Ag Sales CDE Test Bank Mid-Buchanan RV Agricultural Education Department Ag Sales CDE Complete Test Bank

Ag Sales CDE Complete Test Bank

Ag Sales CDE Test Bank

Mid-Buchanan RV Agricultural Education Department


Of the five types of buyer resistance, the one that is toughest to overcome is: a. Product b. Need c. Time d. Source e. Price

• Need


Being a self-starter involves all of the following except: a. Working with minimum supervision b. Being flexible when working with others c. Learning more about job responsibilities d. Taking on more responsibilities

• Being flexible when working with others


Throughout the sales presentation it is usually best to a. Avoid shifting the focus of attention away from your product to competing products b. Discuss all the weaknesses of the competing products c. Discuss competing products even if you are not familiar with these items d. Refuse to discuss competing products

• Avoid shifting the focus of attention away from your product to competing products


Which of the following is the best probing question? a. “How have you been lately?” b. “Have you ever used our product before?” c. “What has been your experience using our competitor’s product in the past?” d. “Looks like you have big problems here, huh?”

• “What has been your experience using our competitor’s product in the past?”


During the call phase one, you should do all of the following except? a. Offer a sincere compliment b. Shift attention to the topic of business c. Explain the features and benefits of your product d. Introduce yourself and your company

• Explain the features and benefits of your product


The average person spends the greatest amount of time: a. Speaking b. Listening c. Writing d. Reading

• Listening


What method would you not use to determine customer needs? a. Direct questions and answers b. Listen carefully c. Guess the problem d. Watch facial expressions

• Guess the problem


What is one reason that having industry information is important for a salesperson? a. To provide an understanding of performance standards b. To use when making suggestions about product features c. To understand market developments d. To provide unbiased information about a product

• To understand market developments


Which of the following is not one of the general strategies for negotiating buyer resistance? a. Find some point of agreement b. Validate the problem (determine of its valid) c. Encourage the prospect to compare your product to the competition d. Understand the problem

• Encourage the prospect to compare your product to the competition


If both demand and supply increased equally for an agricultural product, what would be the results on the quantity of the product sold and the price received? a. The same quantity will be sold at the same price b. An increases quantity will be sold at a lower price c. An increased quantity will be sold at the same price d. An increased quantity will be sold at a higher price

• An increased quantity will be sold at the same price


According to Maslow’s hierarchy, which level reflects the desire to feel worthy in the eyes of others? a. Social b. Physiological c. Self-actualization d. Esteem

• Esteem


Prospecting is: a. Pre screening all prospective buyers in a given area based on willingness or ability to buy b. The process of grouping identifiable customers who posses similar need and desire c. Classifying customers according to sales volume d. The process of identifying potential customers

• The process of identifying potential customers


What is the electronic communications system most frequently used by salespeople? a. Voice mail b. Telephone c. Internet d. Facsimile

• Telephone


The path in marketing goes as follows: Manufacturer to wholesales to retailer to consumer. Where does selling fit into this process? a. Between retailer and consumer b. Between wholesaler and retailer c. Between manufacturer and wholesale d. Throughout the entire path

• Throughout the entire path


Which of the following is not one of the four phases of the customer-oriented sales call? a. Recommending a customer action b. Discovering customer needs and situation c. Providing customer service after the sale d. Establishing rapport with the customer

• Discovering customer needs and situation


Point-of-purchase displays, premiums and contests/games are examples of: a. Customer service b. Sales promotion c. Public relations d. Advertising

• Sales promotion


Compensating a salesperson with a set amount of money is known as: a. Straight commission b. Combination c. 50% average d. Straight salary

• Straight commission


What is the first step a salesperson should take in greeting a customer? a. Shaking hands b. Expressing appreciation for the meeting c. Introducing himself or herself d. Addressing the customer by name

• Shaking hands


The least efficient source of prospects would probably be: a. Cold canvassing b. Networking c. Referrals d. Friends and acquaintances

• Cold canvassing


When preparing for a sales presentation, the salesperson should: a. Wear his or her best suit b. Wear the same style clothing as the customer c. Wear his or her trendiest clothing d. Wear dirty clothing if the customer does

• Wear the same style clothing as the customer


Possible rational buying motives of customer most likely include: a. Economy b. Affection c. Safety d. Both a and c

• Both a and c


What is the purpose of a formal written code of ethics? a. To establish certain rules and practices to govern the day-to-day operations of an organization b. To resolve all debate in society about what constitutes ethical behavior c. To outline punishments for all unethical behavior by employees d. To end ethical dilemmas by setting down ethical guidelines covering all situations

• To establish certain rules and practices to govern the day-to-day operations of an organization


