AGBS 210 - Agricultural Sales and Marketing

1. Identify characteristics of successful salespeople and discuss ethical influences on the behavior of a salesperson and its effect on a customer.
2. Determine a selected product’s features, advantages, and benefits and construct a S.E.L.L. sequence using the F.A.B. model.
3. Explain types of prospect objections with descriptions of how to handle them and demonstrate techniques that may be used to close a sales presentation.
4. Identify marketing opportunities to help organizations create value for customers.
5. Apply quantitative and qualitative marketing research data for strategic decision-making.
6. Develop, manage, and successfully market new consumer products while delivering marketing strategies in a fast-changing global business environment.
7. Curate a marketing ad portfolio reflective of an agricultural product.
8. Prepare and orally deliver a sales presentation to a prospect in the classroom setting, including appropriate techniques for opening, presenting the product, handling objections, and closing.

1. Characteristics of a salesperson and their career
2. Development of personal selling philosophy
3. Ethics and Customer Relation Management (CRM)
4. Psychological influences on buying behavior
5. Evolution of Selling Models and the Marketing Concept
6. Employee Empowerment and Customer Service
7. Creating Value with a Relationship Strategy
8. Establishing service levels through the product life cycle
9. Verbal and non-verbal forms of communicating
10. Communication process, a key to Adaptive Selling
11. Types and sources of required sales knowledge
12. Prospecting and qualifying potential customers
13. Planning the sales presentation and service strategy
14. Handling objections and the sales process
15. Closing techniques and negotiating buyer concerns
16. Servicing the sale and follow-up for customer retention
17. Managing the Sales Force and productivity
18. Assessing Customer Service Satisfaction

• Summer
• Fall
• Spring