Agriculture is the earliest and most essential enterprise for humankind. Sales professionals furnish the glue that holds the agricultural system together.
Introduction to Agricultural Sales provides students with a strong foundational knowledge of sales relationships, agricultural marketing, and the tools of effective communication. Spanning primitive barter systems, door-to-door sales, and social media marketing, this book contains valuable and pertinent lessons for everyone, regardless of age or career aspirations.
Written in a casual and often informal tone, pivoting between complex concepts and their application, this book will help readers:
- understand difficult concepts from marketing, economics, psychology, and business and integrate those ideas into their normal discourse;
- learn how to effectively utilize sales techniques and practices that are commonplace in the agricultural sales environment;
- more deeply analyze marketing decisions made at all levels of the agricultural supply chain; and
- improve their networking capabilities, develop their communication skills, and expand their career development opportunities.
Chapter 1: An Introduction to Sales
Chapter 2: Cultivating Sales Relationships
Chapter 3: Organizational Structure and Ethics
Chapter 4: The Agricultural Marketing Mix
Chapter 5: Assessing Customer Needs and Preferences
Chapter 6: Communication
Chapter 7: Prospecting
Chapter 8: Planning the Sales Presentation
Chapter 9: Conducting the Sales Presentation
Chapter 10: Finalizing the Sale and Developing the Post-Sale Relationship