AS1

Agriculture Management, Economics, & SalesSelling Environments

Unit: Retail Agribusiness Sales

Lesson Title: Selling Environments

Standards

ABS.06.01.01.a. Investigate the meaning and methods of marketing in AFNR as related to agricultural commodities, products and services and to agricultural goods in domestic and international markets.ABS.06.05.01.a. Identify, explain and organize components of the sales process.

CCSS.ELA-Literacy.W.11-12.3 Write narratives to develop real or imagined experiences or events using effective technique, well-chosen details, and well-structured event sequences.CCSS.ELA-Literacy.RST.11-12.7 Integrate and evaluate multiple sources of information presented in diverse formats and media (e.g., quantitative data, video, multimedia) in order to address a question or solve a problem.

Student Learning Objectives

Slide 2 in AS1 Selling Environments Lesson ObjectiveAfter completing the lesson on selling environments, students will demonstrate their ability to apply the concept in real-world situations by obtaining a minimum score of 80% on an Agri-Missouri Business Portfolio.

Enabling ObjectivesAs a result of this lesson, the student will…

1. Describe the various selling environments and identify Missouri businesses in each environment.

2. Role play the tasks of a salesperson in various selling environments.

Time: Approximately 150 minutes

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List of ResourcesInstructional Materials Laboratory. (1997). Agribusiness Sales, Marketing, and

Management Instructor Guide. Columbia, MO: University of Missouri.

Missouri Department of Agriculture. (n.d.) AgriMissouri. Retrieved from http://agrimissouri.com/.

Missouri Department of Agriculture. (n.d.) Think Outside The Barn. Retrieved from http://thinkoutsidethebarn.com/.

Schneiderheinze R., Wood C. (1997).  Agribusiness Sales, Marketing, and Management Student Reference. Columbia, MO: Instructional Materials Laboratory.

List of Tools, Equipment, and SuppliesAS1 PowerPoint PresentationAS1 Activity Sheet and Evaluation PacketNote cards or small sheets of paper for review activity

Key TermsSlide 3 in AS1 Selling Environments

The following terms are presented in this lesson (shown in bold italics):Retail salesWholesale salesProcessing industryDirect sales

Retail Agribusiness Sales AS1 Selling Environments

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Interest Approach: Use an Interest approach that will prepare the students for the lesson. Teachers often develop approaches for their unique class and student situations. A possible approach is included here.

Slide 4 in AS1 Selling EnvironmentsSell This. Bring in various items for students to sell: garden produce, honey, fruit from fruit trees, sweet corn, etc. As each item is put in front of the class, ask students: How will you sell this product? What items can you sell from this product or in addition to this product? Where will you sell this product?

The point of the discussion is to get students to realize that there are a number of different selling environments including retail stores, wholesale locations, farmers’ markets, web sales, and many more.

Retail Agribusiness Sales AS1 Selling Environments

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Summary of Content and Teaching StrategiesObjective 1: Describe the various selling environments and identify Missouri businesses in each environment.

Teaching Strategies Related Content1. Recall the interest approach, having

students identify the various selling environments they listed.

Slide 5-7 in AS1 Selling Environments

2. View the Agri-Missouri website (http://agrimissouri.com/) to identify three Missouri businesses for each selling environment on AS1.1.

May choose to do this activity as a class or individually.

If the website does not provide enough business for each selling environment, facilitate a discussion with students as to why this is the case.

To complete list, use a local phone book or knowledge of the local businesses.

