Overview

The Agricultural Sales CDE consists of activities closely related to the entire sales process. Participants are tested on their verbal, written, and interactive communication skills. They must demonstrate product knowledge, including features and benefits of a product, potential customer objections to a product, and proper product use. Participants are asked to exhibit skills in the sales process, such as identifying prospective customers, introducing a product to a customer, planning and conducting a sales call, and closing a sale. In addition, participants are evaluated on maintaining customers and handling customer complaints.

Product Information

2025 2024 2023 2022 2021 2020 2019

Event Format

General Information

• • Each participant will be allowed to bring a calculator and a one-inch binder to the team activity containing the provided product information and any other information gathered by the participant. This will be the only material allowed. Real world scenarios will be utilized, and students will not be allowed to invent product information to include pricing, packaging, specials, etc. 

  • Official FFA dress is required.

  • Time allowances:

Written Exam - 30 minutes Team Preparation - 15 minutes

Team Questioning - 15 minutes Individual Sales Call - 20 minutes

Written Test (50 points)

The written exam is designed to evaluate an individual’s knowledge of sales skills. The listed resources will be used as a basic resource but the questions will be generated based on basic sales concepts.

• Team members will work individually.

• The test will consist of 25 multiple-choice or True/False questions.

• Thirty (30) minutes will be allotted to complete the Written Exam, with each question worth two points for a total of 50 points.

2013 Section 1 Ag Sales CDE - Written Test 2018 Section 7 Ag Sales CDE Written Test 2019 Section 7 Ag Sales CDE Written Test

2020 Section 7 Ag Sales CDE - Written Test 2014 District 2 Ag Sales CDE - Written Test 2020 District 2 Ag Sales CDE - Written Test

State Ag Sales CDE - Exam Example #1 State Ag Sales CDE - Exam Example #2 State Ag Sales CDE - Exam Example #3 

State Ag Sales CDE - Exam Example #4 State Ag Sales CDE - Exam Example #5 2021 National Ag Sales CDE - Written Test

2022 National Ag Sales CDE - Written Exam 2023 National Ag Sales CDE - Written Exam

Team Event (175 points)

• • Team members will work together to demonstrate teamwork and group dynamics, problem solving, data analysis, decision making and oral communications.

  • The following information will be provided to the team at the event as if they were a group of salespeople working together to develop the pre-call planning prior to conducting a sales call.

    • • Product information (before event)

      • Profiles of one or two different customers

  • The team will be provided with paper and writing utensils. No presentation equipment such as laptops, flipcharts or dry erase boards will be allowed.

  • The team will then develop the pre-call plan (for the product(s) provided prior to the event) necessary to sell the product(s) in a face-to-face sales call. This pre-call plan should include: 

    • • Potential questions to build rapport for the scenario

      • Common interests that team members have with the customers

      • Identify questions that help determine the wants and needs of the customer

      • Identify active listening skills or techniques for determining needs and wants

      • Identify and match potential needs and wants of the customer to the products’ features and benefits

      • Identify potential objections of the customer

      • Identify potential concerns of the customer

  • Teamwork and involvement of team members will be judged during this event. Students are expected to justify their decisions based on selling principles.

  • The team will be given fifteen (15) minutes to analyze the information and prepare to answer questions about the pre-call plan. The team will be judged using the team preparation rubric.

Team Preparation Rubric - 75 points

• At the conclusion of the fifteen (15) minutes, team members will move to a different room and have an additional fifteen (15) minutes to individually answer questions from the judges and they will answer without assistance from their team members. The team will be judged using the team questions rubric.

Team Questions Rubric - 100 points

• Each portion of the team event will occur in a separate room and be scored by 1-3 judges.

Individual Sales Activity (150 points)

• • Information and product(s) from the team activity will be used in the individual sales activity. 

  • The Individual Sales Activity will be conducted after the Team Activity.

  • Participants will directly sell the product(s) to judge(s). 

  • The judge(s) will NOT fit one of the customer profiles identified in the team pre-call planning activity. One or two different customer profiles will be used for the individual sales presentation. Students will have 5 minutes to look at customer profile before sales pitch.

  • The judge(s) will act as a real customer which may include not buying the product. Participants will have to establish rapport with the customer and ask probing questions to ensure they meet the customer’s needs and clarify customer information as a part of the sales call. 

