogisticsD) Employee Management


379. A ___________________ is the minimum number of sales, in units, necessary for acceptable performance for a sales person.A) Profit quotaB) Sales quotaC) Activity quotaD) Sales margin


380. In many companies, a salary is paid to a sales person on a regular payment schedule. ____________ are incentive pay for an individual sale. A bonus is incentive pay for overall performance.A) CommissionsB) Salary bonusesC) DrawsD) Quota bonuses


381. The process of planning and executing the conception, pricing, promotion and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational objectives is:A) SalesB) Business

C) AccountingD) Marketing


382. The 4 P’s of marketing are Price, Product, Promotion and Place (Distribution). The compilation of these 4 together in a marketing plan is referred to as the:A) Marketing MixB) Sales MixC) Business MixD) Marketing Agenda


383. _______________ is any paid form of nonpersonal communication about about an organization, product, service or idea by an identified sponsor.A) MarketingB) AdvertisingC) BusinessD) Accounting


384. A(n) ____________________ is a marketing activity that provides extra value or incentive to the sales force, distributor, or consumer and can stimulate immediate sale.A) AdvertisementB) Marketing adC) Sales promotionD) Ad Agency

Belch, Belch (1995). Introduction to Advertising and Promotion p6 (AFNR Performance Indicator: ABS.06.04.01.c.).

385. A news reporter does a special interview with the members of a construction crew that is building a new home in a small town. The report showcases quality work and a friendly crew and is seen by everyone in the construction company’s territory. This type of promotion is:A) PublicityB) Public relationsC) Advertising

D) IncentiveBelch, Belch (1995). Introduction to Advertising and Promotion p15 (AFNR Performance Indicator: ABS.06.04.01.a.).

386. Columbia Log Home Company plans to market and sell 12 log homes next year. That is their:A) Sales QuotaB) Marketing QuotaC) Marketing ObjectiveD) Promotional Objective


387. There are two parts stores in town. Both have the same quality parts but one of them delivers any part for free if the order is over $100. That is their:A) Marketing expenseB) Sales costC) Competitive advantageD) Performance quota


388. Your target market is characterized into age, gender, income, education, occupation, etc. This is called:A) Target descriptionB) DemographicsC) Development groupsD) None of the above


389. Yellowstone Seed has broken down their market into segments by the counties in their sales area. This is known as:A) Demographic segmentationB) Geographic segmentationC) Area segmentationD) Geographic sales


390. John Deere Company strives to establish them self as the top-of-the-line manufacturer of farm machinery. This strategic marketing plan referred to as:A) Market positioningB) Share of mindC) Top of the line salesD) Quality control


391. Factors that influence sales are:A) Competition, price, quality, technologyB) Product cost, competition, price, qualityC) Politics, price, quality, competitionD) Advertising, product cost, competition, quality


392. A ______________ advertisement for a feed company might portray a rancher talking about how well his cattle have done in the feedlot using that brand of feed.A) ComparisonB) DemonstrationC) TestimonialD) Dramatization


393. A ________________ advertisement for a car manufacturer might list the quality of their warranty in respect to how much better it is than their competition.A) ComparisonB) DemonstrationC) TestimonialD) Dramatization


394. The circulation of a magazine is:A) The total number of subscribers to the magazineB) The total number of store purchases of the magazine

C) The total number of people that purchase the magazineD) The total number of people that read the magazine


395. In advertising, such as with a newspaper, clutter is a problem for marketing. Clutter is:A) Anything that might distract the customer from noticing an advertisement.B) Lots of other advertisements that all look alikeC) Not enough space between ads D) All of the above

Belch, Belch (1995). Introduction to Advertising and Promotion p420(AFNR Performance Indicator: ABS.06.04.01.b.).

