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Agricultural Sales and Marketing
This is a one-credit course that typically builds on the Introduction to Agribusiness and Management course and is for students interested in marketing processes, particularly selling and distribution. Major topics include the meaning and importance of marketing, the role and functions of agricultural commodity marketing, international agricultural marketing, agricultural input marketing, preparing marketing plans, promotion and advertising, personal selling, agribusiness communication, technology in sales and marketing, leadership and personal development, FFA, and supervised experience.
"Regular"
120
Kurt Murray
kmurr@okcareertech.org
(405) 743-5489
Introduction to Agriscience
Unit AMS1: The meaning and importance of agricultural marketing and sales (7 hours)
Benchmark AMS1-1: Students will define marketing and discuss its role in the agricultural industry.
Benchmark AMS1-2: Students will define sales and relate its importance in the agricultural industry.
Benchmark AMS1-3: Students will discuss the importance and scope of agricultural marketing and sales in Oklahoma, the nation, and internationally.
Unit AMS2: Career entry and advancement in agricultural marketing and sales (5 hours)
Benchmark AMS2-1: Students will identify occupations in agricultural marketing and sales and competencies needed for occupational entry and advancement.
Benchmark AMS2-2: Students will name and describe important personal skills for success in agricultural marketing and sales careers.
Unit AMS3: Personal and occupational safety in agricultural marketing and sales (4 hours)
Benchmark AMS3-1: Students will assess personal and occupational safety situations in agricultural marketing and sales work and choose appropriate safety practices.
Benchmark AMS3-2: Students will properly select, use, and maintain personal protective equipment when working in agricultural marketing and sales careers.
Unit AMS4: Marketing functions (12 hours)
Benchmark AMS4-1: Students will list and explain functions in agricultural marketing.
Benchmark AMS4-2: Students will explain concepts associated with adding value to agricultural commodities.
Benchmark AMS4-3: Students will explain vertical and horizontal integration in agricultural marketing and name examples of commodities that may be marketed as such.
Benchmark AMS4-4: Students will identify marketing institutions and explain the role of each in agricultural marketing.
Unit AMS5: Consumer and business impacts on marketing (13 hours)
Benchmark AMS5-1: Students will define the term, consumer, and explain the importance of consumers in agricultural marketing.
Benchmark AMS5-2: Students will list and interpret the consumer decision process.
Benchmark AMS5-3: Students will identify trends in the consumer marketing process as related to agriculture.
Benchmark AMS5-4: Students will explain the “business market” and how buying decisions are made in the agricultural industry.
Benchmark AMS5-5: Students will discuss the impact of current events on agricultural marketing.
Benchmark AMS5-6: Students will describe quality advertising and develop print and/or multimedia advertisements.
Unit AMS6: Agricultural input marketing (11 hours)
Benchmark AMS6-1: Students will explain the meaning and scope of agricultural inputs.
Benchmark AMS6-2: Students will identify and explain the roles of intermediaries in agricultural input marketing.
Benchmark AMS6-3: Students will describe the role of competition and market share in agricultural input marketing.
Benchmark AMS6-4: Students will explain the role of biotechnology and products involving genetic engineering in agricultural input marketing.
Unit AMS7: Agricultural commodity marketing (13 hours)
Benchmark AMS7-1: Students will explain the meaning and scope of agricultural commodity marketing and relate marketing to resource allocation.
Benchmark AMS7-2: Students will identify major commodity trading centers in the United States and internationally.
Benchmark AMS7-3: Students will list and explain approaches and channels in agricultural commodity marketing.
Benchmark AMS7-4: Students will describe the role and practices of commodity futures marketing.
Benchmark AMS7-5: Students will explain the meaning and use of contract production.
Benchmark AMS7-6: Students will describe the role of technology in marketing, including e-marketing.
Unit AMS8: International agricultural marketing (11 hours)
Benchmark AMS8-1: Students will explain the meaning and scope of international agricultural marketing.
Benchmark AMS8-2: Students will describe the importance of research in international agricultural marketing.
Benchmark AMS8-3: Students will discuss the roles of tariffs, grades, subsidies, and international product standards and relate these to market integrity.
Benchmark AMS8-4: Students will explain marketing challenges with bioengineered products.
Benchmark AMS8-5: Students will define agroterrorism and explain how such can impact marketing.
Unit AMS9: Marketing plans (18 hours)
Benchmark AMS9-1: Students will explain the meaning and benefits of marketing plans.
Benchmark AMS9-2: Students will identify the parts of marketing plans and describe the information in each part.
Benchmark AMS9-3: Students will discuss the procedures followed in developing and using marketing plans.
Benchmark AMS9-4: Students will work as a team to develop a marketing plan.
Unit AMS10: Selling in the agricultural industry (19 hours)
Benchmark AMS10-1: Students will discuss the meaning and importance of selling in the agricultural industry.
Benchmark AMS10-2: Students will describe sales processes used in the agricultural industry.
Benchmark AMS10-3: Students will explain the meaning of sales calls and how to set objectives for such calls.
Benchmark AMS10-4: Students will name and explain important personal skills in selling and prepare a plan to develop such skills.
Benchmark AMS10-5: Students will describe the process of taking sales orders.
Benchmark AMS10-6: Students will explain the process of receiving and counting payments.
Unit AMS11: Agricultural education (7 hours)
Benchmark AMS11-1: Students will manage an appropriate supervised experience in the areas of agricultural marketing and selling.
Benchmark AMS11-2: Students will identify opportunities for participation and advancement in the FFA related to agricultural marketing and sales.
Chicago Mercantile Exchange Commodity Marketing Manual, 2006. CME Commodity Products, Chicago, Illinois.
www.cme.com
Introduction to Ag Sales and Service - CIMC
Agricultural Business Management -CIMC
Investing in Futures and Options Markets, Catlett and Libbin. 1999. Delmar Publishers.