Manual On Fertilizer Distribution by FAO

1. FERTILIZERS AND THEIR USE 1.1 Introduction 1.2 What is a fertilizer? 1.3 Use of fertilizers 1.4 The most commonly used fertilizers 1.5 Fertilizer recommendations Exercises on fertilizers and their use 2. HOW TO MAKE SALES FORECASTS 2.1 Introduction 2.2 The most important methods in sales forecasting 2.2.1 Previous fertilizer consumption 2.2.2 Potential fertilizer consumption 2.2.3 Extension of cultivated area 2.2.4 Farm size 2.2.5 Geographical location of farms 2.2.6 Results of trials and demonstrations 2.2.7 Ratio between fertilizer prices and agricultural product prices 2.2.8 Variations in fertilizer prices 2.2.9 Climatic factors 2.3 How to make a sales forecast for the area covered by a single point of sale 2.3.1 Sales forecasting in a monopoly situation 2.3.2 Sales forecasting in a competitive situation .. Exercises on how to make sales forecasts 3. MEANS OF PROMOTING FERTILIZER SALES AND IMPROVING SERVICE 3.1 Introduction . 3.2 Distribution levels. 3.3 Distribution channels 3.4 Procedures, routes, distances and minimum stocks in relation to demand 3.4.1 Stocking up in advance 3.4.2 Types of fertilizer 3.5 Sales promotion 3.5.1 Participation in farmers field days 3.5.2 Group buying 3.5.3 Visits to farmers 3.5.4 Exhibits at agricultural shows 3.5.5 Radio broadcasts 3.6 Improvements in service 3.6.1 Identification of and improvements to the sales office 3.6.2 Useful information inside the