Agricultural Sales Representative

Agricultural Sales Representatives are employed by major companies that supply materials and equipment to farms. These include chemical and fertiliser companies, machinery suppliers, irrigation suppliers, seed suppliers and any others that make significant sales to farmers.

Typical Jobs

• Travelling to farms
• Communicating to farmers in person, via phone and internet
• Answering technical questions about products.
• Demonstrating the use of products or equipment
• Setting up and conducting trials on farms
• Conducting field days to demonstrate trials on farms
• Conducting displays and manning stands at agricultural shows, field days and other events
• Taking and processing orders
• After sales service

Remuneration and Advancement Opportunities

Sales representatives may with experience graduate to higher positions such as marketing manager. In large companies, a marketing manager may (amongst other things) oversee a team of sales representatives.

Risks & Stresses

Safety issues: This job can involve a lot of driving, which has obvious road safety risks. Different products also bring with them obvious safety risks (eg. handling toxic chemicals or dangerous machinery). If safety protocols are followed though, risks are minimal.

The viability of any agricultural enterprise is dependent upon external factors such as weather (drought, flood) and markets (supply and demand; both local and overseas prices). When tmes are good, work opportunity and remuneration can be good; but when times are bad, the workplace can become more stressful and opportunities less certain. Enterprises that are less susceptible to such fluctuations are likely to be more secure, less stressful and offer more opportunity for advancements. This varies depending upon the type of farm, and the financial position of the employer. 

How to Distinguish Yourself from the Competition

Recognise that the products and equipment used by farms is changing rapidly with technological advancement. Ensure you develop and maintain a very broad understanding of farm operations and a capacity to adapt to new or different products as the industry changes. There will almost certainly always be a need for agricultural sales representatives, but what they sell might not always be the same.

A broad range of communication skills will always give you an edge when seeking this type of job, If you have something extra above the other applicants, you can stand out and sometimes that can be the thing that gets you selected; for example:

• Above average computer skills
• A network of contacts (perhaps demonstrated by active membership of several industry associations
• Studies in Marketing Psychology, Bookkeeping, Photography, Web site Programming, or something else that appeals to the employer interviewing you.

Recommended Courses

Your aims in taking studies should be:

• To gain a broad understanding of farming; and adequate technical understanding of the industry to be competent to demonstrate and sell a wide range of agricultural products.
• To develop sales and marketing skills
• To make yourself more attractive to employers firstly when applying for a job; but more importantly when in a job interview.

One possible starting point might be a Certificate in Agriculture (click to see details); to simply lay a broad foundation for working in agriculture.

Another option, if study time is limited, and if you already have an understanding of farming,   may be to start with a shorter single 100 hour course such as Agricultural Marketing or Sales Skills