CAREER IN SALESCAREER IN SALES

Indiana UniversityFebruary 13, 2002

Sales Rep QualificationsSales 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

Practical ApplicationsPractical Applications

Lessons from I-Core Computer skills Problem solving Building relationships

Extra-curricular Involvement Clubs, organizations, activities Work experience/Paying tuition

SR Daily ResponsibilitiesSR 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 Email, Communicate RSP

Excelling with KraftExcelling with Kraft

Largest food company in North

America

80% of Brands are #1 or #2 in their

categories

No cold calling

Building Relationships

Career PathCareer 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

Options in Career PathOptions in Career Path

Customer Service

Sales Information

Other Technology

Sales Operations

Marketing

DevelopmentDevelopment 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

CompensationCompensation 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

Special ProgramsSpecial Programs

Work/Life Balance Referral & Consulting services

Contests = $$$$$

Quarterly Bonuses

Special Recognition - Sales Leadership

Continuing Education

SummarySummaryWhat 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!