396. Support media is usually not a large company’s main source of advertising. It is meant to acquire more of a customer’s share of mind. An example of this would NOT be:A) Airport advertisingB) Television commercialC) Transit advertisingD) Bill board advertisements


397. Factors used to evaluate advertising are exposure, frequency, timeliness, and:A) CostB) TechnologyC) ColorD) Size


398. Direct marketing refers to a company marketing directly with their target market to generate a transaction. Which would NOT be a direct marketing approach to a customer.A) TelemarketingB) Electronic media: websitesC) InfomercialsD) Super Bowl commercial


399. The following is the correct order for the sales process.A) Locate sales lead, determine their needs and wants, close sale, follow up B) Locate sales lead, demonstration, determine needs and wants, close sale,C) Locate sales lead, demonstration, follow up, close saleD) Locate sales lead, close sale, follow up, demonstration


400. When marketing internationally, a company that manufactures large machinery should consider the following when determining the 4 P’s of their marketing strategy except:A) Economic developmentB) Trade structureC) Government regulationD) Product placement


401. What is the role of a salesperson?A) To sell as much product as you canB) To help a customer solve a problemC) To make the most profit you can on a productD) To get as many customers through the door as you can

Gipson/Usry/Hass/Liles/Moore (2001) Agribusiness, Interstate Publishers, P. 265, (AFNR Performance IndicatorABS.06.05).

402. Which of these is not a characteristic of the sales profession?A) Code of ethicsB) Body of knowledgeC) A good personalityD) Common Language


403. What percent of the sales come from what percent of the customers?A) 70, 30B) 90, 10C) 80, 20D) 60, 40


404. Which is not one of the Professional Sales Processes?A) ApproachB) PresentationC) Product researchD) Follow-up


405. What does prospecting customers involve?A) Reading about the customerB) Talking with individuals that know the customerC) Researching customers most likely to buy your productD) All the above


406. What should never be worn during a sales call?A) Suit and tieB) Slacks and blouseC) Coveralls and bootsD) T-shirt and jeans


407. Which is not a product feature of a product?A) Red in colorB) Safety seatC) Saves timeD) Steel deck


408. Which is not a product advantage?A) Fewer passes per acre of cuttingB) Fewer deck puncturesC) Less trim work

D) Can turn in small placesGipson/Usry/Hass/Liles/Moore (2001) Agribusiness, Interstate Publishers, P. 273, (AFNR Performance IndicatorABS.06.05).

409. Which is a product Benefit?A) Saves timeB) Less danger to userC) Needs fewer replacement partsD) All the above


410. How many objections can a customer have?A) NoneB) OneC) FiveD) As many as the customer deems necessary


411. What are the best ways to handle an objection?A) Be self-assuredB) Listen to the customerC) Show empathy and recognize the customers point of viewD) Both b and c


412. Which of the following is not a type of close?A) Direct closeB) Summary closeC) Assumptive closeD) Hard close


413. What is a definition of “Follow-up”?A) Trying to sell more productB) Any activity that ensures customer satisfaction

C) Where the salesperson asks for the orderD) None of the above


414. Sales call objectives might be described as________?A) A way to inform the customer about your productB) A way to make sure the customer needs your productC) A way to gather information about the customerD) None of these


415. Some of the important skills needed when making a sales call are?A) Product knowledgeB) Communication skillsC) Eye contactD) All of the above


416. What is selling?A) Moving products from the shelvesB) The point where the buyer agrees to purchase the productC) The point where you make a profitD) None of these

\Gipson/Usry/Hass/Liles/Moore (2001) Agribusiness, Interstate Publishers, P. 267, (AFNR Performance IndicatorABS.06.05).

417. What is the difference between Marketing and Selling?A) Marketing encompasses all the activities involved in getting a product from the producer

to the consumerB) Selling is the portion of the process where the seller is the closest to the buyerC) Both a & bD) None of these


418. A customer’s reasons for not buying the product are?

A) An objectionB) A change of mindC) An accidentD) A whim


419. When a salesperson meets and greets the customer, this is called?A) The pre-approachB) The approachC) The presentationD) The follow-up


420. All of the activities that occur prior to making face-to-face contact with the customer is called?A) ApproachB) Follow-upC) ClosingD) None of the above


421. The best time to close a sale is?A) At the end of the dayB) When the customer is showing high interest in the productC) When the customer begins to show interest in the productD) Just before the customer leaves


422. What are portals?A) A place on the internet where a customer can shop for products and servicesB) A place on the internet where a customer researches the companyC) A place on the internet where a business can collect profitsD) None of the above


423. Selling statements are?A) Statements used to attract customersB) Statements used to accurately describe your productC) Both are correctD) Neither are correct


424. What do the letters “FAB” stand for during the presentation?A) Features, Advantages, BonusesB) Familiarity, Advantages, BenefitsC) Features, Appropriateness, BonusesD) Features, Advantages, Benefits


425. Which of the following is not one of the 3 basic budgets needed for sales activities?A) Sales budgetB) Selling expense budgetC) Travel budgetD) Administrative sales cost budget

Allen, Ph.D, Kathleen R., Meyer, Ph.D, Earl C., (2006) Entrepreneurship and Small Business Management, Mc Graw Hill Publishers, P. 289, (AFNR Performance IndicatorABS.06.05).

