Multiple Choice
Identify the
choice that best completes the statement or answers the question.
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1
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Which of the following is a form of nonverbal communication?
a | Eye contact | d | Movement | b | Posture | e | All of these are correct | c | Gestures |
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2
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Closing is a ___________ part of the selling process, not a stand-alone
technique.
a | Optional | c | Fake | b | Necessary | d | Hidden |
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3
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You get __________ chance(s) to make a great first impression.
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4
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In handling customer complaints, the ‘Three F’s’ refer
to:
a | Forgot, Forgive, Forecast | c | Feel, Felt,
Found | b | Feel, Forgot, Forgive | d | Forget, Forgive, Found |
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5
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What is a product feature?
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. |
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6
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Which of the following is true?
a | Salespeople should discourage objections. | b | Few sales happen
without customer objection. | c | An objection is a barrier to completing the
sale. | d | Both Few sales happen without customer objection and an objection is a barrier to
completing the sale. |
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7
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When your customers make objections, you should
a | Listen carefully. | c | Respect their opinion. | b | Show
concern | d | All of these are
correct. |
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8
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Objections are overcome by
a | Reviewing the advantages of the product or service | b | Offering
clarification | c | Both Reviewing the advantages of the product or service and offering
clarification | d | None of these are correct |
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9
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You capture the reader’s attention in an advertisement in which portion of
the ad?
a | Body | c | Subhead | b | Headline | d | Border |
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10
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The difference between an open ended and closed ended question is
a | Open ended questions are only used at the beginning of the
presentation | b | Closed ended questions are only used at the end of the
presentation | c | Open ended questions encourage the customer to talk more | d | All of these are
correct |
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11
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The process of finding new
customers is termed:
a | recruiting | d | aggressive selling | b | prospecting | e | none of these answers are correct | c | telephone
contacts |
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12
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In taking telephone messages,
you should include:
a | name of person who is being
called | b | date, time of call, & your name &
initials | c | Action to be taken, such as call back | d | all these answers are
correct | e | none of these answers are
correct |
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13
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Tressel Coop recently listed
$7800 worth of wild bird seed as a “National Championship Special” to get fair weather
for OSU into the store. Since the stock market recently took a dip, Jim Tressel also offered a one
time cash discount to any customer that would buy the entire lot of seed. Long time fan, Jim Ogden,
famous Highland County trapper, hunter and bird watching expert, purchased the entire lot of $7800
with of wild bird seed. How much NET CASH did Jim Ogden give Tressel Coop for the entire lot using
the 20% cash discount? (use closes figure below)
a | $1569 | b | $4992 | c | $6240 | d | $7640 | e | $9360 |
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14
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Mat Wilhelm recently purchased
a new “NFL style” computer to start his own web page and borrowed $4,000 from Huntington
Bank in Columbus, to fund the computer. After he gets drafted by the NFL, plans paid off the loan in
12 months from purchase. With his low interest rate of 15% how much INTEREST will he pay on the money
borrowed for one year?
a | $60 | b | $600 | c | $3400 | d | $3940 | e | $4060 |
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15
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Andy Geiger hires two students
each week to work part-time in the Jim O’Brien Farm Supply Store. Since students must both
attend classes and work at the store, a salary of $110/week.Was a greed upon by all parties involved.
With each student working 20 hours weekly a standard withholding deduction of 18% will be deducted
weekly from each students paycheck. How much withholding tax will be deducted from each students
paycheck weekly?
a | $19.80 | d | $90.20 | b | $38.60 | e | correct amount not listed | c | $70.40 |
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16
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Union County has the best sales
tax rates according to local officials. With a LOW rate of 5.75%, many area farmers from the
Marysville area starting to buy goods and services. Carlos J.T. Horse Ranch, located in Raymond, Ohio
purchased $4351 of taxable goods. Based on the LOW rate of 5.75% county sales tax, how much sales tax
should be added to the order?
a | $250.18 | c | $2501.83 | e | $4100.82 | b | $756.70 | d | $3776.00 |
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17
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A good plan for a telephone cold call includes (Morgan- Professional Selling, p.
18)
a | Having a clear objective before calling | b | Writing down notes
about what you know about the prospect | c | All of these are correct | d | None of these are
correct |
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18
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In preparing for a face to face sales call, you ask yourself the following
questions? (Morgan-Professional Selling - P. 31)
a | What do I know about the prospect’s organization | b | What questions do I
need to ask | c | What products do I think the prospect should be interested in? | d | What do I know about
the prospect’s organization and What questions do I need to ask | e | What do I know about
the prospect’s organization, What questions do I need to ask, What products do I think the
prospect should be interested in? |
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19
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Which is NOT an appropriate personal reference?
a | clergyman | c | former employer | b | agricultural education
instructor | d | father or
mother |
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20
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Workers most often fail because:
a | they don’t have the needed job skills | c | they are late | b | they lack
knowledge | d | they are
ineffective listeners |
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21
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What is an example of a tangible item?
a | advertising | c | insurance | b | stocks and bonds | d | clothes |
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22
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After an interview you should:
a | celebrate | b | write a thank you letter to the
employer | c | carry on until you hear you have the job | d | call back the next
day to see if you get the job |
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23
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Calculate the selling price of a potted plant if the wholesale and shipping
costs are $2.50 and you want to markup the product 75%? (round to nearest cent)
a | $4.38 | d | $2.68 | b | $1.88 | e | none of these are correct | c | $3.25 |
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24
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Joe FFA works at the local implement store making $6.00 per hour on his 20 hour
per week job. If 20% of his earnings are deducted for city, state and federal tax, the amount
withheld for all three taxes is $__________.
a | $7.70 | d | $24.00 | b | $12.00 | e | none of these are correct | c | $20.00 |
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25
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Your tax consultant has advised you to pay monthly county taxes on your business
instead of quarterly taxes. If you have a gross monthly income in June of $6,000 and your county tax
rate is 7%, what would your monthly tax bill for June?
