Commercial Grain Merchandisers: What Do They Need to Know?
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Little information exists on grain merchandisers, their characteristics, and the skills needed to be
successful. This research contributes toward filling this gap. A summary of survey responses from
230 experienced grain merchandisers quantifies personal characteristics, skills perceived as
important, and desire for executive education. Parametric analyses identify factors contributing
to merchandisers’ salaries and their interest in establishing a certification process. Interestingly,
experience but not formal education significantly enhances salaries.