2009 State Agricultural Sales CDE
“Written Exam”
1. When you are lining up text and graphics for a web page, which of the following is a good rule to follow?
A. Keep the text away from the left edge.
B. Fill the page from edge to edge with text.
C. Graphics and text should crowd the left edge.
D. Graphics should never be aligned with text.
E. None of the above.
2. The sales person says “This is the last one we have, we won’t get another for weeks.” This is called the close.
A. choice
B. narrow the choices
C. suggest urgency
D. special feature
E. none of the above
3. Which of the following does not describe a customer rapport skill or technique?
A. Knowing how to make someone feel comfortable.
B. Being punctual for appointments.
C. Put a smile in my voice when talking to prospects.
D. Make a snap judgments about clients as much as possible.
E. None of the above.
4. A major component of a sales presentation is the discussion of features and benefits. When discussing features, if they can be proven, they are considered:
A. Rumors
B. Details
C. Concepts
D. Facts
E. None of the above
5. As a sales manager, it is your job to maintain an efficient sales team. You should know that half of the employees who quit, do so:
A. Within the first 30 days.
B. After at least a year on the job.
C. But will want to come back some day.
D. Because they don’t want to work hard.
E. None of the above.
6. Sometimes customers have concerns that they do not voice. These are called objections.
A. private
B. secrets
C. hidden
D. unsolvable
E. None of the above
7. While talking with a customer on the phone you hear the following comments “I will not pay that bill”. This comment is best described as a:
A. Statement
B. Question
C. Objection
D. Deep thought
E. None of the above
8. If your customer’s basis for buying is centered around what the product or service will do for them, your general selling strategy should be:
A. The support provided by this product.
B. The potential results of the product.
C. How the product appeals to people.
D. Presenting the track record of the product.
E. None of the above.
9. The comments we make about a product are usually features (facts) or benefits. Which of the following is a feature (fact)?
A. Because of its weight, it will be easier for you to lift.
B. Its simplicity will save you money on repairs.
C. You can change blades in half the time of other models.
D. This machine has a power switch on both ends.
E. None of the above.
10. In order to improve horizontal alignment for a web page, type should sit on an invisible horizontal line called a:
A. Header
B. Footer
C. Baseline
D. Longitude line
E. None of the above
11. The sales person say “Would you like the one with metal handles or wood handles?” This is called the close.
A. special features
B. choice
C. premium
D. assumption
E. none of the above
12. You will know how to sell to a person when you know:
A. How much money they have to spend.
B. What motivates them to make decisions.
C. How long they have been in business.
D. How often they come into your store.
E. None of the above.
13. Anything about your product that would contribute to an improvement in condition for your customer, or allows them to receive an advantage, would be called a:
A. Benefit
B. Asset
C. Feature
D. Option
E. None of the above
14. When is it appropriate to smoke in front of customers?
A. If your business has a smoking section
B. If the customer is a smoker.
C. If you are outside.
D. It is not appropriate to smoke in front of customers.
E. None of the above.
15. When should the training of your sales staff end?
A. Two days training is enough.
B. After their probation period ends.
C. After they have worked for you two years.
D. It should never end.
E. None of the above.
16. Customers may give insincere reasons to delay making a purchase or to avoid becoming involved in the sale, these are called:
A. Resistance
B. Delaying tactics
C. Cooperation
D. Excuses
E. None of the above
17. While talking with a customer on the phone you hear the following comments “I think your service is quite good”. This comment is best described as a:
A. Statement
B. Question
C. Objection
D. Rationalization
E. None of the above
18. If your customer’s basic for buying is built around why your product is a logical purchase for them, your general selling strategy should be:
A. Presenting the track record of the product.
B. The potential results of the product.
C. How the product appeals to people.
D. Presenting the track record of the product.
E. None of the above.
19. The job of selling is a process.
A. problem solving
B. evolutionary
C. trial and error
D. one way
E. none of the above
20. The sales person says “The paint you selected is our very finest. Do you need brushes or rollers?” This is known as selling.
A. impulse
B. suggestion
C. timely
D. pressure
E. none of the above
21. After asking your client some probing questions you need to ask a question that will capture their attention and make them think. This type of question is known as a question.
A. hypothetical
B. amusing
C. provocative
D. rhetorical
E. none of the above
22. The words you use can often make a difference in dealing with upset customers. Which of the following comments is a fight starter, rather than helpful communication?
A. “You will have to…”
B. “Would you please…”
C. “It would help if…”
D. “It would be best if we…”
E. None of the above
23. Customers who know what they want to buy are called customers.
A. great
B. decided
C. easy
D. know-it-all
E. none of the above
24. Sometimes it will be necessary for you to help reach a compromise that is acceptable to both your organization and the caller. To do this you may have to exercise the art of:
A. Intimidation
B. Capitulation
C. Giving in
D. Negotiation
E. None of the above
25. When selling to a customer with the dominant personality style, it is best to:
A. Be friendly, spend time with social conversation.
B. Tell them every fact you can about the product and its benefits.
C. Ask questions about them and flatter them.
D. Get right to the point and tell them how they will benefit.
E. None of the above.
26. What is one method of opening a sale ?
a. Give free samples
b. Tell the customer he/she would be a fool to buy any other product
c. Tell the customer how much the product costs
d. Wait at the cash register for the customer to approach you
e. Tell them Jim Tressel uses the product
27. The path in marketing goes as follows: Manufacturer>Wholesaler>Retailer>Customer
Where does selling fit into this path?