426. A performance goal assigned to a salesperson for a specific period is called?A) Product quotaB) Sales quotaC) Sales perkD) None of these

Allen, Ph.D, Kathleen R., Meyer, Ph.D, Earl C., (2006) Entrepreneurship and Small Business Management, Mc Graw Hill Publishers, P. 290`, (AFNR Performance IndicatorABS.06.05).

427. Where does the sales planning process begin?A) When you start your businessB) Before putting your new sales force to workC) While the sales force is workingD) After the sales force has been working for 6 months


428. A geographical area in which existing and potential customers are grouped is called?A) Local areaB) Uncharted territoryC) Sales territoryD) Selling territory


429. Which of the following is not one of the steps of a complete program for evaluating sales staff performance?A) Establish guidelinesB) Set standards for performanceC) Compare performance to standardsD) None of the above


430. Internal factors that may cause a difference in performance of sales people may include?A) Changes in sales management practicesB) Changes in the number of salespeople supervised by one personC) Changes in what is happening in different territories or marketsD) All the above


431. During the sales presentation, if you decide that your prospect is ready to close the sale, you should:a. Continue the sales presentationb. Close the salec. Demonstrate the productd. Call in the managere. None of the above

(pg 46; AFNR: ABS.06.05) Yorke, Chris G. M. Ed. Agricultural Sales. Acro Publishing, Vancouver, WA, 1998.

432. After the interview:a. Shake hands

b. Thank the interviewer for the interviewc. Send a thank you letterd. All of the abovee. None of the above

(pg 49; AFNR: CS.01.02) Yorke, Chris G. M. Ed. Agricultural Sales. Acro Publishing, Vancouver, WA, 1998.

433. Which of the following communication skills are important to a sales person?a. Listeningb. Readingc. Writingd. All of the abovee. None of the above


434. During a sales presentation, you should:a. Never ask questionsb. Never admit you do not know the answer to the questionc. Be casuald. Answer all the questions sincerely and honestlye. All of the above


435. When asked a question for which you don’t have an answer, you should:a. Try to evade the questionb. Admit you don’t know the answerc. Say something, even if it is a vague responsed. Pretend you didn’t hear the questione. None of the above


436. When dealing with a customer’s objections, which of the following methods should not be used?

a. Listen to the customer’s objectionsb. Pause before answering the objectionc. Argue with the customer over the objectiond. Show empathy for the customere. None of the above

(pg 40-43; AFNR: ABS.06.05) Yorke, Chris G. M. Ed. Agricultural Sales. Acro Publishing, Vancouver, WA, 1998.

437. What is the final step in the sales presentation?a. The approachb. Handling customer objectionsc. The closed. The demonstratione. None of the above


438. Your sales presentation should always be based on:a. What you feel comfortable selling.b. What you have learned about the prospects needs.c. A memorized sales pitch.d. How much time you have to spend.


439. Which of the following is an example of a market analysis?a. Surveying people in an area seen as a suitable market for a productb. Using one person’s opinion as the norm for the communityc. Advertising a new product in a market area, then waiting to see if people buy itd. Soliciting your competitor for advice on best-selling productse. None of the above


440. Which of the following methods should NOT be used to gauge customers’ needs?a. Direct questions and answersb. Assessing the customer’s needs by guessing themc. Listening carefullyd. Study facial expressionse. None of the above


441. How do you determine a customer’s needs?a. Tell the customer what to buyb. Listenc. Mentally criticize your customer’s clothing

d. Don’t worry about the customer’s needse. None of the above


442. When handling a customer’s an objection, which of the following is acceptable?a. Ignore the objectionb. Use the objection as a way to start an argumentc. Accuse the customer of being foolish for raising an objectiond. Restate the objection in your own wordse. None of the above


