IKON

CONSIDERATIONS FOR A CAREER IN SALES (QUESTIONS YOU SHOULD ASK YOURSELF) v Tangible or Intangible? v Travel Expectations? v Inside or Outside Positions? v Training and Developmental Programs? v Career Path Opportunities? v Promotion From Within? v Industry Trends? v Technological Change? v Compensation Structure? (Limitations )

QUALIFICATIONS v Self-starter v Willingness to Learn v Responsible v Ambitious v Enthusiastic v Disciplined v Aggressive v Determined v Organized

CAREER PATHS v Account Representative Entry level sales position 1 year tenure for promotional opportunity Quota achievement and developmental skills assessment $25,000 monthly quota v Account Executive 2-5 year tenure for promotional opportunity Exceed quota achievement and developmental skills assessment Strong sense of business operations $55,000 monthly quota v Major Account Executive years $100,000+ quota achievement Master an understanding of core business operations v Product Support Specialists v Management v Executive Management v Account Representative Entry level sales position 1 year tenure for promotional opportunity Quota achievement and developmental skills assessment $25,000 monthly quota v Account Executive 2-5 year tenure for promotional opportunity Exceed quota achievement and developmental skills assessment Strong sense of business operations $55,000 monthly quota v Major Account Executive years $100,000+ quota achievement Master an understanding of core business operations v Product Support Specialists v Management v Executive Management

ACCOUNT REPRESENTATIVE v Ramped quota up to $25,000 per month v New business and current customers v Exhibiting a consultative approach (a true solutions provider) v Responsible for taking care of accounts before the sale and after the sale (building relationships) v Sales Cycle Establish opportunities to provide a total office solution through various activities such as cold calling, telemarketing, and current customer account reviews. Manager ride days Support specialists/mentor ride days Demonstrate equipment (internal or external) Proposal presentations Authorize paperwork Ensure customer satisfaction with after the sales support v Ramped quota up to $25,000 per month v New business and current customers v Exhibiting a consultative approach (a true solutions provider) v Responsible for taking care of accounts before the sale and after the sale (building relationships) v Sales Cycle Establish opportunities to provide a total office solution through various activities such as cold calling, telemarketing, and current customer account reviews. Manager ride days Support specialists/mentor ride days Demonstrate equipment (internal or external) Proposal presentations Authorize paperwork Ensure customer satisfaction with after the sales support

A REGULAR DAY IN SALES There is no “Regular Day” in Sales. Every Day is Different u In the office by 7:30 Review Sales Data Base Prepare For Appointments Make Phone Calls u Out In The Territory By 9:00 Appointments Cold Calls On-site Demonstrations In-House Demonstrations u Back to the Office 4:30 Work On Proposals Make Phone calls Update Sales Database Wrap Up Day There is no “Regular Day” in Sales. Every Day is Different u In the office by 7:30 Review Sales Data Base Prepare For Appointments Make Phone Calls u Out In The Territory By 9:00 Appointments Cold Calls On-site Demonstrations In-House Demonstrations u Back to the Office 4:30 Work On Proposals Make Phone calls Update Sales Database Wrap Up Day

TRAINING v Core I-Indianapolis (1 Week) Internal Processes Corporate Philosophies Industry Overview v Core II-Columbus, OH (2 Week) Sales Techniques Equipment Demonstration Training v Core III-Atlanta (1 Week) Sales Techniques Sales Process v On going Training (Continual) Equipment Training Team Training Changing Processes Mentor Development Program v Core I-Indianapolis (1 Week) Internal Processes Corporate Philosophies Industry Overview v Core II-Columbus, OH (2 Week) Sales Techniques Equipment Demonstration Training v Core III-Atlanta (1 Week) Sales Techniques Sales Process v On going Training (Continual) Equipment Training Team Training Changing Processes Mentor Development Program

SALES SUPPORT MECHANISMS v Hardware/Software Technicians v System Engineers v Trainers v Database Support Specialists v Mentors v Manufacturer Product Representative v Customer Service Professional v Management At All Levels v Local Autonomy v Individual Empowerment v Hardware/Software Technicians v System Engineers v Trainers v Database Support Specialists v Mentors v Manufacturer Product Representative v Customer Service Professional v Management At All Levels v Local Autonomy v Individual Empowerment

AWARDS AND HONORS v Quotas Achievement v Monthly/Quarterly Bonus v Incentive Trips v Company Recognition Meetings v Involvement in Philanthropic Organizations