(4777) Agricultural Sales Handbook

Agricultural Sales Handbook (IMS)
Emphasizes "customer-oriented" selling, and provides salespersons with information on selling techniques. Incorporates information from the National FFA Agriculture Sales Contest. Chapters cover such topics as basic introduction to sales, sales and human resources, sales firms, the buying process, and selling processes. Parts of the selling approach such as pre-approach, approach, determining customers wants and needs, feature-benefit presentations, handling customer objections, and closing the sale are also outlined In addition, advertising and its value, and developing advertisements and displays are emphasized. Finally, dealing with customer complaints, marketing for sales firms, and developing and practicing sales presentations are explained. Student activities conclude each chapter. (135 pages)