1. Developed by: W. David Downey, Purdue University through a USDA Challenge Grant For more information contact: The Center for Agricultural Business 1145 Krannert Building, Room 781 West Lafayette, IN 47907 Phone: (765) 494-4247 Fax:(765) 494-4333 Beta run January 2000 Purdue University Sales and Marketing These visuals have been designed to assist classroom instruction of Agri-Selling With special assistance from: Matt Kurtz, Purdue Graduate Research Assistant Matt Guffy, Purdue Technical Graphics Student Developed by Purdue University

2. Chapter 82 Selling with a Strategy Strategy Defined A strategy is a plan –to assemble your resources Skills Knowledge Energy Time People –and decide how to use them to accomplish your objectives Developed by Purdue University

3. Chapter 83 Strategy Defined In selling, an effective strategy requires you to: Understand your customer and your market Assemble the product benefits and service that meet customer needs better than anyone else Decide how to use your support team Evaluate the competition Then -- call on your accounts Developed by Purdue University

4. Chapter 84 Strategy Defined No matter how complex –or how simple your sales strategy is, it should always done –with thought and planning Developed by Purdue University

5. Chapter 85 Strategy Defined Strategy should contain – the following elements: A clear link to your company’s marketing efforts An analysis of your local market An understanding of what customers value and/or need Developed by Purdue University

6. Chapter 86 Strategy Includes Identification of key customer segments Specific sales goals, if possible for each segment An analysis of your competitive strengths and weaknesses with each group of customers A written plan describing how you will achieve your objectives Developed by Purdue University