Agriculture News

June 19, 2017

Downeys team up to teach Purdue Precision Selling program

WEST LAFAYETTE, Ind. – Purdue University faculty sales experts David Downey and Scott Downey will lead the Precision Selling program Aug. 2-3 in West Lafayette.

The program, hosted by Purdue University’s Center for Food and Agricultural Business was created for agricultural sales professionals who are responsible for serving strategic farmer accounts. In addition to sessions led by David Downey, the center’s executive director, and Scott Downey, associate director and associate professor, participants will work closely with two farmers and have opportunities to practice the sales discovery process.

“Serving strategic accounts requires a diverse skill set that is often more like management than traditional sales,” Scott Downey said. “This program is all about exploring the complexities of working with large-scale agricultural producers and driving a strategic account planning process. That means allocating resources and analyzing information in addition to using traditional sales tools.”

Program participants will establish a framework for handling strategic accounts. They also will recieve feedback on their individual strategies for developing a targeted customer relationship. Their strategies will serve as templates for working with a selection of other accounts. Sessions include:

  • Understanding Market Dynamics.
  • The Discovery Process.
  • Prioritizing and Targeting Prospects.
  • Strategic Account Planning.

Typical participants of this program include agricultural sales professionals who manage relationships with strategic producer customers.

Learn more and register at http://agribusiness.purdue.edu/seminars-and-events/precision-selling2. Direct questions to Aissa Good, business development manager for the center, at 765-496-3884 or aissa@purdue.edu.

Writer: Jennifer Stewart-Burton, 765-496-6032, jsstewar@purdue.edu 

Sources: Scott Downey, 765-494-4325, downeyws@purdue.edu

Aissa Good, 765-496-3884, aissa@purdue.edu

Agricultural Communications: (765) 494-8415;
Shari Finnell, Manager/Media Relations and Public Information, sfinnell@purdue.edu  
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