443. Which of the following would be included in the pre-approach of a sales presentation?a. Closing the saleb. Showing the productc. Learning all there is to know about the products you selld. Ordering the product – so that it is available for salee. None of the above


444. Which is the best definition of selling?a. Assisting a customer to make a buying decisionb. Forcing a customer to buy a productc. Ringing up a sale on the cash registerd. The opposite of buyinge. None of the above


445. There are seven steps to making a sale. Which of the following is NOT one of the seven?

a. Pre-approachb. Approachc. Identifying a customer’s needs and wantsd. A feature-benefit presentatione. Criticizing the competitorsf. Overcome objectionsg. Close the sale

(pg 16-53; AFNR: ABS.06.05) Yorke, Chris G. M. Ed. Agricultural Sales. Acro Publishing, Vancouver, WA, 1998.446. If you want to sound friendlier when you answer the phone, you should:

a. Speak slower than normal.b. Smile as you answer a call.c. Take an extemporaneous speech class.d. Breathe slowly.


447. An effective phrase used by successful sales people to translate service features into benefits is _________________________.

a. “Based on our discussions, this is what I think might work for you”.b. “Do you feel this product will meet your Needs”?c. “What this means to you is……”d. “What other information do you need before making a decision”?


448. Pre-call planning should consist 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. Review all the historic sales and company information of the customer’s business.d. Both b and c


449. If a customer has objections, you should be prepared to address them by:a. Ignoring them.b. Selling suggestive products.c. Having a complete knowledge of the product.d. All of the above


450. When talking with their chainsaw representative about a new saw, Logan Woods expressed a concern about the price of the saw compared to a similar saw from another company. This is an example of:

a. Objectionb. Featurec. Prospectd. Rapport


451. A salesperson must have good inner-relational habits. Which of these habits would not be supportive of a good selling career?

a. Make customers feel good about themselvesb. Acknowledging you don’t have all the answers to a complex problemc. Expect to be turned down from time to timed. None of the above

(pg 3-4; AFNR: CS.01.02) Yorke, Chris G. M. Ed. Agricultural Sales. Acro Publishing, Vancouver, WA, 1998.

452. The successful salesperson is:a. A fast talker.b. Always product oriented.c. A good listener.d. All of the above


453. The ________ and _______ of your product would be ideal when addressing customer objections.

a. Features, Benefitsb. Cost, Expensec. Features, Costd. Benefits, Expenses


454. Top sales professionals know that successful selling and closing is dependent upon _______________.

a. The use of a hard-sell presentationb. The use of hard sell closing techniquesc. Using a “pitch” consisting of a series of long and complex closing techniquesd. An overall process including building a rapport with the customer

(pg 280-289; AFNR: ABS.06.05) Hiam, Alexander. Marketing Kit for Dummies. Wiley Publishing Inc., Hoboken, NJ, 2005.

455. What should a sales person do if they find themselves becoming upset with a customer who is ranting.

a. Get the customers attention by using their nameb. Give yourself an chance to calm down by excusing yourself in a manner that shows

your interest in serving the customer before addressing the problemc. Make a comment that will direct the customer toward finding a solutiond. All of the above


456. Which of the following is not a sales method that will produce trust between the sales representative and the customer?

a. Brand name of the products being sold and corporate imageb. The amount of quality information received by the customerc. Allowing the customer to become part of the sales processd. The number of personal contacts made to the prospective buyer

(pg 268; AFNR: CS.01.02) Hiam, Alexander. Marketing Kit for Dummies. Wiley Publishing Inc., Hoboken, NJ, 2005.

457. Which of the following clues would distinguish a prospective client as a detail seeker?a. Strong handshake that shows controlb. Warm handshakec. A stiff handshaked. Does not extend hand for a handshake upon meeting

(pg 19; AFNR: ABS.06.05) Hiam, Alexander. Marketing Kit for Dummies. Wiley Publishing Inc., Hoboken, NJ, 2005.

