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Name:    You must enter your name to take this test. 1999 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.	The process of finding new customers is termed: a. Recruiting d. Aggressive selling b. Prospecting e. None of these are correct c. Telephone contacts
A B C D E	2.	Cold calling is: a. Calling on prospects with an appointment that fit a certain criteria of type and size and business. b. When a salesperson stops by to visit with a prospect without an appointment or any prior knowledge of the prospect. c. Calling a prospect customer who has  asked to be contacted. d. All of these are correct. e. None of these are correct.
A B C D E	3.	In 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. None of these are correct e. All of these are correct
A B C D E	4.	Company contact with customers is more often: a. Face to Face d. At an open house b. By telephone e. None of these are correct c. By fax machine
A B C D E	5.	Cool calling is: a. When a salesperson calls a prospect without any prior knowledge of the prospect. b. Calling of prospects that fit a certain criteria of type and size of business. c. Prospects who have been suggested by current customers, fellow salespeople or prospects themselves. d. All of these are correct e. None of these are correct
A B C D E	6.	Your attitude: a. Towards customers influences your behavior-you can’t always camouflage how you feel. b. Affects everyone who comes in contact with you. c. is not fixed, the attitude you display is up to you. d. All of these are correct. e. None of these are correct.
A B C D E	7.	How to handle an angry caller.You first: a. Tell them nicely to call back when they are not angry. b. Find out what the problem is. c. Refer them to your manager who has all the answers. d. All of these are correct. e. None of these are correct.
A B C D E	8.	In placing a telephone call: a. Know the name of the person you want to reach. b. Develop an outline of what you intend to say starting by identifying yourself. c. Be clear in your mind about what you want to accomplish. d. All of these are correct. e. None of these are correct.
A B C D E	9.	In projecting a good telephone image, you should: a. Speak in a professional, business like tone of voice. b. Be a good listener, concentrate on what you are told. c. Be tactful and polite when it is necessary to refuse a request. d. All of these are correct. e. None of these are correct.
A B C D E	10.	When on the telephone explaining a co-workers absence from the office you should: a. Support the person for whom you are taking calls-create a good image. b. Explain: Mrs.White is home ill today. c. Explain: I don’t know where she is today. d. All of these are correct. e. None of these are correct.
A B C D E	11.	Which of the following is not a market situation in a market analysis: a. Product descriptions d. Information about supply and demand b. Pricing e. None of these are correct c. Existing competition
A B C D E	12.	The market analysis activity for this event: a. Requires each team member to compete individually. b. Is a team activity. c. Is a two-member activity. d. All of these are correct. e. None of these are correct.
A B C D E	13.	The objective of the market analysis is to: a. Make a sales presentation. d. All of these are correct. b. Create a new product. e. None of these are correct. c. Develop a marketing plan.
A B C D E	14.	A market plan should include: a. An introduction. d. All of these are correct. b. Short-term goal. e. None of these are correct. c. Long-term goal.
A B C D E	15.	A potential customer profile is best described as: a. Knowing the strengths and weaknesses of your competition. b. Strengths and weaknesses of your product or service. c. Characteristics of potential buyers. d. All of these are correct. e. None of these are correct.
A B C D E	16.	Defining the “target market” means: a. Stated goals in the business proposition. b. Identifying and selecting customers who are most likely to buy what is produced. c. Plans for achieving marketing objectives. d. None of these are correct e. All of these are correct.
A B C D E	17.	An “Action Plan” includes the following four areas: a. Analysis, research, target marketing, and marketing strategy. b. Income, evaluation, process, and product. c. Product, price, place, and promotion. d. All of these are correct. e. None of these are correct.
A B C D E	18.	A projected budget is: a. A statement of anticipated expense and income for the market plan. b. Developing a promotion plan. c. Determining how well the plan did. d. Market research. e. None of these are correct.
A B C D E	19.	Research in developing market plan is: a. Preparing the business proposition. b. Planning assumptions. c. Preparing marketing strategies. d. Careful and diligent study to gain knowledge about market. e. None of these are correct.
A B C D E	20.	What factors must be considered when allowing a refund? a. Cost of the refund. d. Type of product. b. Customer history. e. None of these are correct. c. Company management policy.
A B C D E	21.	What factors must be present to establish effective customer service policy? a. Policies must be clear to the customer. b. Supported by company management. c. The primary objective should be customer satisfaction. d. All of these are correct. e. None of these are correct.
A B C D E	22.	If your resolution to a customer complaint doesn’t work then: a. Present an alternative solution. b. Inform the customer there are no other solutions. c. Contact your supervisor. d. Both A and C. e. None of these are correct.
A B C D E	23.	When you first meet a disgruntled customer, you should: a. Refer them to your supervisor. b. Establish eye contact and smile. c. Send them to the customer service desk. d. All of these are correct. e. None of these are correct.
A B C D E	24.	Which of the following would NOT be considered one of the five buying questions a display should answer? a. What is the product? d. Is it worth it? b. How much does it cost? e. None of these are correct. c. Where can I buy it?
