Issues concerning adoption and use of sales force automation in the agricultural input supply sector

Article Abstract:

Sales force automation (SFA) is thought as the key to better sales management and higher sales force productivity. However, a survey of salespeople in the agricultural input supply sector who have integrated SFA into the selling function shows that SFA does not guarantee higher field sales. It is suggested that although SFA can bring about many positive results, it cannot substitute the selling skills of salespeople. Many salespeople also lack the necessary computer and information technology skills that are needed for the effective use of SFA.

Methods, Technology application, Marketing management, Selling, Automation

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Extensiveness of farmers' buying processes

Article Abstract:

The results of a survey among Dutch farmers show that farmers' buying behavior follows the psychology of simplification theorem. They make purchasing decisions quickly without acquiring much information about such areas as familiar products and buying situations. Farm input suppliers should emphasize price level, availability and brand awareness in marketing materials such as compound feed and fertilizers. Equipment suppliers, on the hand, should emphasize product performance and personal selling.

Farm Machinery and Equipment Manufacturing, Farm machinery and equipment, Consumer Behavior, Farm & Garden Equipment, Practice, Agricultural equipment, Farmers

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Starting salaries for agribusiness graduates from an AASCARR institution: The case of Southern Illinois University

Article Abstract:

Starting salaries for agribusiness economies graduates from a non-land grant (AASCARR) institution, Southern Illinois University Carbondale (SUIC), are examined and compared to those documented for land grant agriculture programs. Various factors such as advanced degrees, grade point average, gender, rural backgrounds, and community college transfers are found to significantly influence earnings and SIUC graduates' starting salary.

United States, Management dynamics, Personnel administration, Management, Compensation and benefits, Company business management, Agricultural students, Southern Illinois University (Carbondale)

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