Resume Wizard - Colorado FFA



Junior and Senior level Ag Bus. | |Colorado Agriscience Curriculum

|Section: |Advanced Agribusiness |

|Unit: |Agriculture Sales |

|Lesson Title: |Agriculture Sales Strategies…The Overall Picture |

|Colorado Ag Education Standards| |

|and Competencies |AGB11/12.06 - The student will demonstrate teaming skills through problem solving activities in agriculture |

| |business management. |

| | |

| |Identify situations where compromise is necessary. |

| | |

| |Give and receive constructive criticism. |

| | |

| |Conduct a sales/promotion activity. |

| | |

| |Prepare and present a group presentation. |

| | |

|Colorado Model Content |English Standard 1: Students read and understand a variety of materials. |

|Standard(s): | |

| |English Standard 2: Students write and speak for a variety of purposes and audiences. |

| | |

| |English Standard 3: Students write and speak using conventional grammar usage, sentence structure, |

| |punctuation, capitalization, and spelling. |

| | |

| |English Standard 4: Students apply thinking skills to their reading, writing, speaking, listening, and |

| |viewing |

| | |

| |English Standard 5: Students read to locate, select, and make use of relevant information from a variety of |

| |media, reference, and technological sources. |

|Student Learning Objectives: |As a result of this lesson, the student will: |

| |Understand the essentials in making a successful sale |

| |Formulate a product summary sheet |

| |Form a team of four and attempt to sell a given product. |

|Time: |Up to 4- 50 Minute Class periods |

|Resource(s): |Agriculture Sales, Yorke, 2004 |

| |

| |4.htm |

|Instructions, Tools, Equipment,|Italicized words are instructions to the teacher, normal style text is suggested script. |

|and Supplies: |The goal with this lesson is to help students experience a sales situation. We have adopted a format that |

| |closely follows the National Ag. Sales CDE in the team presentation. We are not trying to teach to the |

| |contest…instead we are using a proven component of the contest to create a real-life situation where students|

| |may be thrown into a selling opportunity. |

| |Projector with PowerPoint capabilities and laptop with internet capabilities |

| |Copies of PowerPoint, one per student, printed two slides per page |

| |Access to computers, minimum of one per four students |

| |One copy, per student, sample information sheet |

|Interest Approach: |There is a video from You Tube that is attached to slide #2 in the PowerPoint. If you don’t enjoy dry humor,|

| |you won’t find this funny! The clip is called “Mainframe - The Art of the Sale, Lesson One.” You must paste|

| |the address into an address bar within the internet and watch it from the site itself (it can’t be |

| |downloaded). If you don’t think this is entertaining, you may want to consider an alternative interest |

| |approach. |

| |Sit back, relax, and enjoy the show! We are going to watch a short video clip about success in the sales |

| |industry. Granted, this man is not selling an agriculture sales product, but he places great importance in |

| |the art of selling, especially in training his employees! This should lighten your mood for the day! |

|Objective 1: |Understand the essentials in making a successful sale |

| |Hand out copies of the PowerPoint presentation. |

| |On a more serious note, let’s take some time to review the steps in a successful sale. Be sure to follow |

| |along in your notes that I have handed you. |

| |Project slides 3-5 |

| |The Pre-Approach/Pre-Call Preparation |

| |Select your agriculture product |

| |Learn about your product |

|DAY ONE |Learn about your competition |

| |Prepare to meet your customer |

| |The Approach |

| |Standard approach |

| |Direct approach |

| |Friendly greeting approach |

| |Merchandise approach |

| |Service approach |

| |Informal approach |

| |Prepare your project summary sheet |

| |Identify customer needs and wants |

| |Product Demonstration |

| |Handling Customer’s complaints |

| |Kinds of objections |

| |Ways to handle objections |

| |Excuses |

| |Closing the sale |

| |Suggestion Selling |

|Objective 2: |Formulate a product summary sheet |

| |The fact is this: no matter what you are selling, you must know and be able to explain your product. |

| |Whether you are selling alfalfa rakes to a local farmer, or you are selling BovaShield pharmaceuticals at a |

| |cattlemen’s convention, you must be able to relay and communicate your knowledge of the product. On the way |

|DAY ONE |to selling a product for the agriculture sales simulation, it is required that you create a product sales |

| |sheet. Before you create your own product summary sheet in your groups, let’s go over the basics and |

