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Restarting Your Business

Restarting Your Business Author: Dr. Scott Downey, Director and Professor As salespeople, we thrive on building relationships, expanding our network, interacting with our customers and growing our business. I don’t want to say it’s the thrill of the chase, because I...



A Sales Management Checklist

A Sales Management Checklist Author: Dr. Scott Downey, Director and Professor I have written before about how management is a well-researched process that involves analysis, planning, execution and measurement. I have also pointed out how my discussions with sales...



How Did George Jetson Sell Spacely Space Sprockets?

Author: Dr. Scott Downey, Director and Professor On the show The Jetsons, George Jetson worked for a company called Spacely Space Sprockets as (what the internet says) a digital index operator. Although this dates me — especially since some of you reading this cannot...



Online Sales of Ag Inputs

Authors: Dr. Luciano Thome e Castro, International Adjunct Professor Dr. Scott Downey, Director and Professor Dr. Michael Boehlje, Distinguished Professor Emeritus The possibility of having a sizable online channel for selling or buying ag inputs has been under...



Digitization Capability & Digitalization in Agribusiness

Reviewer Dr. Luciano Castro, International Adjunct Professor Article Digitization Capability and the Digitalization of Business Models in Business-to-business Firms: Past, Present, and Future by Thomas Ritter and Carsten Lund Pedersen Journal Journal of Industrial...



Challenger Marketing and Its Applicability in Agribusiness

Article Challenger Marketing by Weng Marc Lim Journal Industrial Marketing Management, 2020. Vol. 84, 342-345 Reviewer Dr. Luciano Castro, Clinical Associate Professor Summary The concept of challenger marketing lives between sales and marketing functions. Recently...



Managing in a New Era

Author: Dr. Scott Downey, Director and Professor For many years, we have talked about how sales and marketing have evolved over time. If we look at this historically, we can consider how the sales and marketing process focused on explaining product features because of...



Competitive Intelligence in Practice

Article Competitive intelligence practice in liquor retailing: Evidence from a longitudinal case analysis by Constantinos Vasilios Priporas  Journal International Journal of Retail and Distribution Management, 2019. Vol. 47, No. 9, pages 997-1010. Reviewer Dr....



Pricing: Strategy vs. Tactics

Author: Justin Funk, Managing Partner, Agri Studies, Inc. Having taught marketing strategy for over 18 years, it has become apparent that even the most experienced marketers still struggle with how to effectively price their products and services. Pricing is one of...



Can You Hear Me Now?

Author: Dr. Scott Downey, Associate Director and Associate Professor Recently, we had a group of about 20 sales managers on Purdue’s West Lafayette, IN campus for a program. On the second day of the program, the concept of listening came up. One of our presenters was...