1. SALES AND MARKETING OPPORTUNITIES
&
DISCUSS
SALES AND MARKETING OPPORTUNITIES
IN THE NEW MILLENIUM

2. The Bottom Line... Marketing is about building the brand
equity of a product or service
Sales is about selling the benefits of
purchasing the product or service

3. So What’s Brand Equity?
Brand equity is the customer’s perception that your
product or service is better than the competition’s
The
Culture
We've just looked at General Mills, the company. Let's move on and take a closer look at General Mills award winning culture.

4. Marketing In The New Millennium
What It Is Not
100% Time Devoted to TV and Radio
Immediate fame and fortune
What It Is
Promotions, Merchandising
Trade Fund Management
Innovation/Cutting edge thinking
A Partnership with Sales
Change peoples perception of a sales career…….sales isn’t what you think it is and GMI offers a management development program. We hire those interested in being in sales and future sales leaders/managers.

5. Marketing Responsibilities
Conduct Business Reviews
Assess Competitive, Category, and Consumer Trends
Develop Strategies and Tactics on Assigned Brands
Develop Brand Promotion Strategies
Develop and Evaluate Packaging Strategies

6. Marketing Assistant Development
On-the-job and “class-room” development
Career movement planning
Mentor programs
Performance appraisal
Individual development planning
Cross divisional rotations

7. Sales In The New Millennium
What It Is Not
Vacuum Cleaners & Knives
Door to Door
One-Time Cold-Call
Dead-End Career
What It Is
Execution of promotion and merchandising strategies
New Product Introductions
Distribution
Relationship building with customers
Change peoples perception of a sales career…….sales isn’t what you think it is and GMI offers a management development program. We hire those interested in being in sales and future sales leaders/managers.

8. Promotions Driving Traffic To Customers’ Stores Through Merchandising
and Promotions/Promotional Partnerships
Promotional partnerships and merchandising are two very important elements of sales. During your Sales Management Career, you'll continuously be exposed to a variety of different promotions.

9. Sales In The New Millennium
What It Is Not
Vacuum Cleaners & Knives
Door to Door
One-Time Cold-Call
Dead-End Career
What It Is
Execution of promotion and merchandising strategies
New Product Introductions
Distribution
Relationship building with customers
Change peoples perception of a sales career…….sales isn’t what you think it is and GMI offers a management development program. We hire those interested in being in sales and future sales leaders/managers.

10. New Product Introductions
Sustain Long-Term Growth Through:
New Product Introductions &
Category Management Strategies
The
Career
Innovation drives growth! You'll help our customers sustain their long-term growth by introducing them to the benefits they'll receive from the sale of our products.

11. Sales In The New Millennium
What It Is Not
Vacuum Cleaners & Knives
Door to Door
One-Time Cold-Call
Dead-End Career
What It Is
Execution of promotion and merchandising strategies
New Product Introductions
Distribution
Relationship building with customers
Change peoples perception of a sales career…….sales isn’t what you think it is and GMI offers a management development program. We hire those interested in being in sales and future sales leaders/managers.

12. Targets Different Consumers Targets Different Uses/Occasions
Distribution
Get What the Customer Needs, When
and Where They Need It!
Cheeseburger Macaroni
Creamy Stroganoff
Lasagna
Three Cheese
(33 Hamburger Varieties)
20oz
15oz
10oz
Targets Different Consumers
Targets Different Uses/Occasions
Increased Sales
The
Career
Another element of sales is distribution. Through your sales career you'll learn about all of the aspects of distribution. Our goal is get our customers what they want, when they need it!

13. Sales In The New Millennium
What It Is Not
Vacuum Cleaners & Knives
Door to Door
One-Time Cold-Call
Dead-End Career
What It Is
Execution of promotion and merchandising strategies
New Product Introductions
Distribution
Relationship building with customers
Change peoples perception of a sales career…….sales isn’t what you think it is and GMI offers a management development program. We hire those interested in being in sales and future sales leaders/managers.

14. Who Are Our Customers?
DISTRIBUTION
CENTER &
BUYING OFFICES
(Direct Customer)
&
RETAIL
STORES
(Retail Customer)
The
Career
So who are our customers? Are customers are both distributors and retailers. As a Sales Management Associate you may work as a member of business development team consulting to one of our direct customers, or you may have responsibility for one or more retail accounts.

