| Course ID: | AAEC 3200. 3 hours. |
| Course Title: | Selling in Agribusiness |
Course
Description: | Sales and merchandising techniques appropriate for agricultural selling and marketing. The psychology of selling, the selling process, spatial marketing strategies, and communication skills are emphasized, as used in agribusiness. |
| Oasis Title: | SELLING IN AGRIBUS |
| Prerequisite: | AAEC 2580 or ECON 2106 or ECON 2106H |
Semester Course
Offered: | Offered spring semester every year. |
| Grading System: | A-F (Traditional) |
|
| Course Objectives: | Acquire skills in applying principles and practices of personal
selling used in marketing products and services.
Evaluate and critique agribusiness case studies and
communications techniques used to problem solve sales and
merchandising issues.
Develop techniques, models and methods for evaluating spatial
and visual decision criteria, advertising and promotion
strategies, and customer response. |
| Topical Outline: | I. Definition and Role of Selling
1. Profession and the professional
2. Psychology of selling
II. How People Communicate
1. Selling process and sales approaches
2. Mechandising strategies
III. Techniques and Applications in Practice
1. Logo, name and image development
2. Advertising and promotions
3. Pricing techniques
4. Store layouts
5. Displays
IV. Measuring Performance
1. Sales call
2. Records and reports |