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26
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Your local FFA chapter wants to promote the fruit sale in the daily newspaper
with a seven column inch ad. If it costs $7.40 per column inch of display ad run in the newspaper,
twice a week for three weeks what would be the total cost of promoting your fruit sale in the
newspaper?
a | $51.80 | b | $103.60 | c | $155.40 | d | $310.80 |
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27
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An upset customer comes into
your store upset about the quality of your products. What response is your customer looking for from
you?
a | to be taken
seriously | b | to be respected | c | to get immediate action | d | to clear up the problem to never happen
again | e | All of these are correct |
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28
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A point of purchase (P.O.P) ad
might be found ________.
a | on a
billboard | d | in the
supermarket | b | in a magazine | e | None of these are correct | c | in the
newspaper |
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29
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Some of the common personality
characteristics found in successful sales people are:
a | ambitious | d | domineering | b | strong and forceful | e | None of these are correct | c | easily
frustrated |
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30
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As with all advertising, color
plays a vital role in point- of- sale. Which color listed below is known as attention- getting and
will catch the eye?
a | blue | b | green | c | orange | d | red | e | black |
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31
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The first step to take when
presenting a product is ______.
a | build desire for the
product. | b | develop the customer’s attention | c | get the customer’s
attention. | d | tell the customer to buy the product. | e | None of these are correct
statements |
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32
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Paint costs $2.80 per quart at
the local hardware store. If your county sales tax is 7% and you purchased three quarts of paint,
what would your total sales tax be for the three quarts?
a | 20
cents | b | 40
cents | c | 59
cents | d | 80
cents | e | $5.88 |
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33
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You are tax exempt and want to
mulch your new organic garden in April. The local store is chargig $5.00/ bag of orgnic mulch
containing 3 cubic feet of premium mulch. After measuring the flower beds you determine that 12 bags
of mulch are needed for the project. How much will the organic mulch cost you for this
project?
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34
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During an interview for an agricultual business job, topics that may be
controversial and best avoided include:
a | FFA leadership, school subjects, and job skils | b | politics, religion,
and economics | c | agricultue, record keeping, and job attitudes | d | career objetives,
your best qualities and former jobs |
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35
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Questions in the sales process that are asked to determine customers needs and
want are what type of questions
a | simple questions | c | compex questions | b | qualifying questions | d | third pary
questions |
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36
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Circle - K Horse Farm buys horse in ton lots from XYZ Farm Supply for a cash
discount when purchased in ton lots. Since one ton of feed weighs 2,000# and the horse feed normally
sell for $240 per ton, what would be the total cash discount for six tons of feed purchased by
Circle-K Horse Farm, if the discount was 5%?
a | $72.00 | d | $480.00 | b | $100.00 | e | none of these are correct | c | $144.00 |
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37
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A hidden objection is defined
as
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a | details the salesperson is
withholding | b | a sales presentation without disclosing the
price | c | a customer’s reluctance to listen | d | a customer’s unspoken
concern |
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38
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When a customer makes an excuse
during a buying decision they are:
a | stalling the
decision | b | not wanting to buy the product | c | wanting to buy the product, but makes you lower the
price | d | going to buy the product |
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39
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A good
shows a genuine interest in communicating with customers about their interests.
a | presentation | b | conversation | c | listener | d | approach |
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40
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Most salespeople know
about
what they sell.
a | far too
much | c | far too
little | b | just enough | d | a great amount |
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41
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When you first meet a
disgruntled customer you should
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a | refer them to your
supervisor | b | establish eye contact and smile | c | send them to the customer service
desk | d | none of these are correct |
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42
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Which of the following would
not be considered one of the
five buying questions a display should answer?
a | What is the
product? | c | Where can I buy
it? | b | How much does it
cost? | d | Is it worth
it? |
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43
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An effective display will
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a | tells a story.
| c | gets the attention of the
customers | b | demonstrates a sales point. | d | all of these are correct |
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44
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Sometimes the
method is useful in helping customers examine their own objections.
a | examination | b | qualifying | c | question | d | preference |
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45
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The original selling price for
a TSC motor was $88.00, but was marked down 25%. What would be the final selling price for the
motor?
a | $63.00 | b | $66.00 | c | $58.08 | d | $70.00 |
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Matching
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Match the following. a | Product Benefit | d | Trail
Close | b | Objection | e | Product Feature | c | Probing Question |
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46
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Mr. Johnson, our hydroponics tomatoes will produce 15-20 lbs. per
plant.
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47
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Mrs. Clark, what color pattern are you looking for in your garden?
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48
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Mr. Davis, our pruning tools are ergonomically sound which mean you can garden
longer with less pain.
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49
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Mrs. Smith, will these fertilizer benefits work into your lawn fertilizer
program?
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50
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Mr. Jones, this Christmas tree is just what I am looking for, however, I
don’t seem to have a way to get it home.
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