Center for Food and Agricultural BusinessKrannert Building, Room 781403 W. State StreetWest Lafayette, IN 47907-2056(765) 494-4247

RETURN SERVICE REQUESTED

Need to correct a name, job title or address? Did you receive duplicate brochures or want your name removed from our list? E-mail us at agbusinessinfo@purdue.edu to update your contact information or remove your name from our mailing list.

Agricultural Selling and Sales Management ProgramsTwo seminars developed specifically for agribusiness sales professionals

A seminar that addresses the challenge of building relationships with large farmers

Precision SellingSales Management and LeadershipA program focusing on building agribusiness sales management and leadership capabilities

Center for Food and Agricultural Business

Scott Downey, Ph.D. Purdue University

Scott Downey is an associate director of the Center for Food and Agricultural Business and an assistant professor of selling and sales management. He gained initial experience in selling and managing services for large customer relationships in the financial services industry. He has spent more than 10 years teaching undergraduate

and graduate courses in marketing and finance, and has served as a marketing instructor in the Krannert School of Management at Purdue. Scott teaches a popular undergraduate course in selling and works with industry groups and private companies around the country to strengthen their sales and sales management effectiveness.

David Downey, Ph.D. Purdue University

Few have shaped agri-selling in the same way as Dave Downey. He’s a dynamic instructor with vast experience to share in the executive classroom. Dave is a professor emeritus of agribusiness marketing and executive director of the Center for Food and Agricultural Business at Purdue University. A specialist in agri-marketing

and sales, Dave has received six different teaching awards, two national awards, and national recognition for his work with industry and trade associations. His international experience includes studying in central and eastern Europe, as well as teaching agri-marketing seminars in Australia, New Zealand and western Europe.

Agricultural Selling and Sales Management Seminar Instructors

June 2011

The way your sales team represents your company and your products is critically important. Creating a clear, consistent message for your customers becomes more challenging as the size of your sales team grows. Find ways to lead, motivate and manage employees — sometimes generations apart — at this two-day seminar.

Serving today’s large commercial producers goes beyond understanding their product preferences to a deeper knowledge of what they need for continued success. Sales professionals must intentionally identify these needs to establish actionable goals. By moving away from traditional, responsive selling and more toward precision selling, salespeople can form long-lasting, authentic business relationships with their key customers.

Learn more or register online: www.agecon.purdue.edu/cab/programsPhoto of Hovde Hall, named after former Purdue

President Frederick Lawson Hovde.

Take a picture with a QR reader on your smart phone and jump to our website!

Center for Food andAgricultural Business

Center for Food and Agricultural BusinessKrannert Building, Room 781403 W. State StreetWest Lafayette, IN 47907-2056(765) 494-4247

RETURN SERVICE REQUESTED

Need to correct a name, job title or address? Did you receive duplicate brochures or want your name removed from our list? E-mail us at agbusinessinfo@purdue.edu to update your contact information or remove your name from our mailing list.

Agricultural Selling and Sales Management ProgramsTwo seminars developed specifically for agribusiness sales professionals

A seminar that addresses the challenge of building relationships with large farmers

Precision SellingSales Management and LeadershipA program focusing on building agribusiness sales management and leadership capabilities

Center for Food and Agricultural Business

Scott Downey, Ph.D. Purdue University

Scott Downey is an associate director of the Center for Food and Agricultural Business and an assistant professor of selling and sales management. He gained initial experience in selling and managing services for large customer relationships in the financial services industry. He has spent more than 10 years teaching undergraduate

and graduate courses in marketing and finance, and has served as a marketing instructor in the Krannert School of Management at Purdue. Scott teaches a popular undergraduate course in selling and works with industry groups and private companies around the country to strengthen their sales and sales management effectiveness.

David Downey, Ph.D. Purdue University

Few have shaped agri-selling in the same way as Dave Downey. He’s a dynamic instructor with vast experience to share in the executive classroom. Dave is a professor emeritus of agribusiness marketing and executive director of the Center for Food and Agricultural Business at Purdue University. A specialist in agri-marketing

and sales, Dave has received six different teaching awards, two national awards, and national recognition for his work with industry and trade associations. His international experience includes studying in central and eastern Europe, as well as teaching agri-marketing seminars in Australia, New Zealand and western Europe.

