March 5, 2009
Name:______Participant # ______
KEY 2009
North Carolina FFA
Agricultural Sales
Career Development Event
Section I: Multiple Choice (25 points)
prepared by
Dr. Phil Hamilton, Director
The Lois G. Britt Agribusiness Center
Mount Olive College
634 Henderson St., Mount Olive, North Carolina 28365
919.658.2502
in cooperation with
Department of Agricultural and Extension Education
College of Agriculture and Life Sciences
North Carolina State University
1. Relationship marketing
A. meets wants and needs, and, at the same time establishes and maintains relationships with customers and others in the marketing channel.
B. is the six steps in the selling process.
C. is a long-term, buying/selling relationship measured by the customer’s satisfaction with the product.
D. all of the above.
2. In the professional sales process, handling objections is the step where the
salesperson
A. handles the customer’s reasons for not buying.
B. presents all the reasons for not buying the product.
C. objects to the reasons the customers is not buying the product.
D. presents all the things that are wrong with the competitor’s product.
3. To reach a select or targeted segment of customers, you would probably use which media?
A. trade journals and publications
B. magazines
C. television
D. radio
4. A “cold call” is when a salesperson:
A. calls on prospects with an appointment that fits a certain criteria of type and size of business.
B. stops by to visit without an appointment and/or the prior knowledge of the prospect.
C. calls on a prospective customer who has asked to be contacted.
D. calls on a customer about which you have no information.
5. Which of the following would not be part of a promotional campaign?
A. advertising
B. public relations
C. sales promotion
D. cost analysis
6. Selling involves______others to accept your ideas, advice, and leadership.
A. helping
B. converting
C. leading
D. persuading
7. Credit is an important sales tool. A sound credit policy for a company is needed to:
A. minimize financial losses associated with customers paying for goods and services purchased.
B. provide consistent treatment of customers.
C. develop and nurture customer loyalty.
D. all of the above
8. Brand and exclusivity, quality, appearance, and product performance are types of:
A. price competition.
B. product features.
C. non-price competition.
D. marketplace dominance by one competitor.
9. A group of activities intended to sell a product or idea in order to make a profit is:
A. a promotion.
B. an advertisement.
C. a resume.
D. a summary close.
10. To determine the right price for your company’s product, which do you NOT need to know?
A. your competitors’ prices.
B. your company’s costs.
C. your competitors’ costs.
D. your competitors’ product performance.
11. Setting call objectives is done during which stage of the selling process?
A. prospecting and qualifying.
B. the pre-approach.
C. the approach.
D. handling customer objections.
12. A niche market for an agricultural product:
A. is small.
B. is profitable.
C. does not have any competition from other products.
D. is a specific place, position, or role in a marketplace that is already established.
13. Which item is NOT a sales call objective?
A. to find out if the customer is willing and able to buy your product or service
B. to persuade the customer to buy your product or service
C. to inform the customer about your product or service
D. to chat with the customer
14. Public relations is:
A. a type of communication used to build and sustain a positive image for a company.
B. non-personal sales presentations addressed to large numbers of customers.
C. free.
D. all of the above.
15. Developing an effective message strategy begins with identifying ______
that can be used as advertising appeals to the customers.
A. sales promotions
B. customer benefits
C. customer numbers
D. sales tools
16. The market price is the price:
A. where consumers will buy all the product that the producers will sell
B. set by the producer.
C. set by the salesperson..
D. where producers must sell their products.
17. A niche market for an agricultural product:
A. is small.
B. is profitable.
C. does not have any competition from other products.
D. is a specific place, position, or role in a marketplace that is already established.
18. When a customer is giving a buying signal, the salesperson should:
A. begin asking questions to the customer.
B. close the sale.
C. make a trial close.
D. ask the customer if they have questions
19. Developing an effective message strategy begins with identifying ______
that can be used as advertising appeals to the customers.
A. sales promotions
B. customer numbers
C. customer benefits
D. sales tools
20. Selling statements are all of the following except:
A. sales pitches to identify your customers needs.
B. sentences used by salespeople to convince the customer that they need this product.
C. customized to match customer’s questions, interests, and needs.
D. sentences containing features, advantages, and benefits describing the product.
21. A set of stages that most new products pass through; these include the development stage, the introductory stage, the growth stage, the mature stage, and the declining sales stage is called:
A. the product life cycle.
B. a marketing plan
C. the price cycle
D. the five step selling process.
22. The law that states “as price increases, given that other factors are constant, the customer demand for the product will decrease” is referred to as:
A. the Robinson-Patman Act (1936).
B. the law of diminishing returns.
C. the law of supply and demand.
D. the Sherman Anti-Trust Act (1890).
23. The four Ps of the marketing mix are:
A. promotion, placement, package, position.
B. planning, practicing, potential, publicity.
C. preparation, prospecting, planning, and pricing.
D. product, price, place, and promotion.
24. A salesperson should close the sale when the customer:
A. opens the door to the store.
B. stops asking questions or stops talking.
C. gives a buying signal.
D. finishes writing the check.
25. A wholesaler sells
A. the “whole” product or service.
B. to any buyer, large or small.
C. in larger quantities to volume buyers and retail stores
D. only one product, but sells a lot of it.
END OF THE MULTPLE CHOICE SECTION
of the FFA Ag Sales Career Development Event.
2009 NC FFA Agricultural Sales CDE- Multiple Choice page 1