Which of the following is not part of the pre-approach? a. Preparation for the sale b. Product summary sheet c. Product knowledge d. Create customer attention

• Create customer attention


The promoter tends to: a. Be higher on the aggressiveness scale and higher on the formality scale b. Prefer a great deal of very detailed data c. Be higher on the aggressiveness scale and lower on the formality scale d. Make decisions quickly and take immediate action

• Be higher on the aggressiveness scale and lower on the formality scale


The ultimate goal of the “marketing concept” is a. Customer satisfaction b. Product diversification c. Brand loyalty d. To make a profit

• Customer satisfaction


Which of the following describes a function of the manufacturing sector of the agricultural industry? a. Provides insurance to protect the producer against losses incurred during production b. Sells the outputs of agricultural production to the consumer c. Transports agricultural goods to market for sale to consumers d. Makes items like fertilizer and chemicals, feed, and machinery for use by producers

• Makes items like fertilizer and chemicals, feed, and machinery for use by producers


Which of the following is not one of the four sales personality types? a. Introvert b. Omnivert c. Ambivert d. Extrovert

• Omnivert


When putting together a presentation for the controller, do not: a. Approach him or her in a businesslike manner b. Make a direct and fast-paced presentation c. Discuss the product in terms of “winning” d. Approach him or her more personally and informally

• Approach him or her more personally and informally


What does the salesperson do while completing the approach of a sale? a. Puts the customer at ease with a warm, friendly welcome b. Qualifies the customer c. Makes a sales presentation d. Closes the sale

• Puts the customer at ease with a warm, friendly welcome


Which would you not necessarily need to know about the product you are selling? a. Advantages of the product b. Who makes the product c. Safety in use of the product d. Who first invented the product

• Who first invented the product


Which of the following activities is most clearly a personal selling activity? a. Public service activities b. Samples c. Direct mail d. Complaint handling

• Complaint handling


What is one trait of successful team members? a. They share their ideas with others only when asked to contribute b. They focus their attention on the problems facing the team c. They ignore decisions that they feel will hurt the team d. They take interest in what other members of the team are doing

• They take interest in what other members of the team are doing


Sales ethical standards include: a. Deal honestly with people b. Do what is morally right c. Tell the truth about your product d. Try to get a better deal than the customer

• Do what is morally right


When confirming the sale after the close, you should do all of the following except: a. Remind them of the product’s benefits b. Reassure them that they have made a good decision c. Thank them for the order d. Explain the fine print in the contract

• Explain the fine print in the contract


Disadvantages of a selling career include: a. Carried activities b. Working long hours c. Meeting new people d. Freedom to use own selling style

• Working long hours


What is the advantage of using the telephone for a sales presentation? a. You don’t have to look the customer in the eye b. It decreases the amount of travel time c. It doesn’t take as much preparation d. None of the above

• It decreases the amount of travel time


Product features that can be seen and/or felt are known as: a. Intangible b. Concrete c. Tangible d. Dynamic

• Tangible


Which of the following provide customers with specific information about a limited number of related products? a. Manuals b. Demonstration materials c. Business letters d. Product analysis/information sheets

• Product analysis/information sheets


An example of a service that is sold to farmers/ranchers includes: a. Fuel b. Seed c. Machinery d. Insurance

• Insurance


Which of the following should occur after the interview? a. Send a follow-up letter b. Make the initial contact c. Call the interviewer every other day until you get the job d. Research the company

• Send a follow-up letter


The equilibrium price of an agricultural commodity, at a particular point in time, can be determines by using: a. The demand schedule b. The supply schedule c. Both the supply and the demand curve d. Both the demand schedule and the demand curve

• Both the supply and the demand curve


When dealing with a silent customer, a sales representative should do all of the following except: a. Be patient b. Let them confirm the facts c. Watch closely for buying cues d. Ask intelligent questions to stimulate conversation

• Let them confirm the facts


When a prospective customer says “Your price seems a little too high”, and the salesperson says, “Yes, our product is the most expensive, but cheaper to use over the long run,” the salesperson is most likely using a tactic known as: a. Direct denial b. Negotiation-the-single-problem close c. Summary-of-benefits close d. Indirect denial

• Indirect denial


Which of the following should be done in a job interview? a. Bring a friend in case you have to wait b. Be fashionable late (about 15 minutes) c. Wear appropriate clothing for the interview d. Chew gum to keep your teeth from chattering

• Wear appropriate clothing for the interview


What are the two main categories of stock? a. Common and preferred b. Short and long c. Common and special d. Regular and preferred

• Common and preferred


As price of an agricultural product increases, the supply: a. Decreases b. Equalizes c. Increases d. Remains unchanged

