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Professional Agri-Selling

Professional Agri-Selling. These visuals have been designed to assist classroom instruction of Agri-Selling. Developed by: W. David Downey, Purdue University through a USDA Challenge Grant. Purdue University Sales and Marketing. With special assistance from :

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Professional Agri-Selling

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  1. Professional Agri-Selling These visuals have been designed to assist classroom instruction of Agri-Selling Developed by: W. David Downey, Purdue University through a USDA Challenge Grant Purdue University Sales and Marketing With special assistance from: Matt Kurtz, Purdue Graduate Research Assistant Matt Guffy, Purdue Technical Graphics Student 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 Developed by Purdue University

  2. Prospecting Module 9 Ag Econ 331 Spring 1999 Developed by Purdue University

  3. The Role of Prospecting in Strategic Selling • Prospecting is the process • of identifying potential new accounts • A Prospect is “potential” customer -- one who . . . • You are not doing any business yet, • You are doing only limited business with • Identifying prospects • and converting them to customers • is one of a salesperson's • most important tasks Developed by Purdue University

  4. The Role of Prospecting in Strategic Selling • All prospects are not equal!! Developed by Purdue University

  5. The Role of Prospecting in Strategic Selling • There is always some natural loss of customers • but in today’s market the problem is worse • because of the concentration of business • and increasing competition • Constant and systematic prospecting • is necessary to offset these losses • A systematic and planned prospecting process • also helps you to make • the most efficient use of your time Developed by Purdue University

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