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Master Course Outline
AGRI 210
Agricultural Sales and Service


Credits: 3
Clock Hours per Quarter: 30

AA Discipline:

Lecture Hours:30


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.

  • 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

  • Syllabi Listing See ALL Quarters
    Course
    Year Quarter
    Item
    Instructor  
    AGRI 210
    Winter 2011
    0005
    Jessica Johnson
    AGRI 210
    Winter 2005
    0009
    Debora Frazier
    AGRI 210
    Winter 2004
    0009
    Debora Frazier
    AGRI 210
    Winter 2003
    0009
    Debora Frazier



    Two Year Projected Schedule

    Year One* Year Two**
    Fall
    Winter
    Spring
    Summer
    Mini 
    Fall
    Winter
    Spring
    Summer
    Mini
     
    X
     
     
     
     
    X
     
     
     

    *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.