2003 State Agricultural Sales CDE

“WRITTEN TEST”

DO NOT MARK ON THIS TEST!!!

1.What is the proper way to ask a receptionist to connect you with a prospect on the phone?

  1. “Hello. This is James calling for Mr. Brown.”
  2. “Good morning. May I speak with Mr. Olson?”

C.“Good afternoon. This is Dan Thomas calling for Mike Smith.”

D.“Hello. Is Mrs. Davis in?”

E.none of the above

2.Sometimes as an incentive to customers to buy, a percentage is subtracted from the total price of the items purchased. This is called a:

  1. Lead in

B.Close out

C.Loss leader

D.Discount

3.When answering the phone you might use phrases such as “How may I help you?” or “Thanks for calling.” These are called phrases.

  1. Greeting
  2. Obligatory

C.Friendly

D.Condolence

4.Which of the following statements would be most appropriate to open the presentation stage of a sales opportunity?

A.“I think that model is too expensive for you

B.“How long have you been considering buying one of those?”

  1. “This isn’t the best season to buy one of those, but it is a high quality item.”
  2. Don’t say anything, let the customer come to you.
  3. none of the above

5.Which of the following is a true statement about successful salespeople?

  1. They need to be an extrovert.

B.They could be a quiet person.

C.They need to be harsh rather than thoughtful.

  1. They need to feel superior to the customers.
  2. none of the above

6.Approaching a customer and saying “Good evening, can I help you with something?” is an example of which type of sales approach?

A.The friendly greeting

  1. The merchandise approach
  2. The informal approach

D.The direct approach

7.A product that you can see, feel, smell, or touch is known as a:

  1. Sensible product

B.Tangible product

C.Available product

  1. Practical product

8.A skilled salesperson concentrates on performing three tasks. Which is not one of these tasks?

A.Selling a product with high value

B.Providing product options to fill customers needs

C.Helping the customer to make a good decision

D.Determining a customer’s needs

9.Which is the most accurate statement regarding openings for sales people in agricultural sales each year?

  1. There are more candidates than there are positions to be filled
  2. There are an equal number of candidates and positions

C.There is a shortage of qualified applicants for the positions

D.Agricultural sales people are poorly trained

10.There are a number of recognized methods of making a sales approach. Which of the following is not one of them?

  1. Friendly greeting approach

B.Good old boy approach

C.Merchandise approach

D.Direct approach

11.To learn about your competition you should conduct a competitor research project. Which of these is not a sound method of getting information?

  1. Study sales literature
  2. Ytalk to customers who have used competitive products

C.Watch competitors television advertisements

D.Do your own comparison shopping

12.Customers must make five buying decisions before making the commitment to purchase. Which of these is not one of those decisions?

A.Salesperson

B.Price

  1. Product
  2. Need

13.Products which cannot be seen, touched, or smelled but that still have value are known as

products.

  1. Invisible
  2. Unavailable

C.Intangible

D.Phantom

14.What do most buyers expect at the conclusion of your sales presentation?

  1. To be allowed to think about the product overnight

B.To be asked to take action on your presentation

C.For you to walk away while they continue to shop

D.For you to try to make the sale to their spouse

  1. None of the above

15.What is the first step in the closing pyramid?

  1. Ask trial closing questions
  2. Probe for problems, opportunities and needs
  3. Ask for the sale

D.Build rapport and trust

E.None of the above

16.What is the last step, and a natural conclusion, of the closing pyramid?

  1. Demonstrate your product
  2. Ask trial closing questions

C.Ask for the sale

D.Build rapport and trust

E.None of the above

17.Which step comes earliest in the closing pyramid?

A.Capture your prospect’s attention

B.Ask for the sale

  1. Probe for needs and problems
  2. Demonstrate your product
  3. None of the above

18.Which of the following is true about closing?

  1. It takes a special person to do it correctly

B.It is a necessary part of the selling process

C.It is very difficult to do

  1. It is a stand alone technique
  2. None of the above

19.To consistently close sales, the most important skill you will need is:

  1. Product knowledge
  2. Presentation skills

C.Ability to understand people

D.Technical ability

E.None of the above

20.The number one principle of closing is that people buy from:

A.People they trust

B.The seller with the cheapest product

  1. The most convenient store
  2. The store with the longest hours
  3. None of the above

21.Successful salespeople generally have attributes in four main areas. Which of the following includes these four?

