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. What is Agri Selling? Module 1 Developed by Purdue University

3. Professional Selling Imagine a career where... Ô You are on the cutting edge of technology in your chosen industry! Ô Your job is to bring people needed solutions to business problems! Ô You get to set your own schedule most of the time! Ô You are are paid well for helping others prosper! Developed by Purdue University

4. Professional Selling It sounds like a great career... It is! It is called... Developed by Purdue University

5. A Perspective On Selling If nobody sells... a terrible thing happens... Nothing! Developed by Purdue University

6. Professional Selling Course This is a course in professional selling You will learn Ô About how industry works with customers Ô How to handle yourself in a professional environment Ô Communication skills that are vital to success in every phase of business life Developed by Purdue University

7. Business-To-Business Selling Agri Selling as taught in this course Ô Focuses on “business-to-business” selling where the customer usually is using the products and services as a part of their own business Ô The customer is usually not the end user or the final consumer Developed by Purdue University

8. Business-To-Business Selling Often involves complex technology to solve problems for the customer or has important business implications to the customer’s business Requires an understanding of business and management tools and practices Developed by Purdue University

9. Consumer Products and Services While our primary focus is business-to-business / technical sales the same principles also apply to retail and direct consumer sales The application to direct and consumer sales may be a bit different but the tools and concepts are exactly the same. Developed by Purdue University

10. Business-To-business Selling Ô Is problem solving Ô Is making a customer more money or making their life easier in some way The entire perspective of this course is... using products, services and technical information to effectively solve problems A Perspective On Selling Developed by Purdue University

11. A Perspective On Selling Successful selling is building long term profitable relationships with targeted customers that match the priorities established by your company Developed by Purdue University