1. CAREER IN SALES Indiana University February 13, 2002

2. 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

3. 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

4. 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

5. 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

6. 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

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

8. 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

9. 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

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