Ag Sales CDE Test Bank
Group 4
Mid-Buchanan RV
Agricultural Education Department
Ag Sales CDE Test Bank (Group 4)
What is one reason it is important to have a personal budget?
a. A budget helps plan how money is to be earned
b. A budget is a planning tool to enable individuals to set priorities and monitor
progress toward goals
c. A budget ensures that the planned expenditures of money will never have to be
postponed until a later time
d. 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
Ag Sales CDE Test Bank (Group 4)
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 price
b. Unchanged, but more would be sold at a higher price
c. Shifted to the right
d. Shifted to the left
•
Shifted to the right
Ag Sales CDE Test Bank (Group 4)
Which of the following is not part of the marketing concept?
a. Satisfaction of customer needs is the primary reason for a firms existence
b. A firm’s activities should be directed at satisfying customer needs
c. Focus is on making a product first and then seeking customers
d. Long-term profits will result from satisfying customer needs
•
Focus is on making a product first and then seeking customers
Ag Sales CDE Test Bank (Group 4)
Customers:
a. Are the most important people to any business
b. Do the business a favor when they make inquires
c. Are the people who make it possible to pay the salesperson’s salary
d. Are not an interruption of the salesperson’s work
e. All of the above
•
All of the above
Ag Sales CDE Test Bank (Group 4)
The most common and difficult task of the salesperson in a retail situation is:
a. Calling on retail business
b. Setting up promotions and advertising
c. Educating employees of the business
d. Dealing with customer complaints
•
Dealing with customer complaints
Ag Sales CDE Test Bank (Group 4)
Government programs to increase the food supply have:
a. Not affected productivity
b. Made it possible to increase exports
c. Made it possible to increase imports
d. Decreased productivity
•
Made it possible to increase exports
Ag Sales CDE Test Bank (Group 4)
What is the second step in developing a savings and investment plan?
a. Selling mutual funds
b. Opening an insured savings account
c. Cashing in certificates of deposit
d. Diversifying investments
•
Diversifying investments
Ag Sales CDE Test Bank (Group 4)
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 necessary
c. Determining how much money is received
d. Indicating how much money is spent
•
Monitoring the plan and making adjustments if necessary
Ag Sales CDE Test Bank (Group 4)
Regulating to ensure sanitation and eliminate the dumping of waster in process
facilities have:
a. Not had impact on food safety
b. Decreased the cost of production
c. Increased the cost of commodities
d. Not affected small producers
•
Increased the cost of commodities
Ag Sales CDE Test Bank (Group 4)
What is the customer’s benefit of having salespeople?
a. The customer finds out more information about the product
b. The customer gets coerced into buying the product
c. The customer buys more of the product than he/she originally planned
d. The customer is an adversary for the salesperson
•
The customer finds out more information about the product
Ag Sales CDE Test Bank (Group 4)
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 organization
b. Discussing personal attitudes and feeling when bringing problems to his or her
attention
c. Remembering that the boss’s job is to help others achieve the purpose of the
organization
d. 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
Ag Sales CDE Test Bank (Group 4)
How do you make a goods sales presentation?
a. Criticize your competition
b. Match customer needs to product features
c. Make sure that you as the salesperson do most of the talking
d. Get the customer involved in the presentation
•
Match customer needs to product features
Ag Sales CDE Test Bank (Group 4)
Personal skills needed in selling do not include:
a. Enthusiasm
b. Persistence
c. Irritability
d. Tact
•
Irritability
Ag Sales CDE Test Bank (Group 4)
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 signal
b. Negotiating the single problem close
c. Indirect denial
d. Nonverbal closing signal
•
Verbal closing signal
Ag Sales CDE Test Bank (Group 4)
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 group
b. To fulfill one’s potential
c. To be free from danger
d. To be worthy in the eyes of others
•
To fulfill one’s potential
Ag Sales CDE Test Bank (Group 4)
Which of the following should be included in the preapproach of a sales
presentation?