  • Participants are allowed to use their one-inch product information binder during individual activity. No business cards will be allowed to be used.

  • Participants will have twenty (20) minutes to interact with the judge(s). 

Individual Sales Call Rubric - 150 points

Agricultural Sales CDE Resources

Agricultural Sales CDE Terminology Quizlet Set

Overview

Participants will engage in activities related to the agronomy industry. The event provides opportunities for students to identify crops and weeds; complete a written agronomy test; evaluate grain, silage, and/or hay classes; and complete practicums in insects and/or soils. 

Agronomy CDE Quizlet Class

Event Format

Written Test

• 1. 25 question objective test (25 questions @ 3 points each)  

  2. Exam topics will rotate as follows:

     1. Every Year: Weather and Crops, Cropping Systems, Water Quality, Water Management, Weed Management

     2. Odd Years: Small Grains & Grain Sorghum, Hay and Pasture, Managing Insect Pests, Managing Diseases, Nematodes

     3. Even Years: Corn, Soybeans, Managing Soil pH and Crop Nutrients, Managing Nitrogen, Soil Management and Tillage

        • 2019 Section 7 Agronomy CDE Written Exam

        • 2018 Section 7 Agronomy CDE Written Exam

        • 2020 Section 7 Agronomy CDE Written Exam

        • 2021 Section 7 Agronomy CDE Written Exam

        • 2022 Section 7 Agronomy CDE Written Exam

Identification

• 1. No duplicate specimens will be used in any of the identification classes.

  2. Equipment/Machinery:  Identify 20 examples from the list of 55 items (20 specimens at 3 points each)

     • • Equipment/Machinery Quizlet Set

       • USB710 - Agronomy Equipment Identification

       • Equipment/Machinery Identification Number List

         • 2020 Section 7 Equipment/Machinery Identification Set

  3. Crop Identification: Identify 25 specimens from the list of 44 crops (25 specimens @ 3 points each)

     • • Crop Identification Quizlet Sets

       • MDS709 - Agronomic Crop Identification

       • Crop Identification Number List

         • 2020 Section 7 Crop Identification Set 

  4. Weed Identification: Identify 25 specimens from the list of 66 weeds (25 specimens @ 3 points each)

     • •  Weed Identification Quizlet Set

       • MDS707b - Weed Identification

       • Weed Identification Number List

         • 2020 Section 7 Weed Identification Set

  5. Specimens may include any combination of live plants, plant mount or seed – except where noted.

  6. All grasses will include a mature plant, plant mount or seed if a seedling is used.

  7. Specimens cannot be handled

Crop Placing

• • Judge two (2) rings of any combination of the following: (2 rings @ 50 points each)

  • All grain and silage rings may be examined by stirring lightly with a writing utensil. Hay samples cannot be handled.

  • Crop Judging Study Guide

  • J790 - Crop Judging 

Practicums (20 questions @ 3 points each)

• 1. Insects: (This practicum will be part of the CDE in all odd-numbered years) This practicum requires the participant to demonstrate two skills with each specimen.

     • Identify 10 specimens from the list of 31 insects.

     • Answer one question on each specimen regarding “Economic Impact” or “Life Cycle”. When an insect has more than one (1) “Economic Impact”, the question will relate to “Life Cycle”.

     • Insect Identification Quizlet Sets

     • MDS 708 - Insect Identification

     • Insect Identification Number List

  2. Soils: (This practicum will be part of the CDE in all even-numbered years) This practicum requires the participant to demonstrate two skills with each specimen.

     • Evaluate soil monoliths.

     • Interpret soil surveys.

     • 2020 Section 7 Soil Practicum

Overview

Participants in the Dairy Foods Career Development Event will focus on areas of milk quality and consumer demand. The event components will include identifying conditions that affect fluid milk off-flavors and determining the cause of the problem; identifying and scoring milk samples using the California Mastitis Test; identifying dairy and nondairy products; participating in a team problem that will solve a selected situation relating to sanitation, marketing, and distribution or other issues in the dairy health area; completing a written examination on milk production, quality, and milk marketing; and identifying one ring of sample cheeses.