A B C D E	25.	An effective display will: a. Tell a story. d. All of these are correct. b. Demonstrate a sales point. e. None of these are correct. c. Get the attention of the customers.
A B C D E	26.	A display should not: a. Sell on price. d. Show how a product is used. b. Sell on value. e. None of these are correct. c. Attract too much attention.
A B C D E	27.	When building a product display you should: a. Use colors that look good together. b. Use words sparingly. c. Use action words to communicate worthwhile information’s d. All of these are correct. e. None of these are correct.
A B C D E	28.	Which of the following is not one of the six major display arrangements? a. Wedge arrangements. d. Radiation arrangement. b. Repetition arrangements. e. None of these are correct. c. Round arrangements.
A B C D E	29.	A central idea or theme for a display will: a. Have many sub-themes. d. All of these are correct. b. Relate the product to the customer. e. None of these are correct. c. Take up most of your planning time.
A B C D E	30.	Before setting up a display: a. A drawing or sketch should be made. b. The price of the product should be reduced. c. Customers should be trained to use it. d. Free product should be given to the customer. e. None of these are correct.
A B C D E	31.	A display plan: a. Limits creativity in design. b. Show how not to put the display together. c. Help calculate the cost of the display. d. Prevents the display from being assembled. e. None of these are correct.
A B C D E	32.	Which of the following is not a main step in developing a display plan? a. Determine product or service to be feature. b. Establish a theme. c. Determine who will assemble it. d. Select a display arrangement. e. None of these are correct.
A B C D E	33.	A zigzag arrangement of a display: a. Uses stair step to indicate progress. b. Develop a focal point in the center. c. Sets the product in uneven lines that look informal and fun. d. Uses repetition of a product. e. None of these are correct.
A B C D E	34.	The most important factor of your continued success in the sales field will depend on: a. The state of the economy. d. The product you are selling. b. The weather in the area. e. None of these are correct. c. The selling skills you develop.
A B C D E	35.	Getting immediate and favorable attention should be attained in what part of the sales process? a. Pre-Approach. d. Approach. b. Demonstration. e. None of the are correct. c. Closure.
A B C D E	36.	The most appropriate listening skills include: a. Constant eye contact. b. Careful focus on what the customer is telling you. c. Facial expressions while the customer is speaking. d. Strategizing your plans for a close. e. None of these are correct.
A B C D E	37.	Enthusiasms role in the sales process: a. Should be reserved for the close. b. Is essential for the entire sales process. c. Should peak after the sales is made. d. Should be shown primarily by the customer. e. None of these are correct.
A B C D E	38.	Asking questions is important: a. To figure out the customers needs and wants. b. If the customer is a first time buyer. c. Only if not perceived by the customer as being too nosy. d. Not necessary unless you already know the customers situation. e. None of these are correct.
A B C D E	39.	Arguing with the customer: a. Is appropriate when trying to change his mind. b. Should take place without shouting. c. Convinces the customer that you are sold on your product. d. Should be avoided. e. None of these are correct.
A B C D E	40.	Involving the customers in demonstrations: a. Disrupts the customers concentration and should be avoided. b. Helps keep the customers attention and appeals to their senses. c. Normally indicates a lack of sales ability. d. Is used when the sales close does not work. e. None of these are correct.
A B C D E	41.	The “Close”: a. Should be avoided on the first call. b. Ideally takes 12% of the total sales call time. c. May occur at any time. d. Must happen after handling customer objections. e. None of these are correct.
A B C D E	42.	Which of the following is the first thing an advertisement should accomplish? a. Show product benefits to the customer d. Supply the product information. b. Get the customers attention. e. None of these are correct. c. Create a desire to buy.
A B C D E	43.	In a classic advertisement formula, the headline is designed to: a. Supply details about the product. d. Attract the readers attention. b. Explain product benefits. e. None of these are correct. c. Inform the customer about product price
A B C D E	44.	The part of a classic advertisement that supplies the customer with facts and information about a product is the: a. Headline. d. Illustration. b. Subhead. e. None of these are correct. c. Body Copy.
A B C D E	45.	Using one main item in an advertisement to grab the reader’s attention is called: a. Dominant element. d. Design  Flow. b. Headline. e. None of these are correct. c. Subhead.
A B	46.	Prices should always be indicated in advertisement. a. True b. False
A B C D E	47.	The focal point of an advertisement is located: a. The lower left part of the ad. b. In the upper right part of the ad. c. In the upper left part of the ad. d. In the area slightly above and to the left of the center. e. None of these are correct.
A B C D E	48.	A P.O.P. sign is also known as a ... a. Place of purchase sign. d. Point of product sign. b. Point of purchase sign. e. None of these are correct. c. Price of product sign.
A B C D E	49.	Which of the following colors can be used to get the customers attention. a. Red. d. Black. b. Blue. e. None of these are correct. c. Green.
A B C D E	50.	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. e. None of these are correct.