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AgriSelling

AgriSelling. Exercise in Exploring Sales Opportunities In Agriculture. Need for Sales in Agriculture. Technological change- new products Fewer and larger farms Different technological choices-Organic,other Merger with larger companies. What is Selling?.

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AgriSelling

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  1. AgriSelling Exercise in Exploring Sales Opportunities In Agriculture

  2. Need for Sales in Agriculture • Technological change- new products • Fewer and larger farms • Different technological choices-Organic,other • Merger with larger companies

  3. What is Selling? • Determination of customer needs and wants • Appraisal of customer solutions vis-à-vis products or services • Focus on customer value creation • Customer solutions are unique to situations

  4. Where are Sales Opportunities for Agriculture? • Farm retail businesses- farm supply,credit,machinery,etc. • Manufacturers representatives- machinery,other • Farm family-oriented services- insurance, financial services,etc.

  5. Teaching of Ag. Sales Classes • Resume builder • Original classes at Purdue- David Downey • Classes now at several major land grant schools- Texas A&M, S. Illinois, Iowa State University, NDSU, etc. • Most use similar curriculum

  6. Sales Era’s • Peddler • Order taker • Consultative selling • Business partner

  7. What do Salespeople say about their occupation? • Satisfaction in serving people • Freedom to determine daily schedule • Duties include direct and indirect responsibilities • Need for training and motivation

  8. Key Account Management • Sales Management opportunities • Advancement into Management Opportunities • Importance of sales to business

  9. Are You Ready for Professional Sales?

  10. Qualities Needed For Success • Technical knowledge • People knowledge • Persistence • Knowledge of business • Organizational ability • Motivation

  11. Customer Value • Your product must be” worth something” To a potential customer The value placed on an item is shaped by past experiences, current goals, competitors offering and hopes for the future Salespeople deliver value to customers

  12. What is A Value Bundle? • Identification of customer needs • Create unique solutions by using company resources • Followup after product is used • Bundle of services creates value

  13. Selling is a Profession • Common language • Systematic procedures • Body of knowledge • Scientific principles • Code of ethics

  14. What Salespeople Do? • Solve problems • Influence decisions • Facilitate action • Perform direct sales activities(prospecting, conduct sales calls or meetings, etc) • Perform indirect sales activities(handle complaints, do office work, maintain client relationships,etc)

  15. What are the Sales Opportunities? • Check Agricareers,other websites • Territory-based sales • Retail sales • Other

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