Theory & Reality of Agribusiness Selling
Edition: 1
Copyright: 2020
Pages: 88
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Ebook
$91.46
Theory & Reality of Agribusiness Selling is not meant to be an exhaustive guide to selling. It is an easy-to-read guide for students to utilize in getting the job they want or gaining an advantage when selling a product or idea.
Book’s Purpose
Introduction
Background and Definition
Interviewing
First Impressions
Interviewing
Selling Agricultural Products/Services
Ethics
Product and Market Intelligence 35
Prospecting
The Product
Preparation for the call
First Contact
Personality profiles
Establishing Rapport
Transitioning from Building Rapport to the Sales Presentation
Probing
Role of Salesperson within the Buying Process
Communicating Value
Selling a Multidepartmental Company
Addressing Objections/Resistance
Closing the Sale
Conclusion