Agricultural Sales CDE

“So, What is Ag Sales?”• It is:

– Interactive– People Oriented– A growing segment of the agriculture

industry

• It is NOT:– A prepared speech– Memorized information

Everyone has been in a sales situation before, but usually you are the customer. (Think about different sales situations you have experienced.)

The State Level Ag Sales Event (Held at State Convention)

• 4 person team (all 4 scores count)

• Each member competes individually in both of the following two areas:– Written Exam– Product sales presentation

Written Exam

• 25 questions• Multiple Choice• Covers various aspects of the

sales industry– Product Displays– Customer Relations– Telephone Skills– Economic Principles– Sales Terminology

Example Question

Buying signals are clues to:a) handle the objection.b) close the sale.c) begin with the opening.d) all of the above.

Answer: B

Product Presentation

• There are two components of the Presentation:

– Product Display– Sales Presentation

Product Display

• Product itself• Additional promotional materials

(informational brochures, flyers, etc…)

• Product summary (one page describing your product for the judges)

Sales Presentation

• Interactive situation

• Communications skills

• Customer relations

Choosing a Product• Almost everything is an agriculture

product.• Can be a product already on the

market or your own creation.• Can be a service although it is usually

best when the service is included with a product.

• Should be a product that you are familiar and comfortable with.

• Research about your product and related products is important.

Be able to anticipate customer needs and answer questions and concerns about your product.

During the Sales Presentation

• The judge is the customer and will create a sales situation.

• You will need to determine the customer’s needs and wants.

Example: If you are selling hog feed, the judge will have two show pigs and you will ask questions to determine what type of feed best suits his or her needs.

Ag Sales Products

• The following slides are examples of actual products that were used in the Ag Sales CDE on the State and National Levels.

• Some of the products are unique creations of the student.

• Some are products already on the market.

• The student selling each product had background knowledge in that area.

Product ExamplePeach Products

National Convention 2001

Product ExampleHorse Feed Supplement

National Convention 2000

Product ExampleBoiled Peanuts and Other Peanut Products

National Convention 2000

Product ExampleButterfly Attractants

State Convention 2001

Product ExampleRemedy Herbicide

National Convention 2000

Product ExampleFloral Arrangements

National Convention 2001

Product ExamplePansy Varieties

National Convention 2000

Product Example“Disease-free” Red Tips

State Convention 2001

Remember…

• This is not a prepared speech.

• The product does not sell itself.

• Knowledge is power.