1. Sales & Service Chapter #1

2. What is Selling? l Selling – is the transaction that occurs when someone exchanges services or goods for a valuable medium such as money. There is usually some form of persuasion. is the transaction that occurs when someone exchanges services or goods for a valuable medium such as money. There is usually some form of persuasion. l How many job openings in Agricultural sales every year? l 16,000 of that 13,000 qualified graduates fill those jobs each year

3. What are the areas of sales in agriculture? a. selling goods/services to farmers and ranchers (largest area) b. selling for farmers and ranchers c. providing information

4. How are agribusiness sales occupations categorized? a. What the buyer does with the product 1. Wholesalers: sell to retailers 2. Retailers: sell to consumers 3. Consumers: use the product b. How the salesperson is paid 1. commission: percent of sales price 2. salary: $/hour 3. combination: commission and salary

5. What is the difference between Tangible and Intangible Products? Tangible: items that you can see and touch (seed, machinery, buildings)Tangible: items that you can see and touch (seed, machinery, buildings) Intangible: items that you can not see and touch (services, etc.)Intangible: items that you can not see and touch (services, etc.)

6. What are the opportunities in agricultural sales? 12 million salespeople in US, 12% of the total workforce

7. Three types of businesses that employ salespeople? Three types of businesses that employ salespeople? u Retailers u Wholesalers u Manufacturers

8. What are the employment opportunities in agricultural sales? n More than 48,000 job openings are expected yearly for ag college graduates. 16,000 jobs will be in sales, marketing, and merchandising n An 18% shortfall of people to fill these jobs is expected

9. Some common agricultural job titles used in sales, marketing, and merchandising: Sales Clerk Account Executive Advertising Manager Commodity Broker Export Sales Manager Food Broker Forest Sales Manager Grain Merchandiser Insurance Agent Purchasing Manager Landscape EstimatorFloral Supplies Market AnalystLivestock & feed sales Real Estate BrokerAg Chemicals Product RepresentativeAg Insurance

10. Who is involved in selling in an agribusiness? n All employees contribute to sales n Appearance, attitude, service