Selling Environments Unit 5 Retail Agribusiness Sales Lesson

Selling Environments Unit 5: Retail Agribusiness Sales Lesson: AS 1

2 Objectives Lesson Objective: • After completing the lesson on selling environments, students will demonstrate their ability to apply the concept in real-world situations by obtaining a minimum score of 80% on an Agri-Missouri Business Portfolio. Enabling Objectives: 1. Describe the various selling environments and identify Missouri businesses in each environment. 2. Role-play the tasks of a salesperson in various selling environments.

3 Key Terms • Retail sales • Wholesales • Processing industry • Direct sales

4 SELL THIS!

5 Selling Environments • Product is sold to final customer • Feed stores, lumber yards, hardware stores, implement dealerships, floral shops • Wholesaler purchases produce in bulk with intention of dividing it into smaller portions to sell to retailers or final customers • Sam’s Club, feed distributors, cut flower distributors, greenhouse product/plant distributors Retail Sales Wholesale Sales

6 Selling Environments • Salesperson sells either services or inputs like raw materials or processing equipment to a manufacturer to produce a saleable product • Grain elevators, feed mills, implement manufacturers Processing/Industrial Sales • Sales made directly from salesperson to final customer at consumer’s home or business • Door-to-door sales for insurance, direct feed , or seed sales Direct Sales

7 Selling Environments • Sales made directly from salesperson/company to final customer via an Internet website on which orders for products can be placed Web Sales

8 Salesperson’s Role – Retail Calls on business frequently to maintain good relationship with owners, employees, and customers Helps business set up promotions and advertising Educates employees of the business Helps deal with customer complaints and questions

9 Salesperson’s Role – Wholesale Makes frequent visits to wholesaler Makes contact with customers to answer questions or provide support Attempts to make sales to final customer or retailer Not involved in extensive advertising Responsible for getting orders placed and deliveries made quickly and accurately so the wholesaler does not run out of product

10 Salesperson’s Role – Processing Does not visit customers often because territories are large Makes large but infrequent sales Must answer very specific, detailed questions, especially when selling equipment, so the salesperson must be more highly trained in technical aspects of product or service Deals with fewer products because he/she must focus on acquiring specialized product and market knowledge and because the sales process is time-consuming

11 Salesperson’s Role – Direct/Web Sales Duties similar to retail sales • Conduct sales promotions and advertising • Educating others about product • Dealing with customer complaints and questions Responsible for making sales through sales presentations

12 Conclusion • Retail, wholesale, processing/industrials, and direct/web sales situations can all be found in agribusiness sales. Some sales positions may focus on one of these areas or may require the salesperson to operate in a combination of selling environments. The salesperson’s tasks in each of these situations differ depending on the characteristics of the selling environment.

13 Exit Cards • What did you learn today about selling environments? • What questions do you still have about selling environments?