Mercadeo y Ventas

How to Effectively Reduce Sales Call Reluctance

Derek Farnsworth, Jennifer L. Clark, Kathryn Thornhill, Allen F. Wysocki, Riley Tomlinson

Obtaining Referrals to Increase Sales

Derek Farnsworth, Jennifer L. Clark, Kelli Green, and Allen Wysocki

How to Listen Effectively

Derek Farnsworth, Jennifer L. Clark, Keri Perocchi, and Allen Wysocki

This document is about the art of effective listening in sales, offering practical strategies to enhance communication, build trust, and improve customer relationships. It emphasizes the importance of listening with intent, asking thoughtful questions, and using techniques like paraphrasing and reflective feedback to better understand and respond to customer needs. Original publication date January 2001.

A Brief History of the Sales Environment

Derek Farnsworth, Jennifer L. Clark, Micah Strader, and Allen Wysocki

Using Prospecting to Expand Your Customer Base

Derek Farnsworth, Jennifer L. Clark, Kara DiNardo, and Allen Wysocki

How to Develop a Marketing Plan for Your Ecotourism Business

Tinelle D. Bustam and Taylor Stein

This document provides a comprehensive guide for developing a marketing plan for an ecotourism business. It emphasizes the importance of matching ecotourism opportunities with the right market, detailing key elements such as product, price, promotion, and place. The guide also highlights the significance of programming, people, and partnerships in tourism marketing. Additionally, it offers insights into managing liability, conducting research, and leveraging external resources for effective marketing. The ultimate goal is to equip ecotourism operators with the necessary skills to successfully market their unique offerings and achieve business success. Original publication date December 2010. 

A Beginner's Guide to Selling Thoroughbred Horses in a Public Auction Setting

Derek Farnsworth, Jennifer L. Clark, Jonathan F. Wallace, and Allen Wysocki

This document is about the essential steps and considerations for successfully selling Thoroughbred horses at public auctions. It offers practical guidance for newcomers on preparing horses for sale, setting up consignments, navigating veterinary examinations, tailoring sales presentations, and managing pricing and negotiations. The goal is to help consignors—especially beginners—understand the auction process and improve their chances of a profitable sale. Original publication date April 2002.

Strategic Marketing Management: Building a Foundation for Your Future

Derek Farnsworth, Jennifer L. Clark, Allen F. Wysocki, and Ferdinand F. Wirth

Persuasive Papers, Speeches, and Campaigns

Laura Fischer, Ricky Telg, and Tracy Irani

A UF/IFAS numbered Fact Sheet. in support of UF/IFAS Extension program: ==Special Handling==

Potential Markets for Florida Turmeric

Kevin Athearn, Jonathan Adam Watson, Paul Fisher, Maria Paz Kinslow, Marina Burani-Arouca, Brian Pearson, and Celina Gómez

This publication examines the potential markets for turmeric (Curcuma longa) grown in Florida, highlighting opportunities in fresh produce, food and beverage ingredients, and nursery markets. Turmeric, widely used in culinary dishes and wellness products, is primarily consumed in its rhizome form, as a powdered spice. The US fresh produce market for turmeric is largely supplied by imports from countries like India, Fiji, and China, presenting price competition challenges for Florida growers. Florida turmeric producers face strong competition from imports, but by focusing on quality, differentiation, and niche markets, they can enhance profitability.

Event Marketing and Public Relations

Reba Ellen Hicks, Ricky Telg, and Tracy Irani

This publication regarding the stages of a special event is the second of a two-part series on special event planning. The other topic in this series focuses on planning special events and stages of a special event.

Planning Special Events

Reba Ellen Hicks, Ricky W. Telg, and Tracy A. Irani

Learning how to plan special events is an important skill that can benefit you and your organization. This publication is designed to help you understand what special events are and how to conduct them. After reading this publication, you will be able to explain how event sites are chosen, what criteria are used to plan events, and how to handle site permits, contracts, and budgets. You also will learn the five critical stages in planning a special event and how to evaluate an event.

Advertising and Promotions in the US Green Industry

Hayk Khachatryan, Alicia Rihn, Marco A. Palma, and Charles R. Hall

US firms that sell nursery and garden products have become more interested in effective advertising and promotion strategies. A major question for these green industry firms is how to stimulate additional sales. This 3-page fact sheet was written by Hayk Khachatryan, Alicia Rihn, Marco A. Palma, and Charles R. Hall, and published by the UF Department of Food and Resource Economics, August 2014.

Imperfect Competition Yields Profits Beyond the Farm Gate

Kimberly L. Morgan and Jessica Ryals

<p>The purpose of this publication is to look at the other side of the profit equation to explore opportunities for Florida’s small and medium-sized farmers to find ways to improve revenues. We can do this by identifying markets where farmers have some measure of control over how much to charge for their food products. Economists describe markets in which businesses may set their own prices as “imperfectly competitive.” The authors aim to answer these common questions: Why are markets considered imperfect? What does this mean to farmers and buyers? What are the added costs and benefits to farmers who decide to sell into imperfect markets?</p>

Handling Telephone Complaint Calls with Poise

Ricky W. Telg

A UF/IFAS numbered Fact Sheet.

Eight Steps to Developing a Simple Marketing Plan

Edward A. Evans and Fredy H. Ballen

A UF/IFAS numbered Fact Sheet. Published by Farm Economics, entrepreneurship, and management

Potential Markets for Florida Ginger

Kevin Athearn, Jonathan Adam Watson, Paul Fisher, Maria Paz Kinslow, Marina Burani-Arouca, Brian Pearson, and Celina Gómez

This publication explores the potential markets for ginger (Zingiber officinale) grown in Florida, focusing on opportunities in fresh produce, food and beverage ingredients, and nursery markets. Ginger is widely used in a variety of culinary dishes and wellness products, primarily consumed as the rhizome, or ginger root. The US fresh produce market for ginger is dominated by imports from China, Peru, and Brazil, making price competition challenging. Florida ginger producers face significant competition, but by focusing on quality, differentiation, and exploring niche markets, they can enhance profitability.

Persuasion in Messages

Laura Fischer, Ricky Telg, and Tracy Irani

A UF/IFAS numbered Fact Sheet. in support of UF/IFAS Extension program: ==Special Handling==

Persuasion as a Communication Tool

Laura Fischer, Ricky Telg, and Tracy Irani

A UF/IFAS numbered Fact Sheet. in support of UF/IFAS Extension program: ==Special Handling==