Understanding Sales Careers Breaking the Stereotype A Stereotypical

Understanding Sales Careers…. “Breaking the Stereotype”

A “Stereotypical” Salesperson is… Deceptive and Manipulative Insincere and Phony Focused on “Self” (Commission, Rewards, and Incentives) 2

Buyers like Salespersons who… Help provide solutions and strategic business plans Understand the buyer’s needs and has their best interests at heart Are honest 3

Varying Sales Roles Inside l Contact via phone (i. e. telemarketing) or when buyer comes to premises Outside l Cold-calling l Pioneering new product or service Business to Consumer l Direct sales to consumer (i. e. retailers, insurance) Consultative Selling l Account management l Maintain existing customer relationship l Provides business solutions 4

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 5

Consumer Foods Sales DSD (Direct Store Delivery) l In-store direct sales Broker l Represents many different companies at retail outlets Manufacturer Representative l Works directly for the manufacturing company l Focuses on merchandising and promotional strategies vs. order taking 6

General Mills Sales Approach is… Based upon delivering profitable volume growth for GMI and its customers! l Customer Focused l Consultative l Category Focused 7

GMI Customer Focus Developing and maintaining customer intimacy Relationship building through credibility and responsiveness to business needs Team-based organizational structure 8

GMI Consultative Selling Model Based on logical and strategic thinking Developing business plans Focused on trends and opportunities 9

GMI Category Expertise Category vs. Brand Market Leadership Consumer Insight 10

Sales vs. Marketing at GMI Customer vs. Consumer focused Focused on entire categories vs. single brand Product Volume vs. Product Image 11

How is Sales Like Marketing Market Analysis & Consumer Insights Creativity Strategic Brand Building Focus 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 Mills…the Company of Champions! • People • Products • Training 15

If your interested in the BMA position : Submit your resume through the BPO next fall Selections will be made in Oct 2002 Bidding TBA First round interviews on TBA Second round interviews TBA 16

Join General Mills…the Company of Champions! Are you the next I-U grad to become a General Mills CHAMPION? 17

Visit us at: www. generalmills. com Joseph. Pinto@genmills. com