Ag Sales Review

The definition of selling:

The transaction that occurs when someone exchanges services or good for a valuable medium such as money. There is usually some form of persuasion.

Area of sales in agriculture:

1. Selling goods/service to farmers and ranchers(largest).

Area of sales in agriculture:

Selling for farmers and ranchers.

Area of sales in agriculture:

Providing information.

3 ways a salesperson is paid:

1. Salary

3 ways a salesperson is paid:

2. Commission

3 ways a salesperson is paid:

3. Combination

Tangible:

You can touch it.

Intangible:

You can’t touch it.

3 Types of Businesses that employ Salespeople:

1. Retailers

3 Types of Businesses that employ Salespeople:

2. Wholesalers

3 Types of Businesses that employ Salespeople:

Manufactures

What is the main objective in sales?

Supply needs of customer.

Personal Skills:

Be courteous, tact, outgoing, etc.

Technical Skills:

Knowledge of the product.

Communication Skills:

Listening, reading, and writing.

Four steps that most people go through when making a purchase(First step):

Attention

Four steps that most people go through when making a purchase(Second step):

Interest

Four steps that most people go through when making a purchase(Third step):

Desire

Four steps that most people go through when making a purchase(Fourth Step):

Action

Merchandise Approach:

The first comments are about the project. “Hey, I see your looking at our new pencil pouches…”

Service Approach:

The salesperson asks how he/she can be of service. “How may I help you?”

Greeting Approach:

Greet the customer with a pleasant salutation and use their name if known/ “Good Morning Zurie, how are you?”

Handle Objections:

Listen carefully, reinforce customers feelings, find a point of agreement, etc.

Close sale:

Offer premium, direct, trial, etc.

Follow-On Products, what do you do after the close?

Reassure the customer. Make sure the customer receives a receipt. Make the necessary arrangement for delivery. Suggest other items that might be related to the purchased item. Follow up the sale by contacting the customer later to determine their level of satisfaction.

Five W’s (First one):

Who

Five W’s (Second one):

What

Five W’s (Third one):

Where

Five W’s (Fourth one):

Which

Five W’s (Fifth one):

Why

Design Flow:

Eyes going from the top to bottom of an ad.