2003 South Dakota State Agriculture Sales Test

Name:

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

A disadvantage of direct mailing may be that:

a.	Mailing lists can become outdated
b.	Intended customers may not receive the advertising
c.	Many people see mailings as junk and discard them.
d.	All of these are correct.

The following closely describes “the copy” in advertising.

a.	It is the main message of the advertisement.
b.	Should give more information related to headline.
c.	Copy from another source is duplicated.
d.	Both It is the main message of the advertisement AND should give more information related to headline are correct.

Which of the following best describes the mental stages of the buying process?

a.	Attention, interest, desire, conviction, and action.
b.	Product, place, promotion, and price.
c.	Customer, cost, budget, buy.
d.	None of these are correct.

You are most likely to close a sale successfully if you:

a.	Obtain feedback frequently during the interview.
b.	Seek commitment only at the end of the interview.
c.	Know your product; the rest does not matter.
d.	None of these answers are correct.

Below are descriptions of two clients. Select the most desirable approach a salesperson should take with each client.

The client is enthusiastic and spontaneous, a risk taker and creator. You should:

a.	Not be overly demanding
b.	Take care to present all sides of an issue
c.	Be non-threatening
d.	Relate your proposal to the client’s dreams

The client likes structure, details, accuracy, and perfection. You should:

a.	Indicate a bottom-line urgency
b.	Give incentives
c.	Ask personal questions
d.	Give data and have proof

Which is the best definition of selling?

a.	Assisting a customer to make a buying decision.
b.	Ringing up a sale on the cash register.
c.	The opposite of buying.
d.	None of these answers are correct.

When dealing with customer’s objections, which of the following methods should NOT be used?

a.	Listen to the customer’s objections.
b.	Pause before answering the objections.
c.	Argue with the customer over his/her objection.
d.	Show empathy for the customer.

When taking telephone messages, your message should include:

a.	Name of person who is being called.
b.	Date, time of call, and your name or initials.
c.	Action to be taken, such as call back.
d.	All of these are correct.

10.

When on the telephone explaining a co-worker’s absence from the office, you should:

a.	Support the person for whom you are taking calls.
b.	Explain: Mr. Garcia is home ill today.
c.	Explain: I don’t know where Mr. Garcia is today.
d.	None of these are correct.

11.

Asking questions is important:

a.	To figure out the customers needs and wants.
b.	Only the customer is a first time buyer.
c.	Only to clarify sales details.
d.	Asking questions is not an important part of the sales process.

12.

Which of the following is the first thing an advertisement should accomplish?

a.	Show product benefits to the customer.
b.	Get the customer’s attention.
c.	Create a desire to buy.
d.	Supply the product information.

13.

A logo is a name, symbol, or trademark designed to:

a.	Indicate product price.
b.	Provide easy recognition of a product.
c.	Inform a customer about product features.
d.	All of these are correct.

14.

When a salesperson stops by to visit a prospect without an appointment or any prior knowledge of the prospect, it is:

a.	Cold call.
b.	Cool call.
c.	Local call.
d.	None of these are correct.

15.

If a display is set-up or found near a check-out area, it is referred to as:

a.	Point of purchase display.
b.	Window display.
c.	Check out display.
d.	Last chance display.

16.

A successful advertisement has three specific qualities. Which of the following is NOT one of them?

a.	It should point out competitor’s flaws.
b.	It should be easy to read and be visually pleasing.
c.	It should create a desire to buy.
d.	It should convey a key message about the product.

17.

Sales people need to learn how to identify, target and contact customers. This term is:

Hunting

Orienteering

Prospecting

Negotiating

18.

What type of goals should be included in a marketing plan?

a.	Competitor’s goals.	c.	Long term goals.
b.	Short term goals.	d.	Short term and long term goals.

19.

A display should inform the customer of the_______of the product.

a.	Quantity	c.	Main features and benefits
b.	Shelf life	d.	Competing brands

20.

When placing a telephone call, you should

a.	Do some planning before placing the call
b.	Know the name of the person you hope to reach
c.	Develop an outline of what you want to say
d.	All of these are correct.

21.

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.
b.	Visit potential competing business.
c.	Demographic trends.
d.	All of these are correct.

22.

The customer is:

a.	The most important person in your business.
b.	Someone who has biases and prejudices.
c.	Someone who should not be offended.
d.	All of these are correct.

23.

One technique for getting customers into your store is to advertise and sell a product at a sale price that is lower then you paid for it. This does cost money, but it pays for itself by getting new customers into your business. These types of products are called:

a.	Loss leaders	c.	Cold sales
b.	Bait and switch products	d.	Appetizers

24.

An angry customer can be calmed best if your voice sounds:

a.	Hesitant	c.	Condescending
b.	Impatient	d.	Confident

25.

To demonstrate to an angry customer that you are listening, you should:

a.	Listen for both facts and feelings.
b.	Be attentive.
c.	Paraphrase what they are saying.
d.	All of these are correct.

