Understanding Sales Careers…. “Breaking the Stereotype”

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

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

Varying Sales Roles Inside Outside Business to Consumer 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 *** Be sure to clarify Customer vs. Consumer here… Customer as the retailer vs. the consumer

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 Company paid support would include – EAP (Employee Assistance Program – Drinking/Alcohol Abuse, Aging Parents, Family and Children), Educational Assistance Complete Auto care plan – gas, car wash, oil changes, tire rotations, and maintenance Business mileage paid for use of personal car Company vehicle with complete auto care plan

Consumer Foods Sales DSD (Direct Store Delivery) Broker 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 Retail = DSD types (I.e. Nabisco, Coke, etc.) Broker = not committed to any one mfr Man Rep – represents that one company that actually produces the products – focused

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

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

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

GMI Category Expertise Category vs. Brand Market Leadership Consumer Insight General Mills Sales force is strong because we have huge resources and strong brand management. GMI Sales is focused on the entire category versus just GMI brands – gives us credibility w/ the customer With our market leadership - #1 or #2 in every category we compete – we come from a position of strength Consumer insight – General Mills has the resources it takes to intimately know consumers and provide this information to our Customers for a more holistic view of their business

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

How is Sales Like Marketing Market Analysis & Consumer Insights Creativity Strategic Brand Building Focus

GMI… Rich in Resources Salary and Bonus Structure Training and Development Reward and Motivation (sales contests, recognition, focus on work/life balance)

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! SET-UP for slide - - At GMI our customers and sales teams are in long-term working relationships – we depend on each other for results. In contrast to some of the negative stereotypes about sales careers – a career w/ GMI is much more focused on our customers and the development on our individual employees.

Join General Mills…the Company of Champions! People Products Training

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

Join General Mills…the Company of Champions 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