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Summary: Ag Sales
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Read the summary and the most important questions on Ag Sales
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Mid Term
This is a preview. There are 14 more flashcards available for chapter 23/10/2017
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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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