Event Format

Written Test

Complete a written examination on Milk Production (part A) and Milk Marketing (part B). It consists of ten (10) true- false questions and ten (10) multiple choice questions. All questions will be based on information found in the material from the reference list for the National Event.

Dairy Products CDE Sample Test #1

Dairy Products CDE Sample Test #2

Milk Flavors & Scoring

Score one ring of ten (10) samples of milk and criticize the same ten (10) samples of milk for flavor and odor.  Each sample is valued at 2 points for identifying the criticism and a maximum of ten points for the scoring each sample. 

Milk Flavors and Scoring

MDS250 - Dairy Foods - Milk Samples

Cheese Identification

Identify one ring of ten (10) samples of cheeses. 

Cheese Varieties

MDS250 - Dairy Foods - Cheese Characteristics and Identification (Note: The varieties in this presentation are slightly out of date.)

California Mastitis Test

Score one ring of four (4) samples of milk using the California Mastitis Test. Samples should be scored using even numbers from 0 to 8 inclusive according to the following scoring guide.

California Mastitis Test Scoring

MDS02 -Dairy Foods - California Mastitis Test (CMT)

Dairy vs. Non Dairy

Identify one ring of Dairy versus Non-dairy Products. The purpose of this ring is to determine the participant's ability to distinguish between real and artificial dairy foods/products. Please note that no nut milks or products will be included in the samples.

Samples may include any of the following as well as additional items.

MDS250 - Dairy Foods - Dairy vs. Nondairy Foods

Team Event

All team members will be responsible for cooperatively solving a selected situation from one of the following: sanitation, marketing and distribution, and current issues in dairy health or industry.

Sample problems:  Calculate the amount of sanitizer (of a given concentration) it would take in 100 gallons of water to get a solution that had 200 ppm.  The bacterial count in the bulk tank is high.  Given the temperature history, type of disinfectant used, cow environment, and herd health records, find the cause of the high count and recommended (a) solution(s).

Resources

• MDS250 - Dairy Foods

• 4-H & FFA Dairy Foods Contest - Coaches Guide

• Common Core State Standards Alignments - Dairy Foods CDE

• J250c Judging, Identifying. and Scoring Dairy Products

• The Five Senses - Taste

• Judging and Scoring Milk and Cheese

• Dairy Foods - Producing the Best

• Hoard's Dairyman

Overview

Participants will demonstrate skills and knowledge needed in forest management. Event components include taking a general exam, identifying tree species, and identifying forestry-related tools and equipment. Participants will complete practicums that include tree management, map interpretation, forest management evaluation, compass use, chainsaw use, and tree/forest disorders identification.

Event Format

Written Test

Complete a written examination on fifty objective-type multiple-choice questions, from the listed references, will be selected from areas of the forestry industry.  This phase of the event will test the participant’s knowledge and understanding of basic principles of forestry. Each participant will be allowed 50 minutes to complete this phase of the event.  Each answer has a value of 2 points for a maximum score of 100 points. 

2022 Section 5 & 7 Forestry CDE - Written Exam

Tree Identification

Twenty-five specimens from the following list will be displayed for participants to identify by common names.  Each specimen will be designated by a number.  Each participant will be allowed 30 minutes to complete this phase.  Six points will be given for each correctly identified specimen for a maximum of 150 points. For scantron purpose tree identification will be recorded in the equipment identification.

Tree Identification Number List

Equipment Identification

Twenty pieces of equipment from the following list will be displayed for participants to identify by technical names.  Each piece of equipment will be designated by a number.  Each participant will be allowed 30 minutes to complete this phase, or approximately 1½ minutes for each equipment station.  Five points will be given for each piece of equipment identified correctly for a maximum of 100 points. For scantron purpose equipment identification will be in the tree identification 

Equipment Identification Number List

Practicums

Participants will compete individually in four practicums from the following list.

• Every year - Participants will compete in: 

  • Timber Cruising for Board Volume Practicum 

  • Map Reading Practicum

• Even-numbered years – Participants will also compete in: 

  • Forest Management Evaluation – Timber Stand Improvements (TSI) and/or Thinning

  • Compass Reading Practicums.