• Increases


In a presentation in a direct sales environment, the salesperson should focus on: a. Market information about future demand b. Customer testimonials about the product c. Cold canvassing to discover other customers d. Benefits of the product for the customer

• Benefits of the product for the customer


Which of the following is not an example of public relations? a. Customer service b. Special events c. News releases d. Public service activities

• Customer service


Completing work assignments on time is a sign of a. Cooperation b. Confidence c. Honesty d. Dependability

• Dependability


What is the motivation behind most business decisions? a. Increased revenues b. Profit c. Competition d. Tax reduction

• Profit


How are sales recorded? a. Cash register b. Sales tickets c. Electronic cash registers d. Credit card slips e. All of the above

• All of the above


Which of the following is not one of the steps to follow when handling complaints? a. After investigation, politely explain what you think happened to cause the problem b. Accept responsibility for the problem c. Determine whether the complaint is real or perceived d. Be sure the customer is satisfied with the solution

• Determine whether the complaint is real or perceived


Which of the following is not a method for finding potential customers? a. Personal experience b. Present customers c. Competing salespeople d. Commercial sources

• Competing salespeople


What is the minimum standard for determining ethical behavior? a. If an action develops moral standards b. If an action is rewarded by profits if an action obeys the laws c. If an action is not punished by a business

• If an action is not punished by a business


What is one of the best methods of determining a customer’s needs and wants? a. Tell the customer what he/she should want b. Listen to the customer c. Observe how the customer is dresses d. Assume you know what the customer wants

• Listen to the customer


Which of the following is not involved in making direct sales to consumers? a. Makes sales presentations to the final consumer b. Setting up promotions and advertising c. Dealing with customer complaints and questions d. Teaching employees how to make sales

• Teaching employees how to make sales


If a prospect says, “I don’t understand how this (computer software) works,” and you show them how it works, you are most likely using which of the following methods for negotiating buyer resistance? a. Trial offer b. Third-party testimony c. Demonstration d. Superior benefit

• Demonstration


When dealing with resistance related to price, the salesperson should: a. Sell (emphasize) the features of the product b. Focus on price c. Apologize for the price d. Point out the price/quality relationship

• Point out the price/quality relationship


What is selling? a. Assisting the customer b. Forcing the customer to buy c. Ringing up the sale on the cash register d. The opposite of buying

• Assisting the customer


Which of the following is a good way to prevent customer complaints? a. Make sure the product and warranty is well understood b. Avoid contact with the customer after the sale is made c. Tell the customer that it’s not your fault d. Shift responsibility to a third party

• Make sure the product and warranty is well understood


Which of the following is not part of the application information category of product knowledge? a. Use of the product b. Care for the product c. Instructions for operation d. Performance standards

• Care for the product


In the processing industry, all of the following are true of the salesperson’s role except: a. Customers are not seen frequently b. Sales tend to be very large in terms of the amount of money and occur frequently c. The salesperson must know very specific, detailed information about the product d. Sales territories tend to be much larger

• Sales tend to be very large in terms of the amount of money and occur frequently


Benefits of product knowledge include: a. Helps establish rapport with the customer b. Salesperson confidence c. Impressing the customer with how much you know about your product d. Domination the interaction with the customer

• Salesperson confidence


The social influence affection the buyer behavior defined as people who are similar in income, education, etc. is: a. Reference groups b. Roles and family c. Culture and subculture d. Social class

• Social class


“Will you purchase the product if I can offer you a discount?” is an example of which type of closing method? a. Choice b. Summary c. Assumption d. Conditional

• Conditional


The three stages of active listening are: a. Ask questions, listen and verify b. Have a listening goal, have a good listening environment and be aware of bias c. Hearing, attention, and understanding d. Work at listening, resist distractions and capitalize on thought speed

• Hearing, attention, and understanding


The four subdivisions of promotion are: a. Promotion, price, personnel, and product b. Advertising, public relations, personal selling and sales promotion c. Product, price, promotion, and place

• Advertising, public relations, personal selling and sales promotion


Which of the following is a bad method of handling customer’s objections? a. Listen to the customer’s objections b. Pause before answering objections c. Argue with the objections d. Show empathy with the customer

• Argue with the objections


What information about the company is needed for a sales presentation, as listed in the text? a. Company policies b. Technological advances c. Market trends d. Consumer reports

• Company policies


One purpose of goal setting is: a. To use the goals to help fulfill objectives b. To stop problems from occurring when completing projects c. To divide projects into manageable parts to manage time effectively d. To link short-term and long-term objectives when completing a plan of action

• To divide projects into manageable parts to manage time effectively


The buying and selling process: a. Relies exclusively on the salesperson b. Begins and ends with the salesperson c. Works well when there is good communication between the salesperson and customer d. Does not require the interest of either party