| |exactly what needs to be included in this information. |

| |Split students into groups of four. You may want to put potential ag. sales team members in the same group |

| |to see how they function together. Project slides 6-9 and teach as students follow along with their |

| |handouts. |

| |Ideas for Ag. Sales Product Presentations |

| |TANGIBLE (can be seen, felt, touched, or smelled) |

| |Ag. Mechanics |

| |Animals |

| |Crops, seeds, nuts |

| |Ag. Products and Processing |

| |Forestry |

| |Natural Resources and Rural Recreation |

| |Ornamental horticulture |

| |***Suggested for this project |

| |***Be creative and think of products that others will not. |

| |INTANGIBLE It is the content which has value, not the item that carries it. For example, the paper has no |

| |value itself…it is the implied value of what is written on the paper. |

| |Crop insurance policies |

| |Product loans |

| |Weather reports |

| |Written reports |

| |***These are not suggested for this project, as they are hard to demonstrate. |

| |Guidelines for the Project Summary Sheet |

| |One page, single sided, typed, double spaced |

| |Participant’s name |

| |Statement of situation, circumstances, location, etc. |

| |Representation (company, chapter) |

| |Product to be sold |

| |Features of the product |

| |Product structure |

| |Warranty |

| |Service availability |

| |Demonstration of product function |

| |Competitors and other pertinent information |

| |Price |

| |Closing statement or method |

| |Hand out sample product summary sheet to each student. |

| |Well, the time has come…it is your turn! In your groups of four, you are going to come up with a product to |

| |sell. Now, remember from lesson five that an ag. sales presentation should include a demonstration. Also |

| |remember that you should involve at least one of the five senses in the demo. Therefore, think of something |

| |you could “sell” that your judges can taste, feel, smell, hear, or see. It doesn’t have to be anything |

| |fancy…it could be as simple as an auto-change welding helmet or a new feed additive that you are using with |

| |your steers at home. Remember that it’s not necessarily your job to create a new product…there are many on |

| |the market that would be much easier to work with. After you have selected your product, raise your hand, |

| |and I will give you the thumbs up or the thumbs down signal based on the product you have selected. If I |

| |give thumbs down, don’t worry…I am just trying to find the product that suits your group perfectly! |

| |Circulate around the room to ensure that each group has selected an appropriate product. |

| |When I say “Summary”, you will have the rest of the day today and ½ of tomorrow to create your product |

| |summary sheet with your group members. You can use computers to type your summary sheet and please remember |

| |to print one per group. Your goal is to pull in the information we learned in all of the previous sales |

| |lessons. Feel free to use the example I handed out as a model. Any questions? “Summary!” |

| |Give students one full hour to create their product summary sheet as a group. This is a great opportunity to |

| |lay-out the presentation format and to plan transitions for each section of the sale. There really isn’t a |

| |grading rubric at the national Ag. Sales Contest, as it’s not directly a component of the score. However, it|

| |does play into the team demonstration in terms of the quality of the document and ease of use. If the judges|

| |can’t follow the information, it is going to be more difficult for them to play along with the contestants. |

| |At the end working time allowed, collect a printed copy from each group. |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

|DAY ONE | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

| | |

|DAY TWO | |

| | |

|Objective 3: |Form a team of four and attempt to sell a given product. |

| |Your Ag. Sales product summary sheets look outstanding! Just to get your energy flowing for the next step in|

| |our project, lets have everyone up and on your feet for fifteen jumping jacks. |

|DAYS TWO AND THREE |Lead the class in jumping jacks to get the blood flowing again as they prepare to switch gears. |

| |Note: Students who actually compete in ag. sales compete individually in selling their product. The |

| |procedure below was designed to save time. You may have to add additional time to allow them to do justice |

| |to the info sheet. |

| |I am going to give you fifty minutes to prepare your sale. You will have the rest of class today and all |

| |period tomorrow. You should use the information you prepared on your sheet, but make sure at the same time |

| |that you incorporate each of the seven points of a successful sale into your presentation. You can choose to|

| |have another student or myself to serve as the judge, or customer. Your team will work as a group to sell |

| |the customer that product, and then you will be graded by me at the end of the presentation using a rubric. |

| | |

| |Circulate around the room to help groups practice their sale. |

| |On day four, the groups will give their demonstrations. They can choose to have you or a student from |