• Odd-numbered years – Participants will also compete in: 

  • Chain Saw Part Identification, Troubleshooting, and Safety

  • Tree/Forest Disorders Practicum 

Overview

Participants will use knowledge and interest in equine science to evaluate conformation traits and performance of horses. The event includes halter and performance classes. Participants registered in the Reasons Division will present oral reasons.

Event Format

Placing Classes 

There will be a total of eight (8) classes judged, four (4) classes of halter and four (4) classes in performance events.

• Halter classes may be represented by the following breeds and types: Quarter Horse, Conformation Hunter, Appaloosa, Arabian, Paint, American Saddle bred and Morgan. 

  • All halter classes will be judged as sound.  

  • All halter classes are a possible reasons class.

• Performance classes may include: Western Horsemanship, Hunt Seat Equitation, Western Pleasure, Ranch Riding, Western Riding, Reining, English Pleasure (Saddle Seat), Hunter Under Saddle (Hunt Seat), Trail and Hunter Hack.  

  • Performance classes will be judged as presented (unsoundness to be penalized accordingly).  

  • American Quarter Horse Association reining pattern will be provided to the teams prior to the event.

Classes will be approximately 12–15 minutes in length. All classes will be 50 points, making this section worth 400 points.

Horse Identification Presentation 

Judging Horse Conformation Presentation 

Horse Evaluation CDE Quizlet Folder 

Reasons Classes

Those teams registered for the Reasons Division shall present two classes of reasons in Official FFA Dress:

• One set of reasons in a halter class listed above.

• One set of reasons in a performance class listed above.

• Dress score - each category is worth 10 points, all or nothing, no partial scores

  • FFA Jacket work and zipped up 

  • A white, collared shirt 

  • Black pants or skirt 

  • An FFA Tie or FFA Scarf (FFA issue - Blue or Black)

  • Black footwear and socks (socks considered only if visible)

• Reasons shall be the final activity in the Reasons Division of the Horse CDE.

• Oral reasons should not exceed two minutes in length.

• Scores for the reasons classes will be based on four broad criteria: Organization, Accuracy, Flow and Expression. 

• Each of the reasons classes shall have a maximum score of 50 points per set of reasons, making this section worth 150 points.

Resources

Oklahoma State 4-H Horse Judging Manual 

J150a - Judging Horses 

University of Kentucky - Horse Judging Manual

Washington 4-H Horse Judging Manual

North Carolina State University - Horse Judging Resource Material 

Participants in the Horticulture Career Development Event perform tasks associated with the horticulture industry, including the identification of plant materials, the judging of plant quality, and the demonstration of other practical skills. Practicums consist of demonstrating floral design skills, diagnosing plant disorders, solving problems related to the pruning of woody plants, analyzing a landscape plan and calculating costs, and identifying tools and equipment used to perform horticulture activities. Participants are also required to complete a written examination on general horticulture knowledge.

Horticulture CDE Quizlet Class

Event Format

1. Judge eight (8)  classes as follows: (25 points each)

   1. One class of cut flowers* which may include:

      1. Carnation

      2. Gladiolus

      3. Snapdragon

      4. Spray mum

   2. Two classes of flowering container plants* which may include:

      1. Pot mum

      2. Geranium

      3. 
         

2021 State Horticulture CDE- Written Exam 

Participants will analyze and evaluate soil pits during a Land-Use Career Development Event. The event components are associated with landscape characteristics, soil profile characteristics, soil structure, calculation of soil loss and determination of the C value, and evaluation of nonagricultural use. 

Overview

Participants will demonstrate knowledge and ability to evaluate meat animal products and become aware of opportunities in the meat animal industry. The event format includes placing rings of beef, pork, or lamb carcasses and/or wholesale/sub-primal pork cuts or wholesale/sub-primal beef cuts and/or beef, pork, or lamb retail cuts. The Meats Evaluation and Technology event also requires participants to grade a ring of beef carcasses for quality, grade a ring of beef carcasses for yield, and identify retail cuts of meat. Participants will be responsible for solving a ground meat formulation problem in the team event.