458. Determining the customer’s needs, whether or not they have the authority to buy, and whether or not they have the money to buy is known as _____________.

a. Follow-upb. Need Discoveryc. Closing the saled. Building a rapport


459. A question stated in a manner that avoids a “yes” or “no” response from the customer is called a(n) _______________________question.

a. Provocativeb. Closingc. Closed-endedd. Open-ended


460. The first step in the closing process is ___________________________.a. A sales presentation that concentrates on customer benefitsb. Asking in-depth open-ended questionsc. Eliminating any objections the customer may have toward probing to determine

customer needsd. Building a rapport with the customer to establish trust and eliminate the customers

need to resist sales.(pg 284-287; AFNR: ABS.06.05) Hiam, Alexander. Marketing Kit for Dummies. Wiley Publishing Inc., Hoboken, NJ, 2005.

461. Which of the following customer comments is the best indicator that you should try to close the sale?

a. “I don’t like the blue one very much.”b. “How many days does it take to deliver this one?”c. “My neighbor has one similar to this.”d. “You sure have a lot of models of these.”


462. A businessman asks one of his customers the following question “Who do you know who could benefit from our products?” This business man is asking for:

a. Suspectsb. Sourcesc. Friendsd. Referrals


463. One of the major principles of closing in the sales industry is that people:a. Want you to do all of the talking.b. Buy form people who listen to them.c. Buy from people they think look good.d. Buy things they know nothing about.


464. Sometimes you would like to encourage a customer to give you a longer response. A good way to do this is to say:

a. “Please tell me about…”b. “That is fascinating.”c. “You have got to be kidding.”d. “Is that all?”


465. Why would you want customers to complain when they are not happy with your business?

a. Once they complain, it’s out of their system and they will come back.b. It lets you know what to improve on to satisfy them.c. You can use their complaints to bargain for better working conditions.d. You don’t want them to complain.


466. A good time to offer a closing statement is:a. When you first meet the customer.

b. When you introduce the product.c. When a customer asks about delivery.d. Never.


467. When a customer makes an excuse during a buying decision they:a. Are going to buy the product.b. Do not want to buy the product.c. Want to buy the product, but want you to lower the price.d. Are stalling the decision.


468. Every sale call needs to end with a sale.a. Trueb. False


469. Which of the following is considered good posture when talking with a customer?a. Lean forward slightlyb. Face your client directlyc. Stand or sit appropriately closed. Tilt your head when speaking

(pg 284; AFNR: CS.01.02) Hiam, Alexander. Marketing Kit for Dummies. Wiley Publishing Inc., Hoboken, NJ, 2005.

470. Which of the following is not a recommended method for discussing the competition with a prospective customer?

a. Ask questions tactfully about what a prospect liked or disliked about a competitorb. Agree with the prospect’s negative comments about a competitor and sympathize

with their feelingsc. Criticize the competitiond. Be knowledgeable about how your own products or services compare with theirs

(pg 18-19; AFNR: ABS.06.05) Drake, Susan & Colleen Wells. The Complete Idiot’s Guide to Guerrilla Marketing. Penguin Group, New York, NY, 2008.

471. What is the best way to handle a “know-it-all” customer?a. Let the costumer know that you don’t agree with “know it all” customersb. Tell the customer that you know it allc. Ask the customer to leave the store and come back laterd. Don’t be competitive or argumentative with the customere. None of the above

(pg 21-22; AFNR: ABS.06.05) Drake, Susan & Colleen Wells. The Complete Idiot’s Guide to Guerrilla Marketing. Penguin Group, New York, NY, 2008.472. Which of the following is not a good listening habit?

a. Do not interrupt or finish another person’s sentences.b. Write down everything the person says to you.c. Look at the customer in the eye as they talk to you.d. Check to see if you understood what they said.

(pg 9-13; AFNR: CS.01.02) Drake, Susan & Colleen Wells. The Complete Idiot’s Guide to Guerrilla Marketing. Penguin Group, New York, NY, 2008.

473. The purpose of rapport building is:a. To explain the value of a product.b. To understand customer needs for solutions.c. To establish trust in the relationship.d. To set goals for a sales call.


474. When presenting features and benefits, a professional salesperson:a. Presents an exhaustive list of all components.b. Tailors them toward the customer’s needs.c. Designs them to maximize commissions.d. All of the above

(pg 6; AFNR: ABS.06.05) Drake, Susan & Colleen Wells. The Complete Idiot’s Guide to Guerrilla Marketing. Penguin Group, New York, NY, 2008.

