Sales clinic

Article Abstract:

Agricultural supplies salespeople ought to lead their sales calls with a focus on the prospective customer. Leading such calls with sales presentations places the spotlight on the customer even if these presentations are well thought out and crafted. Initially focusing on the customers during such calls is more important as they make the decisions on whether and how much to buy. It also contributes to their feeling of importance. It may also allow salespeople to learn facts that they can use to tailor their ultimate presentations.

Marketing procedures

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Securing executive talent now essential to agribusiness' future

Article Abstract:

A study by New York, NY-based business consultancy McKinsey Group indicates that firms are competeing fiercely for top executive talent in a war that will remain a long-standing, significant attribute of the corporate landscape. Agribusiness firms are not exempt from this fact. Thus, Vienna, VA-based executive search firm Kincannon and Reed CEO Kelly Kincannon said that it is critical for agribusinesses to constantly seek out new talent while retaining existing performers while nurturing talent from within their own organizations.

Personnel administration

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How a good company manages a bad situation: the Verdigris River oil spill

Article Abstract:

Dealers of agricultural supplies should initially spotlight the prospective client rather than the sales presentations during sales calls. Prospects make the decisions on whether and how much to buy. Placing them in the spotlight during the beginning of the sales call contributes to their feeling of importance, and they may also provide information which can be used to tailor subsequent sales presentations. A first class, well prepared sales presentation is important but ought not to be used to lead the sales call.

Advertising, Crude Petroleum and Natural Gas Extraction, Crude Petroleum, Missouri, Farmland Industries Inc.

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