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Name:    You must enter your name to take this test. 2001 National Agricultural Sales Test

Multiple Choice Identify the letter of the choice that best completes the statement or answers the question.
A B C D E	1.	A method of advertising exists where printed and materials are sent to potential costumers’ homes by mail. This is called: a. junk advertising d. market saturation b. house to house e. none of these are correct c. direct mail
A B C D E	2.	When a business prepares a visual presentation to promote products or services, and to build goodwill, this is called: a. exhibition d. reader board b. display e. none of these are correct c. dealership
A B C D E	3.	The number of people who purchase and read a printed medium is known as its: a. clientele d. population b. reach e. none of these are correct c. circulation
A B C D E	4.	Where on an advertisement should coupons be placed if they are used: a. top right corner d. below the name brand b. near a bottom corner e. none of these are correct c. center of the ad
A B C D E	5.	When using a coupon in an ad, it should be surrounded with a boarder. It should also always include: a. an expiration date d. the owner’s signature b. the store hours e. none of these are correct c. the color red
A B C D E	6.	The amount of unfilled parts of an advertisement is called __________. This portion if the ad should be at least 30-40 percent, but not more than 50 percent. a. white space d. body copy b. blank space e. none of these are correct c. open range
A B C D E	7.	Market research is: a. advertising b. an orderly way of learning about potential customers c. is not needed in most selling situations d. all of these are correct e. none of these are correct
A B C D E	8.	Which of the following questions will market research help to answer? a. who are the customers d. all of these are correct b. where are they located e. none of these are correct c. how many customers are there
A B C D E	9.	A business plan is: a. a form of advertisement d. all of these are correct b. not required by most banks e. none of these are correct c. the blueprint for your business success
A B C D E	10.	The term “Buyer Benefits” can be described as? a. buying motives b. clue that the customer is ready to buy c. the gain or satisfaction the customer receives from the product d. all of these are correct e. none of these are correct
A B C D E	11.	Net profits are defined as? a. amount of expense left after profit d. GAAP accounting b. amount of profit left after the expense e. none of these are correct c. the balance sheet
A B C D E	12.	Suggestive selling can best be described as? a. related items that can be purchased at the same time b. non-related items to be sold to the customer whether or not they are needed c. not used in agriculture sales d. all of these are correct e. none of these are correct
A B C D E	13.	Analysis of the market can best be described as: a. primary research of potential customers b. study to gain knowledge about a market c. collecting information about the market and study it for meaning d. secondary research e. none of these are correct
A B C D E	14.	What do we mean by the term “Target Market”? a. used in clothing sales to determine the cost of products b. identifying and selecting customers that are most likely to buy what is produced c. the details of the market plan d. all of these are correct e. none of these are correct
A B C D E	15.	A good marketing plan is? a. a company mission statement b. organized and sequenced properly c. accurate and attractive d. both organized and sequence properly and accurate and attractive e. none of these are correct
A B C D E	16.	A written statement that guides the marketing process is? a. pricing strategy d. business proposition b. primary research e. none of these are correct c. marketing plan
A B C D E	17.	To analyze the market situation there must be: a. an understanding of changing customers lifestyles b. an understand of customers preference c. purchasing tendencies of the customer d. all of these are correct e. none of these are correct
A B C D	18.	When handling a customers objections, which of the following is acceptable? a. use that objection as a change to disagree b. accuse the customer of being or not too smart for raising such an objection c. talk around the objection d. restate the objection or problem in your own words
A B C D	19.	Relating to the customer includes a. beginning with a smile b. arguing with the customer to make sure they know the right answer c. criticizing the customer for lack of product knowledge d. all of these are correct
A B C D	20.	The ten commandments of customer service include a. helping a customer takes priority over any other task b. the primary job of retail sales employees is to serve customers c. a customer with a grip is not a problem, but an opportunity for you to make something right d. all of these are correct
A B C D	21.	In helping dissatisfied customers, a. make the customer the center of your attention b. make sure the customer knows everybody has problems c. try to talk about something more pleasant d. all of these are correct
A B C D	22.	Types of customers include a. decided customers c. just looking customers b. undecided customers d. all of these are correct
A B C D	23.	When you deal with a dissatisfied customer, concentrate on a. making the sale today; forget about tomorrow b. saving the customer; not the sale c. make the sale today; someone else can deal with them tomorrow d. some customers you just cant satisfy; get the sale today
A B C D	24.	A customer is satisfied when they get value for their money a. the customer is the only one who know when they are satisfied; that’s why they are always right c. most customers are incapable of deciding if they are satisfied b. a really good sales person can tell if a customer is satisfied without asking them d. all of these are correct
A B C D	25.	A personality trait that is used in customer relations is a. courtesy c. honesty b. patience d. all of these are correct
A B C D	26.	In managing conflict in customer relations, which of the following pointers is important: a. be a good listener c. lose your temper b. make sure you have the last word d. all of these are correct
A B C D	27.	Attributes of people what are good at customer relations include a. speaking to people; saying hello/ good evening b. looking people in the eye and talking to them c. calling people by name d. all of these are correct
A B C D	28.	When answering a incoming call to a business the proper phrase is: a. “Accounting department, John Smith speaking” b. “Hello” c. “Farmland Feed Company, this is John, may I help you?” d. “Hello this is John, I’m ready to take your order?”
