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Demystifying Sales: 2/15/12 Kellie Miller

Demystifying Sales: 2/15/12 Kellie Miller. Introduction. TCNJ Alumni: Kellie Miller Industry: Consumer Products Company: L’Oreal Paris Current Role: Account Manager. Educational Background: Kellie Miller. Education : 2001 Graduate TCNJ Major Business Administration

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Demystifying Sales: 2/15/12 Kellie Miller

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  1. Demystifying Sales: 2/15/12 Kellie Miller

  2. Introduction TCNJ Alumni: Kellie Miller Industry: Consumer Products Company: L’Oreal Paris Current Role: Account Manager

  3. Educational Background: Kellie Miller • Education: • 2001 Graduate TCNJ • Major Business Administration • Concentration in Marketing • Minor in Economics • 2001 Oxford Study Abroad Program • Concentration in Psychology • 2007 Graduate Fordham University • MBA concentration in Marketing

  4. Experience Background: Kellie Miller • Experience: 11 years at L’Oreal • 2000 Internship via Career Day at TCNJ! • 2001 Sales Program • Internal Rotations: Sales Planning Management • Set Strategy for the 4 P’s • Exposure to Senior Management • Ability to impact Decision Making • Field Rotations: Direct Selling • Direct impact on 4 P’s • Relationship with Buying team • Accountable for Forecasts • 2011 Key Accounts Manager

  5. L’Oreal Paris: Key Accounts Manager • Objective: Partnering with retailers to drive L’Oreal Sales • Key Job Accountabilities: • Increase sales based on the execution of national strategy • Strive towards forecast accuracy for shipments and consumption • Implement 4P’s sales strategy for new launches • Analyze business opportunities through IRI & ROI • Accounts: Publix (1050 doors) & Winn Dixie (550 doors) • Volume: $20 Million a year

  6. Moderator Questions

  7. What is the 'make-up' of the successful salesperson? • Drive • Strive towards a goal • Diligence • Accomplish what is undertaken • Determination • Settling in on a purpose • Dedication • Setting a standard for how to do business

  8. Does a negative stereotype exist for all salespeople? • Stigmas • Selling “unwanted” items • Good / Bad – doing whatever it takes • Crossing ethical guidelines • Professionalism • First impressions – be passionate & realistic • Sales is relationship building • Be an example of your company

  9. Why are you in the sales-field? How did you get here? Why do you stay? • Internships • What can I do with this marketing degree (PR, Sales, Internet Marketing etc.) • Opportunity to find the perfect match • L’Oreal • 360 Degree view of sales: Sales Program • Interacting in all aspects of the business • Passion, Products & People • Industry is dynamic • Products / Marketing challenge norms • People make all the difference

  10. How do you approach selling? • Long term relationship • Trust • Sell yourself before your products • Value • Not always the cheapest, but the best • Understanding • Take time to education your customers • Differentiate • What do you & your company bring vs. competitors • Fit a need • Understand how your products / services can help your customer grow

  11. Advice for those interested in working at L’Oreal • Company Culture • Cutting edge fashion • Fast paced environment • Level of Expertise • Rotations • Experience • Interaction • Relationship building • Liaison between departments

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