Meat Evaluation and Technology CDE 

Event Format

Placing Rings

Placing Rings: 5 rings (50 points each) from the following list. (Meat cannot be handled):

• Beef carcasses 

• Pork carcasses 

• Lamb carcasses 

• Wholesale/sub-primal pork cuts 

• Wholesale/sub-primal beef cuts 

• Beef retail cuts - one of the following options 

  • Ribeye Steak

  • Top Loin Steak

  • Boneless Loin Steak

  • Bone-in Loin Steak (includes both T-bone and Porterhouse steaks)

• Pork retail cuts - one of the following options  

  • Smoked Ham Center Slice

  • Rib Chop

  • Loin Chop

  • Center Rib Roast

  • Blade Steak

• Lamb retail cuts - one of the following options 

  • Arm Chop

  • Rib Chop

  • Loin Chop

  • Square Cut Shoulder Roast

Questions Class

Five (5) multiple choice questions will be administered in association with 2 of the above placing classes (10 questions total worth 5 points each) for a total of 50 points.

Quality Grading

Grade one ring of six (6) beef carcasses for QUALITY. NO measuring devices allowed in grading rings. Shading the ribeyes only allowed when a contest supervisor is present.

Yield Grading

Grade one ring of six (6) beef carcasses for YIELD. NO measuring devices allowed in grading rings. Shading the ribeyes only allowed when a contest supervisor is present

Retail ID

Identify one ring of thirty (30) retail cuts of meat. Competitors will need to identify the species, primal cut, and retail cut. [Scoring Note: Participant’s receive one point for correctly identifying the species, two points for correctly identifying the primal cut, and three points for correctly identifying the retail cut. There are a total of six points possible for each cut making this portion of the event worth 180 points.] 

Meat Evaluation Retail ID List - Note: Cookery Methods listed are not used in Illinois events. 

Team Event

All team members will be responsible for cooperatively solving a Ground Meat Formulation Problem. Round decimals for the final answer only. There will be a 15 minute time limit for completing the team problem.[Scoring Note: The team event is valued at 50 points]

Sample problem: Assume that you manage a meat plant that manufactures ground beef for a chain of retail stores.  Your goal is to produce a fresh, wholesome product that complies with all meat inspection regulations and will have three days' shelf life in the meat case.  The fat content must comply with the specifications of the stores.  The cost of the product should be as low as possible.

Rounding a decimal:  5-9 will be rounded up; 1-4 will be rounded down. Remember, do not round numbers until you get to your final answer.

Resources

•  J180f Meat Judging and Grading

The Parliamentary Procedure Leadership Development Event is an activity designed to promote the mastery of skills needed to participate effectively in a business meeting and in leadership positions. The event consists of four components: a written examination, an 11- minute presentation of parliamentary procedure, oral questions following the presentation, and notes prepared by the team secretary in consultation with the team chairperson.

A History of Parliamentary Procedure and the FFA

Parliamentary Procedure Rules by Level of Competition (Revised 2023)

Debating Motions Guidelines

Six Steps to Every Motion

Skill Sheets for Handling Motions

Order of Precedence for Motions Test

2019 National Parliamentary Procedure Written Test

Ten Common Parliamentary Errors - 2021

Top Tips from NFFA Parliamentary Procedure LDE -2022

YouTube Video Resources

Overview

Participants will explore the field of veterinary science through their involvement in the Veterinary Science Career Development Event. Participants will use knowledge of anatomy and physiology, identification, health and safety, clinical procedures, and medical terminology. The event provides opportunities for students to solve two scenarios; identify equipment, parasites, and breeds/species; take a written examination; and complete a math applications practicum, a handling and restraining practicum, and a clinical procedure practicum. Participates will be responsible for a successful presentation in the team activity.

Event Format

Written Exam (50 points)

The written exam is designed to determine team members’ broad understanding of the veterinary science field. 

• Topics for the exam may include:

  • Behavior

  • Disease (causes and sources, signs and symptoms)

  • Medical terminology

  • Medical records

  • Anatomy/physiology

  • Regulations (federal OSHA, MSDS)

  • Patient management

  • Facility management

  • Genetics

  • Nutrition

  • Husbandry

• Team members will work individually

• The test will consist of 25 multiple-choice or True/False questions.

• Thirty minutes will be allotted to complete the Written Exam, with each question worth two points for a total of 50 points.

• *"All of the  above" and "None of the above" options will be eliminated from CDE exam questions. 

2021 National FFA Veterinary Science CDE Written Exam