Agricultural Selling and Sales Management Seminar Instructors

June 2011

The way your sales team represents your company and your products is critically important. Creating a clear, consistent message for your customers becomes more challenging as the size of your sales team grows. Find ways to lead, motivate and manage employees — sometimes generations apart — at this two-day seminar.

Serving today’s large commercial producers goes beyond understanding their product preferences to a deeper knowledge of what they need for continued success. Sales professionals must intentionally identify these needs to establish actionable goals. By moving away from traditional, responsive selling and more toward precision selling, salespeople can form long-lasting, authentic business relationships with their key customers.

Learn more or register online: www.agecon.purdue.edu/cab/programsPhoto of Hovde Hall, named after former Purdue

President Frederick Lawson Hovde.

Take a picture with a QR reader on your smart phone and jump to our website!

Center for Food andAgricultural Business

Program OverviewAddress strategies for working with large farmers in the evolving agricultural marketplace at this two-day seminar. Managing these key accounts requires a diverse skill set — skills often more closely aligned with management than a traditional sales role. By focusing on strategic planning and the use of sophisticated selling tools, you will elevate your ability to establish and maintain customer relationships.

Program ContentThe sales manager as a leader •Characteristicsandskillsofeffectiveleaders •Contemporaryversustraditionalviewofleadership •ManagingprocessesmorethanpeopleManaging the sales culture •Understandingyourorganization'sculture •Buildingenculturationstrategies •CreatingandmergingculturesSales force talent management •Recruitingthebestsalespeople •Developingandretainingtalent •Managingamulti-generationalsalesteamCoaching practices •Coachingformomentswhenthere'snotmuchtime •Lessonsfromexperiencedsportscoaches

Key BenefitsAt this seminar, you will: •Challengeyourbasicassumptionsandbeliefs about leadership •Discovertechniquesforunderstandingandmanaging thecultureofyourorganization •Discussimportanttalentmanagementtopics,suchas recruitment, development, retention and managing the Millennial generation •Learnandpracticetechniquesforcoachingwhentime is limited

Who Should AttendCurrentandfuturesalesmanagerswhowanttomaximizetheir effectiveness and develop as both leaders and individuals should attend this program. Participants are typically responsible for managing teams of sales professionals or technical people who support them, evaluating compensation and reward systems for sales positions, leading customer contact teams and measuring the performance of sales professionals.

Program OverviewAssess your current management skills and learn techniques to become a more effective sales manager at this two-day seminar. Using interactive lectures and real-world case studies inacollaborativelearningenvironment,you'llbeinspiredtodevelop and implement people-empowering strategies in your organizationtoachieveacompetitiveadvantage.

Key BenefitsAt this seminar, you will:

•Learnhowtobuildastrongerpartnershipwithyourcustomers and assemble a plan for improving one key customer relationship

•Participateinalivingcasethatexploresthevalues,goalsand needs of two key accounts

•Developaplanforconveyingaconsistentmessagetoyour customers by considering each touch point your company has with them

•Reviewbestpracticesandcharacteristicsofhigh-performing sales professionals

Program ContentUnderstanding market dynamics •Trendsimpactingthewayyousell •Producerattitudesandpreferencesfromyesterday to today •Characteristicsandskillsofsuccessfulsalespeople (i.e., precision sellers)Managing relationships with large farmers •Defineyourcustomer’svalues,goalsandneeds •Learnhowtoprioritize,plan,communicate differentiation and execute •Developarelationshipprofileandstrategyforyour key accounts •Understandhowtoidentifyco-createdvalueStrategic action planning

•Createastrategicactionplanforaspecific customer you identify

•Receivefeedbackonyourplanfrompeers •Developnextstepsforimplementingtheplan

Who Should AttendIndividuals responsible for serving and selling to key accounts will benefit the most from this program. Participants are typically responsible for managing relationships with key accounts, serving local and regional markets, developing strategies for evaluating customers on profit and growth potential, and integrating technical and sales efforts with customers.