• Works well when there is good communication between the salesperson and customer


What is one thing that should be done to maintain a positive relationship with coworkers? a. Treat others within the business organization considerately b. Follow established line of authority in the business organization c. Communicate problems to superiors without complaining d. Discriminate against other employees of the business

• Treat others within the business organization considerately


Which of the following does not belong on a resume? a. Work experience b. Educational experience c. Height, weight, and nationality d. Name and telephone number

• Height, weight, and nationality


It is a good sales approach to: a. Make suggestions from the customer’s point of view b. Suggest additional merchandise to the customer while they are considering their first purchase c. Avoid specific suggestions d. Keep the customer from handling the product e. Interact with several customers simultaneously

• Make suggestions from the customer’s point of view


When a salesperson believes the customer is ready to close based on feedback, which type of closing method is most appropriate? a. Choice b. Conditional c. Summary d. Assumption

• Assumption


If promotion is a personal goal, be sure you: a. Worry about what the boss thinks but not what customers think b. Try to get along with others c. Maintain the status quo d. Not risk being critical of the boss e. All of the above

• Try to get along with others


__________________ is how responsive the amount of an agricultural product produced or consumed would be to a change in price a. Price b. Elasticity c. Consumption d. Supply

• Elasticity


Retailers who sell products made from the output of the production sector are in what sector of agriculture? a. Production b. Service c. Manufacturing d. Marketing

• Marketing


The final step in a sales presentation is: a. Approach b. Handling objections c. Close d. Demonstration

• Close


Which one of the following is one of the ways you can improve your active listening? a. Try to anticipate what you think the speaker is going to say b. Take as many notes as possible in order to help you remember what was said c. Listen primarily for facts rather than feelings d. Let the speaker know what you think you’ve heard

• Let the speaker know what you think you’ve heard


When will a person attempt to satisfy upper-level needs? a. After satisfying the need for self-actualization b. When he or she is motivated to change c. When the salesperson is very persuasive d. After satisfying lower-level needs

• After satisfying lower-level needs


Which of the following are barriers to communication in the context of sales situation? a. Buyer doesn’t need product b. Well organized sales presentation c. Salesperson has the same communication style as the customer d. Good listening skills

• Buyer doesn’t need product


A salesperson compensation system that is based upon a percentage of sale is known as: a. Straight commission b. Combination c. 50% average d. Straight salary

• Straight commission


Per-unit figures are used when making decisions because: a. Businesses want to have low per-unit costs b. Those figures are needed to calculate average total cost c. Businesses want to have high per-unit costs d. Those figures are needed to calculate total cost

• Businesses want to have low per-unit costs


How much educational experience is necessary to obtain a job in agricultural management without the benefit of on-the-job training or experience? a. Less than a high school diploma b. High school diploma c. Some college experience d. College degree

• College degree


Which of the following sources of credit provides short and long term credit for individuals and businesses? a. Commercial banks b. Bank credit cards c. Savings and loans d. Small business administration

• Commercial banks


What is stock? a. Shares of ownership in a company b. Certificates insured by the government c. Certificates issued by the government d. Shares in diversified investments

• Shares of ownership in a company


Why are sales tickets important? a. They are needed for submission with tax forms b. They are permanent record of each transaction c. They are the last record of the merchandise sold d. Because the state government uses them to adjust the families tax burden e. All of the above

• They are permanent record of each transaction


What is one of the best methods determining customer’s needs and wants? a. Tell the customer what he/she should want b. Listen to the customer c. Ask the customer questions d. Assume you know what the customer wants e. B and c

• B and c


Which of the following is an element of a good sales presentation? a. Minimizing the use of visual aids b. Point out the downside of the product first c. The customer’s needs are the focus d. Keep the customer from being involved

• The customer’s needs are the focus


Which of the following is not a step in the process of applying for a job? a. Contact the employer b. Participate in FFA activities c. Interview with the business d. Follow up after the interview

• Participate in FFA activities


What is the first step in the financial planning process? a. Compare the amount of money received to wants and needs b. List wants and needs and establish goals and objectives c. Make a list of the source and amount of the money received d. Monitor the plan and make adjustments when necessary

• Make a list of the source and amount of the money received


The sales environment in which raw materials are sold to be used to produce a salable product is: a. Retail sales b. Wholesale sales c. Processing sales d. Direct sales

• Processing sales


Which of the following is a category of product knowledge? a. Customer support information b. Maintenance information c. Company information d. Product information

• Maintenance information


Which of the following should occur most directly after the salesperson has discovered the customer’s needs? a. Confirm customer’s interest in the specific area of business related to your product b. Recommend a customer action c. Close the sale d. Initiate social conversation

