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Browse By Topic: Sales

Creating Innovative Service Strategies for Profit

October 2007

From AgriMarketing Magazine - In today’s highly-sophisticated, increasingly-consolidated agricultural inputs marketplace, more customers seem to be asking “what have you done for me lately?” — a discussion that can quickly head down the dead-end road of price comparisons.


Bigger Profits Through Targeted Sales

January 2007

From Feed and Grain Magazine - The title of this article is really stating the obvious — one way to increase your profits is through doing a better job with your sales. While this is true, it is important to realize that doing a better job with your sales involves...


Asking the Right Questions

May 2005

From AgriMarketing Magazine - When sales students first learn about selling, there’s an interesting transition as they discover the importance of asking questions. At first selling seems easy. Even if they’ve never sold anything before, most have bought a car or stereo and have a general sense of the process....


Selling to Key Customers

June 2004

From AgriMarketing Magazine - Picture your largest-volume customer. Describe that customer’s operation. What does it look like? How are decisions made? What role do the owners play in the operation? In a growing number of agribusinesses, these answers may be significantly different for large versus traditional operators.


Value Placed on the Customer Returns Value to the Business

June 2004

From Seed and Crops Digest - Whoever said, “The customer is always right,” as a guiding rule for business success was on the right track. But there is so much more to that story. Customer Relationship Management (CRM) as a business tool has been around for more than a decade....


Tailoring Your Value Bundle

April 2004

From AgriMarketing Magazine - What benefits are most important to your agricultural input buyers? When they evaluate your value bundle offering, what do they look for, and what will they pay for? Do value bundle preferences differ among buyer segments? In our column last month, we identified five agricultural input...


Local Dealers of Agricultural Inputs: Who's Your Buyer

March 2004

From AgriMarketing Magazine - Who is the agricultural input buyer? Is the buyer profile changing? These are important questions to agricultural input salespeople. Traditionally, agricultural input salespeople and marketers categorize producers as business buyers, economic buyers and relationship buyers. Business buyers are those who give relatively equal weight to factors...