Agricultural Sales CDE

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					Agricultural Sales CDE -
     FCAE Test 4

Number your paper 1 - 25
1. What is the proper way to ask
a receptionist to connect you with
     a prospect on the phone?
A. “Hello. This is James calling for Mr. Brown.”
B. “Good morning. May I speak with Mr. Olson?”
C. “Good afternoon. This is Dan Thomas calling for
   Mike Smith.”
D. “Hello. Is Mrs. Davis in?”
E. none of the above
  2. Sometimes as an incentive to
  customers to buy, a percentage is
subtracted from the total price of the
 items purchased. This is called a:

   A. Lead in
   B. Close out
   C. Loss leader
   D. Discount
 3. When answering the phone you
might use phrases such as “How may
I help you?” or “Thanks for calling.”
  These are called _______ phrases.

  A. Greeting
  B. Obligatory
  C. Friendly
  D. Condolence
4. Which of the following statements
would be most appropriate to open the
presentation stage of a sales opportunity?
A. “I think that model is too expensive for you
B. “How long have you been considering buying one of
C. “This isn’t the best season to buy one of those, but it is
  a high quality item.”
D. Don’t say anything, let the customer come to you.
E. None of the above
5. Which of the following is a
true statement about successful

A.   They need to be an extrovert.
B.   They could be a quiet person.
C.   They need to be harsh rather than thoughtful.
D.   They need to feel superior to the customers.
E.   None of the above
 6. Approaching a customer and
 saying “Good evening, can I help
you with something?” is an example
 of which type of sales approach?

  A. The friendly greeting
  B. The merchandise approach
  C. The informal approach
  D. The direct approach
  7. A product that you can see,
feel, smell, or touch is known as a:

   A.   Sensible product
   B.   Tangible product
   C.   Available product
   D.   Practical product
8. A skilled salesperson concentrates
on performing three tasks. Which is not
one of these tasks?

A.   Selling a product with high value
B.   Providing product options to fill customers needs
C.   Helping the customer to make a good decision
D.   Determining a customer’s needs
    9. Which is the most accurate
statement regarding openings for sales
people in agricultural sales each year?

 A. There are more candidates than there are positions to be
 B. There are an equal number of candidates and positions
 C. There is a shortage of qualified applicants for the
 D. Agricultural sales people are poorly trained
10. There are a number of
recognized methods of making a
sales approach. Which of the
following is not one of them?

   A.   Friendly greeting approach
   B.   Good old boy approach
   C.   Merchandise approach
   D.   Direct approach
  11. To learn about your competition
    you should conduct a competitor
research project. Which of these is not
a sound method of getting information?
A.   Study sales literature
B.   Talk to customers who have used competitive products
C.   Watch competitors television advertisements
D.   Do your own comparison shopping
12. Customers must make five
buying decisions before making the
commitment to purchase. Which of
these is not one of those decisions?

  A.   Salesperson
  B.   Price
  C.   Product
  D.   Need
 13. Products which cannot be seen,
touched, or smelled but that still have
    value are known as products.

   A.   Invisible
   B.   Unavailable
   C.   Intangible
   D.   Phantom
     14. What do most buyers expect
      at the conclusion of your sales

A.   To be allowed to think about the product overnight
B.   To be asked to take action on your presentation
C.   For you to walk away while they continue to shop
D.   For you to try to make the sale to their spouse
E.   None of the above
 15. What is the first step in the
      closing pyramid?

A.   Ask trial closing questions
B.   Probe for problems, opportunities and needs
C.   Ask for the sale
D.   Build rapport and trust
E.    None of the above
 16. What is the last step, and a
natural conclusion, of the closing

 A.   Demonstrate your product
 B.   Ask trial closing questions
 C.   Ask for the sale
 D.   Build rapport and trust
 E.   None of the above
17. Which step comes earliest in
     the closing pyramid?

 A.   Capture your prospect’s attention
 B.   Ask for the sale
 C.   Probe for needs and problems
 D.   Demonstrate your product
 E.   None of the above
     18. Which of the following is
          true about closing?

A.   It takes a special person to do it correctly
B.   It is a necessary part of the selling process
C.    It is very difficult to do
D.   It is a stand alone technique
E.   None of the above
 19. To consistently close sales,
the most important skill you will
            need is:
 A. Product knowledge
 B. Presentation skills
 C. Ability to understand people
 D. Technical ability
 E. None of the above
20. The number one principle of
closing is that people buy from:

 A.   People they trust
 B.   The seller with the cheapest product
 C.   The most convenient store
 D.   The store with the longest hours
 E.   None of the above
21. Successful salespeople generally
    have attributes in four main areas.
    Which of the following includes
    these four?
  A. Commitment, a healthy ego, effective listening skills and
    humor and perspective
  B. Loyalty, persistence, good looks and drive
  C. Ambition, dominating personality, high level of education and
    good speaking skills
  D. Upbeat attitude, generosity, sense of tradition and loyalty
  E. None of the above
22. A salesperson is always looking for
potential clients with the need, desire
and resources to buy their product or
service. These potential clients are
    A.   Suspects
    B.   Targets
    C.   Prospects
    D.   Big spenders
    E.   None of the above
 23. You are always looking for new
customers. When someone you know
 suggests your company to someone
   they know, they are giving you:
   A.   Hints
   B.   A referral
   C.   A recommendation
   D.   A compliment
   E.   None of the above
24. Before making a cold call to
a prospect, it is crucial that you
         have a clear:

 A.   Line
 B.   Objective
 C.   Desk
 D.   Head
 E.   None of the above
25. A businessman asks one of his
customers the following question “Who do
you know who could benefit from our
product?” This businessman is asking for:
     A.   Suspects
     B.   Sources
     C.   Friends
     D.   Referrals
     E.   None of the above
1=C   6=A      11 = C   16 = C   21 = A

2=D   7=B      12 = A   17 = A   22 = C

3=C   8=A      13 = C   18 = B   23 = B

4=B   9=C      14 = B   19 = C   24 = B

5=A   10 = B   15 = D   20 = A   25 = D

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