1. SALES Many Solutions. One Source.

2. Determining The Right Sales Organization v Tangible or Intangible? v Travel Expectations? v Inside or Outside Positions? v Training and Developmental Programs? v Career Path Opportunities? v Industry Leader? v Technology Change? v Compensation Structure? v Tangible or Intangible? v Travel Expectations? v Inside or Outside Positions? v Training and Developmental Programs? v Career Path Opportunities? v Industry Leader? v Technology Change? v Compensation Structure?

3. Qualifications v Ambitious v Willingness to Learn v Responsible v Enthusiastic v Disciplined v Aggressive v Organized

4. “Why IKON”? v Top 50 companies to sell for—Selling Power Last 4 years v IKON University v Training v Career Mobility v Sales, Management, Six Sigma, Facilities v Almost 5,000 sales professionals worldwide v 30,000 employees Worldwide

5. Corporate Partnerships

6. v Account Executive Level 1 Entry level sales position Develop Knowledge of Organization, Products and Services Building Customer Relationship Skills Promotions Based on Skill Assessment and Quota Achievement v Account Executive Level 2-3 Engages C-Level Contacts Total Solution Selling v Major Account Executive Elite Account Management v Product Support Specialists Specific Sales Support on High End Technical Products v Management Career Paths

7. Account Executive  New business and current customers  Consultative approach (Total solutions provider)  Responsible for taking care of accounts before the sale and after the sale (building relationships)  Sales Cycle Establish opportunities through customer base, networking, and 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

8. Training  Core I-Indianapolis (1 Week) - Corporate Philosophies - Industry Overview  In-House Indianapolis (1 Week) -Internal Processes  Core II-Columbus, OH (1 Week) -Sales Techniques -Equipment Demonstration Training  Core III-Atlanta (1 Week) -Consultative Sales Techniques -Sales Process  On going Training (Continual) -Equipment Training -Team Training -Changing Processes -Mentor Development Program

9. The “Typical Day” u Arrive at the Office 7:30 - Review Sales Data Base - Prepare For Appointments - Contact Customers u Territory Activity 9:00 - 4:00 - Appointments - Prospecting - Solution Demonstrations - Proposal Presentations u Back to the Office 4:30 - Set Appointments - Work On Proposals - Update Sales Database

10. Sales Support Mechanisms v Hardware/Software Technicians v System Engineers v Database Support Specialists v Hardware/Software Technicians v System Engineers v Database Support Specialists v Manufacturer Product Representative v Customer Service Professional v Management At All Levels v Manufacturer Product Representative v Customer Service Professional v Management At All Levels v Local Autonomy v Individual Empowerment v Trainers v Mentors v Local Autonomy v Individual Empowerment v Trainers v Mentors

11. Awards And Honors v Quota Achievement v Monthly/Quarterly Bonus v Vendor Supported Incentives v Promotions v Circle Of Excellence (2006- Aruba) v Company Recognition Meetings v Involvement in Philanthropic Organizations

12. Interested? Questions??