What is Farmer Trust and How Might it Grow? Author: Dr. Scott Downey, Director and Professor, Purdue University Center for Food and Agricultural Business When we consider how farmers view different information sources, salespeople tend to think of themselves as the...
What if You Could Be 10% Better? Author: Dr. Scott Downey, Director and Professor, Purdue University Center for Food and Agricultural Business One of the cool things I get to do in my role as a professor today in sales and marketing is work with sales organizations...
If Sales Teams Want to Thrive in a Growing Digital Agricultural World, What Else Should be Learned? Reviewer Dr. Luciano Castro, International Adjunct Professor Article How Sales Teams Can Thrive in a Digital World by Andris A. Zoltners, Prabhakant Sinha, and Sally E....
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 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...
Reviewer Z. Mati Mohammadi, PhD Student & Graduate Research Assistant, Purdue University Department of Agricultural Economics See more from Mati on Twitter or LinkedIn. Article Customer Satisfaction and its Impact on the Future Costs of Selling by Leon Gim Lim,...
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...
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...
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...
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...
