1. 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 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

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
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

6. 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

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
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

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!
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.

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

16. 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

17. 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?

18. Visit us at: www.generalmills.com