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Browse By Tag: sales
ARTICLE

Precision Selling

June 2018

Farms are getting larger. While the rate of consolidation seems to have slowed slightly in recent years, the trend continues in almost every sector of farming. A larger share of all input purchases is made by fewer farmers, making each account increasingly important to suppliers.

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Sales, Marketing and Liquidity

May 2018

For better or worse, marketing and sales efforts affect not only the profitability of a firm but also the firm’s liquidity, or its ability to meet short-term financial obligations.

ARTICLE

Knowing Your Customer

April 2018

In the world of agribusiness, knowing your customer base is more important than ever – especially when your customer base includes the complex operations run by today’s large-scale commercial agricultural producers.

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Building Your Sales Force

March 2018

How do you, as an agribusiness sales manager, make sure you have confidence in the players on your sales team?

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Producers' Purchasing Preferences

October 2017

In the “2017 Large Commercial Producer Project,” Purdue University asked farmers to rank product performance, price, and supplier relationship when purchasing crop inputs. The result: Most farmers have clear favorites.

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Defining the Unwritten Rules

April 2017

Changing company culture is no easy feat. In fact, it isn’t even easy to define what company culture is — let alone changing it.

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Determining Value for Your Customer

December 2016

Figuring out what your customers and prospects value is critical given the current environment of the agricultural economy.

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Sharing what you stand for

June 2016

At their most basic, branding and sharing what your organization stands for are about figuring out how you want your organization as a whole to be viewed by the people in your target markets. The challenge many agribusinesses face is shifting what customers already believe about the company to what the company wants them to believe.