• Recommend a customer action


The guidelines for goal setting include all of the following except: a. Prioritize b. Set both long term and short term goals c. Set broad goals d. Have a time frame for achievement of goals

• Set broad goals


Which of the following is not a source of product knowledge? a. Salesperson’s company b. University research c. Consumer reports d. Salesperson’s competitors

• Salesperson’s competitors


During call phase three, you would do all of the following except a. Match benefits to buying motives (needs) b. Convert benefits to features c. Focus on most important needs d. Propose a customer action

• Convert benefits to features


Which of the following is not important in learning to take instructions from others? a. Listen closely in order to understand instructions so asking for help is unnecessary b. Ask questions when the information that has been given in the instructions is not clear c. Use the instructions that have been given to complete the task correctly d. Always ask for help if a task cannot be completed correctly for some reason

• Listen closely in order to understand instructions so asking for help is unnecessary


How much time do you have to capture your customer’s attention? a. 5 minutes b. 30 seconds c. It just depends d. 2 minutes

• 30 seconds


When the change in price is greater than the relative change in quantity produced, and agricultural commodity is said to be: a. Inelastic b. Elastic c. Unitary elastic d. Necessity

• Inelastic


According to Maslow’s Hierarchy of Needs, before esteem needs can become a priority, this previous level of need must be addressed: a. The need for self-fulfillment b. The desire to feel worthy in the eyes of others c. The desire to be free from danger d. The desire for affection, identification with a group, and approval from others

• The desire for affection, identification with a group, and approval from others


Opportunity cost is included in which of the following? a. Cash costs b. Expenses c. Noncash costs d. Returns

• Noncash costs


Which of the following types of written communication is not seen by customers? a. Manuals b. Bulletins And flyers c. Internal reports d. Demonstration materials

• Internal reports


What is interest? a. The amount paid by an individual for letting someone use his or her money b. The amount received by an individual for letting someone use his or her money c. The sum of money placed in a savings account d. The sum of money received after selling a share of stock

• The amount received by an individual for letting someone use his or her money


Which of the following items would tend to increase the profit-maximizing level of fertilizer? a. Lower fertilizer price b. Higher than expected corn price c. Irrigating d. All of the above



The amount of an agricultural product available for sale at different prices at a given place and time is called: a. Demand b. Supply c. Market d. Utility

• Supply


When negotiating buyer resistance, you should do all of the following except: a. Know the value of your product b. Always try to agree with the prospective customer c. Anticipate buyer resistance d. Try to determine if the objection is valid

• Always try to agree with the prospective customer


What type of electronic communications system is used to send correspondence over the telephone line that might otherwise be mailed? a. Facsimile b. Word processor c. Internet d. Voice mail

• Facsimile


Identifying potential customers is the process known as a. Qualifying b. Prospecting c. Target marketing d. Prescreening

• Prospecting


Which of the following businesses is an example of the wholesale selling environment? a. Feed distributors b. Feed mills c. Grain elevators d. Lumber yards

• Lumber yards


When a sales person asks the customer to decide between two product options as part of the close, this is an example of which type of closing method? a. Direct b. Choice c. Summary d. Assumption

• Choice


Which of the following measures can be used to represent opportunity cost when the opportunities available require different amounts of investment? a. Net return b. Rate of return on investment c. Total return d. Total expense

• Rate of return on investment


Which of the following requires collateral to obtain money? a. Signature loan b. Secured loan c. Unsecured loan d. Credit cards

• Secured loan


Which of the following is not one of the guidelines for closing the sale? a. Ask for the order more than once b. Focus on as many features and benefits as possible c. Display a high degree of confidence d. Recognize closing cues

• Focus on as many features and benefits as possible


Whatever provides the customer with advantage or gain is called? a. Feature b. Intangible benefit c. Benefit d. Bargaining chip

• Benefit


Which of the following is one of the situation factors you should ask about during call phase two? a. Weather b. Current practices c. Hobbies d. Educational background

• Current practices


Which of the following describes a controller? a. Higher on the aggressiveness and formality scales b. Higher on the aggressiveness scale and lower on the formality scale c. People-oriented; perceived as talkative d. Responds to appeals to his or her reputation

• Higher on the aggressiveness and formality scales


What is the best way to handle a know-it-all customer? a. Let the customer know that he/she does not know it all b. Tell the customer you know it all c. Don’t compete or argue with the customer d. Ask the customer to leave the store and come back later

• Don’t compete or argue with the customer


Purchasing a large piece of machinery in order to reduce the cost required to complete a particular operation is profitable if a. The saving in labor is less than the cost of owning the larger machine b. There is sufficient capital available c. The cost of owning the larger machine is less than the saving in labor d. The savings in labor is equal to the cost of owning the larger machine