a. Closing the sale
b. Showing the product to the customer
c. Obtaining product knowledge
d. Ordering the product you plan to sell
•
Obtaining product knowledge
Ag Sales CDE Test Bank (Group 4)
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 objection
b. Invalid objection
c. Valid objection
d. Misunderstanding
•
Valid objection
Ag Sales CDE Test Bank (Group 4)
Thought-provoking questions are usually:
a. Closed-ended to give the salesperson control over the conversation
b. Restate something the customer has said to encourage conversation
c. Open-ended to encourage the customer to think about the product
d. Used at the beginning of the conversation to focus the customers attention
•
Restate something the customer has said to encourage conversation
Ag Sales CDE Test Bank (Group 4)
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 problems
c. Identification of possible solutions
d. Identification of a need or problem
•
Identification of future problems
Ag Sales CDE Test Bank (Group 4)
Style flexing is:
a. Changing your personality to be similar to that of someone else
b. A deliberate attempt to adjust your communication style to accommodate someone
who has a different style
c. Something you must do when you meet someone who has the same style as you
d. 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
Ag Sales CDE Test Bank (Group 4)
During the close of a sale, a salesperson should:
a. Ask the prospective customer to approve the order rather than sign it
b. Beg for the sale
c. Let the customer know how much the sale means
d. Apologize for the price of the product
•
Ask the prospective customer to approve the order rather than sign it
Ag Sales CDE Test Bank (Group 4)
One of the following is not a basic qualification of a prospect:
a. The person must be able to afford the purchase
b. The person must have the authority to buy the product
c. The person must be presold on the product
d. The person must have a need for the product
•
The person must be presold on the product
Ag Sales CDE Test Bank (Group 4)
Confirming the sale should:
a. Verify the proposed customer action
b. Give them an opportunity to change their mind
c. Ask for the order
d. Reassure the customer that they made a good decision
•
Reassure the customer that they made a good decision
Ag Sales CDE Test Bank (Group 4)
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 customer
c. Matches features of the customer to the benefits of the product
d. Matches benefits of the salesperson to the features of the product
•
Matches features of the product to the benefits for the customer
Ag Sales CDE Test Bank (Group 4)
A communication skill needed in selling does not include:
a. Learning
b. Listening
c. Reading
d. Writing
•
Learning
Ag Sales CDE Test Bank (Group 4)
What method would you not use to determine customer need?
a. Direct questions and answers
b. Listen carefully
c. Guess the problem
d. Watch facial expressions
•
Guess the problem
Ag Sales CDE Test Bank (Group 4)
The first step in effectively answering a question is:
a. Comprehending the question
b. Telling the customer everything you know about the product
c. Choosing impressive words
d. Deciding first what you think the person wants to hear
•
Comprehending the question
Ag Sales CDE Test Bank (Group 4)
The process of grouping identifiable customers who posses similar needs and desires
is:
a. Target marketing
b. Psychographics
c. Prospecting
d. Market segment
•
Market segment
Ag Sales CDE Test Bank (Group 4)
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 market
d. Marketing segment
•
Product differentiation
Ag Sales CDE Test Bank (Group 4)
A major reason for asking confirmation questions is
a. To find out if the customer possesses a viewpoint that may serve as a barrier to
closing the sale
b. To find out if your message is getting through
c. 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
Ag Sales CDE Test Bank (Group 4)
When a prospect says “Your price seems a little high,” this is most likely an example
of
a. Direct denial
b. Negotiating the single problem
c. Objection
d. Closing signal
•
Objection
Ag Sales CDE Test Bank (Group 4)
The most likely time for a prospective customer to raise an objection is during either
a. Phase 1 or 2
b. Phase 2 or 3
c. Phase 3 or 4
d. Phase 1 or 4
•
Phase 3 or 4
Ag Sales CDE Test Bank (Group 4)
Open-ended questions
a. Require very brief answers
b. Can be answered with “yes” or “no”
c. Are used to focus attention
d. Require more extensive answers
•
Require more extensive answers
Ag Sales CDE Test Bank (Group 4)
Wholesalers:
a. Employ more salespeople than retailers
b. Are the most common sales outlets for products
c. Are often viewed as specialty shops
d. Are middlemen who sell to retailers, manufacturers or other wholesalers
•
Are middlemen who sell to retailers, manufacturers or other wholesalers
Ag Sales CDE Test Bank (Group 4)
There are five stages in making a sale. Which of the following is not one of these
stages?
a. Preparation
b. Approach
c. Demonstration
d. Handling objections
e. None of the above
•
None of the above
Ag Sales CDE Test Bank (Group 4)
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 company
b. It will help the salesperson to identify his or her reasons for doing business
c. It will allow the salesperson to ensure the customer is always loyal
d. 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
Ag Sales CDE Test Bank (Group 4)
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 wrong
c. Argue with the customer
d. Restate the objection in your own words
•
Restate the objection in your own words
Ag Sales CDE Test Bank (Group 4)
Anything a customer can feel, see, taste, smell or measure is a:
a. Satisfaction
b. Tangible benefit
c. Feature
d. Intangible benefit
•
Feature
Ag Sales CDE Test Bank (Group 4)