Agriculture News

April 23, 2019

Purdue seminar develops agricultural sales managers

WEST LAFAYETTE, Ind. – Purdue University’s Center for Food and Agricultural Business will offer its Sales Management and Leadership workshop May 29–30 at the university’s West Lafayette campus.

This professional development workshop will challenge participants’ assumptions about the evolution of the sales process and practice techniques for leading individuals to maximize their sales team performance.

Participants will take an in-depth look at assessing their current management skills and learn how to harness tools and techniques for effective leadership.

“In the sales area, managers are often chosen from the ranks of the highest producing sales people,” said Scott Downey, associate center director and associate professor of agricultural economics. “The best managers work to help their sales team create value for customers, defend margins and, of course, generate sales. The skills needed to effectively guide a sales team include coaching, administration and a host of other activities, but few managers have received training to do so beyond high school sports and college classroom experiences. Sales Management and Leadership will help participants develop management assets that can be used to maximize the productivity of the sales people who report to them.”

In addition to Scott Downey, program facilitators include Dave Downey, executive center director and professor emeritus, and Tom Dukes, director of quality at Community Ventures in Living.

This program is designed for current and future sales managers looking to maximize effectiveness and develop leadership and coaching skills. Program topics will include the evolution of sales management, building resilience for success in challenging times, coaching at work and building your sales force.

The program rate is $2,195. Groups rates are available by contacting Key Account Manager Emily Hoeing at Learn more and register at

Writer: Rebecca Frazier,

Media contact: Torrie Ward, 765-496-6032,

Source: Scott Downey, 765-494-4325,

Agricultural Communications: 765-494-8415;

Maureen Manier, Department Head,  

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