2010 Northwest District CDE
Ag Sales
1) 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
2) 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
3) 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
4) Completing work assignments on time is a sign of:
a. Cooperation
b. Confidence
c. Honesty
d. Dependability
5) 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
6) _________ is how responsive the amount of an agricultural product produced or
consumed would be to change in price.
a. Price
b. Elasticity
c. Consumption
d. Supply
7) 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
8) 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
9) Which of the following is not one of the five most important factors to consider in
selecting the proper wardrobe for agricultural selling?
a. Simplicity
b. Neatness
c. Appropriateness
d. Expensiveness
10) 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
11) Which of the following does not affect the customer’s perception of a
salesperson?
a. Salesperson’s expressed knowledge level
b. Nonverbal signals
c. Salesperson’s appearance
d. Financial standing
12) 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
13) 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
14) 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
15) Which of the following describes a controller?
a. Higher on the aggressiveness and formality scales
b. Higher on the aggressiveness and lower on the formality scale
c. People-oriented; perceived as talkative
d. Responds to appeals to his or her reputation
16) 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
17) Approximately what percentage of monthly income should be spent on housing,
according to general budgetary guidelines?
a. 5 to 10 percent
b. 10 to 20 percent
c. 20 to 30 percent
d. 30 to 35 percent
18) 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
19) 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
20) What is the first step in setting goals?
a. Stating the goal
b. Developing a plan of action
c. Making a commitment to the goal
d. Prioritizing objectives
21) 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
22) 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
23) What is the difference between non-constructive and constructive criticism?
a. Constructive criticism on identifies the problem, while non-constructive
criticism includes instructions
b. Constructive criticism often hurts people, while non-constructive
criticism does not
c. Constructive criticism includes instructions, while non-constructive
criticism only identifies the problem
d. Constructive criticism rarely corrects a problem, while non-constructive
criticism usually corrects it.
24) 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
25) 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
26) 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
27) 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
28) Which of the following is one of the three most common types of customer?
a. Want-to-buy-it-all customers
b. Just looking customers
c. Know-it-all customers angry customers
29) 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
30) Which of the following should be done in a job interview?
a. Bring a friend in case you have to wait
b. Be fashionably late ( about 15 minutes)
c. Wear appropriate clothing for the interview
d. Chew gum to keep your teeth from chattering
31) What is the motivation behind most business decisions?
a. Personal satisfaction
b. Increased revenues
c. Profit
d. Competition
e. Tax reduction
32) When should you leave blanks on applications?
a. When you have nothing to say
b. You should not leave blanks
c. If you do not like the question
d. At the end of the page
33) When a prospective customer says “Your price seems a little 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. Negotiating-the-single-problem close
c. Summary-of-the benefits close
d. Indirect denial
34) The final step in a sales presentation is:
a. Approach
b. Handling objections
c. Close
d. Demonstration
35) 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
36) Which of the following is an element of a goods 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
37) A salesperson compensation system that is based upon a percentage of sales is
known as:
a. Straight commission
b. Combination
c. 50% average
d. Straight salary
38) Which trait is the sum of all the other traits of a positive work attitude?
a. Flexibility
b. Courtesy
c. Enthusiasm
d. Cooperation
39) 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 lines of authority in the business organization
c. Communicate problems to superiors without complaining
d. Discriminate against other employees of the business
40) The ultimate goal of the “marketing concept” is
a. Customer satisfaction
b. Product diversification
c. Brand loyalty
d. To make a profit
41) When prioritizing goals at work, an employee should consider ________ goals
first
a. Sales
b. Career
c. Individual
d. Organizational
42) 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
43) Which items should appear first on a resume?
a. Education and work experience
b. Employment objectives
c. Names and addresses of references
d. Name, address, and telephone number
44) What should an employee do when receiving criticism?
a. Choose the right setting and time to receive the criticism
b. Defend himself or herself to the boss to defuse the criticism
c. Disregard non-constructive criticism, which is never valuable
d. Listen carefully to the message being given in the criticism
45) 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
46) 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
47) When preparing for a sales presentation, the salesperson should:
a. Wear his or her best suit
b. Wear the same style of clothing as the customer
c. Wear his or her trendiest clothing
d. Wear dirty clothing if the customer does
48) Which of the following is the best probing question?
a. “How have you been doing 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?”
49) The least efficient source of prospect would probably be:
a. Cold canvassing
b. Networking
c. Referrals
d. Friends and acquaintances
50) 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