CAREER IN SALES Indiana University September 19, 2002

Sales 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 Applications Lessons from I-Core Computer skills Problem solving Building relationships Extra-curricular Involvement Clubs, organizations, activities Work experience/Paying tuition

SR 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 Kraft Largest food company in North America 80% of Brands are #1 or #2 in their categories No cold calling Building Relationships

Career 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 Path Customer Service Sales Information Other Technology Sales Operations Marketing

Development 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

Compensation 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 Programs Work/Life Balance Contests = $$$$$ Quarterly Bonuses Referral & Consulting services Contests = $$$$$ Quarterly Bonuses Special Recognition - Sales Leadership Continuing Education

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!