March 6, 2008
Name:___________________ Participant # _______
KEY
2008
North Carolina FFA
Agricultural Sales
Career Development Event
ARE 495U Assignment
2- 10 points
Create 5 or more
marketing plan questions
that need to be answered
related to FF.
Section I: Multiple Choice (25 points)
prepared by
Department of Agricultural and Resource Economics
College of Agriculture and Life Sciences
North Carolina State University
Box 8109 Raleigh, North Carolina 27695
(919) 515-4544
in cooperation with
Department of Agricultural and Extension Education
College of Agriculture and Life Sciences
North Carolina State University
and in cooperation with
The Lois G. Britt Agribusiness Center
Mount Olive College
634 Henderson St., Mount Olive, North Carolina 28365
919.658.2502
2008 NC FFA Agricultural Sales CDE- Multiple Choice page 1
1. To determine the right price for your company’s product, which do you NOT need to know?
A.
B.
C.
D.
your competitors’ prices.
your competitors’ costs.
your competitors’ product performance
your company’s costs.
2. Advertising is any form of non-personal communication about a product or service. An example of
advertising is a
A. news release announcing the product is available.
B. one-page newspaper insert with all the product details.
C. point-of-purchase coupon dispenser attached to the store shelf where the product is sold
D. product display at the regional farm show.
3. From a producer’s or seller’s point of view of the marketplace, the four Ps of the
marketing mix are product, price, place, and promotion. In this age of knowing your
customer, the four Ps might better be described as the four Cs. Which list below of
four Cs best matches in order with the four Ps?
product, price, place, and promotion
A. customer character, customer control, customer coverage, and customer
collateral
B. customer solution, customer cost, convenience, and communication
C. customer, customer, customer, and customer
D. character, capital, corner, and calling
4. “A set of skills and procedures that describe effective, proven, and accepted ways that
salespeople sell products to customers” describes:
A. the six steps of the sales process
B. one-time selling of products to customers.
C. retail and wholesale selling
D. the sales profession.
5. Relationship marketing
A. meets wants and needs, and, at the same time establishes and maintains relationships
with customers and others in the marketing channel.
B. is the six steps in the selling process.
C. is a long-term, buying/selling relationship measured by the customer’s satisfaction with the
product.
D. all of the above.
6. In the professional sales process, the pre-approach is
A. when the salesperson meets the customer but before the salesperson makes the sales
presentation.
B. includes qualifying the customer.
C. when the salesperson makes the first impression on the customer.
D. introduces the product to the customer.
2008 NC FFA Agricultural Sales CDE- Multiple Choice page 2
7. The unique way in which a firm combines its product, price, promotion, and place strategies to
appeal to its customers is called the
A. marketing mix.
B. marketing process.
C. merging strategies.
D. the four Ps.
8. In the professional sales process, the presentation is
A. when the salesperson makes a first impression.
B. includes qualifying the customer.
C. demonstrates the product to the customer.
D. includes asking for the sale.
9. In the professional sales process, “the close” is the step where the salesperson
A. closes the door when he/she is leaving the customer’s business.
B. enters the customer’s order on the company’s computer at the end of the day.
C. asks the customer to buy the product.
D. ends of the sales process.
10. In the professional sales process, handling objections is the step where the salesperson
A. handles the customer’s reasons for not buying.
B. presents all the reasons for not buying the product.
C. objects to the reasons the customers is not buying the product.
D. presents all the things that are wrong with the competitor’s product.
11. In the food industry, direct marketing is described as selling
A. to a produce wholesaler.
B. directly to a local retail grocery store.
C. on a cash basis.
D. through farmers markets, roadside markets, pick your own operations and
directly to local retail stores, restaurants, and institutions.
With organic and grass-fed beef, the Barton’s are considering some direct marketing
opportunities. They are brushing up on some of their marketing knowledge. Answer the
following questions #12-15.
12. Comparing the average retail price and the farm value of agricultural commodities
allows one to determine the portion of each dollar spent at the retail level that farmers
and producers receive for agricultural commodities. The difference between retail
value and the farm value is the
A. value of marketing services for the commodity.
B. profit.
C. net farm revenue.
D. farm to city transportation cost.
2008 NC FFA Agricultural Sales CDE- Multiple Choice page 3
13. From the Barton’s perspective, the advantages of direct marketing include all of the
following except:
A. by cutting out the middleman, a higher percentage of food dollar can go to the
farmer.
B. the farmer can be in control of the produce from “seed to sale.”
C. it can be a cash business
D. it’s less labor intensive.
14. From the Barton’s perspective, special challenges of direct marketing include all of
the following except
A. the farmer must accept the market price offered by a wholesale distributor.
B. the volume sold is limited by the number of customers living nearby.
C. the customer wants to meet the farmer.
D. the farmer must also be a marketer and know about merchandising, display,
quality control, pricing, and packaging.
15. A “cold call” is when a salesperson calls on a customer
A. that has not been sold to in along time
B. about which you have no information.
C. without an appointment.
D. that has asked to be contacted.
16. When a customer finishes stating an objection, a salesperson should
A. say the first thing that come to the salesperson’s mind.
B. state that the customer is wrong and explain why.
C. agree with the customer
D. pause for a moment before handling the objection
17. Trade allowances, varying terms of credit, and discounts are all which part of the marketing
mix?
A. product
B. price
C. place
D. promotion
18. Which of the following statements best describes market price?
A. the profit maximizing price for a company’s product
B. the highest price that the company can charge for the product
C. the price where all company’s producing the product will make a profit
D. the price where customers will buy all the producers will sell
19. A wholesaler sells
A. the “whole” product or service.
B. in larger quantities to volume buyers and retail stores
C. to any buyer, large or small.
D. only one product, but sells a lot of it.
2008 NC FFA Agricultural Sales CDE- Multiple Choice page 4
20. This step in the sales process is necessary if the salesperson wants to ensure customer
satisfaction and repeat business.
A. proper approach
B. professional presentation
C. handling objections well
D. follow-up
21. Selective buying motives:
A. cause a customer to select one type or class of merchandise or service rather than
another
B. cause a customer to choose a specific product or service because of color, style, price,
quality, etc.
C. are based on a desire to have a specific product or service because of their personal
feelings
D. are based on the customers’ logical reasoning by determining the advantages and
disadvantages of a product or service
22. A product feature is anything that you can:
A. see, feel
B. hear, smell
C. taste, touch
D. all of the above
23. Which is NOT a major step in planning a telephone sale?
A. develop a sales vocabulary
B. arrange your desk comfortably
C. study your product or service
D. outline your sales presentation
24. Which of the following is NOT an example of a service offered by some businesses:
A. delivery service provided by a pharmacy or drugstore
B. a home interior consultant employed by a furniture store
C. ample parking and long store hours featured at a shopping center
D. all are services offered by some businesses
25. Special techniques for answering objections include all of the following EXCEPT:
A. Call-the-manager method
B. Boomerang method
C. Demonstration method
D. Third-party method
END OF THE MULTPLE CHOICE SECTION
of the FFA Ag Sales Career Development Event.
2008 NC FFA Agricultural Sales CDE- Multiple Choice page 5