Agriculture News

July 11, 2019

Agribusiness sales program to develop selling techniques

WEST LAFAYETTE, Ind. – Purdue University sales experts David Downey and Scott Downey will lead the “Precision Selling: Building Relationships with Large Farmers” professional development program on July 31-Aug. 1 in West Lafayette.

Hosted by Purdue University’s Center for Food and Agricultural Business, this program will target agricultural sales professionals responsible for managing relationships with key farmer accounts. The program will include sessions led by David Downey, the center’s executive director, and Scott Downey, associate director and associate professor, as well as opportunities to practice the sales discovery process.

“The agricultural marketplace is evolving at a rapid pace, which means our selling techniques and skill sets need to keep up,” said Scott Downey. “Precision Selling is designed to take a deep dive into the complexities of working with key farmer accounts and the information analysis, resource allocation, and strategic account planning that come along with them in today’s innovative market.”

Program participants will learn to build stronger partnerships with customers, create a plan for developing a key customer relationship, establish a framework for handling key accounts and review best practices for high-performing sales professionals.

Sessions are:

  • Understanding market dynamics.
  • The discovery process.
  • Prioritizing and targeting prospects.
  • Strategic account planning.
  • Co-creating value.

This program benefits agricultural sales professionals who manage relationships with key clients, serve local and regional markets, develop strategies for evaluating customers on profit and growth potential, and integrate technical and sales efforts with customers.

The cost to attend is $2,195. Learn more and register at Direct questions to Aissa Good, business development manager, at 765-496-3884 or

Writer: Caroline Edmondson,

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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