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Multiple Choice
Identify the letter of the choice that best completes the statement or answers the question. |
| | 1. | Market potential can best be described as?(AgriMarketing Technology,p 287) | a. | A study to determine the market mix for a product. | | b. | The size of market over a period of time and is often measured in sales volume. | | c. | Making a product available to the consumer | | d. | All of these are correct | | e. | None of these are correct | | | | |
| | 2. | A marketing strategy is defined as: (AgriMarketing Technology, p286) | a. | A combination of variables used to reach a target market. | | b. | Understanding the world of market place. | | c. | A plan of action for achieving marketing objectives. | | d. | The advertising of a product. | | | | |
| | 3. | The following would best describe the term Market Segmentation: (AgriMarketing Technology, p 288) | a. | Developing a product for the overall population. | | b. | Making similar products with small differences. | | c. | Agriculture does not do market segmentation. | | d. | None of these are correct. | | e. | Developing specific marketing effort that targets consumers with unique needs. | | | | |
| | 4. | What do we mean by the term Product Positioning? (AgriMarketing Technology, p 290) | a. | Marketing to urban customers | | b. | Developing products for the international market. | | c. | Creating a certain image of a product in the minds of the consumer. | | d. | All of these are correct. | | | | |
| | 5. | The first fundamental in developing a market plan is to? (AgriMarketing Technology, p 299) | a. | Develop a business or strategic plan | c. | Advertise the product | | b. | Sell to your customers | d. | All of these are correct | | | | | | |
| | 6. | A marketing plan is? (AgriMarketing Technology, p 299) | a. | Advertising the product | | b. | Understanding the product potential | | c. | A written statement that guides the marketing process. | | d. | Not necessary in the agriculture world | | | | |
| | 7. | Marketing plans are based on several fundamentals: (AgriMarketing Technology, p 299) | a. | Business Plan | d. | Marketing Mix | | b. | Marketing Strategy | e. | All of these are correct | | c. | Target Market | | | | | | | | |
| | 8. | Four variables can be controlled in marketing most products and services. (AgriMarketing Technology, p 301) | a. | Product, Place, Promotion and Price | | b. | Product, Price, Market Mix, and Advertising | | c. | Target Market, Advertising, Market Mix, and Product Market. | | d. | All of these are correct. | | | | |
| | 9. | Prospecting for customers can include which of the following methods: ( AgriMarketing Technology, p 347) | a. | Cold Calling | c. | Leads | | b. | Cool Calling | d. | All of these are correct | | | | | | |
| | 10. | Which of the following would not be used in assessing the marketing situation. (AgriMarketing Technology, p 310) | a. | Potential customer profile and behavior | | b. | Strengths and weaknesses of the competition | | c. | Strengths and weaknesses of your product or service | | d. | Basing the market assessment on feeling rather than facts. | | e. | None of these are correct | | | | |
| | 11. | In a marketing plan, the section for a projected budget refers to: (AgriMarketing Technology, p 319) | a. | Expenses and income for the marketing initiative | | b. | Income expected for the sales of that product | | c. | Expenses expected from the sales of that product | | d. | All costs and income from the sales force. | | e. | None of these are correct | | | | |
| | 12. | In handling customer complaints, the ‘Three F’s’ refer to: (Professional Selling, p 51) | a. | Forgot, Forgive, Forecast | c. | Feel, Felt, Found | | b. | Feel, Forgot, Forgive | d. | Forget, Forgive, Found | | | | | | |
| | 13. | Which of the following can begin an open-ended question? (Professional Selling, p 34) | a. | How | d. | Who | | b. | Why | e. | All of these are correct | | c. | When | | | | | | | | |
| | 14. | Advertising is used because it is: (AgriMarketing Technology, p 417) | a. | Economical | | b. | Expensive | | c. | Helpful in developing a positive public image. | | d. | Both Economical and helpful in developing a positive public image. | | | | |
| | 15. | Every customer consciously or unconsciously follows a series of four steps prior to buying a product, this is called: (AgriMarketing Technology, p 338) | a. | Customer Confusion | c. | Customer Is Helped by Sales Person | | b. | Customer Buying Process | d. | None of these are correct | | | | | | |
| | 16. | Which of the following are areas to make customer observations during the sales call? (AgriMarketing Technology, p 359) | a. | Body Language | c. | Facial Expressions | | b. | Eye Contact | d. | All of these are correct | | | | | | |
| | 17. | A __________ is a concern or problem the customer has about the products features. (AgriMarketing Technology, p 364) | a. | Excuse | | b. | Complaint | | c. | Real Objection | | d. | None of these are correct | | | | |