A.Commitment, a healthy ego, effective listening skills and humor and perspective

  1. Loyalty, persistence, good looks and drive
  2. Ambition, dominating personality, high level of education and good speaking skills
  3. Upbeat attitude, generosity, sense of tradition and loyalty
  4. None of the above

22.A salesperson is always looking for potential clients with the need, desire and resources to buy their product or service. These potential clients are called:

  1. Suspects
  2. Targets

C.Prospects

D.Big spenders

E.None of the above

23.You are always looking for new customers. When someone you know suggests your company to someone they know, they are giving you:

  1. Hints

B.A referral

C.A recommendation

D.A compliment

E.None of the above

24.Before making a cold call to a prospect, it is crucial that you have a clear:

  1. Line

B.Objective

C.Desk

D.Head

E.None of the above

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

  1. Suspects
  2. Sources
  3. Friends

D.Referrals

E.None of the above

26.When calling someone to qualify them or to make an appointment, you sometimes have to go through their secretary, an assistant or a receptionist. These people are known as:

  1. Schedulers
  2. Trouble

C.Gatekeepers

D.Screeners

E.None of the above

27.One way of finding prospective customers is to call people and inquire if they would be interested in hearing about your product. This type of prospecting is called:

A.Cold calling

B.Phone banking

  1. Electronic prospecting
  2. Low risk sales
  3. None of the above

28.The stage in the customer’s buying process when the customer decides to buy the product or service is called:

  1. Choice

B.Action

C.Demonstration

  1. Pre purchase

29.The first step of the sale, in which, the salesperson directs the customer’s attention to the product or service is called:

A.Approach

  1. Direction
  2. Focus
  3. Observation

30.A statement by someone who has used the product or service and found it satisfactory is called a:

  1. Support statement
  2. Paid endorsement
  3. Advertisement

D.Testimonial

31.Ask-your-customer-to-buy is one method of:

  1. Insulting the customer
  2. Rushing things along

C.Closing the sale

D.Greeting a customer

32.Reasons a customer is influenced to select a specific product or service are called buying .

A.Motives

B.Options

C.Strategies

  1. Excuses

33.Something that is not essential to the customer, but is desired is called a:

  1. Wish
  2. Dream

C.Want

D.Requirement

34.There are times when it is acceptable to address a customer by their first name. All but one of

the following are conditions which may allow you to use the persons first name. Which of the following is not a condition that gives you that privilege?

  1. You have established a good rapport over a period of time

B.You know the caller and know that the person is comfortable with a first-name basis

C.You have built your social status and are an equal with everyone

D.You have been called by your first name by this person

35.Which of the following is not a true statement regarding handling the telephone?

  1. Hold the transmitter portion of the phone directly in front of your mouth
  2. Avoid side conversations while talking on the phone

C.Every conversation with a customer is a chance to learn new phone features

D.Place a caller on hold before discussing their situation with a co-worker

36.Which of the following is not a true statement regarding handling the telephone?

  1. You must remember the priority of each call if several are on hold
  2. Answer in as few rings as possible, a maximum of three is standard
  3. Place the phone so the receiver can be picked up without banging into anything

D.Don’t give a caller a chance to say no before you place them on hold

37.The voice you project is determined by four factors. Which of the following is not one of those factors?

A.Dictation

B.Energy

C.Pitch

  1. Rate of speech

38.Which of the following is not one of the basic rules for answering the telephone?

  1. Be enthusiastic when you answer

B.Take care of all in store customers before answering the phone

C.Use friendly phrases as part of your greeting

D.Remember to smile as you pick up the receiver

39.If you want to sound friendlier when you answer the phone, you should:

  1. Speak slower than normal

B.Smile as you answer a call

C.Take an extemporaneous speech class

D.Breath slowly

40.Which of the following is a trait of a successful salesperson?

