Summary: Ag Sales

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  • Commercial Visitor Salespeople use

    friendship tactics (40%)
  • Product Peddler Salespeople are

    all about the product (50%)
  • Consultant Salespeople sell based

    on needs (9%)
  • Sustaining Resource Salespeople create

    relationships (1%)
  • Problem Solving Approach

    1. determine customer's needs
    2. develop solution to those needs
    3. persuade customer to buy
  • Most Rational Purchases in Ag are Based On:

    1. price
    2. performance
    3. service
  • 6 Characteristics Potential Buyers Look At

    1. Quality
    2. Dependability
    3. Performance
    4. Safety
    5. Availability
    6. Container Quality
  • 5 Adopter Groups of Ag Customers

    1. Innovators (2.5%)
    2. Early Adopters (13.5%)
    3. Early Majority (34%)
    4. Late Majority (34%)
    5. Laggards (16%)
  • Adopter Group:-2.5%-risk takers-keep in touch with new ideas

     Innovators
  • Adopter Group:-13.5%-learn from innovators-well educated

    Early Adopter
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