| |another group serve as the customer. Before beginning, take five minutes to read over the product summary |

| |sheet so that you can play the part they are looking for. Either way, it is necessary for the teacher to |

| |complete the evaluation on each group based on their presentation. |

| | |

| | |

| | |

| | |

|DAY 4 | |

|Review/Summary: |After the presentations and sales on the last day of this lesson, utilize a Karaoke E-Moment to review with |

| |the students the steps involved in a successful sale (slides 3-5). This is the process: |

| |Review all points in a successful sale |

| |Create a song. Tell students that they are to rewrite the words of a song they know using the words from the|

| |points listed above. You may want to share an example as a model. If your students are new to the Karaoke |

| |Moment, consider providing the lyrics of a simple song for them and allow them to work in small groups. |

| |Simple songs include “Twinkle, Twinkle Little Star,” “Three Blind Mice,” “Take Me Out to the Ballgame,” and |

| |“Row, Row, Row Your Boat.” |

| |Share. After a designated amount of time, invite each group to share their new version of the song. Note: |

| |Time varies according to the amount of content expected in the lyrics. Average time is 20 minutes. |

|Application--Extended Classroom|Use your advisory council to “judge” the presentations and select the winning team. These members can also |

|Activity: |be used to assist with potential objections of the sale. |

|Application--FFA Activity: |Prepare a team for the Colorado FFA Ag. Sales CDE |

|Application--SAE Activity: |Encourage students to think outside the box when expanding their SAE’s and to find a product that is needed |

| |in their community (honey, homemade cards, agricultural photographs, etc.) |

|Evaluation: |Included within lesson |

|Evaluation Answer Key: |A grading rubric is attached, although it may not be the most current version used in the Ag. Sales contest. |

Team Sales Presentation Score Card

Team Member Names:

a.

b.

c.

d.

Product Sold:

|Category |Possible Score |Score |

|Pre-Call Preparation | | |

|Project Summary Sheet (5 points) | | |

|Product knowledge and anticipation of customer needs (25 points) |30 | |

|Approaching the Customer | | |

|First impressions | | |

|Create customer attention | | |

|Determine wants | | |

|Establish rapport |10 | |

|Ask leading questions | | |

|Demonstrate good listening skills | | |

|Demonstration | | |

|Product’s features and benefits relevant to customer’s wants (10) | | |

|Allow customer to participate (10) |30 | |

|Confirm customer interest (10) | | |

|Customer Objections | | |

|Identify customer objections |10 | |

|Handle customer objections | | |

|Closure | | |

|Attempt to close at the appropriate time—ask for the order | | |

|Demonstrate skillful closing techniques |20 | |

|Total Points | | |

Sample Product Information Sheet

• Contestant Name: Bonnie Nance

• Statement of Situation: You are the owner of Bonnie’s Tack & Western Wear. A

customer enters your store looking to purchase a durable work coat. In the past, their coats have had problems with seams ripping, pockets tearing and colors fading. The customer wants to use the coat feeding animals and doing other routine ranch chores, plus be dressy enough for wear in town.

• Representing Company: Bonnie’s Tack & Western Wear

• Product to be sold: Carhartt Jackets

• Features of the Product:

Features Benefits

Triple stitched seams Seam will not rip

Pocket corner rivets Pockets will not tear

Fade resistant dyes Colors will not fade

• Product structure: High quality jackets and coats

• Warranty: One year warranty on materials and workmanship

• Service Availability:

Store hours

8 to 5 Monday through Friday

9 to 4 Saturdays

Closed Sundays

• Demonstration of Function: A full sales presentation will be given at time of the sales contest.

• Competitors Information: There are numerous competitors, but none have the quality or

warranty of Carhartt Jackets.

• Price: Prices range from $65.00 to $119.00 depending on the type of

jacket.

• Closing Statement or Method: Which style of jacket best meets your needs?

Sample Product Information Sheet

• Contestant Name: __________________________________________________________

• Statement of Situation:

• Representing Company:

• Product to be sold:

• Features of the Product:

Features Benefits

• Product structure:

• Warranty:

• Service Availability:

• Demonstration of Function:

• Competitors Information:

• Price:

• Closing Statement or Method:

................
................

In order to avoid copyright disputes, this page is only a partial summary.

Google Online Preview   Download