Sales Management and Leadership Precision Selling: Building Relationships with Large Farmers

Precision Selling

Purdue University • June 8–9, 2011 • $ 1,745

Team Discount: Call (765) 494-4247 to learn more.Educational Credit: CEU and CCA credit is available.

Sales Management and Leadership

Purdue University • June 1–2, 2011 • $ 1,745

Team Discount: Call (765) 494-4247 to learn more.Educational Credit: CEU and CCA credit is available.

“Precision Selling was excellent. It challenged me to think about how to take things to the next level in terms of building customer relationships and making myself more valuable to the farmer. “

Jeanne MiddaughGrower Production Sales ManagerNeCo Seed Farms Inc.

“I don’t know how any one individual would be able to attend this program and not benefit. The sessions on sales management, leadership and attitudes will help me immensely in not only day-to-day business, but my personal life as well. The skills covered in the program will directly impact my ability to develop the employees I have an opportunity to work with and supervise.”

Arnie SinclairRegional Manager/National Account ManagerAGCO Corporation

Program OverviewAddress strategies for working with large farmers in the evolving agricultural marketplace at this two-day seminar. Managing these key accounts requires a diverse skill set — skills often more closely aligned with management than a traditional sales role. By focusing on strategic planning and the use of sophisticated selling tools, you will elevate your ability to establish and maintain customer relationships.

Program ContentThe sales manager as a leader •Characteristicsandskillsofeffectiveleaders •Contemporaryversustraditionalviewofleadership •ManagingprocessesmorethanpeopleManaging the sales culture •Understandingyourorganization'sculture •Buildingenculturationstrategies •CreatingandmergingculturesSales force talent management •Recruitingthebestsalespeople •Developingandretainingtalent •Managingamulti-generationalsalesteamCoaching practices •Coachingformomentswhenthere'snotmuchtime •Lessonsfromexperiencedsportscoaches

Key BenefitsAt this seminar, you will: •Challengeyourbasicassumptionsandbeliefs about leadership •Discovertechniquesforunderstandingandmanaging thecultureofyourorganization •Discussimportanttalentmanagementtopics,suchas recruitment, development, retention and managing the Millennial generation •Learnandpracticetechniquesforcoachingwhentime is limited

Who Should AttendCurrentandfuturesalesmanagerswhowanttomaximizetheir effectiveness and develop as both leaders and individuals should attend this program. Participants are typically responsible for managing teams of sales professionals or technical people who support them, evaluating compensation and reward systems for sales positions, leading customer contact teams and measuring the performance of sales professionals.

Program OverviewAssess your current management skills and learn techniques to become a more effective sales manager at this two-day seminar. Using interactive lectures and real-world case studies inacollaborativelearningenvironment,you'llbeinspiredtodevelop and implement people-empowering strategies in your organizationtoachieveacompetitiveadvantage.

Key BenefitsAt this seminar, you will:

•Learnhowtobuildastrongerpartnershipwithyourcustomers and assemble a plan for improving one key customer relationship

•Participateinalivingcasethatexploresthevalues,goalsand needs of two key accounts

•Developaplanforconveyingaconsistentmessagetoyour customers by considering each touch point your company has with them

•Reviewbestpracticesandcharacteristicsofhigh-performing sales professionals

Program ContentUnderstanding market dynamics •Trendsimpactingthewayyousell •Producerattitudesandpreferencesfromyesterday to today •Characteristicsandskillsofsuccessfulsalespeople (i.e., precision sellers)Managing relationships with large farmers •Defineyourcustomer’svalues,goalsandneeds •Learnhowtoprioritize,plan,communicate differentiation and execute •Developarelationshipprofileandstrategyforyour key accounts •Understandhowtoidentifyco-createdvalueStrategic action planning

•Createastrategicactionplanforaspecific customer you identify

•Receivefeedbackonyourplanfrompeers •Developnextstepsforimplementingtheplan

Who Should AttendIndividuals responsible for serving and selling to key accounts will benefit the most from this program. Participants are typically responsible for managing relationships with key accounts, serving local and regional markets, developing strategies for evaluating customers on profit and growth potential, and integrating technical and sales efforts with customers.

