Understanding Sales Careers…. “Breaking the Stereotype”
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Understanding Sales Careers…. “Breaking the Stereotype”
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Transcript of Understanding Sales Careers…. “Breaking the Stereotype”
Understanding Sales Careers….
“Breaking the Stereotype”
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A “Stereotypical” Salesperson is…
Deceptive and Manipulative
Insincere and Phony
Focused on “Self” (Commission, Rewards, and Incentives)
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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
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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
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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
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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
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General Mills Sales Approach is…
Based upon delivering profitable volume growth for GMI and its customers!
Customer Focused
Consultative
Category Focused
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GMI Customer Focus
Developing and maintaining customer intimacy
Relationship building through credibility and responsiveness to business needs
Team-based organizational structure
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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
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Sales vs. Marketing at GMI
Customer vs. Consumer focused
Focused on entire categories vs. single brand
Product Volume vs. Product Image
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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)
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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!
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Join General Mills…the Company of Champions!
• PeoplePeople
• ProductsProducts
• TrainingTraining
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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
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Join General Mills…the Company of Champions!
Are you the next I-U grad to become a General Mills
CHAMPION?
