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1. Introduction to the Scope and Variety of the Sales Industry
2. Agricultural Leadership
   1. Styles of leadership
   2. Characteristics of successful leadership
   3. Teamwork in organizations
   4. Development of a personal strategic plan:
3. Overview of Relationship Selling
   1. Why and how people buy
      1. Hierarchy of human needs
      2. The buying motive
   2. Consultative Sales
   3. Importance of long-term relationships
4. Communication Skills:
   1. Behavioral styles and communication techniques
   2. Overcoming barriers in communication
   3. Effective listening skills
   4. Non-verbal communication (Image, body Language, Proxemics, Senses)
5. Prospecting
6. The Sales Presentation
   1. Approach
   2. Presentation/Demonstration
   3. Features and Benefits
   4. Negotiations/Objections
   5. Closing
   6. Post-Closing Follow-up
7. Sales Ethics
   1. Social responsibility and ethics
   2. Factors affecting ethical choices
   3. Criteria for ethical decision making
   4. Managing company ethics
8. Practical Exercises in
   1. Developing collateral marketing materials
   2. Developing social media marketing
   3. Presentation management
   4. Formal sales presentations

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At the conclusion of this course, the student should be able to: 

• Recognize and understand the characteristics needed for successful agribusiness sales.
• Analyze and apply the component parts and dynamics of the sales process.
• Explain the benefits of providing post-sales customer service for agricultural customers.
• Demonstrate characteristics of a good public speaker through role-play situations, using computer presentation software, and delivering formal sales presentations.
• Define leadership and the characteristics of successful leadership. 
• Demonstrate interpersonal and organizational communication skills. 
• Become familiar with principles of good listening, overcoming communication barriers, and effective verbal and non-verbal communication.
• Become familiar with social responsibility and ethics.
• Factors affecting ethical choices, criteria for ethical decision-making, managing company ethics.

Comprehensive Quizzes and Exams

Critical Thinking Scenarios

Problem Analysis and Solution

Alessandra, Communicating at Work, Simon and Schuster  

Cathcart, Relationship Selling, Perigee Trade

Downy, et al, Agri-Selling – Successful Selling Strategies for the Agricultural Professional, Century Communications

Manning, Michael and Reece, Barry, Selling Today, Prentice Hall