Understanding Sales
Careers….

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
 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
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
Business mileage paid for use of personal car
Company paid training and Individual
Development Programs and support
Company vehicle with complete auto care plan
5

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
6

General Mills Sales Approach is…
Based upon delivering profitable volume growth for GMI and its customers!
 Customer Focused
 Consultative
 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!
15

If your interested in the
BMA Internship position :
Submit your resume TODAY
Pre Night @ 7pm BU100 on 2/17
First round interviews on 2/18
Second round interviews 2/19
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