Sales Management and Leadership Precision Selling: Building Relationships with Large Farmers

Precision Selling

Purdue University • June 8–9, 2011 • $ 1,745

Team Discount: Call (765) 494-4247 to learn more.Educational Credit: CEU and CCA credit is available.

Sales Management and Leadership

Purdue University • June 1–2, 2011 • $ 1,745

Team Discount: Call (765) 494-4247 to learn more.Educational Credit: CEU and CCA credit is available.

“Precision Selling was excellent. It challenged me to think about how to take things to the next level in terms of building customer relationships and making myself more valuable to the farmer. “

Jeanne MiddaughGrower Production Sales ManagerNeCo Seed Farms Inc.

“I don’t know how any one individual would be able to attend this program and not benefit. The sessions on sales management, leadership and attitudes will help me immensely in not only day-to-day business, but my personal life as well. The skills covered in the program will directly impact my ability to develop the employees I have an opportunity to work with and supervise.”

Arnie SinclairRegional Manager/National Account ManagerAGCO Corporation

Program OverviewAddress strategies for working with large farmers in the evolving agricultural marketplace at this two-day seminar. Managing these key accounts requires a diverse skill set — skills often more closely aligned with management than a traditional sales role. By focusing on strategic planning and the use of sophisticated selling tools, you will elevate your ability to establish and maintain customer relationships.

Program ContentThe sales manager as a leader •Characteristicsandskillsofeffectiveleaders •Contemporaryversustraditionalviewofleadership •ManagingprocessesmorethanpeopleManaging the sales culture •Understandingyourorganization'sculture •Buildingenculturationstrategies •CreatingandmergingculturesSales force talent management •Recruitingthebestsalespeople •Developingandretainingtalent •Managingamulti-generationalsalesteamCoaching practices •Coachingformomentswhenthere'snotmuchtime •Lessonsfromexperiencedsportscoaches

Key BenefitsAt this seminar, you will: •Challengeyourbasicassumptionsandbeliefs about leadership •Discovertechniquesforunderstandingandmanaging thecultureofyourorganization •Discussimportanttalentmanagementtopics,suchas recruitment, development, retention and managing the Millennial generation •Learnandpracticetechniquesforcoachingwhentime is limited

Who Should AttendCurrentandfuturesalesmanagerswhowanttomaximizetheir effectiveness and develop as both leaders and individuals should attend this program. Participants are typically responsible for managing teams of sales professionals or technical people who support them, evaluating compensation and reward systems for sales positions, leading customer contact teams and measuring the performance of sales professionals.

Program OverviewAssess your current management skills and learn techniques to become a more effective sales manager at this two-day seminar. Using interactive lectures and real-world case studies inacollaborativelearningenvironment,you'llbeinspiredtodevelop and implement people-empowering strategies in your organizationtoachieveacompetitiveadvantage.

Key BenefitsAt this seminar, you will:

•Learnhowtobuildastrongerpartnershipwithyourcustomers and assemble a plan for improving one key customer relationship

•Participateinalivingcasethatexploresthevalues,goalsand needs of two key accounts

•Developaplanforconveyingaconsistentmessagetoyour customers by considering each touch point your company has with them

•Reviewbestpracticesandcharacteristicsofhigh-performing sales professionals

Program ContentUnderstanding market dynamics •Trendsimpactingthewayyousell •Producerattitudesandpreferencesfromyesterday to today •Characteristicsandskillsofsuccessfulsalespeople (i.e., precision sellers)Managing relationships with large farmers •Defineyourcustomer’svalues,goalsandneeds •Learnhowtoprioritize,plan,communicate differentiation and execute •Developarelationshipprofileandstrategyforyour key accounts •Understandhowtoidentifyco-createdvalueStrategic action planning

•Createastrategicactionplanforaspecific customer you identify

•Receivefeedbackonyourplanfrompeers •Developnextstepsforimplementingtheplan

Who Should AttendIndividuals responsible for serving and selling to key accounts will benefit the most from this program. Participants are typically responsible for managing relationships with key accounts, serving local and regional markets, developing strategies for evaluating customers on profit and growth potential, and integrating technical and sales efforts with customers.

