Understanding Sales Careers

1
Understanding Sales Careers.

• Breaking the Stereotype

2
A Stereotypical Salesperson is

• Deceptive and Manipulative
• Insincere and Phony
• Focused on Self (Commission, Rewards, and
  Incentives)

3
Buyers like Salespersons who

• Help provide solutions and strategic business
  plans
• Understand the buyers needs and has their best
  interests at heart
• Are honest

4
Varying Sales Roles

• Inside
• Contact via phone (i.e. telemarketing) or when
  buyer comes to premises
• Outside
• Cold-calling
• Pioneering new product or service
• Business to Consumer
• Direct sales to consumer (i.e. retailers,
  insurance)
• Consultative Selling
• Account management
• Maintain existing customer relationship
• Provides business solutions

5
Consumer Foods Sales

• Retail
• In-store direct sales
• Broker
• Represents many different companies at retail
  outlets
• Manufacturer Representative
• Works directly for the manufacturing company
• Focuses on merchandising and promotional
  strategies vs. order taking

6
Variations in Compensation and Benefits

• Straight Commission or Salary Commission

• Annual salary plus

• Conditional Bonus based upon Individual Results

• Incentive Plan based upon Individual AND Company
  Results

• Employee paid training

• Company paid training and Individual Development
  Programs and support

• Business mileage paid for use of personal car

• Company vehicle with complete auto care plan

7
General Mills Sales Approach is

• Based upon delivering profitable volume growth
  for GMI and its customers!
• Customer Focused
• Consultative
• Category Focused

8
GMI Customer Focus

• Developing and maintaining customer intimacy
• Relationship building through credibility and
  responsiveness to business needs
• Team based organizational structure

9
GMI Consultative Selling Model

• Based on logical and strategic thinking
• Developing business plans
• Focused on trends and opportunities

10
GMI Category Expertise

• Category vs. Brand
• Market Leadership
• Consumer Insight

11
Sales vs. Marketing at GMI

• Customer vs. Consumer focused
• Focused on entire categories vs. single brand
• Drives Product Volume vs. Product
  Development/Package Design/Product Specifications

12
GMI Rich in Resources

• Salary and Bonus Structure
• Training and Development
• Reward and Motivation (sales contests,
  recognition, focus on work/life balance)

13
General Mills Consumer Foods Salespeople are

• Strategic in focus
• Working as consultants to our customers
• Richly rewarded for driving SUPERIOR business
  results
• Career focused this is not just a JOB!

14
Join General Millsthe Company of Champions!

• People

• Products

• Training

15
If your interested in the BMA position

• Submit your resume by 10/1
• Selections will be made on 10/5
• Bidding 10/12-10/15
• First round interviews on 10/23
• Second round interviews 10/24

16
Join General Millsthe Company of
Champions!Are you the next I-U grad to become
a General Mills CHAMPION?