Overview of Company

Great Lakes Wine & Spirits is the largest alcohol beverage Wholesaler in Michigan, servicing all 83 counties. We have a team of over 400 sales professionals. We supply over 10,000 unique items to both on-premise and off premise retailers. Our sales force is structured into various channels, servicing unique groups of customers, requiring specialized training.

Our training program is mobile, due to the dispersed positioning of employees throughout the state. All sales professionals are equipped with either laptops or iPads to conduct business and training. Sale team members have access to our Great Lakes Academy, our virtual learning space for courses and resources to advance professionally.

General Terms

• Intern will complete a specified duration of full-time employment in the Sales Division, as outlined in the Intern Calendar provided
• Compensation is amount states on agreed Offer of Employment letter
• Intern will be given go through a two-week role specific onboarding program, before working in the market on assigned project. Final week will be in the office to prepare and present findings
• Intern will be provided schedule for duration of internship on first day of work
• Weekly touch-base will be scheduled with Supervisor
• The Intern will present a 30-minute presentation on results from the assigned sales project to key leadership personnel

Multi-Channel Sales Intern

Internship Project Details

After the intern completes the Street Training Program and has spent 2 consecutive weeks shadowing in the field, the intern will begin conducting research. The focus is to observe, record and analyze steps employees do to drive the Sales Presentations as outlined by our training.

The following standards will be the guidelines to measure execution:

1. 4 Steps to a Sales Call or SIERRA method (both are acceptable)
2. ABC Priorities
3. RACC Method of Overcoming Objections
4. Closing Techniques

The following tools are expected to be uses on a daily basis by Sales:

1. Daily / Weekly
2. Analytic Data
3. Planners, where applicable
4. Monthly Planner

The Intern will be assigned 2 Sales Channels to observe, both with distinct skill sets, clients, and methodologies; however, the selling standards as outlined above, remain consistent. The intern will identify best practices and gaps for the various steps with details to provide insight to sales leadership. The goal is to identify the best actions to drive sales excellence. Finding should be focused what is successful, why, and how to improve any of these areas. It is expected that the intern will outreach to the Sales Director if any obstacles occur in the field that would impact the ability to complete the project. It is also the responsibility of the intern to reach out to the Training Director if unclear or unable to access learning resources.

Internship Learning Objectives

Sales Onboarding

• Complete the Street Training Program
• Gain competency on the GLA Resources
• Job Shadow Sales Consultants in both assigned sales channels
• Job Shadow District Manager in both assigned sales channels
• Meet with Trade Development to learn the tools and resources employed
• Tour Warehouse
• Job Shadow with Delivery Team
• Observe and participate in all day-to-day functions
• Learn what is distinct within the sales channels assigned to

Research

• Develop method of documentation for findings
• Attend Team and General Sales Meetings
• Observe Sales Presentations
  • Overcoming Objections
  • Closing Techniques
  • Data Utilized in Presentation
  • Resources utilized
• Informally learn what preparation went into the sales presentations
• Learn and document successes, knowledge requirements/gaps, skill requirements/gaps
• Consistently track findings
• Creatively capture valuable information to share with leadership

Intern Project Completion

• Organize finding in a clear, concise manner
• Prepare an engaging, appealing presentation, free of non-relevant data
• Articulate findings to leadership
• Demonstrate competency of assigned topics

Great Lakes Wine & Spirits provides equal employment opportunity to all individuals regardless of their race, color, creed, religion, gender, age, sexual orientation, national origin, disability, veteran status, or any other characteristic protected by state, federal, or local law.

Pursuant to the Americans with Disabilities Act (ADA), Great Lakes Wine & Spirits will not discriminate against any employee, applicant for employment, or student, because of a physical or mental impairment with regard to any position or program for which that person is qualified.