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RESOURCES

ProSelling: A Professional Approach to Selling in Agriculture and Other Industries, W. Scott Downey, ISBN-13: 978-0978895211 (Excluding Chapter 2, Marketing)
Nebraska Ag Sales - https://alec.unl.edu/agedcde/ag-sales

Link to schedule
Link to study materials & resources
Link to Handbook & Rules
Videos – We are working on those

National Ag Sales – Event Resources folder https://www.ffa.org/participate/cdes/agricultural-sales/

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AG SALES COMPETITION

		Individual Points	Team Points
Team Components
	Pre-Sales Call Planning Meeting		150
Individual Components
	Individual Sales Activity	150	600
	25-question Exam	50	200
	TOTALS	200	950

Computers will be provided for the Exam

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PRE-SALES CALL MEETING�AS A TEAM, ANALYZE THE INFORMATION GIVEN AND DEVELOP A PRE-CALL SALES PLANNING DEMONSTRATION

Product Information – Provided before event
Customer profile provided for team planning event

Different profile than profiles used in individual sales activity

First 15 minutes – Judged on preparation (75 points)
Second 15 minutes – Judged on Q&A (75 points)

The team portion of Ag Sales is to simulate a "sales team" planning meeting like happens in sales departments at real companies. The team is given a customer scenario and they work together to brainstorm how to approach this customer in terms of establishing rapport, identifying common interests, projecting needs and wants and possible objections and concerns as well as possible solutions for these projected issues. This is a working discussion between team members with the idea of balanced input from each member of the team. This is to be a real conversation between team members. The team has up to 15 minutes to complete this. There is no minimum time, just a maximum. The judges watch this and evaluate the teams process based on the team rubrics that are included in the rules. The judges are allowed up to 15 minutes for questions as to why the team identified solutions and potential strategies related to the customer scenario.

What this is NOT to be is a formal "speech" type presentation to the judges. One team member typically takes the lead to get the conversation started amongst the other team members. As I said, this is a brainstorming, conversational type session with possible solutions to meeting the customers needs and wants.

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INDIVIDUAL SALES ACTIVITY

Same product information as Pre-sales call
2 customer profiles (2 team members per profile)
5 minutes to review the profile before meeting judge
10 minutes to interact with judge

Judge is acting as customer

No additional discounts/promotions are allowed that were not included on information sheets

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SUPPLIES & EQUIPMENT

The ONLY allowable items include:

A one-inch prepared binder containing the provided product information and any other information gathered by the participant that may include:

Pricing sheet
Product specifications / features
The binder may be used during both the individual and team sale activities
A blank notepad or blank paper is allowed during the individual and team activities.

A calculator (separate from a cell phone)
Writing utensils

NOTE: Prohibited items will result in a deduction of up to five points during the individual sales practicum.

Business cards are NOT allowed.
The physical product is NOT allowed at the sales event.

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SCHEDULE

Thursday, March 30^th

^{12:15 p.m. – 6:00 p.m.}
^{Staggard check-in times (posted after March 16th)}
^{Nebraska East Union, 3rd floor}
^{Approximately 2 hours from check-in to completion}

^{Team Activity will be completed prior to individual activities}
^{Exam may be first or last depending on rotation}

^{Please check-in at designated check-in time only}
^{Only students competing allowed on 3rd floor during their rotation time}

^{We have very limited space!}

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