Developed by: W. David Downey, Purdue University

through a USDA Challenge Grant

For more information contact:The Center for Agricultural Business1145 Krannert Building, Room 781West Lafayette, IN 47907Phone: (765) 494-4247 Fax:(765) 494-4333

Beta run January 2000

Purdue UniversitySales and Marketing

These visuals have been designed to assist classroominstruction of Agri-Selling

With special assistance from:Matt Kurtz, Purdue Graduate Research AssistantMatt Guffy, Purdue Technical Graphics Student

Developed by Purdue University

What is Agri Selling?What is Agri Selling?

Module 1

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Professional SellingImagine a career where...

You are on the cutting edge of technologyin your chosen industry!

Your job is to bring peopleneeded 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 . . .

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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 sellingYou will learn

About how industryworks with customers

How to handle yourselfin a professional environment

Communication skillsthat 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” sellingwhere the customer

usually is using the products and services

as a part of their own business

The customer is usually not the end useror the final consumer

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Business-To-Business Selling

Often involves complex technologyto solve problems for the customer

or has important business implications

to the customer’s business

Requires an understanding of businessand 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 applyto retail and direct consumer

sales

The application to direct and consumer salesmay be a bit different

but the tools and concepts are exactly the same.

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Business-To-business Selling Is problem solving

Is making a customer more moneyor making their life easier in some way

The entire perspective of this course is . . .using products, services

and technical informationto effectively solve problems

A Perspective On Selling

Developed by Purdue University

A Perspective On Selling

Successful selling is buildinglong term profitable relationships

with targeted customersthat match the priorities

established by your company

Developed by Purdue University