Selling Environments Retail Sales – Product is sold to final

customer; Feed stores, lumber yards, hardware shores, implement dealerships, floral shops

Wholesale Sales – Wholesaler purchases product in bulk with intention of dividing it into smaller portions to sell to retailers or final customers; Sam’s Club, feed distributors, cut flower distributors, greenhouse product/plant distributors

Processing/Industrial Sales – Salesperson sells either services or inputs like raw materials or processing equipment to a manufacturer to produce a saleable product; Grain elevators, feed mills, implement manufacturers

Direct Sales – Sales made directly from salesperson to final customer at consumer’s home or business; Door-to-door sales for insurance, direct feed or seed sales, farmers’ market

Web Sales – Sales made directly from salesperson/company to final customer via an Internet website on which orders for products can be placed

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Objective 2: Role-play the tasks of a salesperson in various selling environments. Teaching Strategies Related Content

1. Divide students into four groups. Assign each group a selling environment and give them the corresponding section of AS1.2. Have students create a short skit depicting their specific salesperson. At the conclusion of the skit, other students will guess the selling environment.

2. Following each skit, have students write the characteristics of each salesperson on their notes page. Class discussion can be used to identify these characteristics or the teacher may show the corresponding PowerPoint slide.

Slide 8 in AS1 Selling Environments

Slide 9 in AS1 Selling Environments

Slide 10 in AS1 Selling Environments

Salesperson’s Role – Retail Calls on business frequently to

maintain good relationship with owners, employees, and customers

Helps business set up promotions and advertising

Educates employees of the business Helps deal with customer complaints

and questions

Salesperson’s Role – Wholesale Makes frequent visits to wholesaler Makes contact with customers to

answer questions or provide support Attempts to make sales to final

customer or retailer Not involved in extensive advertising Responsible for getting orders placed

and deliveries made quickly and accurately so they wholesaler does not run out of product

Salesperson’s Role – Processing Industry Does not visit customers often because

territories are large

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Slide 11 in AS1 Selling Environments

Makes large but infrequent sales Must answer very specific, detailed

questions, especially when selling equipment, so the salesperson must be more highly trained in technical aspects of product or service

Deals with fewer products because he/she must focus on acquiring specialized product and market knowledge and because the sales process is time-consuming

Salesperson’s Role – Direct Sales/Web Sales Duties similar to retail sales – Conduct

sales promotions and advertising, educating others about product, dealing with customer complaints and questions

Responsible for making sales through sales presentations

Review/SummarySlide 12 in AS1 Selling Environments

Retail, wholesale, processing/industrials, and direct/web sales situations can all be found in agribusiness sales. Some sales positions may focus on one of these areas or may require the salesperson to operate in a combination of selling environments. The salesperson’s tasks in each of these situations differ depending on the characteristics of the selling environment.

Review: Create a list of local businesses and have students identify the type of selling environment for each one.

Slide 13 in AS1 Selling EnvironmentsExit cards: Students will answer the following questions on a note card or small slip of paper and hand to teacher as they exit:

What did you learn today about selling environments? What questions do you still have about selling environments?

Application

Extended Activities

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Select recipes from Think Outside the Barn at http://thinkoutsidethebarn.com/. Have each student make a recipe at home and bring it in for a fun tasting day or prepare the recipes as a class.

Read the Farmer’s Market Report on the Agri-Missouri webpage. Have students create five text messages using text message lingo, highlighting the key points from the report.

Examine individual Supervised Agricultural Experience Programs, having students recognize the type of selling environment with which they are involved. Next, have them find a similar selling environment locally and ask the business owner/sales rep for an interview. Have students prepare questions for a 10-minute interview, informing them of the duties of the interviewee’s job, traveling requirements, education needed for job, previous experience that is beneficial for the job, etc. Students will report their findings to the class in an information presentation following the interview.Examine the local FFA chapter’s current fundraising activities. Have each student come up with a proposal creating a new or modified selling environment for the chapter. The student must prepare a proposal to the FFA officers and advisor to “sell” his/her idea. The winning idea will be presented for actual consideration during the next FFA chapter meeting.

EvaluationAgri-Missouri Business Portfolio AS1.3

Alternate - Paper-pencil Quiz Evaluation AS1.4

Answers to EvaluationEvaluation AS1.3Answers will vary. Use scoring guide on AS1.3 to assess student work.

Alternate Evaluation AS1.41. D2. B3. D4. C5. D6. A

Retail Agribusiness Sales AS1 Selling Environments