Career Development Event by FFA

What is the purpose of the career development event provided by the FFA as mentioned in the introduction?

• To introduce students to ag sales as a hobby

• To prepare students for future consumer roles

• To provide a detailed history of ag sales

• To discourage students from pursuing ag sales

According to the document, what is one characteristic of a successful sales person?

• Being a "glib" speaker

• Being in charge of the product

• Being a better listener

• Having a daily "campaign"

What is the first basic step of buyer behavior as outlined in the document?

• Information Search

• Need Identity

• Impulse Buying

• Deferred Buying

What does a good sales person assist with during the Information Search phase?

• Convincing the buyer to make an impulse purchase

• Gathering information about the buyer's personal life

• Determining if the buyer is in a heightened awareness mode

• Ignoring the buyer's needs and wants

What does "information evaluation" in the sales process generally lead to?

• The right amount of information for a buying decision

• Too much information overwhelming the buyer

• Too little information for making a decision

• Immediate purchase decision

Which of the following is NOT mentioned as a type of filter used by buyers during the Information Evaluation stage?

• Opinion of friends

• Product specifications

• Opinion of current product users

• Opinion of salespeople

What does the "comfort level" in the Purchase Decision stage refer to?

• Buyer need/want + Product match + Perceived Affordability

• Buyer's personal knowledge

• Sales person's involvement

• Buyer's remorse

What is "buyer's remorse" associated with?

• Pre-Approach stage

• Information Evaluation stage

• Purchase Decision stage

• Post-Purchase Behavior stage

What is the purpose of the Pre-Approach step in the sales process?

• To finalize the sale

• To characterize and/or qualify the potential customer

• To gather information for the buyer

• To filter the information for the buyer

What does the "FAB presentation" stand for in a sales context?

• Facts, Attributes, and Benefits

• Features, Advantages, and Benefits

• Functions, Aesthetics, and Branding

• Fundamentals, Analysis, and Background