Professional%20Agri-Selling

1
Professional Agri-Selling
These visuals have been designed to assist
classroom instruction of Agri-Selling
Developed by W. David Downey, Purdue
University through a USDA Challenge Grant
Purdue University Sales and Marketing
With special assistance from Matt Kurtz, Purdue
Graduate Research Assistant Matt Guffy, Purdue
Technical Graphics Student
For more information contact The Center for
Agricultural Business 1145 Krannert Building,
Room 781 West Lafayette, IN 47907 Phone (765)
494-4247 Fax[phone]
Beta run January 2000
Developed by Purdue University
2
Prospecting

• Module 9

Ag Econ 331 Spring 1999
Developed by Purdue University
3
The Role of Prospecting in Strategic Selling

• Prospecting is the process
• of identifying potential new accounts
• A Prospect is potential customer -- one who .
  . .
• You are not doing any business yet,
• You are doing only limited business with
• Identifying prospects
• and converting them to customers
• is one of a salesperson's
• most important tasks

Developed by Purdue University
4
The Role of Prospecting in Strategic Selling

• All prospects are not equal!!

Developed by Purdue University
5
The Role of Prospecting in Strategic Selling

• There is always some natural loss of customers
• but in todays market the problem is worse
• because of the concentration of business
• and increasing competition
• Constant and systematic prospecting
• is necessary to offset these losses
• A systematic and planned prospecting process
• also helps you to make
• the most efficient use of your time

Developed by Purdue University