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Multiple Choice
Identify the letter of the choice that best completes the statement or answers the question. |
| | 1. | What is one method of opening a sale? | a. | Give free samples | | b. | Tell the customer how much the product costs | | c. | Tell the customer that he/she would be a fool to buy any other product | | d. | Wait at the cash register for the customer to approach you | | | | |
| | 2. | Which of the following would be included in the preapproach of a sales presentation? | a. | Closing the sales | | b. | Showing the product to the customer | | c. | Determining the customer’s wants and needs | | d. | Ordering the product you wish to sell | | | | |
| | 3. | What is one method of determining a customer’s needs and wants? | a. | Tell the customer what he/she should want | | b. | Listen to the customer | | c. | Observe the clothes of the customer, if they look expensive, he/she must want a lot | | d. | A sales person does not need to know the customer’s needs and wants | | | | |
| | 4. | What is the final step in a sales presentation? | a. | The approach | c. | The close | | b. | Handling customer objections | d. | The demonstration | | | | | | |
| | 5. | What is a feature-benefit sales presentation? | a. | Relates the features of the product to the benefits for the customer | | b. | Relates the benefits of the product to the features of the customers | | c. | None of these answers are correct-this type of sales presentation does not exist | | | | |
| | 6. | What is selling? | a. | Assisting the customer | c. | Ringing up a sale on the cash register | | b. | Forcing the customer to buy | d. | The opposite of buying | | | | | | |
| | 7. | Why is selling important in marketing? | a. | Selling is not important in marketing | | b. | Selling is what helps move the products through the marketing process | | c. | Selling is where all the money is made in the marketing process | | d. | Selling is the process which allows the customer to find out about the products in the marketing process | | | | |
| | 8. | The path in marketing goes as follows: Manufacturer>Wholesaler>Retailer>Customer | a. | Between retailer and consumer | c. | Between manufacturer and wholesaler | | b. | Between wholesales and retailer | d. | Throughout the entire patch | | | | | | |
| | 9. | What is the educational requirement for most entry level sales positions? | a. | A college degree | c. | A high school diploma | | b. | A masters degree | d. | There aren’t any | | | | | | |
| | 10. | What is one method of conducting a market analysis? | a. | Surveying the people in area you wish to market the product | | b. | Ask one person his/her opinion and take that as what is normal for the community | | c. | Advertise the product in the area you wish to market the product and see if people buy it | | d. | None of these answers are correct | | | | |
| | 11. | How long should a resume be? | a. | 1-2 pages | | b. | 2-3 pages | | c. | 3-4 pages | | d. | How ever long it takes to tell your story | | | | |
| | 12. | During an interview, you should? | a. | Never ask questions of the employees | | b. | Never admit you do not know the answer to a question | | c. | Answer all questions honestly | | d. | Be casual | | | | |
| | 13. | What should be included in the first section of a letter of application? | a. | An explanation of why you are interested in the job | | b. | A statement of why you are writing | | c. | A request for an interview | | d. | Your qualifications for the job | | | | |
| | 14. | Which of the following promotional methods would be commonly used in agribusiness | a. | Exhibits of tractor companies at the State Fair | | b. | Demonstrations in downtown Los Angeles showing how to use agricultural products | | c. | A television spot on CBS to advertise a small store in Davis | | d. | A two page lay out in the National Enquire | | | | |
| | 15. | What are the two primary ideas to remember when you are developing an advertisement? | a. | the cost of the product versus the cost of the advertisement. | | b. | what is being sold and the nature of the audience. | | c. | the cost of the product and the nature of the audience. | | d. | the advertising medium and the cost of the product. | | | | |
| | 16. | What is one frequently raised customer objection to advertising? | a. | it brings to many customers into the store. | | b. | it takes up to much room in a newspaper. | | c. | it lets customers know what is available. | | d. | it’s an unnecessary cost in the marketing of products. | | | | |
| | 17. | What are the two classifications of displays? | a. | promotional and institutional | c. | institutional and educational | | b. | promotional and educational | d. | none of these are correct | | | | | | |
| | 18. | One of the following statements about agriculture selling is not true. Which one is it? | a. | the largest area of sales in agriculture is providing goods and services to farmers. | | b. | sales people are not a source of new technology. | | c. | farmers selling their products directly to the customer are a part of selling in agriculture. | | d. | salespeople should be able to provide information on the operation of their product. | | e. | none of these are correct. | | | | |
| | 19. | Two areas of technological knowledge are very valuable to an agricultural sales person. Which of the following would not be considered an area of technological knowledge? | a. | knowledge of the competitors product. | | b. | knowledge about good public speaking skills. | | c. | knowledge about your own goods and services. | | d. | none of these are correct. | | | | |
| | 20. |
There are five recognized stages in making a sale. From the list below which one is not one of the five? | a. | preparation | d. | overcome resistance | | b. | demonstration | e. | none of these are correct | | c. | approach | | | | | | | | |
| | 21. | Newspaper ads are usually sole to the advertiser by which of the following methods? | a. | number of centimeters | d. | column inches | | b. | square inches | e. | none of these are correct | | c. | square centimeters | | | | | | | | |
| | 22. | Constructing a display so that is arranged in a step arrangement or in graduations, is an example of: | a. | proportion | d. | rhythm | | b. | balance | e. | none of these are correct | | c. | contrast | | | | | | | | |
| | 23. | An example of a primary color is? | a. | red | d. | orange | | b. | green | e. | none of these are correct | | c. | black | | | | | | | | |
| | 24. | Most advertising appears? | a. | as ROP (run of the power) | d. | on the editorial page | | b. | on the sports page | e. | none of these are correct | | c. | on the front page | | | | | | | | |
| | 25. | A good advertisement will cause the eye to move from the top to the bottom of the advertisement and is known as? | a. | focal point | c. | product detail | | b. | layout | d. | design flow | | | | | | |