475. Which of the following would be the best example of cold calling?a. Asking a current customer for a referralb. Being introduced to a prospect at a meetingc. Targeting prospects in a territory who have never bought from your companyd. All of the above


476. When solving customer problems, you should:a. Show the customer how much you know.b. View the problem as the customer sees it.c. Point out mistakes the customer has made.d. Limit your solutions to what has worked in the past with others.

(pg 21, 284, 290; AFNR: ABS.06.05) Drake, Susan & Colleen Wells. The Complete Idiot’s Guide to Guerrilla Marketing. Penguin Group, New York, NY, 2008.

477. You have a customer that has bought your product for the past 5 years. He recently mentioned to you that he was shopping around for another choice. It would be best for you to:

a. Let him shop around because you know he will be back for your product.b. Work to uncover the real reason for him considering another product.c. Suggest to your competitor that this customer might be interested in their product.d. Offer the customer a chance to meet with your boss.


478. While a customer is complaining about a product failing, it becomes apparent that a product was misused and it failed. What primary factor(s) should you consider when addressing this?

a. Company policyb. Customer preferencec. All of the aboved. None of the above

(pg 290; AFNR: ABS.06.05) Drake, Susan & Colleen Wells. The Complete Idiot’s Guide to Guerrilla Marketing. Penguin Group, New York, NY, 2008.

479. Which of the following is an element of good web page design?a. Text against the left edgeb. Background does not interrupt the textc. No focal point on the paged. Paragraphs of type in all caps


480. Which of the following statements indicates a person who is not cut out for sales?A) Even on bad days, I can still be positive.B) Approaching strangers is interesting.C) If customers turn me down, I will be disappointed and become angry.D) I can approach any customer, young or old, rich or poor.

(pg 274; AFNR: CS.01.02) Drake, Susan & Colleen Wells. The Complete Idiot’s Guide to Guerrilla Marketing. Penguin Group, New York, NY, 2008.

481. Some of the factors that need to be considered when selling a product are: a. buying power of intended purchaserb. demand for the productc. competition from similar productsd. all of the above

Burton, L. Devere and Cooper Elmer L. (2007). Agriscience: Fundamentals & Applications (4th ed.) Thomson-Delmar Learning, p.687 (AFNR Performance Indicator: ABS.06.02.01.b).

482. Businesses that sell to agricultural clients are involved in:a. commodity markets

b. salesc. productiond. natural resources

Burton, L. Devere and Cooper Elmer L. (2007). Agriscience: Fundamentals & Applications (4th ed.) Thomson-Delmar Learning, p.66 (AFNR Performance Indicator: ABS.06.01.02.a).

483. The amount of a product available at a specific time and price is:a. necessaryb. marketingc. supplyd. demand

Burton, L. Devere and Cooper Elmer L. (2007). Agriscience: Fundamentals & Applications (4th ed.) Thomson-Delmar Learning, p.687 (AFNR Performance Indicator: ABS.01.01.01.c).

484. The amount of a product wanted at a specific time and price is:a. Supplyb. Marketingc. Demandd. Necessary


485. A physical count of all assets in a business, is called an:a. inviteeb. internal countc. incomed. inventory

Kay, Ronald D. and Edwards William M.(1994). Farm Management (4th ed.). McGraw-Hill, p. 41. (AFNR Performance Indicator: ABS.03.02.01.a).

486. Who determines whether a sale is a success?a. the sellerb. the producerc. the advertiserd. the consumer


487. Consumer Demographics consists of:a. Information about consumersb. Inventoryc. Supplies on hand

d. ManufacturingBurton, L. Devere and Cooper Elmer L. (2007). Agriscience: Fundamentals & Applications (4th ed.) Thomson-Delmar Learning, p.688 (AFNR Performance Indicator: ABS.06.02.01.b).

488. When selling a product you must decide who the target population is for your product. Which is not a factor in that decision?

a. Who are the consumersb. What are the consumers preferencesc. Where are the consumers locatedd. What is your advertising budget


489. In a corporation you have three groups involved in the corporation. Which of the following is not one of the three?

a. officersb. directorsc. buyersd. shareholders

Kay, Ronald D. and Edwards William M.(1994). Farm Management (4th ed.). McGraw-Hill, p. 253. (AFNR Performance Indicator: ABS.02.03.01a).

