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Published byMarion Waters Modified over 9 years ago
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CAREER IN SALES Indiana University February 13, 2002
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Sales Rep Qualifications u Major - Marketing, Management, Economics or equivalent u Minimum Preferred GPA - 2.5/4.0 u Strong Work Ethic u Strong communication, organizational, planning and analytical skills u Proven Drive for Results u Willingness to Relocate
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Practical Applications u Lessons from I-Core 4 Computer skills 4 Problem solving 4 Building relationships u Extra-curricular Involvement 4 Clubs, organizations, activities 4 Work experience/Paying tuition
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SR Daily Responsibilities u Pre-Call Planning W Prepare presentations, routing u Meet with Managers W Sell new items, voids, promotions, displays u Work the Store W Distribution, shelving, merchandising u Post-Call Planning W Email, Communicate RSP
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Excelling with Kraft u Largest food company in North America u 80% of Brands are #1 or #2 in their categories u No cold calling u Building Relationships
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Career Path u Summer Internship Program u 1-8 years ë Sales Rep Small Account ë Sales Rep Large Account ë Category Manager Small Account ë Category Manager Large Account u 8-15 years ë Region Planner ë Retail Sales Manager ë Category Sales Planner ë Customer Business Manager u 15-20 years ë Senior Business Manager ë Marketing Manager ë Region Manager
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Options in Career Path u Customer Service u Sales Information u Other Technology u Sales Operations u Marketing
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Development u Established performance and developmental benchmarks u Thorough training program Book work Field experience On the job u Bi-annual review and goal setting process u Mutually agreed on development program
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Compensation è Salary and Bonus/Commission = Total Cash Compensation Competitive In The Industry Contests/Sales Leadership è Benefits Medical Retirement Stock Purchase Plan 401k Match Work/Life Balance Continuing Education è Automobile Car Policy Company Car
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Special Programs F Work/Life Balance å Referral & Consulting services F Contests = $$$$$ F Quarterly Bonuses F Special Recognition - Sales Leadership F Continuing Education
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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!
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