Sales & ServiceSales & Service

Chapter #1 Notes – grade will be Chapter #1 Notes – grade will be taken on class participation / notes taken on class participation / notes

taken. taken.

What is Selling?What is Selling?

selling is the transaction that occurs when selling is the transaction that occurs when someone exchanges services or goods for someone exchanges services or goods for a valuable medium such as money. a valuable medium such as money. There is usually some form of There is usually some form of persuasion.persuasion.

What are the areas of sales in What are the areas of sales in agriculture?agriculture?

a. selling goods/services to farmers and a. selling goods/services to farmers and ranchers (largest area)ranchers (largest area)

b. selling b. selling forfor farmers and ranchers farmers and ranchers

c. providing informationc. providing information

How are agribusiness sales How are agribusiness sales occupations categorized?occupations categorized?

a. what the buyer does with the producta. what the buyer does with the product

1. Wholesalers: sell to retailers1. Wholesalers: sell to retailers

2. Retailers: sell to consumers2. Retailers: sell to consumers

3. Consumers: use the product3. Consumers: use the product

b. How the salesperson is paidb. How the salesperson is paid

1. commission: percent of sales price1. commission: percent of sales price

2. salary: $/hour2. salary: $/hour

3. combination: commission and salary3. combination: commission and salary

What is the difference between What is the difference between Tangible and Intangible Products?Tangible and Intangible Products?

• Tangible: items that you can see Tangible: items that you can see and touch (seed, machinery, and touch (seed, machinery, buildings)buildings)

• Intangible: items that you can not Intangible: items that you can not see and touch (services, etc.)see and touch (services, etc.)

What are the opportunities in What are the opportunities in agricultural sales?agricultural sales?

12 million salespeople in 12 million salespeople in US, 12% of the total US, 12% of the total workforceworkforce

Three types of businesses that employ Three types of businesses that employ salespeople?salespeople?

RetailersRetailers WholesalersWholesalers ManufacturersManufacturers

What are the employment What are the employment opportunities in agricultural sales?opportunities in agricultural sales?

more than 48,000 job openings are expected more than 48,000 job openings are expected yearly for ag college graduates. 16,000 jobs yearly for ag college graduates. 16,000 jobs will be in sales, marketing, and will be in sales, marketing, and merchandisingmerchandising

an 18% shortfall of people to fill these jobs an 18% shortfall of people to fill these jobs is expectedis expected

some common agricultural job titles used in some common agricultural job titles used in sales, marketing, and merchandising:sales, marketing, and merchandising:

Sales Clerk Account ExecutiveSales Clerk Account Executive

Advertising Manager Commodity BrokerAdvertising Manager Commodity Broker

Export Sales Manager Food BrokerExport Sales Manager Food Broker

Forest Sales Manager Grain MerchandiserForest Sales Manager Grain Merchandiser

Insurance Agent Purchasing ManagerInsurance Agent Purchasing Manager

Landscape EstimatorLandscape Estimator

Market AnalystMarket Analyst

Real Estate BrokerReal Estate Broker

Product RepresentativeProduct Representative

Who is involved in selling in an Who is involved in selling in an agribusiness?agribusiness?

all employees contribute to salesall employees contribute to sales appearance, attitude, serviceappearance, attitude, service