15. Potential Career Path Options
Region Sales Manager
Operations Manager
Development Manager
Product Sales Manager
Key Account Manager
Business Planning Manager
Business Team Manager
Business Team Leader
Business Planning Associate
Territory Manager
Field Sales
Business Development
Sales Management Associate
This slide shows potential sales career paths. During your time at General Mills, you'll likely be exposes to both sides of our business--business development and field sales.

16. Field Sales Responsibilities
Manage a part of General Mills business with ownership and responsibility for that business’ success
Cultivate a relationship with YOUR customer
Customize national and regional strategy into a business plan that YOU will execute with YOUR customer
Be involved in the details of the execution, from the store level up
When working in a field sales capacity, you'll be given the responsibility to manage a part of General Mills business as you cultivate a relationship with your customer. You'll experience first hand what the exciting world of field sales is all about.

17. Business Development Responsibilities
Analyze data to make recommendations for regional strategy
Be a resource for direct sales account managers and be a resource for the regional management centers
Develop presentations to major customers dealing with annual strategy and day to day business issues
Develop and maintain systems which allow sales teams to proactively address business opportunities
Assist in the creation of strategic business development plans for several customers in one regional marketplace
When working in a business development capacity you'll be involved in analyzing market data that help shape regional sales strategy. You'll learn about the various elements of category management and you'll likely develop and maintain systems which will help our field sales teams capitalize on business opportunities.

18. Training and Development
Introduction to the Company and Industry
2 to 6 Weeks
Knowledge and Skill Building
Interactive Office and Field Environments
Self-Development Modules
Casework, Projects and Role-plays
Product and Category Orientation
Mentoring Program
Immediately upon starting as a Sales Management Associate, you’ll receive top notch training designed to prepare you for your next assignment. You’ll learn more about General Mills, the company, as well as about the consumer food industry as a whole.

19. How To Get The Job You Really Want
“Market and Sell” Yourself
Be Prepared for the Interview

20. Who Are Companies Recruiting?
People who are accustomed to success
Natural leaders
People who strive to innovate and think originally
Determined achievers
People who embrace challenges
Committed team players
CHAMPIONS!
We know that to be the best, we have to hire and train the most talented people in the world. Here’s a profile of who we’re looking for.

21. Marketing and Sell YourselfP R O D U C T
“The Nuts And Bolts”
GPA
Involvement
Leadership
Work Experience
“It Starts with the Resume”

22. Marketing and Sell YourselfP R O M T I N
People Are The Most Important Resource
Sell Yourself
Face-To-Face
Impression/Perception/Style
The Interview Is Paramount
“Fit”

23. Behavior Based Interviewing
Be Prepared For
Behavior Based Interviewing
Know The Company
Know Yourself
Listen & Answer Questions
Situation Action Outcome

24. Big News At The “Company of Champions”?
Anticipated Acquisition of Pillsbury
Stronger, More Balanced Portfolio, Geared for Faster Growth
Doubles Number of Category Market Leaders
Opens More International Career Options
Have you heard the big news? General Mills is eagerly awaiting approval to acquire Pillsbury in a deal that will mean big things for us. Not only will we have a stronger, more balanced portfolio of products, but we’ll double our category leadership positions as well as increasing our international career opportunities. Now couldn’t be a better time to join the Company of Champions. Exciting days await!

25. The New General Mills
Third Largest Food company in North America, Fifth in World
$13 Billion in Sales
80% of Portfolio is Food that is Ready to Eat, or Prepared in 15 minutes or less
The new General Mills is certainly impressive. Upon approval of the acquisition, we will be the third largest food company in North America and will rank 5th in the world. Our commitment to convenience is evident by the fact that 80% of our product portfolio is food that can be eaten immediately, or prepared in 15 minutes or less. We're constantly innovating to meet the demanding lifestyles of our customers.

26. Championship Culture - Recognition
Fortune Magazine’s “100 Best Companies to Work for”
Corporate Report’s “8 Great Places to Work”
Latina Style’s “50 Best Companies for Latinas”
Brand Marketing & Supermarket News “Category Master of the Year Award”
As you can see, we've received numerous awards recognizing our corporate culture. We believe that our employees deserve to work in an environment that recognizes differences and challenges them to fulfill their potential. Let's take a closer look!

27. Questions?