26.

You want customers to complain because,

a.	If they don’t, they take their business somewhere else.
b.	They tell their friends not to do business with you.
c.	A customer that complains usually comes back.
d.	All of these are correct.

27.

Sales representative Casey Singh is concerned with when to close. The best advice would be:

a.	Close, and that’s at the end of the presentation.
b.	Show reluctant to close; that way the customer won’t think that you’re too pushy.
c.	Wait for the prospect to ask to purchase.
d.	Try to close a minimum of three times.

28.

When a sales representative says, “This will really solve your problem, won’t it?” the rep is using:

a.	A “Barking Bertha” question.
b.	Modest indecision.
c.	A tie down.
d.	None of these are correct.

29.

You are carrying two briefcases, a video projector and a box of samples when the prospect asks if he can help you carry it all and set up the stuff for your presentation. Your response should be:

a.	“Thank you for your offer, but I can get it.”
b.	“Nope, I’ve got it.”
c.	“Oh thank you. I really appreciate your assistance.”
d.	All of these are correct.

30.

When the sales representative says, “I’m sure you’ll be satisfied with it. Suppose I write up an order for one hundred,” she has attempted:

a.	An inducement close.
b.	A porcupine close.
c.	A reverse pivot close.
d.	An assumptive close.

31.

Your prospect is raising a “no money, the price is too high” objection. Which of the following would be the most effective to deal with this objection?

a.	Break the price down. Mr. Prospect, will only cost 17 cents per day for all of the benefits you will be getting with our product.
b.	Ignore it. Everyone complains about the price.
c.	Apologize for your price being so high.
d.	None of these are correct.

32.

The New Pickup sales representative says to you, “Here are the keys. Try it out for the weekend. If you don’t like it, bring it back on Monday.” The sales representative is using which closing technique?

a.	The Ben Franklin close
b.	The suckers ploy close
c.	The puppy dog close
d.	None of these are correct

33.

Which one of the following is an example of an open (or open ended) question?

a.	What do you like about our combine?
b.	How many acres of corn will you plant this spring?
c.	Both of the above are open end questions.
d.	Neither of the above are open end questions.

34.

The main purpose of the pre-approach is to:

a.	Encourage the prospect to buy your product.
b.	Capture the prospects full attention and build interest in the product.
c.	Gather information about the prospect and her company.
d.	All of the above are the correct

35.

When a sales representative qualifies a prospect, the rep is:

a.	Determining the prospects authority to buy
b.	Determining if the prospect can afford the product
c.	Determining the prospects authority to buy and Determining if the prospect can afford the product
d.	None are the correct answer

36.

The following would best describe the term Market Segmentation:

a.	Developing specific marketing effort that targets consumers with unique needs
b.	Developing a product for the overall population
c.	Making similar products with small differences
d.	Market segmentation is not a factor in ag sales

37.

What do we mean by the term Product Positioning?

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.	Designing effective product displays.

38.

A marketing plan is:

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

39.

Which of the following would be used in assessing the marketing situation?

a.	Potential customer profile and behavior
b.	Strengths and weaknesses of the competition
c.	Strengths and weaknesses of your product/service
d.	All of these are correct

40.

What is a product feature?

a.	Answers the question, “What is it?”
b.	A specific quality or characteristic of a service
c.	something you can see, feel, hear, smell or taste
d.	All of these are correct

41.

What is a buyer benefit?

a.	Answers the question, “How much does it cost?”
b.	Answers the question, “What is it?”
c.	Answers the question, “How will I benefit?”
d.	Answers the question, “How much does it cost?”and Answers the question, “How will I benefit?”

42.

Which of the following is a buyer benefit?

a.	“Lamb 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 only costs $15 per bag.”

43.

Which of the following are common buying motives?

a.	Gain or economy
b.	Comfort and convenience
c.	Variety and recreation
d.	All of these are correct

44.

Successful salespeople have ____________.

a.	Positive attitudes
b.	Good time management
c.	Product knowledge
d.	All are the correct answer

45.

When handling a difficult customer you should?

a.	Let the customer talk through their anger
b.	Refer the customer to someone else
c.	Communicate less
d.	All are the correct answer

46.

Which of the following is not a need of Maslow’s Hierarchy of Needs?

a.	Physiological needs
b.	Security and Safety
c.	Financial Success
d.	Self actualization

47.

Developing _________ with a customer builds honesty, trust, comfort, and a common goal.

a.	Industry knowledge
b.	Rapport
c.	Product knowledge
d.	None of these are correct

48.

What is one way a sales person can directly support the customer’s decision to make a purchase?

a.	Tell him or her to discuss any problems with the appropriate department in the company
b.	Contract 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

49.

Sales made by the salesperson to the final consumer at the customer’s home or business is known as:

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:

a.	Verbal Communication	c.	Listening Skills
b.	Nonverbal Communication	d.	All of these are correct