A B C D	29.	If a caller does not want to be placed on hold, you should: a. offer to return the call b. transfer them to someone who can calm them down c. calmly but firmly, state you have commitments to others d. explain to them you are not able to help them
A B C D	30.	When a telephone call is finished you should: a. thank the customer and hang up b. let the customer hang up first c. make sure the customer knows your number before they hang up d. tell them to have a nice day
A B C D	31.	Using the callers name in a telephone conversation: a. shows you are interested b. helps you remember the customers name c. both you are interested and remember their name d. neither you are interested and don’t want to remember their name
A B C D	32.	When preparing to place a business call, you should first a. be clear in your mind what you want to accomplish b. obtain personal information about whom you wish to speak c. both be clear and obtain info d. neither be clear and obtain info
A B C D	33.	When making a business call, you should first: a. Thank them for taking you call c. Apologize it is a bad time b. State the purpose of your call d. Identify yourself
A B C D	34.	Using slang expressions in a business telephone call: a. should be avoided b. make the customer feel comfortable c. build rapport d. both make the customer feel comfortable and build rapport
A B C D	35.	When handling an angry on the telephone a. defend the company b. listen carefully and don’t interrupt c. both defend the company, and listen carefully d. transfer the customer to the person that made them upset
A B C D	36.	If a telephone called continues to use profanity after you have informed you will not be able to help them if they continue to use profanity a. invite them to call back when they are not going to use profanity b. continue to listen c. put them on hold and calm yourself down d. transfer them to a person not offended by profanity
A B C D	37.	When listening to an angry customer a. let the customer explain c. differentiate between facts and emotions b. get pertinent details d. all of these are correct
A B C D E	38.	Suspects are potential clients who have not been identify. __________ are people with the need, desire, and resources to buy a product a. prospects d. all of these are correct b. clients e. none of these are correct c. employees
A B C D E	39.	If you have tried to close a sale and the prospect says, “I don’t know” what can you ask to uncover their objection a. What reservations do you have? b. Do you mind me asking why you feel this way? c. I hope we can do business another time d. both Do you mind me asking? and I hope we can do business another time e. none of these are correct
A B C D E	40.	Which of the following are sources for prospects? a. competitors d. all of these are correct b. yellow pages e. none of these are correct c. cold calls
A B C D E	41.	The telephone should be used to qualify prospects because a. most people in agriculture are never home b. the sales cost of a average personal call has become expensive c. you don’t want  to do personal sales calls d. all of these are correct e. none of these are correct
A B C D E	42.	Buying motives are why customers buy. Products ___________ are what they buy. a. packaging d. all of these are correct b. advertising e. none of these are correct c. features and benefits
A B C D E	43.	Closing the sale is__________  for most sales representatives or sales  professionals. a. easy d. all of these are correct b. difficult e. none of these are correct c. fun
A B C D E	44.	In dealing with negative views from customers, you can... a. show empathy and interest d. all of these are correct b. deal with the issue head on e. none of these are correct c. ask for there advise to fix the negative views
A B C D E	45.	In finalizing your sale to a customer, it would be unprofessional to use a _________. a. pity close d. all of these are correct b. intimidation close e. none of these are correct c. guilt close
A B C D E	46.	When a prospect inquires about the price or terms of your sale, it is an indication that... a. the customer wants you to leave d. both showing a buying signal and real interest b. the customer is showing a buying signal e. none of these are correct c. the customer has real interest
A B C D E	47.	Most people buy from their ____, and then they justify their buying decision with their____. a. emotions, intellect d. local stores, intellect b. emotions, money e. none of these are correct c. head, emotions
A B C D E	48.	What psychological factors make an effective salesperson? a. contributes to a solution by being a know-it-all b. know that even if you don’t get the sale, it is possible to open the door for future opportunities c. assumes an order without making certain it is secure d. dwells on defeat e. none of these are correct
A B C D E	49.	In successful telephone marketing: a. introductory remarks are critical d. all of these are correct b. the sales person is dependant on tome and quality of voice e. none of these are correct c. use of third party name helps get you started
A B C D E	50.	What are some special treatments that help create “Personal Trade”? a. using a strong, forceful voice d. both provides special treatment to all customers and follow up after sale b. provides special treatment to all customers e. none of these are correct c. follow up after a sale