  1. Listen to their prospects
  2. Manage their time and set priorities
  3. Consider themselves problem solvers

D.All of the above

E.None of the above

41.Some say that selling is nothing more than:

  1. Convincing people to buy what they don’t want
  2. Tricking people into spending their money

C.Effective communication

D.Getting your product in front of enough people

  1. None of the above

42.In order to make sales you must be able to find customers. This process is known as:

A.Prospecting

B.Cultivating

  1. Merchandising
  2. Digging
  3. None of the above

43.The process of determining if a person is someone who needs, wants and can afford what you are selling is called:

  1. Screening

B.Qualifying

C.Certifying

D.Justifying

E.None of the above

44.When you are qualifying a customer, you must be certain what you are selling.

  1. They love
  2. They don’t know much about

C.They need and can afford

D.They will tell others about

E.None of the above

45.When attempting to schedule an appointment with a potential customer you must:

A.Tell them the benefits they will receive from the product

B.Get in the door, do whatever it takes

  1. Have the best price in town
  2. Be able to sweet talk whoever makes the appointment schedule
  3. None of the above

46.When you schedule an appointment to meet a prospective customer, the time set should be:

  1. Convenient for you
  2. Convenient for the customer

C.Mutually convenient

D.As soon as possible

E.None of the above

47.Which of the following is a trait of unsuccessful salesperson?

  1. Know all the products they sell

B.Do all the talking

C.Maintain a positive attitude

D.Are proud to be involved in selling

E.None of the above

48.Which of the following people are, to some degree, in the selling process?

  1. Supermarket checkers
  2. Bank tellers
  3. Food servers

D.All of the above

E.None of the above

49.Improving your selling techniques can improve you personally. Which of the following statements is false?

  1. Attitude is more important in selling positions than many other jobs

B.Selling is less demanding than other jobs

C.Good sellers can often improve their financial situation

  1. Learning to sell will help you in the future jobs
  2. None of the above

50.Which of the following statements indicates a person who is not cut out for sales?

  1. Even on bad days, I can still be positive
  2. Approaching strangers is interesting

C.If customers turn me down, I will be disappointed and become negative

D.I can approach any customer, young or old, rich or poor

E.None of the above

2003 State FFA Agricultural Sales CDE

Written Test Answer Sheet

Name KEYContestant No.

Chapter Team No.

DARKEN THE CORRECT ANSWER

1

2003 State Agricultural Sales CDE – Georgia

1.[A][B][][D][E]

2. [A][B][C][][E]

3. [A][B][][D][E]

4. [A][][C][D][E]

5. [A][][C][D][E]

6. [][B][C][D][E]

7. [A][][C][D][E]

8. [][B][C][D][E]

9. [A][B][][D][E]

10. [A][][C][D][E]

11. [A][B][][D][E]

12. [][B][C][D][E]

13. [A][B][][D][E]

14. [A][][C][D][E]

15. [A][B][C][][E]

16.[A][B][][D][E]

17. [][B][C][D][E]

18. [A][][C][D][E]

19. [A][B][][D][E]

20. [][B][C][D][E]

21. [][B][C][D][E]

22. [A][B][][D][E]

23. [A][][C][D][E]

24. [A][][C][D][E]

25. [A][B][C][][E]

26.[A][B][][D][E]

27. [][B][C][D][E]

28. [A][][C][D][E]

29. [][B][C][D][E]

30. [A][B][C][][E]

31. [A][B][][D][E]

32. [][B][C][D][E]

33. [A][B][][D][E]

34. [A][B][][D][E]

35. [A][B][][D][E]

36. [A][B][C][][E]

37. [][B][C][D][E]

38. [A][][C][D][E]

39. [A][][C][D][E]

40. [A][B][C][][E]

41.[A][B][][D][E]

42. [][B][C][D][E]

43. [A][][C][D][E]

44. [A][B][][D][E]

45. [][B][C][D][E]

46. [A][B][][D][E]

47. [A][][C][D][E]

48. [A][B][C][][E]

49. [A][][C][D][E]

50. [A][B][][D][E]

1

2003 State Agricultural Sales CDE – Georgia