Sales Management and Leadership Precision Selling: Building Relationships with Large Farmers

Precision Selling

Purdue University • June 8–9, 2011 • $ 1,745

Team Discount: Call (765) 494-4247 to learn more.Educational Credit: CEU and CCA credit is available.

Sales Management and Leadership

Purdue University • June 1–2, 2011 • $ 1,745

Team Discount: Call (765) 494-4247 to learn more.Educational Credit: CEU and CCA credit is available.

“Precision Selling was excellent. It challenged me to think about how to take things to the next level in terms of building customer relationships and making myself more valuable to the farmer. “

Jeanne MiddaughGrower Production Sales ManagerNeCo Seed Farms Inc.

“I don’t know how any one individual would be able to attend this program and not benefit. The sessions on sales management, leadership and attitudes will help me immensely in not only day-to-day business, but my personal life as well. The skills covered in the program will directly impact my ability to develop the employees I have an opportunity to work with and supervise.”

Arnie SinclairRegional Manager/National Account ManagerAGCO Corporation

Center for Food and Agricultural BusinessKrannert Building, Room 781403 W. State StreetWest Lafayette, IN 47907-2056(765) 494-4247

RETURN SERVICE REQUESTED

Need to correct a name, job title or address? Did you receive duplicate brochures or want your name removed from our list? E-mail us at agbusinessinfo@purdue.edu to update your contact information or remove your name from our mailing list.

Agricultural Selling and Sales Management ProgramsTwo seminars developed specifically for agribusiness sales professionals

A seminar that addresses the challenge of building relationships with large farmers

Precision SellingSales Management and LeadershipA program focusing on building agribusiness sales management and leadership capabilities

Center for Food and Agricultural Business

Scott Downey, Ph.D. Purdue University

Scott Downey is an associate director of the Center for Food and Agricultural Business and an assistant professor of selling and sales management. He gained initial experience in selling and managing services for large customer relationships in the financial services industry. He has spent more than 10 years teaching undergraduate

and graduate courses in marketing and finance, and has served as a marketing instructor in the Krannert School of Management at Purdue. Scott teaches a popular undergraduate course in selling and works with industry groups and private companies around the country to strengthen their sales and sales management effectiveness.

David Downey, Ph.D. Purdue University

Few have shaped agri-selling in the same way as Dave Downey. He’s a dynamic instructor with vast experience to share in the executive classroom. Dave is a professor emeritus of agribusiness marketing and executive director of the Center for Food and Agricultural Business at Purdue University. A specialist in agri-marketing

and sales, Dave has received six different teaching awards, two national awards, and national recognition for his work with industry and trade associations. His international experience includes studying in central and eastern Europe, as well as teaching agri-marketing seminars in Australia, New Zealand and western Europe.

Agricultural Selling and Sales Management Seminar Instructors

June 2011

The way your sales team represents your company and your products is critically important. Creating a clear, consistent message for your customers becomes more challenging as the size of your sales team grows. Find ways to lead, motivate and manage employees — sometimes generations apart — at this two-day seminar.

Serving today’s large commercial producers goes beyond understanding their product preferences to a deeper knowledge of what they need for continued success. Sales professionals must intentionally identify these needs to establish actionable goals. By moving away from traditional, responsive selling and more toward precision selling, salespeople can form long-lasting, authentic business relationships with their key customers.

Learn more or register online: www.agecon.purdue.edu/cab/programsPhoto of Hovde Hall, named after former Purdue

President Frederick Lawson Hovde.

Take a picture with a QR reader on your smart phone and jump to our website!

Center for Food andAgricultural Business