IGP–KSU Applied Agricultural Sales (Virtual)

Course Description

Information is reshaping the way businesses approach, reach, and create value for their customers. The connected economy not only rewards those who are most efficient, driving costs down, but also requires customers to be more professional in their approach to purchasing. Business salespeople invest time in planning, discovery, and resourcing to help their customers succeed. Successful salespeople intuitively prepare, learn, communicate, and evaluate; but must also be strategic to make full use of a vast array of information. The course focuses on professional selling in agricultural and related industries. It is especially geared toward those who want to explore or enhance their skills as salespeople in agribusiness.

The IGP-KSU Applied Agricultural Sales short course consists of eight consecutive sessions delivered virtually across the month of September.

The course will briefly cover the following learning objectives and topics:

  • What is Professional Selling? What do the Best do?
  • The Sales Process: Prepare, Learn, Communicate, and Evaluate
  • Understanding Prospects, Potential Customers, and Existing Customers
  • It is all about the Relationship - Greeting, Impression, and Rapport
  • Customer Satisfaction and Follow-Up

Lectures will be delivered live via Zoom every Tuesday and Thursday for no more than three hours each day. Course materials will be provided to participants via Kansas State University's learning management system.

Who Should Attend

This course is especially useful to individuals in public and private companies, both domestic and international, responsible for sales and marketing agricultural commodities, products, goods, and services.

Registration Information

Dates: Dates to be Determined
Course Fee: $1,975 (Course fee includes course materials)
Details: This course will be held every Tuesday and Thursday and consists of eight consecutive sessions delivered virtually.


Participants are responsible for knowing any COVID testing or quarantine requirements. You can find this information from the Kansas Department of Health and Environment.

The IGP Institute reserves the right to cancel or reschedule courses if minimum enrollment numbers are not met. If a course is canceled, participants will be refunded 100% of their tuition. If a course is rescheduled, participants will have the opportunity to have 100% of their registration fees applied to the rescheduled course or receive a full refund.

Participants who wish to cancel or transfer their registration to another employee can do so for a $100 processing fee as long as notice is received at least fifteen days prior to the course start date. Refund requests made fourteen days or less before a course start date will be not be refunded.