490. What type of insurance protects a company from lawsuits if he/she causes personal injury or property damage to another?

a. liability insuranceb. life insurancec. property insuranced. accident and health insurance

Kay, Ronald D. and Edwards William M.(1994). Farm Management (4th ed.). McGraw-Hill, p. 281. (AFNR Performance Indicator: ABS.07.04.01.b).

491. Which of the following items should be focused on in advertising a product?a. durabilityb. pricec. valued. all of the above


492. What is meant by retail marketing?a. selling to a storeb. selling directly to consumersc. selling to manufacturersd. buying from a store


493. Which of the following is not an example of psychological pricing?a. Pricing an item at $1.99 rather than $2.00b. Selling 3 item for $10.00c. Using larger packagingd. Selling at a farmers market


494. All the economic activities involved in preparing and positioning a product for the final consumer is called:

a. sellingb. buyingc. budgetingd. marketing

Little, Randall D. (1997). Economics: Applications to Agriculture and Business (4th ed.). Interstate Publishers, Inc., p.301. (AFNR Performance Indicator: ABS.06.02.01.a).

495. A business owned and operated by an individual is a:a. trustb. sole proprietorshipc. deedd. contract

Kay, Ronald D. and Edwards William M.(1994). Farm Management (4th ed.). McGraw-Hill, p. 244. (AFNR Performance Indicator: ABS.01.01.01.b).

496. If someone owes your business money, you would consider this to be:a. an accounts receivableb. an accounts payablec. a liabilityd. a marginal cost

Kay, Ronald D. and Edwards William M. (1994). Farm Management (4th ed.). McGraw-Hill, p. 72. (AFNR Performance Indicator: ABS.05.01.01.b).

497. Which of the following factors affect profitability?a. laborb. productivityc. efficiencyd. all of the above

Little, Randall D. (1997). Economics: Applications to Agriculture and Business (4th ed.). Interstate Publishers, Inc., p.477. (AFNR Performance Indicator: ABS.02.03.01.c).

498. If you are evaluating competitors, customers, international and domestic policy and rules, then you are doing a(n):

a. balance sheetb. income statementc. break-even ratiod. marketing analysis

Little, Randall D. (1997). Economics: Applications to Agriculture and Business (4th ed.). Interstate Publishers, Inc., p.481. (AFNR Performance Indicator: ABS.06.02.01.b).

499. Which of the following statements is not truea. 4 out of 5 people employed in agriculture work in salesb. Getting the sale is more important than making a profitc. ¾ of every dollar spent on food goes toward marketingd. Ag-business marketing revenue accounts for 17 % of the nations GDP.

Ricketts, Cliff and Ricketts, Kristina (2001) Agribusiness Fundamentals & applications (2nd ed). Delmar Cengage Learning, p.434 (AFNR Performance Indicator: ABS.06.01.01.a).

500. Profit is:a. The amount received at a saleb. The total cost of the productc. The difference between the total costs and the selling price

d. The amount received by the producerRicketts, Cliff and Ricketts, Kristina (2001) Agribusiness Fundamentals & applications (2nd ed). Delmar Cengage Learning, p.434 (AFNR Performance Indicator: ABS.02.03.01.c).

501. When is marketing and selling the same thing?a. Neverb. When a farmer sells at a farmers marketc. When a store has a 10% off saled. When a farmer grows a crop for a specific market


502. Which of the following is not a part of agrimarketing?a. Processesb. Functionsc. Servicesd. Assets

Ricketts, Cliff and Ricketts, Kristina (2001) Agribusiness Fundamentals & applications (2nd ed). Delmar Cengage Learning, p.434 (AFNR Performance Indicator: ABS.06.02.01.b).

503. When supply of a product is high, then there is a:a. Consumer driven marketb. Good opportunity for profitc. Opportunity for salesd. Incentive to produce more

Ricketts, Cliff and Ricketts, Kristina (2001) Agribusiness Fundamentals & applications (2nd ed). Delmar Cengage Learning, p.437 (AFNR Performance Indicator: ABS.01.01.01.c).

