Examine advanced selling techniques and soft skills to improve sales performance by using scenarios, simulations, and outside speakers. Gain an understanding of the role of a sales team manager and identify ways to improve performance of the individual, team, and organization.
Additional Requirements for Graduate Students: Study a salesperson project and two sales presentations to industry.
Athena Title
Advanced Agricultural Selling
Undergraduate Prerequisite
AAEC 3200
Graduate Prerequisite
Permission of department
Semester Course Offered
Offered spring
Grading System
A - F (Traditional)
Student Learning Outcomes
By the end of this course, students will have discovered and evaluated clientele needs and delivered information to satisfy those needs.
By the end of this course, students will have gained confidence in their oral and written communication skills.
By the end of this course, students will better understand the role of soft skills and the role they play in decision making.
By the end of this course, students will have managed a sales team so as to improve performance.
Topical Outline
Review the buying and selling process
Sales person/client interaction
Soft skills
a. Networking
b. First and subsequent contact
Sales manager role
a. Measures of performance
b. Dealing with different personalities
c. Dealing with clients as a non-direct contact