• The cost of owning the larger machine is less than the saving in labor


A sales proposal should: a. Be very long and detailed b. Be completed before a presentation c. Be vague with little detail d. Be put together without organization

• Be completed before a presentation


Honesty involves: a. Being blunt when discussing the shortcomings of others b. Following rules and regulations c. Expressing anger when problems occur d. Being truthful when giving information

• Being truthful when giving information


Which of the following is not one of the five most important factors to consider in selecting the proper wardrobe for agricultural selling?a. Simplicityb. Neatnessc. Appropriatenessd. Expensiveness

• Expensiveness


Which of the following does not affect the customer’s perception of a salesperson?a. Salesperson’s expressed knowledge levelb. Nonverbal signalsc. Salesperson’s appearanced. Financial standing

• Financial standing


What is one trait of successful team members?a. They share their ideas with others only when asked to contributeb. They focus their attention on the problems facing the teamc. They ignore decisions that they feel will hurt the teamd. They take interest in what other members of the team are doing

They take interest in what other members of the team are doing


Approximately what percentage of monthly income should be spent on housing, according to general budgetary guidelines?a. 5 to 10 percentb.10 to 20 percentc. 20 to 30 percentd. 30 to 35 percent

• 20 to 30 percent


What is the first step in setting goals?a. Stating the goalb. Developing a plan of actionc. Making a commitment to the goald. Prioritizing objectives

• Stating the goal


What is the difference between non-constructive and constructive criticism?a. Constructive criticism on identifies the problem, while non-constructive criticism I includes instructionsb. Constructive criticism often hurts people, while non-constructive criticism does notc. Constructive criticism includes instructions, while non-constructive criticism only identifies the problemd. Constructive criticism rarely corrects a problem, while non-constructive criticism usually corrects it.

• Constructive criticism includes instructions, while non-constructive criticism only identifies the problem


Which of the following is one of the three most common types of customer?a. Want-to-buy-it-all customersb. Just looking customersc. Know-it-all customers angry customers

• Just looking customers


When should you leave blanks on applications?a. When you have nothing to sayb. You should not leave blanksc. If you do not like the questiond. At the end of the page

• You should not leave blanks


Which trait is the sum of all the other traits of a positive work attitude?a. Flexibilityb. Courtesyc. Enthusiasmd. Cooperation

• Enthusiasm


When prioritizing goals at work, an employee should consider ________ goals firsta. Salesb. Careerc. Individuald. Organizational

• Organizational


Which items should appear first on a resume?a. Education and work experienceb. Employment objectivesc. Names and addresses of referencesd. Name, address, and telephone number

• Name, address, and telephone number


What should an employee do when receiving criticism?a. Choose the right setting and time to receive the criticismb. Defend himself or herself to the boss to defuse the criticismc. Disregard non-constructive criticism, which is never valuabled. Listen carefully to the message being given in the criticism

• Listen carefully to the message being given in the criticism


The best source for prospects would probably be:a. cold canvassingb. networkingc. referralsd. friends and acquaintances

• networking


How should a sales presentation be structured to appeal to the supporter?a. Avoid conflict in the presentation. b. Discuss the product in terms of “winning”.c. Do not spend too much time on important stuff.d. Make a fast-paced presentation.

• Avoid conflict in the presentation.


When closing a sale:a. Don’t be apologeticb. Make a ceremony out of the closingc. Give the prospective customer every chance to change his or her mindd. Be sure you have the customer sign something immediately e. All of the above

• Don’t be apologetic


The sales person should: a. Listen to the customer even when argumentativeb. Allow the conversation to wonder to other topicsc. Rush the customer in to a purchase decisiond. Allow the customer to procrastinate as long as possible

• Listen to the customer even when argumentative


When should an employment objective be changed?a. Each time you update your resumeb. Every six monthsc. Every yeard. Every time you ably for a job

• Every time you ably for a job


One source of industry knowledge is:a. Market reportsb. Consumer reportsc. Customer testimonialsd. Personal experiences

• Market reports


Why can acting unethically damage a career?a. Because unethical behavior is always caught b. Because regaining the trust of others may be difficult or impossiblec. Because workers who act unethically are automatically firedd. Because all managers have high standards of ethics

• Because regaining the trust of others may be difficult or impossible


According to Maslow’s hierarchy of needs, which level of need must be satisfied next, after psychological needs have been met?a. Esteemb. Safety and securityc. Self-actualizationd. None of the above

• Safety and security


If the expected price of corn is $2 per bushel, what is the most profitable level of fertilization for non-irrigated corn?a. 0 units2. 1 unitc. 2 unitsd. 3 units

