Ag Sales CDE Test Bank Group 2 Mid-Buchanan RV Agricultural Education Department Ag Sales CDE Test Bank (Group 2)

Ag Sales CDE Test Bank (Group 2)

Ag Sales CDE Test Bank Group 2

Mid-Buchanan RV Agricultural Education Department


How are sales recorded? a. Cash register b. Sales tickets c. Electronic cash registers d. Credit card slips e. All of the above

• All of the above


Which of the following is not one of the steps to follow when handling complaints? a. After investigation, politely explain what you think happened to cause the problem b. Accept responsibility for the problem c. Determine whether the complaint is real or perceived d. Be sure the customer is satisfied with the solution

• Determine whether the complaint is real or perceived


Which of the following is not a method for finding potential customers? a. Personal experience b. Present customers c. Competing salespeople d. Commercial sources

• Competing salespeople


What is the minimum standard for determining ethical behavior? a. If an action develops moral standards b. If an action is rewarded by profits if an action obeys the laws c. If an action is not punished by a business

• If an action is not punished by a business


What is one of the best methods of determining a customer’s needs and wants? a. Tell the customer what he/she should want b. Listen to the customer c. Observe how the customer is dresses d. Assume you know what the customer wants

• Listen to the customer


Which of the following is not involved in making direct sales to consumers? a. Makes sales presentations to the final consumer b. Setting up promotions and advertising c. Dealing with customer complaints and questions d. Teaching employees how to make sales

• Teaching employees how to make sales


If a prospect says, “I don’t understand how this (computer software) works,” and you show them how it works, you are most likely using which of the following methods for negotiating buyer resistance? a. Trial offer b. Third-party testimony c. Demonstration d. Superior benefit

• Demonstration


When dealing with resistance related to price, the salesperson should: a. Sell (emphasize) the features of the product b. Focus on price c. Apologize for the price d. Point out the price/quality relationship

• Point out the price/quality relationship


What is selling? a. Assisting the customer b. Forcing the customer to buy c. Ringing up the sale on the cash register d. The opposite of buying

• Assisting the customer


Which of the following is a good way to prevent customer complaints? a. Make sure the product and warranty is well understood b. Avoid contact with the customer after the sale is made c. Tell the customer that it’s not your fault d. Shift responsibility to a third party

• Make sure the product and warranty is well understood


Which of the following is not part of the application information category of product knowledge? a. Use of the product b. Care for the product c. Instructions for operation d. Performance standards

• Care for the product


In the processing industry, all of the following are true of the salesperson’s role except: a. Customers are not seen frequently b. Sales tend to be very large in terms of the amount of money and occur frequently c. The salesperson must know very specific, detailed information about the product d. Sales territories tend to be much larger

• Sales tend to be very large in terms of the amount of money and occur frequently


Benefits of product knowledge include: a. Helps establish rapport with the customer b. Salesperson confidence c. Impressing the customer with how much you know about your product d. Domination the interaction with the customer

• Salesperson confidence


The social influence affection the buyer behavior defined as people who are similar in income, education, etc. is: a. Reference groups b. Roles and family c. Culture and subculture d. Social class

• Social class


“Will you purchase the product if I can offer you a discount?” is an example of which type of closing method? a. Choice b. Summary c. Assumption d. Conditional

• Conditional


The three stages of active listening are: a. Ask questions, listen and verify b. Have a listening goal, have a good listening environment and be aware of bias c. Hearing, attention, and understanding d. Work at listening, resist distractions and capitalize on thought speed

• Hearing, attention, and understanding


The four subdivisions of promotion are: a. Promotion, price, personnel, and product b. Advertising, public relations, personal selling and sales promotion c. Product, price, promotion, and place

• Advertising, public relations, personal selling and sales promotion


Which of the following is a bad method of handling customer’s objections? a. Listen to the customer’s objections b. Pause before answering objections c. Argue with the objections d. Show empathy with the customer

• Argue with the objections


What information about the company is needed for a sales presentation, as listed in the text? a. Company policies b. Technological advances c. Market trends d. Consumer reports

• Company policies


One purpose of goal setting is: a. To use the goals to help fulfill objectives b. To stop problems from occurring when completing projects c. To divide projects into manageable parts to manage time effectively d. To link short-term and long-term objectives when completing a plan of action

• To divide projects into manageable parts to manage time effectively


The buying and selling process: a. Relies exclusively on the salesperson b. Begins and ends with the salesperson c. Works well when there is good communication between the salesperson and customer d. Does not require the interest of either party

• Works well when there is good communication between the salesperson and customer


What is one thing that should be done to maintain a positive relationship with coworkers? a. Treat others within the business organization considerately b. Follow established line of authority in the business organization c. Communicate problems to superiors without complaining d. Discriminate against other employees of the business

• Treat others within the business organization considerately


Which of the following does not belong on a resume? a. Work experience b. Educational experience c. Height, weight, and nationality d. Name and telephone number

• Height, weight, and nationality


It is a good sales approach to: a. Make suggestions from the customer’s point of view b. Suggest additional merchandise to the customer while they are considering their first purchase c. Avoid specific suggestions d. Keep the customer from handling the product e. Interact with several customers simultaneously

