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Understanding Sales Careers….

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

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Understanding Sales Careers….

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  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 • 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

  5. Straight Commission or Salary + Commission Annual salary plus… Variations in Compensation and Benefits • “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 • Business mileage paid for use of personal car • Company vehicle with complete auto care plan

  6. 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

  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

  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!

  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 by 10/18 • Bid by 11/1 • Selections will be made on 11/4 • First round interviews on 11/12 • Second round interviews 11/13

  17. 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 Joseph.Pinto@genmills.com

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