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Multiple Choice
Identify the letter of the choice that best completes the statement or answers the question. |
| | 1. | The client is highly competitive,pragmatic,assertive and confident. You should: | a. | focus on bottom-line revelance | | b. | be friendly and informal | | c. | be highly assertive | | d. | be exact and speak slowly | | e. | none of these answers are correct | | | | |
| | 2. | You are a feed salesperson. Mr. Morris informs you when you visit his farm that the last delivery of feed was moldy. Mr. Smith shows you the feed and you notice that the feed sacks are wet and the roof in the storage area appears to leak.
At first, you should: | a. | point out that he should have informed you sooner | | b. | point out the leaking roof and state that it is his problem | | c. | ask Mr.Morris if the feed could have become wet since the delivery | | d. | tell Mr. Morris it is not your fault | | e. | none of these answers are correct | | | | |
| | 3. | The “JUST LOOKING CUSTOMER” usually: | a. | are the most difficult to sell to | | b. | they may be decided or undecided customers | | c. | they do not want the assistence of a salesperson | | d. | all of these answers are correct | | e. | noenof these answers are correct | | | | |
| | 4. | The material of an advertisement which follows the headline is called...? | a. | Body copy | c. | Informative copy | | b. | Middle copy | d. | Detail copy | | | | | | |
| | 5. | A good sales person should have many attributes or traits. When you are constantly trying to improve yourself. You have __________. | a. | Ambition | b. | Confidence | c. | Talent | d. | Personality | | | | | | | | | | |
| | 6. | Buying motives are __________ customers buy. | a. | Why | b. | When | c. | What | d. | Who | | | | | | | | | | |
| | 7. | You need 30 cubic ft. of mulch, each bag is 3 cubic feet. It sells for $2.99 each plus 6% tax. What is your total for the mulch? | a. | $29.99 | b. | $39.99 | c. | $31.69 | d. | $41.69 | | | | | | | | | | |
| | 8. | There are two principle types of display 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 | | | | |
| | 9. | The purpose of taking a physical inventory is to | a. | Decide how much inventory the store should be purchasing in the future | | b. | Determine the exact amount of merchandise the business has on hand | | c. | Determine the amount you are going to change for a product | | d. | Decide how much of the product you should keep | | | | |
| | 10. | Constructing a display arranged in steps, or graduations, is an example of: | a. | Proportion | b. | Balance | c. | Rhythm | d. | Contrast | | | | | | | | | | |
| | 11. | A quality customer service provider is a person who: | a. | Accepts responsibility for providing timely customer service in a courteous manner | | b. | Understands that the success of an organization depends on good customer service | | c. | Learns and practices customer service skills in a positive manner | | d. | All of these answers are correct | | | | |
| | 12. | What do retailers hire salespeople to do? | a. | Sell products to other retailers, wholesalers, industrial firms, or other businesses | | b. | Sell merchandise and services to customers | | c. | Sell products to manufacturers or directly to wholesalers or retailers | | d. | None of these answers are correct | | | | |
| | 13. | The proper term for the activities which need to be done in order to sell a product idea for profit is: | a. | Resume | b. | Promotion | c. | Application | d. | Media | | | | | | | | | | |
| | 14. | 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? | | | | |
| | 15. | All of the following are example of direct selling responsibilities EXCEPT: | a. | Prospecting | c. | Bill collection | | b. | Making presentations | d. | Handling objections | | | | | | |
| | 16. | All of the following are examples of what a salesperson should do when handling customer objections except: | a. | Pause before answering the objection | c. | Answer the objection | | b. | Restate the objection | d. | Try to evade or minimize the objection | | | | | | |
| | 17. | Customers who want to buy, but don’t know what they want are what kind of customers? | a. | Just-looking customers | c. | Indecisive customers | | b. | Undecided customers | d. | Decided customers | | | | | | |
| | 18. | Which of the following is not one of the three basic steps of the sales presentation? | a. | Summarize the problem | c. | Present selling points | | b. | Outline solution | d. | Cold calling | | | | | | |
| | 19. | One of the best methods salespeople can use to gain their customers confidence is to | a. | Listen carefully to what they say | | b. | Make and keep appointments | | c. | Use their powers of observation to correctly guess what the customer wants | | d. | Sell customers up to the next quality level of product | | | | |
| | 20. | Which of the following characteristics are unique to agribusiness selling? | a. | A salesperson and customer often share common agricultural ethnic backgrounds | | b. | Agribusiness selling requires a high degree of technical skill and knowledge of agriculture | | c. | Selling revolves around long-term repeat business that is based on service | | d. | All of these answers are correct | | | | |
| | 21. | The most common forms of customer sales resistance are | a. | Hidden objections and excuses | c. | Rational and nonrational | | b. | Excuses and complaints | d. | Real objections and excuses | | | | | | |
| | 22. | Making the buying decision easier includes all of the following except: | a. | Narrowing the selection | c. | Start talking price | | b. | Stop talking about new products | d. | List the benefits of ownership | | | | | | |
| | 23. | This closing technique is based on the idea that customer demand for the product is high and the supply of the item is limited. | a. | trial close | c. | last chance close | | b. | standing-room-only close | d. | assume-they-are-buying close | | | | | | |
| | 24. | Customers buy a product because they like its... | a. | features | b. | price | c. | benefits | d. | salesperson | | | | | | | | | | |
| | 25. | When answering the phone, you should include what in your introduction? | a. | Greet the caller | d. | Offer your help | | b. | Introduce yourself | e. | All of these answers are correct | | c. | State the organization or department | | | | | | | | |
| | 26. | This approach to marketing was found at the earliest stages of market development, and the idea was that consumers are content to just be able to get the product. | a. | Selling approach | c. | Product approach | | b. | Marketing approach | d. | Production approach | | | | | | |
| | 27. | A store may sell a product or service. Which of the following would be considered a service? | a. | Lawn treatments | c. | Record-keeping | | b. | Artificial insemination | d. | All of these answers are correct | | | | | | |
| | 28. | Promoting a business as a good place to buy because it measures up to certain standards is known as: | a. | Institutional advertising | c. | Spot announcement | | b. | Making use of a well-known logo | d. | All of these answers are correct | | | | | | |
| | 29. | A display for lawn and garden tractor needs to stress the quality and low price. | a. | Use pure white because it suggests quality, and bright red on white will emphasize the low price. | | b. | Use a blue to accent quality and bright red to accent the low price. The contrast will attract people. | | c. | Use greens and yellows to accent the harmony of spring. This color combo takes advantage of the seasonal colors of nature. | | d. | All of these answers are acceptable | | | | |
| | 30. | Mr. Peabody purchased a new computer and accessories for his business and borrowed $5200 from the Kingston Bank to finance the purchase. He plans to pay the loan off in 2 years and has agreed 6% interest on the loan per year. How much interest would he pay for the loan? | a. | $312 | b. | $520 | c. | $624 | d. | $867 | | | | | | | | | | |