Agricultural Sales CDE

1. Agricultural Sales CDE Alicia Tomlinson Perry High School Advisor Perry, Georgia Georgia Agricultural Education Curriculum Office April 2002

2. “So, What is Ag Sales?” • It is: • Interactive • People Oriented • A growing segment of the agriculture industry • It is NOT: • A prepared speech • Memorized information Everyone has been in a sales situation before, but usually you are the customer. (Think about different sales situations you have experienced.)

3. The State Level Ag Sales Event (Held at State Convention) • 4 person team (all 4 scores count) • Each member competes individually in both of the following two areas: • Written Exam • Product sales presentation

4. Written Exam • 25 questions • Multiple Choice • Covers various aspects of the sales industry • Product Displays • Customer Relations • Telephone Skills • Economic Principles • Sales Terminology

5. Example Question Buying signals are clues to: a) handle the objection. b) close the sale. c) begin with the opening. d) all of the above. Answer: B

6. Product Presentation • There are two components of the Presentation: • Product Display • Sales Presentation

7. Product Display • Product itself • Additional promotional materials (informational brochures, flyers, etc…) • Product summary (one page describing your product for the judges)

8. Sales Presentation • Interactive situation • Communications skills • Customer relations

9. Choosing a Product • Almost everything is an agriculture product. • Can be a product already on the market or your own creation. • Can be a service although it is usually best when the service is included with a product. • Should be a product that you are familiar and comfortable with. • Research about your product and related products is important. Be able to anticipate customer needs and answer questions and concerns about your product.

10. During the Sales Presentation • The judge is the customer and will create a sales situation. • You will need to determine the customer’s needs and wants. Example: If you are selling hog feed, the judge will have two show pigs and you will ask questions to determine what type of feed best suits his or her needs.

11. Ag Sales Products • The following slides are examples of actual products that were used in the Ag Sales CDE on the State and National Levels. • Some of the products are unique creations of the student. • Some are products already on the market. • The student selling each product had background knowledge in that area.

12. Product ExamplePeach Products National Convention 2001

13. Product ExampleHorse Feed Supplement National Convention 2000

14. Product ExampleBoiled Peanuts and Other Peanut Products National Convention 2000

15. Product ExampleButterfly Attractants State Convention 2001

16. Product ExampleRemedy Herbicide National Convention 2000

17. Product ExampleFloral Arrangements National Convention 2001

18. Product ExamplePansy Varieties National Convention 2000

19. Product Example“Disease-free” Red Tips State Convention 2001

20. Remember… • This is not a prepared speech. • The product does not sell itself. • Knowledge is power.