1 / 5

Professional Agri-Selling

Professional Agri-Selling. These visuals have been designed to assist classroom instruction of Agri-Selling. Developed by: W. David Downey, Purdue University through a USDA Challenge Grant. Purdue University Sales and Marketing. With special assistance from :

mara-leach
Download Presentation

Professional Agri-Selling

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. Professional Agri-Selling These visuals have been designed to assist classroom instruction of Agri-Selling Developed by: W. David Downey, Purdue University through a USDA Challenge Grant Purdue University Sales and Marketing With special assistance from: Matt Kurtz, Purdue Graduate Research Assistant Matt Guffy, Purdue Technical Graphics Student For more information contact: The Center for Agricultural Business 1145 Krannert Building, Room 781 West Lafayette, IN 47907 Phone: (765) 494-4247 Fax:(765) 494-4333 Beta run January 2000 Developed by Purdue University

  2. Prospecting Module 9 Ag Econ 331 Spring 1999 Developed by Purdue University

  3. The Role of Prospecting in Strategic Selling • Prospecting is the process • of identifying potential new accounts • A Prospect is “potential” customer -- one who . . . • You are not doing any business yet, • You are doing only limited business with • Identifying prospects • and converting them to customers • is one of a salesperson's • most important tasks Developed by Purdue University

  4. The Role of Prospecting in Strategic Selling • All prospects are not equal!! Developed by Purdue University

  5. The Role of Prospecting in Strategic Selling • There is always some natural loss of customers • but in today’s market the problem is worse • because of the concentration of business • and increasing competition • Constant and systematic prospecting • is necessary to offset these losses • A systematic and planned prospecting process • also helps you to make • the most efficient use of your time Developed by Purdue University

More Related