504. In a free market economy consumers dictate:a. What is producedb. How much is producedc. When an item is producedd. All of the above


505. The first thing to do when planning on selling a product is:a. Buy an inventory of the productb. Take out an advertisementc. Do a market analysisd. Make a flyer to show customers


506. Which of the following is not necessary to do well in sales?a. A college degreeb. Knowledge of the productc. Ability to communicated. A positive attitude


507. An effective sales person does which of the following?a. All of the followingb. Create awarenessc. Motivate customersd. Reinforce the value of purchases


508. If you are going to sell a product or service, you musta. Promote itb. Produce itc. Manufacture itd. Ship it


509. The main reason products fail in the market place is because of:a. Qualityb. Packagingc. Pricingd. Customers are unaware of the product


510. One of the following is not a goal of advertising.a. Keep existing customersb. Discourage competitorsc. Attract new customersd. Establish market presence


511. What is advertising?a. cheapb. unproductivec. Sending a sales message to possible customersd. Expensive


512. Market analysis helps you to choose:a. The kind of advertising to useb. The type of shipping to usec. The cost of goods soldd. Manufacturing facilities


513. Good advertising:a. Is based on a market analysisb. Identifies a target audiencec. Defines a specific target audienced. All of the above


514. Public relations involves:a. Support for local teams or clubsb. Lower pricingc. Advertisingd. Door to door sales


515. Which is not a goal of public relations?a. Present the company in a good lightb. Promote employeesc. Present the product in a good lightd. Call attention to the product


516. The 4 “P” of selling are:a. Product, place, price, promotionb. Production, price, place, promotionc. Product, price, place, paymentd. Price, policy, packaging, place

Ricketts, Cliff and Ricketts, Kristina (2001) Agribusiness Fundamentals & applications (2nd ed). Delmar Cengage Learning, p.445 & 446 (AFNR Performance Indicator: ABS.06.04.01.a).

517. Agrimarketing channels are:a. Available to farmersb. Free to viewc. The path a product takes from the farmer to the consumerd. For shipping purposes


518. Agribusiness retailing includes business that sell:a. Groceriesb. Clothingc. Furnitured. All of the above


519. When people eat out away from their homes they are served buy the:a. Food service industryb. Themselvesc. Potlucksd. Gas station


520. The food service industry provides what percent of our food expenditures?a. 25b. 75c. 10d. 50


521. Consumers determine if your sales proposal is successful. Which of the following is not usually involved in the sales process?

a. Manufacturerb. Sales representativec. Purchaserd. retailer

Burton, L. Devere (2010). Agriscience: Fundamentals & Applications (5th ed.) Delmar Cengage Learning, p.703 &704 (AFNR Performance Indicator: ABS.02.04.01.a).

522. Which of the following is not part of knowing your customer?a. Size of customer populationb. Customer locationc. Amount of supply

d. Customer preferencesBurton, L. Devere (2010). Agriscience: Fundamentals & Applications (5th ed.) Delmar Cengage Learning, p.704 (AFNR Performance Indicator: ABS.06.05.01.a).

523. Which is not information on consumer demographics?a. Population densityb. Ethnic makeupc. Family incomed. Location of retail outlet

Burton, L. Devere (2010). Agriscience: Fundamentals & Applications (5th ed.) Delmar Cengage Learning, p.704 (AFNR Performance Indicator: ABS.06.05.01.a).

524. The average American family spends what percent of their income on food expenses?a. 25b. 30c. 10d. 45


525. Product advertising focuses on the product. It would include:a. Durabilityb. Pricec. Valued. All of the above.

Burton, L. Devere (2010). Agriscience: Fundamentals & Applications (5th ed.) Delmar Cengage Learning, p.704 (AFNR Performance Indicator: ABS.06.04.01.b).

526. Institutional advertising creates a favorable image of the seller. It would include:a. All of these b. Stabilityc. Longevityd. Reliability


527. One of the following is not part of the selling function in sales.a. sales presentationb. Overcoming objectionsc. entrepreneurshipd. Closing the sale


528 One of the following is not part of the promoting function in sales.a. Newspaper adb. Help wanted adc. TV add. Radio ad

Burton, L. Devere (2010). Agriscience: Fundamentals & Applications (5th ed.) Delmar Cengage Learning, p.745(AFNR Performance Indicator: ABS.06.03.01.b).

529. When determining whether to sell a product or service you should consider which of the following?

a. Who is the customerb. Who are the competition c. What is the demandd. All of the above


530. What are included in the steps to determine profit on a sale?a. Number of unit sold times markupb. Subtract expensesc. Subtract delivery costsd. What is your bonus for the year


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