AGB 336 - Agricultural Selling
Last Date of Approval: 2020
3 Credits
Total Lecture Hours: 45
Total Lab Hours: 0
Total Clinical Hours: 0
Total Work-Based Experience Hours: 0
Course Description:
Teaches principles of selling with application to agricultural and food related businesses. Reviews attitudes, value systems, and behavioral patterns that relate to agricultural sales. Examines marketing, selling strategies, preparing for sales calls, making sales presentations, handling objections, and closing sales. This course will analyze the buying or purchasing process. Students will develop skills necessary for evaluating consumer behavior that will be vital in the sales field, and communication skills necessary for any career.
Prerequisites/Corequisites: None
Mode(s) of Instruction: traditional/face-to-face
Credit for Prior Learning: There are no Credit for Prior Learning opportunities for this course.
Course Fees: None
Common Course Assessment(s): None
Student Learning Outcomes and Objectives:
A. Compare psychological and social aspects of human buying behavior.
B. Demonstrate the sales process.
C. Model appropriate sales professionalism and ethics.
Ag Sales Objectives:
A. Personal Selling and the Marketing Concept
B. Personal Selling Opportunities in the Age of Information
C. Creating Value with a Relationship Strategy
D. Ethics: the Foundation for Relationships in Selling
E. Creating Product Solutions
F. Product-Selling Strategies That Add Value
G. Understanding Buyer Behavior
H. Developing and Qualifying a Prospect Base
I. Approaching the Customer
J. Creating the Consultative Sales Presentation
K. Creating Value with the Sales Demonstration
L. Negotiating Buyer Concerns
M. Closing the Sale and Confirming the Partnership
N. Servicing the Sale and Building the Partnership
O. Management of Self: the Key to Greater Sales Productivity
P. Communication Styles: Managing the Relationship Process
Q. Management of the Sales Force
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