3. The route taken by products is called the marketing ...



March 08, 2016

Name: ____________________________________ Participant # ___________

2016

North Carolina FFA

Agricultural Sales – JUNIOR DIVISION

Career Development Event

Written Examination (20 points)

INSTRUCTIONS: There are 20 questions on this section of the event. Please check carefully to see that you have five (5) pages including this cover page.

Read each question carefully. Mark your answer for each question on the provided Scantron form. Each question is worth one (1) point. You have 25 minutes to complete this section of the event.

prepared by

Stephen Edwards

Assistant Professor of Agriculture Education, University of Mount Olive

Christopher Taylor

Assistant Professor of Agribusiness, University of Mount Olive

1. The greatest challenge of selling is for the salesperson to _______________.

a. Close the sale

b. Remain positive

c. Know the product line

d. Listen to the customer

2. What is the problem with making a sale while alienating the customer?

a. Alienated customers will not return for future sales opportunities

b. Alienated customers will have more objections in future sales opportunities

c. Alienated customers will ask for lower prices

d. Alienated customers will be more likely to make recommendations to friends

3. Which of the following mistakes should be avoided by all salespeople?

a. Giving up too soon on a prospect

b. Carefully planning each day

c. Maintaining a positive attitude

d. Following up after a sales visit

4. Which is a trait of a good salesperson?

a. Good listener who learns the needs of prospects

b. More interested in commissions than prospects’ needs

c. Refuses to learn and apply proven selling techniques

d. Turns negative when sales go down

5. Why might a customer raise an objection to purchasing a product?

a. The salesperson executed the selling process to perfection

b. The customer is the decision-maker and wants to see if the salesperson is serious about selling the product

c. The customer has a question that has not come to the surface during the sales pitch

d. The customer has learned all they need to know about the product

6. An effective salesperson would do which of the following?

a. Suggest all products offered by the company

b. Suggest that all service features are facts about the product

c. Suggest the details about all potential products

d. Suggest products that meet the needs of the customer

7. Most people make buying decisions based upon ________________.

a. Logical thoughts

b. Feelings and emotions

c. The product

d. Sales tricks and traps

8. When a person addresses a customer by their title, such as Doctor and Reverend, the salesperson is showing ___________ to the customer.

a. Equality

b. Respect

c. Contempt

d. Nonchalance

9. If a customer's complaint is handled effectively by the salesperson, what is likely to happen?

a. The customer will refrain from doing business again with the company

b. The customer's actions are completely unpredictable, so the salesperson has to hope for the best

c. The customer will likely become more loyal to the business

d. The customer’s complaint can only be effectively handled by management

10. Which of the following is MOST LIKELY true in regards to salespeople being discourteous to customers?

a. The salesperson was intentionally rude in their interactions with the customer

b. The salesperson failed to think about a statement before they spoke to the customer

c. The salesperson willingly made a customer the punch line of an inappropriate joke

d. The salesperson was indifferent to the customer

11. When presenting themselves to a customer, which of the following IS NOT appropriate for personal appearance of the salesperson?

a. The salesperson has a pleasant smile

b. The salesperson has clean fingernails

c. The salesperson has wrinkly clothes

d. The salesperson has well-kept hair

12. Why should a salesperson refrain from chewing gum while dealing face-to-face with a customer?

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a. Chewing gum can annoy the customer

b. Chewing gum can relax customers and encourage sales

c. Chewing gum can cause tooth decay

d. Chewing gum helps to maintain fresh breath

13. If a salesperson DOES NOT listen closely to a customer, what will likely happen?

a. The salesperson will hear what they want to hear

b. The salesperson will hear what they expect to hear

c. The salesperson will not recognize the difference between a statement, objection, or a question

d. All of the above will happen if the salesperson does not listen to a customer

14. Why would a salesperson negotiate with a customer?

a. To reach a solution that is primarily beneficial to the customer

b. To reach a solution that is primarily beneficial to the salesperson

c. To reach a solution that is beneficial to the customer and the salesperson

d. Salespeople should never negotiate with customers

15. Which of the following is an example of an open-ended question that can be asked to a customer?

a. Will you call me?

b. Will it be okay if you send the payment by Friday?

c. Do you want to have lunch?

d. How long have you been at your current location?

16. When answering a telephone call, if a customer says, "My biggest complaint is people who do not listen," what would be the most positive course of action for the salesperson?

a. Put the caller on hold

b. Immediately offer a product or service

c. Listen to the customer before offering suggestions

d. Forgo giving this customer any advice concerning a potential sale

17. If a salesperson IS NOT organized, what is likely to happen?

a. The salesperson will follow-up on promises

b. The salesperson will fail to complete paperwork on time

c. The salesperson will fully remember details in the selling process

d. The salesperson will increase their sales

18. Top salespeople will engage in which of the following behaviors during a sales call or presentation?

a. The salesperson will arrive early or on-time

b. The salesperson will be intimidated by any customer objections

c. The salesperson will ask for a close only when they know that the customer has no objections to the sale

d. The salesperson will refrain from asking questions and instead rely solely upon the input of the customer

19. Why should a salesperson avoid saying, "I'd like to drop by?"

a. The salesperson will appear to have no appointments

b. The customer would be happy to receive an unannounced visit

c. The appointment will appear unimportant to the customer

d. This would be acceptable business lingo by the salesperson

20. During what part of the sales presentation should the salesperson present MOST of

the information about their product or service?

a. Benefits and features

b. Closing the sale

c. Information gathering

d. Signing the contract

END OF THE MULTIPLE CHOICE SECTION

FFA Agricultural Sales Junior Career Development Event

Make sure all of your answers are marked on the provided scan sheet.

Ag Sales Junior Answers

1. B Sales Training Basics, 3rd ed., p. 18

2. A Sales Training Basics, 3rd ed., p. 32

3. A Sales Training Basics, 3rd ed., p. 53

4. A Sales Training Basics, 3rd ed., p. 3

5. C Building & Closing the Sale: Proven Methods for Closing Sales, p. 85

6. D Building & Closing the Sale: Proven Methods for Closing Sales, p. 71

7. B Building & Closing the Sale: Proven Methods for Closing Sales, p. 18

8. B Building & Closing the Sale: Proven Methods for Closing Sales, p. 25

9. C Calming Upset Customers, p. 5

10. B Calming Upset Customers, p. 14

11. C Calming Upset Customers, p. 20

12. A Calming Upset Customers, p. 23

13. D Telephone Courtesy and Customer Service, p. 19

14. C Telephone Courtesy and Customer Service, p. 26

15. D Telephone Courtesy and Customer Service, p. 35

16. C Telephone Courtesy and Customer Service, p. 72-73

17. B Professional Selling: Practical Secrets for Successful Sales, p. 80

18. A Professional Selling: Practical Secrets for Successful Sales, p. 58

19. C Professional Selling: Practical Secrets for Successful Sales, p. 22

20. A Professional Selling: Practical Secrets for Successful Sales, p. 39

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