Agriculture News

March 22, 2018

Purdue seminar develops agricultural sales managers

WEST LAFAYETTE, Ind. - Purdue University’s Center for Food and Agricultural Business will offer the 2018 Sales Management and Leadership seminar, May 30-31 on the university’s West Lafayette campus.

This seminar will help participants assess their current management skills and teach them how to harness techniques and tools for effective leadership. Participants will explore the role of sales managers in terms of prioritizing and allocating resources, the tools used to create a resilient workforce and shifting sales culture.

“In the sales area in particular, the best doers are frequently promoted to leadership positions,” said Scott Downey, associate center director and associate professor. “When it comes to management, we often use analogies such as coaching or teaching to describe roles; however, even in those professions, the steps required to successfully develop others can be unclear.”

Program facilitators in addition to Scott Downey are executive center director and professor emeritus Dave Downey, and Tom Dukes, director of quality at Community Ventures in Living.

Seminar topics include the evolution of sales management, resilience, changing culture, coaching at work and building the sales force.

Participants will challenge assumptions about the evolution of the sales process, discover techniques for understanding and managing the culture of their organizations, discuss important talent management topics and practice techniques for leading individuals to the desired sales team performance.

This program is designed for current and future sales managers who want to maximize effectiveness and develop leadership and coaching skills.

The program rate is $1,895 per person through March 30. After that, the rate is $1,995. Learn more and register at http://agribusiness.purdue.edu/seminars-and-events/sales-management-and-leadership

Writer: Rebecca Frazier, frazie16@purdue.edu 

Media contact: Jennifer Stewart-Burton, 765-496-6032, jsstewar@purdue.edu 

Source: Scott Downey, 765-494-4325, downeyws@purdue.edu

Agricultural Communications: (765) 494-8415;
Darrin Pack, Manager/Media Relations and Public Information, dpack@purdue.edu  
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