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Understanding Sales and Sales Careers

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Understanding Sales and Sales Careers Powered By Docstoc
					 Understanding Sales
 Careers….


“Breaking the Stereotype”
A “Stereotypical” Salesperson
             is…

  Deceptive and Manipulative
  Insincere and Phony
  Focused on “Self” (Commission,
  Rewards, and Incentives)



                                   2
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


                                       3
    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
                                                           4
 Variations in Compensation
         and Benefits
Straight Commission or      Annual salary plus…
Salary + Commission
“Conditional” Bonus based   Incentive Plan based
upon Individual Results     upon Individual AND
                            Company Results

Employee paid training      Company paid training
                            and Individual
                            Development Programs
                            and support
Business mileage paid for   Company vehicle with
use of personal car         complete auto care plan
                                                   5
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
                                                6
General Mills Sales Approach
             is…
  Based upon delivering profitable
  volume growth for GMI and its
  customers!
      Customer Focused
      Consultative
      Category Focused


                                     7
  GMI Customer Focus

Developing and maintaining customer
intimacy
Relationship building through credibility
and responsiveness to business needs
Team-based organizational structure


                                        8
GMI Consultative Selling
        Model

Based on logical and strategic thinking
Developing business plans
Focused on trends and opportunities




                                          9
GMI Category Expertise

    Category vs. Brand

    Market Leadership

    Consumer Insight




                         10
Sales vs. Marketing at GMI

 Customer vs. Consumer focused
 Focused on entire categories vs. single
 brand
 Product Volume vs. Product Image




                                       11
    How is Sales Like
       Marketing
Market Analysis & Consumer Insights
Creativity
Strategic Brand Building Focus




                                      12
GMI… Rich in Resources

Salary and Bonus Structure
Training and Development
Reward and Motivation (sales contests,
recognition, focus on work/life balance)



                                      13
 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!

                                       14
Join General Mills…the
Company of Champions!

 • People

 • Products

 • Training

                     15
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

                                  16
Join General Mills…the
Company of Champions!


 Are you the next I-U
  grad to become a
    General Mills
     CHAMPION?

                        17
Visit us at:
www.generalmills.com



 Joseph.Pinto@genmills.com

				
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posted:8/16/2012
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