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Agri Marketing magazine, announces the release of its latest book: Agri Manners - Essential Etiquette for Professional Success.
Author Dr. Patricia Tice has combined her formal training in psychology and human behavior with her experience and training in manners and etiquette to create a book that is a must-have resource on dealing with people, different attitudes, behaviors and manners in the world of agriculture.
Agri Manners:
WORKSHOPS/TRAINING PROGRAMS
- Choose Civility: 12 Rules of Considerate Conduct (Behaving Well in Today's World)
- Build a Longer Table: 5,4,3,2,1: Earning Trust, Respect & Inclusion
- Ten Best Practices for Business Networking
- Put Your Best Food Forward: How Good Manners Enhance Your Professional Life
- 15 Business Etiquette Rules Every Professional Needs to Know
- Manners in Motion Dinner (MIMD) or Manners in Motion Luncheon (MIML)
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TABLE OF CONTENTS
Part
I Introduction to Manners and Etiquette
Manners
and Etiquette for Agri Business Professionals: Why is it important?
History
of Etiquette
Enforcing
the Unenforceable
The
Anatomy of Manners: Intellectual, Emotional, Behavioral
Intellectual
Manners
Emotional
Manners
Behavioral
Manners
Part
II Behind the Manners: Human Personality; Differences Between Men &
Women
How
Does Your Personality Fit In?
The
Structure and Development of Personality
The
Psychodynamic Approach
The
Trait Approach
The
Big Five Model of Personality
Stress
The
Social-Cognitive Approach
The
Humanistic Approach
Men
and Women: What’s the Difference?
Gender
Roles
Biological
Factors
Social
Factors
Cognitive
Factors
Social
and Emotional Growth during childhood
Stress
and Gender
Do
Men or Women Make Better Leaders?
Motivational
Differences in Men and Women
A
Powerful Presence
Appropriate
contemporary social protocol
Effective
greetings and introductions
Appropriate
Responses in introductions
Shaking
Hands
Part
III Specifics for Women and Men in Agriculture
Specifics
for Women in Agriculture
The
Rise and Fall of the Power Suit
Rules
for Building your Workplace Wardrobe
Eight
Sartorial Tips for your Working Wardrobe
Planting
a New Wardrobe
How
To Be a Lady with Manners
Specifics
for Men in Agriculture
Eight
Sartorial Tips for Your Working Wardrobe
Planting
a New Wardrobe
Caring
for Your Investment of Clothes
The
Perfect Gentleman-How to Be a Man with Manners
Part
IV Communication; Putting Your Best Foot Forward
Communicating
with Style
Communication
Neuro
Linguistic Programming
The
Mechanics of Communication: Listening and Speaking Techniques
Roadblocks
to Listening
Five
Critical Listening Skills to Master
Customer
Servicing-25 Skills for Excellence in Customer Service
An
Effective Image
Dressing
for the Workplace
Business
casual
On
Pockets and Carrying
Trousers
vs. Pants vs. Slacks
Suspenders,
Braces, Belts
Shirts
vs. Blouses
The
Collars and Cuffs
Accessories
for men & women
Perfume
and Cologne
25
Manners Things You Should Know for Your Career
Part
V Business Etiquette and Calling on People
Business
Etiquette
Socializing
and Networking
Professional
Grace
Elegant
Dining
Entertaining
Clients
Business
Travel
Calling
on Ag Producers, Corporate and Dealers
The
Right Way to:
Apologize
Say
I’m sorry
Offer
Encouragement
Show
Support
Correct
a Mistake (Oopsie)
Part
VI Essential Manners
Essential
Manners
Boss
Manners *
Cocktail
Party Manners
Co-worker
Manners *
Conversation
Starters
Cubicle
Manners
Grooming
Manners
Medicine
Manners
Meetings
Manners
Names
Manners
Office
& Work Manners
How
to Weather Rudeness or Criticism
Out
of Office Manners
Posture
Manners and Good Posture Matters
Social
Media Manners
Technical
Manners (Electronic Etiquette)
Telephone
Manners
Time
Manners
Holiday
Office Potluck Manners
Table
Manners
Travel
Manners
Punctuation
Manners: Correct Salutations and Complimentary Closes
Habits
Manners
Part
VII The Reality of Life and Moving Forward Anyway
XVIX.
Rudeness in Everyday Life
XX.
Moving Forward with Grace and Manners
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By:
Dr. W. Scott Downey
Ass't Professor, Agricultural Economics, Purdue University |
Dr. W. David Downey
Professor Emiritus, Agricultural Economics, Purdue University |
Michael A. Jackson
Chief Marketing and Strategy Officer, Trupointe Cooperative |
Dr. Laura A. Downey
Instructor of Marketing, Purdue University |
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TABLE OF CONTENTS
Introduction 5
About the Authors 9
Contributing Sales Professionals 11
Part I - Introduction to Selling 18
Chapter One - Professional Selling 19
Chapter Two - Marketing and Its Relationship to Sales 44
Part II - Preparing to Sell 75
Chapter Three 76
Chapter Four - Prospecting 109
Chapter Five - Understanding Customers 133
Part III - The Sales Process 182
Chapter Six - Opening the Call 182
Chapter Seven - Probing - Identifying Beliefs, Goals, and Needs 205
Chapter Eight - Communicating Value 252
Chapter Nine - Dealing with Resistance 294
Chapter Ten - Closing the Sale 321
Part IV - Other Issues in Professional Selling 349
Chapter Eleven - Customer Satisfaction and Follow Up 350
Chapter Twelve - Tools and Tips From The Best of the Best Sales Professionals 376
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