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Master
Course Outline
AGRI 210
Agricultural Sales and Service
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| Credits: 3 |
Clock Hours per Quarter: 30
AA Discipline:
Lecture Hours:30
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Description
Structure and background of personal selling, concepts of human relations, and communications as they relate to a sales presentation. The objective is to build good skills in selling and providing service to the customer. |
Intended Learning Outcomes
Discuss characteristics of a successful salesperson and describe required job activities.
Summarize ethical influences on behavior of a sales person.
Enumerate techniques for determining customer needs.
Identify a selected product’s features, advantages and benefits and construct a SELL sequence using features, advantages, benefits and trial close.
Describe the salesperson-buyer communications process, including nonverbal signals.
Describe the prospect’s mental steps in the buying process.
List the various prospecting methods.
List the various approach techniques in the sales process.
Explain types of prospect objections and describe how to handle them.
List several techniques which may be used to close a sales presentation.
Prepare and orally deliver a sales presentation to a prospect in the classroom setting which includes appropriate techniques for opening, presenting product, handling objections and closing.
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Course Topics
Characteristics of a salesperson and their career
Development of personal selling philosophy
Ethics in customer relationships
Psychological influences on buying behavior
Personality influences on buying behavior
Communication process; verbal and nonverbal.
Types and sources of required sales knowledge
Prospecting
Planning the sales presentation
Objections and the sales process
Closing techniques for a sales presentation
Service and follow-up for customer retention
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Syllabi
Listing
See ALL Quarters
| Course |
Year
Quarter
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Item
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Instructor |
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| AGRI 210 |
Winter 2011 |
0005 |
Jessica Johnson |
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| AGRI 210 |
Winter 2005 |
0009 |
Debora Frazier |
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| AGRI 210 |
Winter 2004 |
0009 |
Debora Frazier |
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| AGRI 210 |
Winter 2003 |
0009 |
Debora Frazier |
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Two Year Projected Schedule
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One* |
Year
Two** |
Fall |
Winter |
Spring |
Summer |
Mini |
Fall |
Winter |
Spring |
Summer |
Mini |
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X
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X
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*If fall quarter starts on an odd year (2003, 2005, etc.), it's Year One.
**If fall quarter starts on an even year (2002, 2004, etc.), it's Year Two.
printable version
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