• 3 units


Which of the following is not a way a customer may determine a solution to a problem when deciding whether to make a purchase?a. Reviewing experiences with a particular company b. Talking to others with similar needs or problemsc. Personalizing a particular product of a companyd. Looking at advertisements for what is on the market

• Personalizing a particular product of a company


A closing attempt made at an opportune time during a sales presentation to encourage the customer to reveal readiness or unwillingness to buy is:a. Special concession to the closeb. Direct appeal to closec. Assumption close d. Trial close

• Trial close


What is the relationship of personal selling to marketing?a. Marketing is an important part of sellingb. Personal selling and marketing are essentially the same thingc. Personal selling is one of the subdivisions of promotion and promotion is one of the

4 Ps of the marketing mix.d. Marketing is promoting your product and personal selling is trying to convince a prospect to purchase your product.

• Personal selling is one of the subdivisions of promotion and promotion is one of the 4 Ps of the marketing mix.


What is one reason it is important to have a personal budget?a. A budget helps plan how money is to be earnedb. A budget is a planning tool to enable individuals to set priorities and monitor progress toward goalsc. A budget ensures that the planned expenditures of money will never have to be postponed until a later timed. A budget allows an individual to spend more money than is received

• A budget is a planning tool to enable individuals to set priorities and monitor progress toward goals


An increase in the supply of an agricultural commodity due to government programs results in a shift of the supply curve:….a. Unchanged, but more would be sold at a lower priceb. Unchanged, but more would be sold at a higher pricec. Shifted to the rightd. Shifted to the left

• Shifted to the right


Which of the following is not part of the marketing concept?a. Satisfaction of customer needs is the primary reason for a firms existenceb. A firm’s activities should be directed at satisfying customer needsc. Focus is on making a product first and then seeking customersd. Long-term profits will result from satisfying customer needs

• Focus is on making a product first and then seeking customers


Customers:a. Are the most important people to any businessb. Do the business a favor when they make inquiresc. Are the people who make it possible to pay the salesperson’s salaryd. Are not an interruption of the salesperson’s worke. All of the above



The most common and difficult task of the salesperson in a retail situation is:a. Calling on retail businessb. Setting up promotions and advertisingc. Educating employees of the businessd. Dealing with customer complaints

• Dealing with customer complaints


Government programs to increase the food supply have:a. Not affected productivityb. Made it possible to increase exportsc. Made it possible to increase importsd. Decreased productivity

• Made it possible to increase exports


What is the second step in developing a savings and investment plan?a. Selling mutual fundsb. Opening an insured savings accountc. Cashing in certificates of depositd. Diversifying investments

• Diversifying investments


In the financial planning process, which step follows implanting the financial plan?a. Establishing short-, intermediate-, and long term goals.b. Monitoring the plan and making adjustments if necessaryc. Determining how much money is receivedd. Indicating how much money is spent

• Monitoring the plan and making adjustments if necessary


Regulating to ensure sanitation and eliminate the dumping of waster in process facilities have:a. Not had impact on food safetyb. Decreased the cost of productionc. Increased the cost of commoditiesd. Not affected small producers

• Increased the cost of commodities


What is the customer’s benefit of having salespeople?a. The customer finds out more information about the productb. The customer gets coerced into buying the productc. The customer buys more of the product than he/she originally plannedd. The customer is an adversary for the salesperson

• The customer finds out more information about the product


Which of the following is not part of maintaining a positive relationship with one’s boss?a. Communicating properly with the boss when problems arise within the organizationb. Discussing personal attitudes and feeling when bringing problems to his or her attentionc. Remembering that the boss’s job is to help others achieve the purpose of the organizationd. Realizing that to combine all the necessary task the organization must have an orderly system

• Discussing personal attitudes and feeling when bringing problems to his or her attention


How do you make a goods sales presentation?a. Criticize your competition b. Match customer needs to product featuresc. Make sure that you as the salesperson do most of the talkingd. Get the customer involved in the presentation

• Match customer needs to product features


Personal skills needed in selling do not include:a. Enthusiasmb. Persistencec. Irritabilityd. Tact

• Irritability


If a prospective customer says “I can only afford a monthly payment of $100,” this statement is most likely an example of:a. Verbal closing signalb. Negotiating the single problem closec. Indirect deniald. Nonverbal closing signal

• Verbal closing signal


After esteem needs have been satisfied, the next level of need according to Maslow’s hierarchy of needs would most likely be:a. To be part of a groupb. To fulfill one’s potentialc. To be free from dangerd. To be worthy in the eyes of others

• To fulfill one’s potential


Which of the following should be included in the preapproach of a sales presentation?a. Closing the saleb. Showing the product to the customerc. Obtaining product knowledged. Ordering the product you plan to sell

