General Industry Operations

GEAPS Exchange 2022 – Purdue University’s AgriSelling Course: The Role of Trust in Relationships

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Speaker: Dr. W. Scott Downey

Session Description

Research in trust has been looked at in agriculture, drawing from the concept of The Trusted Advisor. Components of trust include credibility, reliability, intimacy and caring. This session will discuss ways in which these topics are expressed and observed in various ways in the grain industry and will provide implications for how the audience can use the information to deepen relationships.

Meet The Speaker

Dr. W. Scott Downey


Purdue University

Dr. W. Scott Downey is a professor in the agricultural economics department at Purdue University and director of the Center for Food and Agricultural Business. He oversees the Bachelor of Science in Sales and Marketing degree program and the Certificate in Industrial Selling. He has taught undergraduate and executive courses at Purdue for more than 20 years, including a highly rated sales course to 300 students each semester. He has been recognized with national and university-wide awards for his teaching. He is lead on author on one of the top books in this field, ProSelling, which is used in more than 80 different sales courses across the United States and Canada. He graduated from Purdue with bachelor and doctoral degrees and received his MBA from Cal Poly in San Luis Obispo, California. His PhD is in buyer behavior, which drives his research on customer buying decisions, sales processes that lead to them, and sales management activities that maximize ROI of those efforts. He has led action-based workshops with industrial sales groups all over the world and is a frequently published author in a variety of magazines.