& September 23, 2004

Understanding Sales Careers – Understanding Sales Careers – Breaking the Stereotype

Let’s Talk About… Common Perceptions of Sales Different Sales Roles Sales vs. Marketing Consumer Food Sales The General Mills Sales Approach General Mills Sales People Opportunities for YOU!

Common Perceptions of Sales Salespeople are deceptive and manipulativeSalespeople are deceptive and manipulative Salespeople are insincere and phonySalespeople are insincere and phony Salespeople are only out for their own benefitSalespeople are only out for their own benefit Selling occurs door to door with a handshake and a smileSelling occurs door to door with a handshake and a smile Selling is always commission basedSelling is always commission based Others?Others?

Different Sales Roles INSIDE SALESINSIDE SALES –Contact buyers via phone (telemarketing) or buyer comes to seller’s premises OUTSIDE SALESOUTSIDE SALES –Cold-calling –Pioneering new product or service BUSINESS TO CONSUMER SALESBUSINESS TO CONSUMER SALES –Direct selling to the consumer – Retailers, Insurance Companies, etc. CONSULTATIVE SELLINGCONSULTATIVE SELLING –Account management –Maintain existing customer relationship –Provide business solutions for both seller and buyer General Mills

Sales vs. Marketing Key Differences Customer vs. Consumer FocusedCustomer vs. Consumer Focused Different Focus – entire category vs. single brandDifferent Focus – entire category vs. single brand Product Volume vs. Product ImageProduct Volume vs. Product Image Key Similarities Market Analysis & Consumer InsightsMarket Analysis & Consumer Insights Strong use of CreativityStrong use of Creativity Strategic Brand BuildingStrategic Brand Building

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

General Mills Sales – What do we Sell? New Product Introductions Category Management Initiatives Distribution Themed Events

DISTRIBUTION -3 sizes? -4 brands/manufacturers? -Variety or Duplication? -New Products? DISTRIBUTION -3 sizes? -4 brands/manufacturers? -Variety or Duplication? -New Products? RETAIL PRICING -Threshold? -Every day low price? RETAIL PRICING -Threshold? -Every day low price? PROMOTIONS -Ad? -Display? -Both? -Promoted Price? -Frequency? -Brand Mix? PROMOTIONS -Ad? -Display? -Both? -Promoted Price? -Frequency? -Brand Mix? CONSUMER ANAYLYTICS -Demographics? -Household size? -Buying behavior? -Purchase dynamics? CONSUMER ANAYLYTICS -Demographics? -Household size? -Buying behavior? -Purchase dynamics? SHELF MANAGEMENT -Placement? -Facings/rows? -Space allocation? -Days supply? SHELF MANAGEMENT -Placement? -Facings/rows? -Space allocation? -Days supply? The Elements of Sales

General Mills Sales Approach Customer FocusedCustomer Focused ConsultativeConsultative Category FocusedCategory Focused Strive to deliver profitable volume growth for General Mills and our customers!

Customer Focus Develop and maintain strong customer relationshipsDevelop and maintain strong customer relationships Relationship building through credibility and responsiveness to business needsRelationship building through credibility and responsiveness to business needs Team-based organizational structure to best meet customer needsTeam-based organizational structure to best meet customer needs Strive to deliver profitable volume growth for General Mills and our customers!

Consultative Selling Approach Selling Model based on logical and strategic thinkingSelling Model based on logical and strategic thinking Development of solid business plansDevelopment of solid business plans Focus on business trends and opportunitiesFocus on business trends and opportunities Strive to deliver profitable volume growth for General Mills and our customers!

Category Focus Focus on categories performance vs. brand performanceFocus on categories performance vs. brand performance Market leadershipMarket leadership Consumer insightsConsumer insights Category leadershipCategory leadership

General Mills Business Management Associates are… Strategic ThinkersStrategic Thinkers Consultants to our CustomersConsultants to our Customers Richly rewarded for driving SUPERIOR resultsRichly rewarded for driving SUPERIOR results Career Focused – this is not just a JOB!Career Focused – this is not just a JOB!

Business Management Associate Primary Responsibilities Analyze DataAnalyze Data Create Strategic Business PlansCreate Strategic Business Plans Develop Creative Customer PromotionsDevelop Creative Customer Promotions Cultivate Relationships with Corporate CustomersCultivate Relationships with Corporate Customers Rewards: Competitive Salary, Annual Bonus, Company Car, 401K, Medical & Dental Benefits, Three Weeks Vacation, Relocation, Educational Assistance

Join General Mills – The Company of Champions! Championship PeopleChampionship People Championship ProductsChampionship Products Championship Opportunity for YOU!Championship Opportunity for YOU!

If you are interested in the Business Management Associate Position… Interviews will be held on-campus 10/12Interviews will be held on-campus 10/12 Submit your resume to me today or e- mail to your resume to me today or e- mail to