Filter by Tag: Sales.

A great moment for value-based sales in agribusiness

A great moment for value-based sales in agribusiness Reviewers Luciano Thomé e Castro, Founding Partner at Markestrat Group Article ‘It’s almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets by Harri...



Deciphering Online Shopping Behaviors of Generations Y and Z

Deciphering Online Shopping Behaviors of Generations Y and Z Reviewers Dr. Scott Downey and Masie Keshavarz Article Determining behavioural differences of Y and Z generational cohorts in online shopping by Durgesh Kumar Agrawal Source International Journal of Retail...






What does it mean to sell with precision?

What does it mean to sell with precision? Author: Dr. Scott Downey, Director and Professor As you’re probably aware, our focus here at the Center for Food and Agricultural Business (CAB) is, and always has been, on companies who serve farms and ranches. The core of...



Creating Social Impact with an Eye Towards Profitability

Creating Social Impact with an Eye Towards Profitability Written by Dora Lutz One thing that has always been clear to those in agribusiness is how closely our communities and businesses are united. While other industries are beginning to realize that managing the...



Creating an Integrated and Cohesive Marketing Strategy

Creating an Integrated and Cohesive Marketing Strategy As marketing managers know, creating an integrated and cohesive marketing strategy has many moving parts. They must continually examine where they are and where they need to be, while trying to efficiently and...



Marketing to Farm Businesses

Marketing to Farm Businesses Author: Justin Funk, Managing Partner, Agri Studies I’ve written before about how I believe one of the more significant challenges in any business is finding the best way to get sales teams and marketing managers on the same page. Although...



What is Farmer Trust and How Might it Grow?

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?

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...