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 buyer’s needs and has their best interests at heart

Are honest

4

Varying Sales RolesInside 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

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

6

Consumer Foods Sales

DSD (Direct Store Delivery) 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

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

Product Volume vs. Product Image

12

How is Sales Like Marketing

Market Analysis & Consumer Insights

Creativity

Strategic Brand Building Focus

13

GMI… Rich in Resources

Salary and Bonus Structure

Training and Development

Reward and Motivation (sales contests, recognition, focus on work/life balance)

14

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!

15

Join General Mills…the Company of Champions!

• PeoplePeople

• ProductsProducts

• TrainingTraining

16

If your interested in the BMA position :

Submit your resume through the BPO by 10/18

Bid by 11/1

Selections will be made on 11/4

First round interviews on 11/12

Second round interviews 11/13

17

Join General Mills…the Company of Champions!

Are you the next I-U grad to become a General Mills

CHAMPION?

Visit us at: www.generalmills.com

Joseph.Pinto@genmills.com