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 The largest independent distributor of office equipment in North America, with annual revenues of approximately $5 billion v A team of over 30,000 employees in 600 locations throughout North America and Europe v Almost 5,000 sales professionals worldwide v “Best in Class” portfolio

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 v New business and current customers v Consultative approach (Total solutions provider) v Responsible for taking care of accounts before the sale and after the sale (building relationships) v 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 (2005 - Cancun) v Company Recognition Meetings v Involvement in Philanthropic Organizations

12. Interested? Open Bidding Begins : October 22 On Campus Interview Date and Time: November 2, 2004 8:00 a.m. to 5:00 p.m.