2005 State Agricultural Sales CDE
“Written Exam”
DO NOT MARK OR WRITE ON THIS EXAM!!!!
1.Which of the following statements best describes a good web site design?
A.Complicated navigation will impress computer users.
B.Multiple focal points draws maximum attention.
C.All information should be organized lineally.
D.Generally, simple is better.
E.None of the above.
2.“This model costs a lot more than I intended to spend.” This is an example of which type of objection?
A.Time
B.Quality
C.Price
D.Need
E.None of the above.
3.Sometimes you would like to encourage a customer to give you a longer response. A good way to do this is to say:
A.“Tell me about…”
B.“That is fascinating…”
C.“You have got to be kidding…”
D.“Is that all?”
E.None of the above.
4.A sales interview has three stages. Which of the following choices lists them in the proper order from first to last?
A.Closing the sale, information gathering, and benefits and features.
B.Information gathering, benefits and features, and closing the sale.
C.Information gathering, closing the sale, and benefits and features.
D.Benefits and features, information gathering and closing the sale.
E.None of the above.
5.Your personal presentation can have an effect on whether an upset customer becomes even more irritated. Which of the following items is not part of your personal presentation?
A.Your level of education.
B.The selection and condition of your clothing.
C.Whether you have fresh breath or bad breath.
D.The cleanliness of your hands and nails.
E.None of the above.
6.When a sales manager is interviewing candidates for his sales team there are some do’s and don’ts. Which of the following is a don’t?
A.Be aware of the first impression they make.
B.Establish rapport with them.
C.Rely on test scores to evaluate candidates.
D.Give them room to show who they are.
E.None of the above.
7.An ability that all salespeople should have is the ability to say the right thing at the right time. This is called:
A.Being smooth
B.Sympathy
C.Tact
D.Intelligence
E.None of the above.
8.When answering the telephone, you should incorporate a number of answering courtesies. How many answering courtesies are considered the basics?
A.Two
B.Three
C.Four
D.Five
E.None of the above.
9.The number one reason that salespeople fail is:
A.They do not ask for the order.
B.They have poor personal hygiene.
C.They try to force the close.
D.Their products are inferior.
E.None of the above.
10.You must make a connection with the potential customer if you are going to have a chance at making a sale. Which of the following statements is true about making this connection?
A.Non-verbal signals you give are as important as verbal contact.
B.Your appearance has little to do with your success.
C.When you have other things to do, customers come second.
D.Customers can rarely determine your attitude.
E.None of the above.
11.An important aspect of interface design is page orientation. Because monitors are wider than they are tall, a page format makes more sense most of the time.
A.vertical
B.horizontal
C.diagonal
D.triangular
E.None of the above.
12.“I would be more interested in purchasing one of these in the fall.” This is an example of which type of objection?
A.Price
B.Time
C.Need
D.Quality
E.None of the above.
13.A principle of selling is that people like to buy from:
A.People like themselves.
B.People who are older.
C.People from other countries.
D.People who are richer.
E.None of the above.
14.Which of the following is the best advice regarding a sales interview?
A.Spend a lot of time to know the client before talking business.
B.Ask personal questions throughout the interview.
C.Ask qualifying questions before you start your presentation.
D.Complete your presentation and then ask questions.
E.None of the above.
15.How often do you get a chance to make a first impression?
A.Every time you meet the same customer.
B.Each time you meet someone in a different situation.
C.Only once.
D.Whenever you change your style or behavior.
E.None of the above.
16.When a sales manager is interviewing candidates for his sales team there are some do’s and don’ts. Which of the following is a don’t?
A.Know what questions you want to ask.
B.Look for mirror images of yourself.
C.Ask questions about their job-related experiences.
D.Start with broad questions, and then move to specific questions.
E.None of the above.
17.Items that are in more demand and use during a certain time of the year are known as merchandise.
A.selective
B.one time
C.part time
D.seasonal
E.None of the above.
18.Which of the following is not one of the four answering courtesies?
A.State your organization (or department).
B.Ask the proper spelling of the callers name.
C.Greet the caller.
D.Offer your help.
E.None of the above.
19.Which of the following is not a method to get the customer to confirm the purchase of an item?
A.Ask for a deposit on the order.
B.Have them initial the purchase order.
C.Ask if they like the product.
D.Have them sign the sales agreement.
E.None of the above.
20.Which of the following statements is true about moving a customer through the sales process?
A.Product knowledge will not help you much as a salesperson.
B.The more merchandise you put in front of a customer the better.
C.You can communicate perfectly well with a customer without visuals.
D.You need to know the needs and problems of the customer to make a sale.
E.None of the above.
21.What is the major reason why sales people fail to attempt the close on a transaction?
A.They take for granted that the sale will close.
B.They do not want to pressure the customer.
C.The boss wants them to go easy on the customers.
D.They do not want to be rejected.
E.None of the above.
22.There are only three types of expressions you will hear from callers on the phone. Which of the following includes those three types?
A.Ask questions, make and inquiry, request assistance.
B.Offer an objection, make a statement, declaration of fact.
C.Ask question, offer an objection, make a statement.
D.Offer valid objection, offer hidden objection, request assistance.
E.None of the above.
23.Something that is considered a basic necessity by the customer is called a:
A.Luxury
B.Need
C.Priority
D.Desire
E.None of the above.
24.Psychologists say that a way to build rapport with someone is to look at them in a particular way while they are speaking. Where should you look to get this positive effect?
A.Look three inches above their head.
B.Look at their right eye.
C.Look at their left ear.
D.Look at their chin.
E.None of the above.
25.Which of the following is not an accepted method of handling an objection?
A.Restate the objection in your own words.
B.Prove that the customer is wrong with facts.
C.Reinforce your customers feelings.
D.Listen carefully.
E.None of the above.
2005 State Agricultural Sales CDE
“Written Exam Answers”
1.D
2.C
3.A
4.B
5.A
6.C
7.C
8.C
9.A
10.A
11.B
12.B
13.A
14.C
15.C
16.B
17.D
18.B
19.C
20.D
21.D
22.C
23.B
24.B
25.B