Transcript Ag Sales CDE Test Bank Group 1 - Mid

Ag Sales CDE Test Bank
Group 1
Mid-Buchanan RV
Agricultural Education Department
Ag Sales CDE Test Bank (Group 1)
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
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Need
Ag Sales CDE Test Bank (Group 1)
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
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Being flexible when working with others
Ag Sales CDE Test Bank (Group 1)
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
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Avoid shifting the focus of attention away from your product to competing
products
Ag Sales CDE Test Bank (Group 1)
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?”
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“What has been your experience using our competitor’s product in the past?”
Ag Sales CDE Test Bank (Group 1)
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
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Explain the features and benefits of your product
Ag Sales CDE Test Bank (Group 1)
The average person spends the greatest amount of time:
a. Speaking
b. Listening
c. Writing
d. Reading
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Listening
Ag Sales CDE Test Bank (Group 1)
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
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Guess the problem
Ag Sales CDE Test Bank (Group 1)
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
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To understand market developments
Ag Sales CDE Test Bank (Group 1)
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
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Encourage the prospect to compare your product to the competition
Ag Sales CDE Test Bank (Group 1)
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
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An increased quantity will be sold at the same price
Ag Sales CDE Test Bank (Group 1)
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
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Esteem
Ag Sales CDE Test Bank (Group 1)
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
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The process of identifying potential customers
Ag Sales CDE Test Bank (Group 1)
What is the electronic communications system most frequently used by salespeople?
a. Voice mail
b. Telephone
c. Internet
d. Facsimile
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Telephone
Ag Sales CDE Test Bank (Group 1)
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
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Throughout the entire path
Ag Sales CDE Test Bank (Group 1)
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
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Discovering customer needs and situation
Ag Sales CDE Test Bank (Group 1)
Point-of-purchase displays, premiums and contests/games are examples of:
a. Customer service
b. Sales promotion
c. Public relations
d. Advertising
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Sales promotion
Ag Sales CDE Test Bank (Group 1)
Compensating a salesperson with a set amount of money is known as:
a. Straight commission
b. Combination
c. 50% average
d. Straight salary
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Straight commission
Ag Sales CDE Test Bank (Group 1)
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
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Shaking hands
Ag Sales CDE Test Bank (Group 1)
The least efficient source of prospects would probably be:
a. Cold canvassing
b. Networking
c. Referrals
d. Friends and acquaintances
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Cold canvassing
Ag Sales CDE Test Bank (Group 1)
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
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Wear the same style clothing as the customer
Ag Sales CDE Test Bank (Group 1)
Possible rational buying motives of customer most likely include:
a. Economy
b. Affection
c. Safety
d. Both a and c
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Both a and c
Ag Sales CDE Test Bank (Group 1)
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
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To establish certain rules and practices to govern the day-to-day operations of an
organization
Ag Sales CDE Test Bank (Group 1)
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
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Create customer attention
Ag Sales CDE Test Bank (Group 1)
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
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Be higher on the aggressiveness scale and lower on the formality scale
Ag Sales CDE Test Bank (Group 1)
The ultimate goal of the “marketing concept” is
a. Customer satisfaction
b. Product diversification
c. Brand loyalty
d. To make a profit
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Customer satisfaction
Ag Sales CDE Test Bank (Group 1)
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
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Makes items like fertilizer and chemicals, feed, and machinery for use by
producers
Ag Sales CDE Test Bank (Group 1)
Which of the following is not one of the four sales personality types?
a. Introvert
b. Omnivert
c. Ambivert
d. Extrovert
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Omnivert
Ag Sales CDE Test Bank (Group 1)
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
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Approach him or her more personally and informally
Ag Sales CDE Test Bank (Group 1)
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
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Puts the customer at ease with a warm, friendly welcome
Ag Sales CDE Test Bank (Group 1)
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
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Who first invented the product
Ag Sales CDE Test Bank (Group 1)
Which of the following activities is most clearly a personal selling activity?
a. Public service activities
b. Samples
c. Direct mail
d. Complaint handling
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Complaint handling
Ag Sales CDE Test Bank (Group 1)
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
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They take interest in what other members of the team are doing
Ag Sales CDE Test Bank (Group 1)
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
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Do what is morally right
Ag Sales CDE Test Bank (Group 1)
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
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Explain the fine print in the contract
Ag Sales CDE Test Bank (Group 1)
Disadvantages of a selling career include:
a. Carried activities
b. Working long hours
c. Meeting new people
d. Freedom to use own selling style
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Working long hours
Ag Sales CDE Test Bank (Group 1)
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
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It decreases the amount of travel time
Ag Sales CDE Test Bank (Group 1)
Product features that can be seen and/or felt are known as:
a. Intangible
b. Concrete
c. Tangible
d. Dynamic
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Tangible
Ag Sales CDE Test Bank (Group 1)
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
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Product analysis/information sheets
Ag Sales CDE Test Bank (Group 1)
An example of a service that is sold to farmers/ranchers includes:
a. Fuel
b. Seed
c. Machinery
d. Insurance
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Insurance
Ag Sales CDE Test Bank (Group 1)
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
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Send a follow-up letter
Ag Sales CDE Test Bank (Group 1)
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
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Both the supply and the demand curve
Ag Sales CDE Test Bank (Group 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
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Let them confirm the facts
Ag Sales CDE Test Bank (Group 1)
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
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Indirect denial
Ag Sales CDE Test Bank (Group 1)
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
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Wear appropriate clothing for the interview
Ag Sales CDE Test Bank (Group 1)
What are the two main categories of stock?
a. Common and preferred
b. Short and long
c. Common and special
d. Regular and preferred
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Common and preferred
Ag Sales CDE Test Bank (Group 1)
As price of an agricultural product increases, the supply:
a. Decreases
b. Equalizes
c. Increases
d. Remains unchanged
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Increases
Ag Sales CDE Test Bank (Group 1)
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
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Benefits of the product for the customer
Ag Sales CDE Test Bank (Group 1)
Which of the following is not an example of public relations?
a. Customer service
b. Special events
c. News releases
d. Public service activities
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Customer service
Ag Sales CDE Test Bank (Group 1)
Completing work assignments on time is a sign of
a. Cooperation
b. Confidence
c. Honesty
d. Dependability
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Dependability
Ag Sales CDE Test Bank (Group 1)
What is the motivation behind most business decisions?
a. Increased revenues
b. Profit
c. Competition
d. Tax reduction
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Profit
Ag Sales CDE Test Bank (Group 1)