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...
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...
Article Sales team formation: The right team member helps performance. Garretta, J., & Gopalakrishnab, S. Journal Industrial Marketing Management, (2019), Volume 77, 13-22 Reviewer Dr. Scott Downey, Associate Director and Associate Professor Summary Consolidation...
For the first 20 years of its history, Purdue University’s Center for Food and Agricultural Business offered a program called “Marketing for Field Marketers.” For three or four days, salespeople would come to the Purdue campus and learn how to approach the marketplace...
How Sales and Marketing Relate From AgriMarketing Magazine - Many agribusinesses are struggling with this relationship right now. Consolidation has meant that many organizations who were built on sales are now recognizing that being market driven provides more...
Selling Large Farmers: It’s Darned Hard Work 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...
Re-Thinking Service Strategies to Drive Profit 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...
Creating Innovative Service Strategies for Profit 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...
Bigger Profits Through Targeted Sales 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...
Selling to Key Customers 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...