• Make suggestions from the customer’s point of view


When a salesperson believes the customer is ready to close based on feedback, which type of closing method is most appropriate? a. Choice b. Conditional c. Summary d. Assumption

• Assumption


If promotion is a personal goal, be sure you: a. Worry about what the boss thinks but not what customers think b. Try to get along with others c. Maintain the status quo d. Not risk being critical of the boss e. All of the above

• Try to get along with others


__________________ is how responsive the amount of an agricultural product produced or consumed would be to a change in price a. Price b. Elasticity c. Consumption d. Supply

• Elasticity


Retailers who sell products made from the output of the production sector are in what sector of agriculture? a. Production b. Service c. Manufacturing d. Marketing

• Marketing


The final step in a sales presentation is: a. Approach b. Handling objections c. Close d. Demonstration

• Close


Which one of the following is one of the ways you can improve your active listening? a. Try to anticipate what you think the speaker is going to say b. Take as many notes as possible in order to help you remember what was said c. Listen primarily for facts rather than feelings d. Let the speaker know what you think you’ve heard

• Let the speaker know what you think you’ve heard


When will a person attempt to satisfy upper-level needs? a. After satisfying the need for self-actualization b. When he or she is motivated to change c. When the salesperson is very persuasive d. After satisfying lower-level needs

• After satisfying lower-level needs


Which of the following are barriers to communication in the context of sales situation? a. Buyer doesn’t need product b. Well organized sales presentation c. Salesperson has the same communication style as the customer d. Good listening skills

• Buyer doesn’t need product


A salesperson compensation system that is based upon a percentage of sale is known as: a. Straight commission b. Combination c. 50% average d. Straight salary

• Straight commission


Per-unit figures are used when making decisions because: a. Businesses want to have low per-unit costs b. Those figures are needed to calculate average total cost c. Businesses want to have high per-unit costs d. Those figures are needed to calculate total cost

• Businesses want to have low per-unit costs


How much educational experience is necessary to obtain a job in agricultural management without the benefit of on-the-job training or experience? a. Less than a high school diploma b. High school diploma c. Some college experience d. College degree

• College degree


Which of the following sources of credit provides short and long term credit for individuals and businesses? a. Commercial banks b. Bank credit cards c. Savings and loans d. Small business administration

• Commercial banks


What is stock? a. Shares of ownership in a company b. Certificates insured by the government c. Certificates issued by the government d. Shares in diversified investments

• Shares of ownership in a company


Why are sales tickets important? a. They are needed for submission with tax forms b. They are permanent record of each transaction c. They are the last record of the merchandise sold d. Because the state government uses them to adjust the families tax burden e. All of the above

• They are permanent record of each transaction


What is one of the best methods determining customer’s needs and wants? a. Tell the customer what he/she should want b. Listen to the customer c. Ask the customer questions d. Assume you know what the customer wants e. B and c

• B and c


Which of the following is an element of a good sales presentation? a. Minimizing the use of visual aids b. Point out the downside of the product first c. The customer’s needs are the focus d. Keep the customer from being involved

• The customer’s needs are the focus


Which of the following is not a step in the process of applying for a job? a. Contact the employer b. Participate in FFA activities c. Interview with the business d. Follow up after the interview

• Participate in FFA activities


What is the first step in the financial planning process? a. Compare the amount of money received to wants and needs b. List wants and needs and establish goals and objectives c. Make a list of the source and amount of the money received d. Monitor the plan and make adjustments when necessary

• Make a list of the source and amount of the money received


The sales environment in which raw materials are sold to be used to produce a salable product is: a. Retail sales b. Wholesale sales c. Processing sales d. Direct sales

• Processing sales


Which of the following is a category of product knowledge? a. Customer support information b. Maintenance information c. Company information d. Product information

• Maintenance information


Which of the following should occur most directly after the salesperson has discovered the customer’s needs? a. Confirm customer’s interest in the specific area of business related to your product b. Recommend a customer action c. Close the sale d. Initiate social conversation

• Recommend a customer action


The guidelines for goal setting include all of the following except: a. Prioritize b. Set both long term and short term goals c. Set broad goals d. Have a time frame for achievement of goals

• Set broad goals


Which of the following is not a source of product knowledge? a. Salesperson’s company b. University research c. Consumer reports d. Salesperson’s competitors

• Salesperson’s competitors


During call phase three, you would do all of the following except a. Match benefits to buying motives (needs) b. Convert benefits to features c. Focus on most important needs d. Propose a customer action

• Convert benefits to features


Which of the following is not important in learning to take instructions from others? a. Listen closely in order to understand instructions so asking for help is unnecessary b. Ask questions when the information that has been given in the instructions is not clear c. Use the instructions that have been given to complete the task correctly d. Always ask for help if a task cannot be completed correctly for some reason

• Listen closely in order to understand instructions so asking for help is unnecessary


How much time do you have to capture your customer’s attention? a. 5 minutes b. 30 seconds c. It just depends d. 2 minutes

• 30 seconds

Documents

Ag Sales CDE Test Bank Group 2 Mid-Buchanan RV Agricultural Education Department Ag Sales CDE Test Bank (Group 2)