career in sales indiana university february 13, 2002
Post on 29-Jan-2016
216 Views
Preview:
TRANSCRIPT
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!
top related