1. CAREER IN SALES
Indiana University
September 19, 2002

2. Sales Rep Qualifications
Major - Marketing, Management, Economics or equivalent
Minimum Preferred GPA - 2.5/4.0
Strong Work Ethic
Strong communication, organizational, planning and analytical skills
Proven Drive for Results
Willingness to Relocate

3. Practical Applications
Lessons from I-Core
Computer skills
Problem solving
Building relationships
Extra-curricular Involvement
Clubs, organizations, activities
Work experience/Paying tuition

4. SR Daily Responsibilities
Pre-Call Planning
Prepare presentations, routing
Meet with Managers
Sell new items, voids, promotions, displays
Work the Store
Distribution, shelving, merchandising
Post-Call Planning
, Communicate RSP

5. Excelling with Kraft Largest food company in North America
80% of Brands are #1 or #2 in their categories
No cold calling
Building Relationships

6. Career Path Summer Internship Program 1-8 years
Sales Rep Small Account
Sales Rep Large Account
Category Manager Small Account
Category Manager Large Account
8-15 years
Region Planner
Retail Sales Manager
Category Sales Planner
Customer Business Manager
15-20 years
Senior Business Manager
Marketing Manager
Region Manager

7. Options in Career Path Customer Service Sales Information
Other Technology
Sales Operations
Marketing

8. Development Established performance and developmental benchmarks
Thorough training program
Book work
Field experience
On the job
Bi-annual review and goal setting process
Mutually agreed on development program

9. Compensation Salary and Bonus/Commission = Total Cash Compensation
Competitive In The Industry
Contests/Sales Leadership
Benefits
Medical
Retirement
Stock Purchase Plan
401k Match
Work/Life Balance
Continuing Education
Automobile
Car Policy
Company Car

10. Special Programs Work/Life Balance Contests = $$$$$ Quarterly Bonuses
Referral & Consulting services
Contests = $$$$$
Quarterly Bonuses
Special Recognition - Sales Leadership
Continuing Education

11. Summary What can I expect from a career in sales?
Challenging/dynamic career that requires use of previous experience, talents, and education.
The opportunity to advance as your skills develop.
An employer that will train, develop, evaluate, and reward you through specific goals and objectives.
To have fun!