What is Agri Selling?

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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[phone]
Beta run January 2000
Developed by Purdue University
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What is Agri Selling?

• Module 1

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Professional Selling

• Imagine a career where...
• You are on the cutting edge of technology
• in your chosen industry!
• Your job is to bring people
• needed solutions to business problems!
• You get to set your own schedule
• most of the time!
• You are are paid well
• for helping others prosper!

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Professional Selling

• It sounds like a great career...
• It is!
• It is called . . .

Professional Selling
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A Perspective On Selling

• If nobody sells . . .
• a terrible thing happens . . .

Nothing!
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Professional Selling Course

• This is a course in professional selling
• You will learn
• About how industry
• works with customers
• How to handle yourself
• in a professional environment
• Communication skills
• that are vital to success
• in every phase of business life

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Business-To-Business Selling

• Agri Selling as taught in this course
• Focuses on business-to-business selling
• where the customer
• usually is using the products and services
• as a part of their own business
• The customer is usually not the end user
• or the final consumer

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Business-To-Business Selling

• Often involves complex technology
• to solve problems for the customer
• or has important business implications
• to the customers business
• Requires an understanding of business
• and management tools and practices

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Consumer Products and Services

• While our primary focus is
• business-to-business / technical sales
• the same principles also apply
• to retail and direct consumer sales
• The application to direct and consumer sales
• may be a bit different
• but the tools and concepts
• are exactly the same.

Developed by Purdue University
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A Perspective On Selling

• Business-To-business Selling
• Is problem solving
• Is making a customer more money
• or making their life easier in some way
• The entire perspective of this course is . . .
• using products, services
• and technical information
• to effectively solve problems

Developed by Purdue University
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A Perspective On Selling

• Successful selling is building
• long term profitable relationships
• with targeted customers
• that match the priorities
• established by your company

Developed by Purdue University