| | 18. | Which of the following is the best way to handle a difficult customer? (Sales Training Basics, p 52) | a. | Show slight disgust on your face so the customer will know you consider him or her a problem | c. | Become distant and less communicative. | | b. | Challenge the customer with your eyes | d. | None of these are correct. | | | | | | |
| | 19. | What is a product feature? (Selling....Helping Customers Buy p 160) | a. | Answers the question, “What is it?” | | b. | A specific quality or characteristic of a product or service | | c. | Something you can see, feel, hear, smell, or taste. | | d. | All of these are correct | | | | |
| | 20. | Which of the following is a product feature? (Selling...Helping Customer Buy p. 160) | a. | “Delivered within 24 hours of milling.” | | b. | Giddy-up comes in 25 lb or 50 lb bags.” | | c. | “Pulmotil is concentrated at 90 grams per pound.” | | d. | All of these are correct | | | | |
| | 21. | What is a buyer benefit? (Selling...Helping Customer Buy p. 162) | a. | Answers the question “What does it mean to me?” | | b. | Answers the question “What is it?” | | c. | Answers the question “How will I benefit” | | d. | Both Answers the question “What does it mean to me?” and “How will I benefit” | | e. | All of these are correct | | | | |
| | 22. | Which of the following is a buyer benefit? (Selling Helping Customers Buy p 163) | a. | “Lamp creep contains 12% protein”. | | b. | “Tylan comes in three product forms, soluble, injectable, and pre-mix.” | | c. | “Tylan is easy to use which means time savings for you. | | d. | “Hog Wild feed supplement will increase your daily gain by 2-3 lbs” | | | | |
| | 23. | A hidden objection is best defined as: (Selling....Helping Customers Buy p 199) | a. | Real objections and excuses from customers. | | b. | Concerns the customer has when considering the purchase of a product or service. | | c. | Concerns that are not readily voiced by the customer. | | d. | Insincere reasons given by customers to delay making a purchase or to avoid becoming involved in the sale. | | | | |
| | 24. | Which of the following is not appropriate when answering objections? (Selling...Helping Customers Buy p 209) | a. | Listen to the customer’s objection | d. | Restate the objection | | b. | Move on to the next product feature | e. | Answer the objection | | c. | Show empathy for your customer | | | | | | | | |
| | 25. | Suggested Selling should not be done to(Selling....Helping Customers Buy p 277) | a. | Merchandise special | | b. | Larger quantities of the same item | | c. | Related Merchandise | | d. | Push something on your customers that they do not want or need | | | | |
| | 26. | Which of the following is an example of a choice close? (Selling...Helping Customers Buy p 233) | a. | “Will you buy Super Ewe 2 feed for your farm today?” | | b. | “Would you like the soluble or injectable Tylan?” | | c. | “When you purchase the 10 bags or “Hog Wild” we will give you a free smoked ham.” | | d. | “I understand how you feel, Many customers have said the same thing. Your neighbor Bryan Wilson felt the same way until he saw the 2-3 lb daily gain.” | | | | |
| | 27. | Which of the following are common buying motives? (Selling....Helping Customers Buy p 75) | a. | Gain or economy | d. | Variety and recreation | | b. | Comfort and convenience | e. | All of these are correct | | c. | Prestige and recognition | | | | | | | | |
| | 28. | Successful salespeople have __________. (Sales Training Basics p 3.) | a. | Positive attitudes | d. | All of these are correct | | b. | Good time management | e. | None of these are correct | | c. | Product knowledge | | | | | | | | |
| | 29. | When handling a different customer you should : (Sales Training Basics) | a. | Let the customer talk through their anger | d. | All of these are correct | | b. | Refer the customer to someone else | e. | None of these are correct | | c. | Communicate less | | | | | | | | |
| | 30. | ______ motivate the customer;s buying decision. (agribusiness, sales, marketing, and management) | a. | demand | d. | communication | | b. | needs | e. | none of these are correct | | c. | buying patterns | | | | | | | | |
| | 31. | When should you be prepared to close a sale? (agribusiness, sales, marketing, and management VII-14) | a. | At the close of the presentation | | b. | When the customer asks to buy the product | | c. | At any point from the beginning to the end of the meeting with the customer | | d. | at another time | | e. | none of these are correct | | | | |
| | 32. | In order taking one of the key things to discuss is: (agribusiness, sales, marketing, and management VII-17) | a. | method of payment | | b. | competitor;s products | | c. | details of delivery | | d. | both method of payment & details of delivery | | e. | none of these are correct | | | | |
| | 33. | All of the following are steps a customer goes through when deciding to make a purchase except: (agribusiness, sales, marketing, and management VI-18) | a. | identification of who can provide a solution | | b. | identification of future problems | | c. | identification of possible solutions | | d. | identification of a need or problem | | | | |
