September 2002 POOPS PRESENTATION

Who is Wallace…? Wallace is an Total Print Management organization -- producing and distributing business forms, labels, commercial printing, and direct mail.

Wallace: A Profile Founded 1908 in Chicago, IL 150 Sales Offices Nationwide, 42 manufacturing and distribution facilities Publicly traded in 1961 (NYSE) 8,500 Employees with the Highest Productivity in the Industry Fiscal 2001 Sales: $1.7 Billion

Characteristics of Industrial Sales: Business to Business Professional Long Term Relationships Repeat Business Custom Products Office Environment No Overnight Travel Income Based on Performance

Characteristics of an Industrial Sales Representative Persistent Deals with Objection Self-Motivated Creative Analytical Positive attitude Hard Worker

Starting Your Business Career in Sales

Here’s a fact to ponder “Most Marketing Majors will begin their Career in Sales”

Some things to consider while pondering a job in sales…. Growth Profitability Industry Product Line Re-Investment Training Benefits Company Culture Compensation Structure

Different Sales Positions Durable Goods (Xerox copiers) Retail (Nordstrom) Consumer Products (Merchandising, Route sales / Frito Lay) Pharmaceutical / Medical (Merck) Industrial (Wallace) Services (Merrill Lynch, AT & T)

Typical Day What exactly will I be doing if I come to work for your company ?

Typical Day Before 9:00 A.M. Phone Calls Pricing Proposals Designs Account Strategy Meetings

Typical Day In the Field 9:00 A.M. - 4:00 P.M. Cold Calls Exploratory Calls Presentation Calls Business Lunches Entertainment

Typical Day 4:00 P.M. - Until Return Messages Place orders Complete Reports Set Appointments for next day

Typical Day What else about selling at Wallace… Geographically Protected Territory Work out of local office, no overnight travel Professional business-to-business selling Systems Approach/Consumable Product Relationships built inside and outside office Entertainment is Valuable People buy from people they Like and Trust

Performance Reviews Employee’s Responsibilities Areas that Exceeded Objectives Areas that Met Objectives Areas That Were Less Than Objectives Job Performance Characteristics (Rankings) Employee Input Action Schedule (Employee & Manager)

Motivation Weekly Meetings Sales Contests Recognition Support Direction

How does Wallace recruit and train their sales force?

Recruiting Interview on Campus Class Presentations Career Fairs Club Meetings On-Campus Interviews College Days

Training In-District Manual Role Plays Ride Alongs Account Planning Territory Development Reinforce Corporate Training Programs

Career Paths….. SALES MANAGEMENT –Sales Supervisor –Asst. District Manager –District Manager –General Manager –Area Vice President –Vice President of Sales or CAREER SALES REP. or MARKETING POSITION HUMAN RESOURCES TRAINING OPERATIONS

Any Questions? We can answer now or to General company information may be seen at Thanks for your time!