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Browse By Topic: Sales

Selling Large Farmers: It's Darned Hard Work

November 2008

From AgriMarketing Magazine - There is little question that large farmers are different. Different from what they used to be. Different from other market segments. And different from each other. Anational study of more than 2,500 large commercial producers just released by the Center for Food and Agricultural Business at...


Quality - How to Keep it Everyone's Job

June 2008

From Feed and Grain Magazine - Quality — we talk about it lots. Customers are concerned about it — grain farmers that deliver grain to your elevator – where their grain is graded by quality; or livestock farmers that purchase feed from you in the feed business — where they...


Re-Thinking Service Strategies to Drive Profit

February 2008

From Seed World Magazine - During periods of rising prices and shrinking profit margins, one of the first things placed on the chopping block is often the “extras” that get bundled into a sales offer. According to a recent gathering of academic experts and leading business practitioners, the value-added services...


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.