| | 34. | Which of the following is not a way that a customer may determine a solution to a purchase except:(agribusiness, sales, marketing, and management VI-8) | a. | reviewing experiences with a particular company | | b. | talking to others with similar needs or problems | | c. | personalizing a particular product of a company | | d. | looking at advertisements for what is on the market | | | | |
| | 35. | When will a person attempt to satisfy upper-level needs? (agribusiness, sales, marketing, and management VI-7) | a. | after satisfying the needs for self-actualization | | b. | when he or she is motivated to change | | c. | when the salesperson is very persuasive | | d. | after satisfying lower-level needs | | | | |
| | 36. | Which of the following is not a need of Maslow’s Hierarchy of Needs? (agribusiness, sales, marketing, and management VI-7) | a. | physiological needs | d. | business requirements | | b. | security and safety | e. | self actualization | | c. | social needs | | | | | | | | |
| | 37. | One source of industry knowledge is: (agribusiness, sales, marketing, and management VI-11) | a. | market reports | c. | customer testimonials | | b. | customer objections | d. | personal experience | | | | | | |
| | 38. | Which of the following is a category of product knowledge? (Agribusiness, Sales, Marketing, and Management pg VI-11) | a. | Customer support information | c. | Company history | | b. | Maintenance | d. | Product cost | | | | | | |
| | 39. | ________________ is used to provide the customer with information on events occurring in the market that will affect the buying decision. (Agribusiness, Sales, Marketing, and Management pg VI-13) | a. | Company knowledge | c. | Industry knowledge | | b. | Product knowledge | d. | Competitor knowledge | | | | | | |
| | 40. | Developing _____________ with a customer builds honesty, trust, comfort, and a common goal. (Agribusiness, Sales, Marketing, and Management pg VII-1) | a. | Industry knowledge | c. | Product knowledge | | b. | Rapport | d. | None of these are correct | | | | | | |
| | 41. | A _________ is an extra, something the customer does not need but would like to have. (Agribusiness, Sales, Marketing, and Management pg VI-8) | a. | Want | c. | Asset | | b. | Need | d. | All of these are correct | | | | | | |
| | 42. | The _________ is an important part of the sales presentation because it sets the stage for the entire presentation and gains the customer’s attention.(Agribusiness, Sales, Marketing, and Management pg VII-9) | a. | Opening | c. | Summary | | b. | Body | d. | Close | | | | | | |
| | 43. | _____________ should not be overused, since the customer may feel as if he or she is being interrogated. (Agribusiness, Sales, Marketing, and Management pg VII-6) | a. | Open-ended questions | c. | Defining questions | | b. | Close-ended questions | d. | Closing questions | | | | | | |
| | 44. | Open-ended questions:(agribusiness, sales, marketing, and management VII-6) | a. | require more extensive answers | | b. | can be answered with “yes” or “no” | | c. | are usually used to focus attention | | d. | require very brief answers | | e. | all of these are correct | | | | |
| | 45. | Thought-provoking questions:(agribusiness, sales, marketing, and management VII-6) | a. | Usually are open-ended to encourage the customer to think about a product | | b. | Usually are close-ended to give the salesperson control over the conversation | | c. | Usually restate something the customer has objected to | | d. | Usually used at the beginning of a meeting to focus the customer’s attention | | | | |
| | 46. | Questions to gain information may be used ___ by the salesperson to identify needs and obtain information about the customers business.(agribusiness, sales, marketing, and management VII-6) | a. | Only in the beginning five minutes of the call | | b. | Only in the last five minutes of the call | | c. | at any time | | d. | once | | | | |
| | 47. | What is one way a salesperson can directly support the customer’s decision to make a purchase? (agribusiness, sales, marketing, and management VII-17) | a. | tell him or her to discuss any problems with the appropriate department in the company | | b. | contact the customer after the delivery to make sure the order was correct | | c. | refer any problems with the delivery to the shipping department | | d. | emphasize the importance of paying for the product as soon as it reaches the customer | | | | |
| | 48. | The salesperson’s duties end:(agribusiness, sales, marketing, and management VII-17) | a. | when the customer raises an objection | | b. | when the customer takes a phone call | | c. | when money is collected | | d. | when the product is delivered | | e. | never end to maintain a long lasting customer relationship | | | | |
| | 49. | Sales made by the salesperson directly to the final consumer at the consumer’s home or business is(agribusiness, sales, marketing, and management VI-18) | a. | direct sales | c. | retail sales | | b. | indirect sales | d. | none of these are correct | | | | | | |
| | 50. | Facial expressions,gestures, body language, and eye contact are all examples of:(agribusiness,sales, marketing, and management V-4) | a. | verbal communication | c. | listening skills | | b. | nonverbal communication | d. | all of these are correct | | | | | | |