Ag Sales

20 cards·by Mrs.Davie

“To give real service you must add something which cannot be bought or measured with money, and that is _____________.”

sincerity and integrity

Three Functions of Salespeople in Agriculture

Sell supplies and services to farmers. Sell farmers’ products to consumers. Provide services and information to farmers.

Examples of intangible products:

insurance, loan, crop advice

Examples of tangible products:

horses, dewormer, farm land

Employment opportunities in ag sales

16,000 openings each year, 13,000 qualified candidates

7 parts of preparation

Selecting a product, learning about it, understanding your customer, appraising the competition,preparing your demeanor, preparing your pres

Ways to learn about your competition

Studies ads and sales literature, talk to customers, comparison shop, read consumer publications

When you meet your customers you should be:

positive and professional

5 decisions customers have to make:

need, product, price, place, time

What do you DO when it is time to meet the customers?

Wear appropriate clothing; be well groomed; be positive, caring and respectful; know your prices; be up-to-date; review all info; be PREPARE

A great selling opportunity equation:

Your appearance +product knowledge +experience +attitude +a customer

What should you initial approach do?

Create a good impression, give & get attention, begin a conversation, show personality, customer knows service is #1, establish trust, point

Standard Approach

introduction, breaking the ice, developing a bond and trust, then on later visits coming back with samples and presentations.

The Direct Approach

introduction, purpose and sales presentation

The Friendly Greeting

“Good afternoon, can I help you with something?”

The Merchandising Approach

“Hello, you are looking a one of our best lawnmowers. It’s light, easy to use and very powerful.”

The Service Approach

“How may I be of service?”

The Informal Approach

"Hey, Mr. Moore. How are you doing today?"

People are motivated to buy because of _____________________.

needs and wants

How can I involve the customer in my sells presentation?

taste, touch, smell, hearing, sight