AGRI 160 Introduction to Agriculture Selling
This course covers the principles of salesmanship and their application to the agricultural business. Topics will include attitude and value systems, basic behavioral patterns, the purchase decision process, relations of sales to marketing, selling strategies, preparing for sales calls, making sales presentations, and handling objections and closing sales. Emphasis is placed on application of principles to real world situations and on building sales skills through class projects.
AGRI 160Introduction to Agriculture Selling
Please note: This is not a course syllabus. A course syllabus is unique to a particular section of a course by instructor. This curriculum guide provides general information about a course.
I. General Information
II. Course Specification
Credit Hours Narrative
3 Credits
III. Catalog Course Description
This course covers the principles of salesmanship and their application to the agricultural business. Topics will include attitude and value systems, basic behavioral patterns, the purchase decision process, relations of sales to marketing, selling strategies, preparing for sales calls, making sales presentations, and handling objections and closing sales. Emphasis is placed on application of principles to real world situations and on building sales skills through class projects.
IV. Student Learning Outcomes
Upon completion of this course, a student will be able to:
- Demonstrate an understanding and knowledge of the professional selling process and its four underlying components
- Demonstrate an understanding of the purchase decision process, and the role that sales plays in this process.
- Recognize and explain the importance of understanding customers and sales strategies based on different customer value systems and personalities.
- Recognize and explain the relationship between sales and marketing as it relates to agribusiness.
V. Topical Outline (Course Content)
VI. Delivery Methodologies