a. Between retailer and consumer
b. Between wholesaler and retailer
c. Between manufacturer and wholesaler
d. Throughout the entire path
e. Not enough information to get correct answer
28. How long should your letter of application be ?
a. 3 pages
b. 2 pages
c. 1-2 pages
d. No more than one page
e. As long as you want
29. What is one benefit of newspaper advertising?
a. Most adults read newspapers regularly
b. Newspapers are kept for a long period of time, which increases
The chances of the advertisement being seen
c. Higher quality and attractiveness in ads
d. You reach a very select audience
30. Which is a good method of preventing customer complaints?
a. Make sure the warranty is understood
b. Walk away when she/he starts to talk to you
c. Sell only non refundable goods
d. Tell them you know Woody Hayes
e. Tell the customer you had nothing to do with it
31. A handwritten letter is acceptable if you don’t have access to a typewriter, however
be sure to use :
a. Blue or red ink
b. Green ink
c. Blue or black ink
d. Either black or a light purple ink
e. None of the above
32. When asked to supply references for a job you are applying for,
a. Ask permission first
b. Do not use relatives names
c. Ask former employers
d. All of the above
e. None of the above
33. Which of the following items would you consider NOT to be a communication skill?
a. Dictating
b. Listening
c. Speaking
d. Writing
e. None of the above
34. To reach a very select group of consumers, you would probably use which of the following?
a. Trade journals
b. Magazines
c. T.V.
d. Newspaper
e. None of these
35. Most advertising appears
a. As ROP ( run of the paper )
b. On the sports page
c. On the front page
d. On the editorial page
e. None of the above
36. The process of finding new customers is termed:
a. Recruiting
b. Prospecting
c. Telephone contacts
d.Aggressive selling
e.None of the above
37. Cold calling is:
a.Calling on prospects with an appointment that fit a certain criteria of
type and size and business.
b. When a salesperson stops by to visit without an appointment
or/and prior knowledge of the prospect
c.Calling a prospective customer who has asked to be contacted
d.All of the above
e.None of the above
38. In taking telephone messages, you should include:
a. Name of person who is being called.
b. Date, time of call, and your name and initials.
c. Action to be taken, such as a call back
d. All of the above
e. None of the above
39. Advertising media is the means of communication by which:
a. Customers judge profit and loss
b. Encourage customers to purchase a product or service
c. The main way customers judge the quality of a product
d. Customers do comparative shopping
e. None of the above choices
40, Which of the following would not be part of a promotional campaign:
a. Advertising
b. Public relations
c. Cost Analysis
d. Sales Promotion
e. Personal selling
41. Which would be considered the most difficult of a sales promotion:
a. Visual merchandising such displays
b. Coupons, rebates
c. Contests
d. Sweepstakes
e. None of the above
42. Selling is the ____of communicating effectively with people:
a. Science
b. Art
c. Technique
d. Protocol
e. Sport
43. An effective sales person should learn about his or her products or_____
a. Competitor’s product
b. Sales
c. Services
d. Contacts
44 . Selling skills can be very useful in your_____life.
a. Business
b. School
c. Extracurricular
d. Personal
45. Selling involves ____others to accept your ideas, advice and leadership.
a. Persuading
b. Leading
c. Converting
d. Helping
QUESTIONS #46-#50 PROBLEM SOLVING/MATH
46. Tressel Coop recently listed $7800 worth of wild bird seed as a “ChampionshipSpecial “ to get fair weather fans for NDSU into the store. Since the stock market recently took a dip , Jim Tressel also offered a one time cash discount to any customer that would buy the entire lot of seed. Long time fan, Jim Ogden, famous Highland County trapper, hunterand bird watching expert, purchased the entire lot of $7800 worth of wild bird seed. How much NET CASH did Jim Ogden give Tressel Coop for the entire lot using the 20% cash discount?
( use the closest figure below )
a. $1560
b. $4992
c. $6240
d. $7640
e. $9360
47. Matt Wilhelm recently purchased a new “ NFL style” computer to start his own web page
and borrowed $4,000 from Huntington Bank in Columbus, to fund the computer. After hegets drafted by the NFL, plans are to pay off the loan in 12 months from purchase. With his lowinterest rate of 15%, how much INTEREST will he pay on the money borrowed for one year?
a. $60
b. $600
c. $3400
d. $3940
e. $4060
48. Andy Geiger hires two students each week to work part-time in the Jim O’Brien Farm Supply Store. Since students must both attend classes and work at the store, a salary of $110/week Was a greed upon by all parties involved. With each student working 20 hours weekly a standardwithholding deduction of 18% will be deducted weekly from each students paycheck. How much withholding tax will be deducted from each students paycheck weekly ?
a. $19.80
b. $38.60
c. $70.40
d. $90.20
e. correct amount not listed
49. Union County has the best sales tax rates according to local officials. With a LOW rate of5.75%, many area farmers from the Marysville area are starting to buy goods and services.