Name: 
 

2006 District 7 Agricultural Sales Test



Multiple Choice: Identify the letter of the choice that best completes the statement or answers the question.
 

 1. 

Work performed beyond a 40-hour work week in which an employee is usually paid 1-1/2 times his regular pay rate is called?
a.
bonus time
b.
profit sharing
c.
overtime
d.
fringing
 

 2. 

Retail prices will rise when demand:
a.
Increases and supply increases
c.
Decreases and supply increases
b.
Increases and supply decreases
d.
Decreases and supply decreases
 

 3. 

The difference between total assets and total liabilities is?
a.
Net worth
c.
Operating margin
b.
Net profit
d.
Capitol gains
 

 4. 

The act of suggesting another product that can replace the one sought and still fulfill the customers need is called?
a.
Substitute selling
c.
Good selling
b.
Suggestion selling
d.
Replacement selling
 

 5. 

A monthly record of purchase charges and payments for a company is called its?
a.
Annual Statement
c.
Monthly Invoice Record Slip
b.
Monthly Statement
d.
Quarterly Budget
 

 6. 

Extras provided by the employer, such as paid vacations and sick leave are classified as?
a.
Values
c.
Worker’s Bonuses
b.
Fringe Benefits
d.
Profit Sharing
 

 7. 

An attempt to close the sale at the earliest, most convenient point by making a closing statement is:
a.
A trial close
c.
Feature/benefit statement
b.
A testimonial
d.
An objection
 

 8. 

What type of goals should be developed in a marketing plan?
a.
Competitors goals
b.
Short term goals
c.
Long term goals
d.
Both Short term goals & Long term goals
 

 9. 

A display should inform the customer of the                     of the product.
a.
quantity
c.
main features and benefits
b.
shelf life
d.
competing brands
 

 10. 

There are many different methods to close a sale. This example is a                 close. “Mr. Smith would you like to pick up ten bags or have them delivered to your business?”
a.
advantage/disadvantage
c.
objection
b.
premium
d.
choice
 

 11. 

Starting a business that specializes in a product with little sales potential is foolish. Which of the following would be used to determine sales potential (market) for your product?
a.
Location of major cities
c.
Determining population of the area
b.
Visit potential competing businesses
d.
All of these are correct
 

 12. 

When handling an angry customer, you should:
a.
Keep your voice calm and matter-of-fact
b.
Let your words show that you what to be attentive and helpful
c.
Listen carefully to the customer and don’t interrupt
d.
All of these are correct
 

 13. 

There are two principle types of displays used by agribusiness firms - promotional and institutional.  Which term describes a promotional display?
a.
Used to promote  the business as a whole
b.
Is designed to promote good-will in the community
c.
Draws attention to products, supplies, or services for sale
d.
Promotes a store’s image as a part of the community
 

 14. 

Constructing a display arranged in steps, or graduations, is an example of:
a.
Proportion
b.
Balance
c.
Rhythm
d.
Contrast
 

 15. 

Personality is
a.
The total of all your attitudes, habits, and feelings
b.
What people see when they look at you, what they hear when you speak, and what they feel in your presence
c.
The total of all of your traits, and it sets you apart from others
d.
All of these answers are correct
 

 16. 

One question that you will need to ask when determining the market potential for your business is:
a.
Who are my customers?
b.
Where are my customers located?
c.
What product should I provide?
d.
How can I create a demand for my products and services?
 

 17. 

What is any message to mass media, which informs people about goods, services, or ideas and is paid for by an identified sponsor?
a.
Management
b.
Advertising
c.
Production
d.
Talking
 

 18. 

The faith and confidence that causes customers to want to do business with a firm is
a.
Public relations
b.
Goodwill
c.
Personal selling
d.
Advertising
 

 19. 

As a salesperson, what don’t you want to be?
a.
A know it all
b.
Too friendly
c.
Courteous
d.
Persistent
 

 20. 

Prestige advertising stresses?
a.
Character
b.
Efficiencies
c.
Happiness
d.
Loyalty
 

 21. 

Salespeople spend their time in various ways. On average, which of the following accounts for the majority of the salesperson’s time?
a.
Administrative paperwork tasks
c.
Face-to-face selling
b.
Service calls
d.
Waiting in offices and traveling
 

 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)
c.
The law of diminishing returns
b.
The law of supply and demand
d.
The Sherman Anti-Trust Act (1890)
 

 23. 

Which quality does not improve the appearance of business letters?
a.
use of regular margins
c.
regular spacing of words and lines
b.
use of ruled or lined paper
d.
use of white or letterhead paper
 

 24. 

A rough draft:
a.
is a preliminary version
c.
is not used by experienced writers
b.
is only prepared once
d.
is not made by memos
 

 25. 

ABC Farmers Coop will loan local farmers money for production loans at 8%. If Farmer Jones borrows $7500 for 12 months, what will be the total amount of interest added to the $7500 loan?
a.
$7200
b.
$1500
c.
$900
d.
$600
e.
$300
 



 
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