Agribusiness sales programs to focus on leadership, precision

WEST LAFAYETTE, IN -- Two upcoming sales programs from Purdue University's Center for Food and Agricultural Business will focus on management and relationship development with large-scale clients.

Sales Management and Leadership on June 1-2 is designed to help sales professionals prepare for or make the transition to sales managers. Precision Selling on June 8-9 is all about helping agribusinesses develop relationships with key customers - especially large-scale farmers. Both programs will be on Purdue's West Lafayette campus.

The programs are led by David Downey, executive director of the Center for Food and Agricultural Business and professor emeritus of agricultural economics, along with Scott Downey, associate director of the center and associate professor of agricultural economics. Tom Dukes, associate professor of counseling at Rhode Island College, also will teach during Sales Management and Leadership.

"It's not uncommon for the best salespeople to be promoted to sales management, but the skills necessary for each of those positions differ," Scott Downey said. "In Sales Management and Leadership, we help high-performing salespeople and new sales managers assess their current management skills and learn techniques to become more effective in developing and coaching sales teams."

In Precision Selling, participants will gain a better understanding of market dynamics and the sales discovery process while also learning to prioritize and target prospects and plan accounts strategically.

This program is designed for salespeople responsible for serving key accounts, managing client relationships, developing strategies for evaluating customers on profit and growth potential, and integrating technical sales efforts with customers.

"Managing key accounts requires a diverse skillset," Scott Downey said. "Precision Selling is about exploring the complexities of working with growers and delving into the areas of strategic account planning, resource allocation, information analysis and the use of sophisticated sales tools, among others."

Learn more about these sales programs and register at Questions should be directed to Aissa Good, business development manager for the center at or 765-496-3884.