Identification should include

• determining potential customer needs and wants
• identifying features and benefits of agricultural products
• identifying and addressing customer objections
• analyzing customer needs and wants
• applying suggestive selling strategies
• building long-term customer relationships.

Process/Skill Questions:

• Why are demographics important in selecting a target market?
• What are niche markets?
• How can an effective salesperson tell when the time is right to close a sale?
• What are the differences between closing a sale for a good vs. for a service?
• How can a salesperson select the best method for closing a sale?
• How do buying signals affect the closing of a sale?

Teacher Resource: Agricultural Sales CDE, Virginia FFA