What is Selling?

1. What is Selling? • Selling is a process -- • helping people access the • needed to meet • personal and business _____________

2. What do Salespeople do? • ______________________ manager • ______________________manager • ______________________manager • ______________________ to their firm AEC 320-Fall 2008- Robbins CH1-2 McGraw-Hill/Irwin

3. Characteristics of Successful Salespeople AEC 320-Fall 2008- Robbins CH1-2 McGraw-Hill/Irwin

4. Are Salespeople Born or Made? • The skills required to be a successful salesperson ____________________. • Characteristics like personality traits, gender, and height are largely _________________________________. • Companies spend billions of dollars each year on _______________. • The cheerleader pool? AEC 320-Fall 2008- Robbins CH1-4 McGraw-Hill/Irwin

5. Example showing the value he provides to his customers. Brad, Cargill Ag-Horizons Explain your _________________________ to your customer Explain what you can do for them that your competitor _______________ Explain what you have_______________________________________

6. What to do before offering a value bundle (Q#1 Ch#1) Learn Prepare • What are the four stages of the selling process described in Ch#1? • Do all four come before the offer? • __________________ Evaluate Communicate

7. Personal Selling • An interpersonal communication process by which a seller uncovers and satisfies the needs of a buyer, to the mutual, long-term benefit of ______________________________________ What are the building blocks of selling (Q#2 Ch#1)

8. Sales Profession’s_____________________________

9. _________________The Ethics Review Board • The sales person’s _______________________. • They vote with their ________________.

10. Joe Palmer, Western New York Agway Ag Products** Example of a Multiple Decision Account _______________________________ _______________________________ _______________________________

11. _______________________Five Principles of Human Behavior • ____________________theory • ____________________ theories • ____________________ process • ____________________ theories • ____________________ theory

12. _____________________or Competency • Knowledge, skills and _____________ • A _____________ level of performance • Good ___________________________________ • Can translate product features to customer ______________ • Assesses product ___________________________ for each customer situation

13. Systematic Procedures & Common Language • The core and main emphasis of this is to share with you the ________________________ and _______ ________________ of sales

14. Adding Value • Company’s support salespeople in their effort to bring ____________________________ • Examples may include: • Billing flexibility (cell phone TV ad) • Troubleshooting difficult situations • Product or pricing programs • Special Services

15. Sales People Add Value

16. Salesperson Responsibilities ____________________________ are the primary function of salespeople -- • Variety of activities • Most happen over a series of calls

17. Direct Responsibilities of Salespeople • ______________for new business • Pre-call ______________ • Building customer ____________________ • _______________customer attention and interest • Uncovering customer ___________ • Sales ________________ • Handling _______________ • _____________the sale • ____________the accounts

18. Sales Process AGRI-SELLING PROCESS

19. Indirect Responsibilities of Salespeople • Indirect responsibilities • Handling _______________ • Maintaining customer __________________ • Market _______________ • Maintaining _______________________ • Collecting ___________

20. Selling at Different Levels

21. Multi-Level Accounts • Decision maker hierarchy – _________________________________ Purchasing Manager General Manager Distributor Salesperson Sales Manager Finance Manager Regional Salespeople

22. Goals & Trends in Agricultural Sales Goals include: obtaining customer __________ increasing _________________ enhancing product ________________________ Trends include: increasing popularity of ___________________________ decreasing ______________________ changing organizational and business _________________ 22

23. Rural Sales Uniqueness ________________________________________ e.g. --for the horse feed sales person in Kentucky • Sophisticated Knows feed nutrition as well or better than you • Small or hobby horse person Just moved from the city and wants to pleasure ride

24. Indirect Responsibilities of Salespeople • More indirect responsibilities

25. Networking In Agricultural Sales • Influence Peddlers! • Etc.

26. Different Types of Selling In The Modern Era Personal Selling – B2C • Selling directly to the ________________________ the product. • Sales and Customer Service -- Retail salespeople, clerks, and bankers • Dedicated Salespeople -- Appliances, Automobiles, Houses, Cemetery plots, Insurance, Investments Business-to-Business Selling – B2B • Selling to businesses to help them increase __________________________________________

27. B2B & B2C Selling is a cyclicalprocess • understanding the context and ________________________, • understanding customers, • selecting and communicating value, • dealing with ______________ ________________, and • staying abreast of____________________________________that affect the customer.

28. The sales process varies depending on the level of the industry • But the skills of ____________, ___________________________for each customer are important in every type of selling • And are helpful even for those not considering sales careers