Purdue program addresses managing key large-scale producer accounts

WEST LAFAYETTE, Ind. - Purdue University’s Center for Food and Agricultural Business will host the 2018 Precision Selling: Building Relationships with Large Farmers program, August 1-2 at the university’s West Lafayette campus.

This program will help sales professionals develop the diverse skills needed to work with complex farm businesses through classroom discussions, real-world application of classroom concepts and farmer interviews. Discussion topics include strategic account planning, resource allocation, information analysis and the use of sophisticated selling tools.

“The Precision Selling seminar presents tools for deepening relationships and communicating with large-scale producers,” said Scott Downey, associate center director and associate professor of agricultural economics. “With limited time, salespeople must carefully choose how resources are spent. This program is designed to help you identify what opportunities should be prioritized and develop a strategy to deepen those relationships.”

In addition to Downey, executive center director and professor emeritus of agricultural economics David Downey will be a program presenter.

Program sessions include understanding market dynamics, the discovery process, the farmer interview, prioritizing and targeting prospects, strategic account planning and co-creating value.

Participants will examine forces that influence agricultural purchasing, how the needs of farmers and influencers must be intentionally explored, profitability and the ability to foster a positive gain for farmers, creating an action plan to work with influencers, and developing value through a four-step process.

This program is designed for those salespeople wanting to develop strategies for working with complex relationships. Participants are typically responsible for managing relationships with customers in local and regional markets, or creating integrated technical and sales efforts with customers.

The program rate is $1,995 through June 1. After that, the cost is $2,195 per person. Learn more and register at http://agribusiness.purdue.edu/seminars-and-events/precision-selling. 

Writer: Rebecca Frazier, frazie16@purdue.edu

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

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

Agricultural Communications: (765) 494-8415;
Darrin Pack, Manager/Media Relations and Public Information, dpack@purdue.edu  
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