• Obtaining product knowledge


If a customer objects to a product based on the fact that the price is higher than other similar products, then this is most likely what type of objection?a. Hidden objectionb. Invalid objectionc. Valid objectiond. Misunderstanding

• Valid objection


Thought-provoking questions are usually:a. Closed-ended to give the salesperson control over the conversationb. Restate something the customer has said to encourage conversation c. Open-ended to encourage the customer to think about the productd. Used at the beginning of the conversation to focus the customers attention

• Restate something the customer has said to encourage conversation


All of the following are steps a customer goes through when deciding to make a purchase except.a. Identification of who can provide a solution b. Identification of future problemsc. Identification of possible solutionsd. Identification of a need or problem

• Identification of future problems


Style flexing is:a. Changing your personality to be similar to that of someone elseb. A deliberate attempt to adjust your communication style to accommodate someone

who has a different stylec. Something you must do when you meet someone who has the same style as youd. What happens when you meet someone with a different communication style and you have difficulty communicating

• A deliberate attempt to adjust your communication style to accommodate someone who has a different style


During the close of a sale, a salesperson should:a. Ask the prospective customer to approve the order rather than sign itb. Beg for the salec. Let the customer know how much the sale meansd. Apologize for the price of the product

• Ask the prospective customer to approve the order rather than sign it


One of the following is not a basic qualification of a prospect:a. The person must be able to afford the purchaseb. The person must have the authority to buy the product c. The person must be presold on the productd. The person must have a need for the product

• The person must be presold on the product


Confirming the sale should:a. Verify the proposed customer action b. Give them an opportunity to change their mindc. Ask for the orderd. Reassure the customer that they made a good decision

• Reassure the customer that they made a good decision


What is a feature-benefit sales presentation? a. Matches features of the product to the benefits for the customer b. Matches the benefits of the product to the features of the customerc. Matches features of the customer to the benefits of the productd. Matches benefits of the salesperson to the features of the product

• Matches features of the product to the benefits for the customer


A communication skill needed in selling does not include:a. Learningb. Listeningc. Readingd. Writing

• Learning


What method would you not use to determine customer need?a. Direct questions and answersb. Listen carefullyc. Guess the problemd. Watch facial expressions

• Guess the problem


The first step in effectively answering a question is:a. Comprehending the question b. Telling the customer everything you know about the productc. Choosing impressive wordsd. Deciding first what you think the person wants to hear

• Comprehending the question


The process of grouping identifiable customers who posses similar needs and desires is:a. Target marketingb. Psychographicsc. Prospectingd. Market segment

• Market segment


The concept that customers must perceive your product as being different or better that the competition is known as:a. Product differentiation b. Product proliferation c. Target marketd. Marketing segment

• Product differentiation


A major reason for asking confirmation questions isa. To find out if the customer possesses a viewpoint that may serve as a barrier to closing the saleb. To find out if your message is getting throughc. To collect basic information at the beginning of the sales presentation d. To qualify the prospect

• To find out if your message is getting through


When a prospect says “Your price seems a little high,” this is most likely an example ofa. Direct denialb. Negotiating the single problemc. Objectiond. Closing signal

• Objection


The most likely time for a prospective customer to raise an objection is during eithera. Phase 1 or 2b. Phase 2 or 3c. Phase 3 or 4d. Phase 1 or 4

• Phase 3 or 4


Open-ended questionsa. Require very brief answersb. Can be answered with “yes” or “no”c. Are used to focus attentiond. Require more extensive answers

• Require more extensive answers


Wholesalers:a. Employ more salespeople than retailersb. Are the most common sales outlets for productsc. Are often viewed as specialty shopsd. Are middlemen who sell to retailers, manufacturers or other wholesalers

• Are middlemen who sell to retailers, manufacturers or other wholesalers


There are five stages in making a sale. Which of the following is not one of these stages?a. Preparation b. Approachc. Demonstration d. Handling objectionse. None of the above

• None of the above


Why should a salesperson establish a high comfort level in a relationship? a. It will allow them to discuss almost anything about the product or companyb. It will help the salesperson to identify his or her reasons for doing businessc. It will allow the salesperson to ensure the customer is always loyald. It will help the customer to believe in the salesperson’s honesty

• It will allow them to discuss almost anything about the product or company


What is one of the tactics that may be used when handling customer objections?a. Ignore the objection b. Tell the customer he/she is wrongc. Argue with the customerd. Restate the objection in your own words

• Restate the objection in your own words


Anything a customer can feel, see, taste, smell or measure is a: a. Satisfactionb. Tangible benefitc. Featured. Intangible benefit

• Feature

Documents

Ag Sales CDE Test Bank Mid-Buchanan RV Agricultural Education Department Ag Sales CDE Complete Test Bank