Sales Development Program

Agenda

I. Company Overview

II. Development & Employment Information

III. Career Information

IV. Recruitment & Interviewing Process

Company Overview

Unsurpassed and comprehensive portfolio of complementary products and services

Nation’s Leading Consumer Promotions Co.

Single-source marketing services company whose home-delivered, in-store and on-line media are united under the SmartSource family brand

Specializing in customized, integrated marketing concepts and programs

Built upon a foundation of strong retail and media relationships

Superior knowledge of consumer shopping behavior

Part of the News Corporation Family

Twentieth Century FoxFox Animation Studios20th Century Fox Home Entertainment

20th Century Fox Television

Fox Broadcasting Company

News America Marketing

News America Publishing

Fox Filmed Entertainment

News Corporation

Fox Television StationsFox Kids Network

Fox SportsFox News ChannelFX Network & fXM

HarperCollins PublishersThe New York Post

The Weekly Standard

In-StoreFSI

Merchandising ServicesInternational

On Call

News America Marketing Divisions

FSI

In-StoreMerchandising

Services

On Call

International

Free-standing inserts Home-delivered sampling Retailer co-marketing Themed events

At-shelf couponing At-shelf advertising Cart advertising Aisle advertising Broadcast advertising &

promotion Sampling &

demonstration services

Flexible client-dedicated programs-- short- and long-term

Syndicated programs

Pre-paid phone cards Interactive telephone

applications 800/900 numbers

Free-standing inserts In-store advertising &

promotion Merchandising services

The SmartSource Product Portfolio

SmartSource Floortalk

SmartSource Coupon Machine

TM

SmartSource ShelfvisionSmartSource Shelftalk

TM

Merchandising Services

SmartSource MagazineTM

SmartSource RadioTM

SmartSource Shelftake OneTM

SmartSource CartsTM

SmartSource AdSticksTM

SmartSource AislevisionTM

Clients

Retail Partners

Office Locations

New York City Los Angeles Chicago Atlanta

Dallas Norwalk MinneapolisToronto

Employment Information

Operating Principles

employee development

full disclosure

inclusive management

effective communication

maximize the business

1

4

2

3

5

Company Culture

open door policy to senior management

an energetic, accomplished sales staff

holiday events and seasonal outings

supportive yet challenging team environment

community involvement

employee awards and recognition

Benefits

health care

401K

tuition reimbursement

flexible spending account plans

paid time off

paid holidays

pension plan

Success Qualities

3.0 minimum cumulative GPA

excellent written & verbal skills

strong work ethic

leadership

initiative and follow-through

problem-solving skills

ability to set priorities

attention to detail

team player

Training & Career Development

Role training, company and industry orientation, technology skills and management development

Learn from more experienced ACs and AAs

Mentor Program pairing new hires and executives

AC lunches with CEO and President

Yearly performance management review

Career Information

Sales Development Career Path

Communicate between clients & internal departments

Participate in sales calls Handle production materials Process orders and contracts Coordinate client presentations Work on an account team

with an AD Analyze customer data Recommend advertising markets for

accounts and brands

account coordinator

Sales Development Career Path

Account Coordinator responsibilities

Manage selected regional accounts Develop new business clients

account associate

responsibility

Sales Development Career Path

account director

Manage national and regional accounts

Act as a marketing consultant for clients

Manage all aspects of each client’s business

Manage an Account Coordinator’s work and development

positive attitude

Sales Superstars: Heidi Gray

November 1988 Account Coordinator November 1989 Account Associate February 1992 Account Director November 1994 Senior Account Manager July 1996 Group Sales ManagerJuly 1998 Vice President, Group Sales Manager

Born: Chicago. ILCurrent Home: New York CityCollege: University of Michigan, 1988, Sociology

a focused and creative team player

Heidi’s Timeline

A Day in the Life of an AC

8:00 am Comes in early to set up Deadline Report

10:00 am Works with the Media Department to customize a regional market list to meet a client’s distribution requirements

11:15 am Meets with Layouts to review specs for a client’s SmartSource Magazine ad

1:00 pm Learns of the Company’s weekly performance at the Regional Sales Meeting

2:30 pm Contacts Marketing Services to create a presentation demonstrating benefits of launchinga new product with SmartSource programs

4:00 pm Discusses a business contract with Legal that specifies a packaged goods manufacturer’s agreement to place its FSI and In-Store advertising exclusively through News America Marketing

Lori Nicholson, University of Michigan, 1998 Political Theory and Latin American History

Management Development Program

Career opportunities within the sales support departments offer great opportunities to learn and contribute to the operations of News America Marketing’s $1 billion business

Coordinator positions are available in: Event Planning Field Communications Retail Marketing Operations

Production Pre-Press Cycle Planning Purchasing Layouts Logistics

InternshipsProvides a solid foundation and working knowledge of New America Marketing processes, expectation, systems and client relationships

open to all majors full-time, entry-level paid positions special summer intern projects potential for future employment available in sales, marketing, media, finance, human resources and operations

Requirements minimum 3.0 GPA strong communication skills strong work ethic excellent written and verbal skills

initiative & follow-through leadership ability interpersonal skills MS Office, Word, Excel, PowerPoint,

e-mail systems

Recruitment & Interviewing Process

Interviewing Process

Qualified candidates then meet with 7 members of our Executive Committee in NYC

Candidates can also interact with their

prospective peers and managers

Offers based on the unanimous recommendation of the participating Committee members

If you have at least a 3.0 cumulative GPA, submit a résumé to News America Marketing

If you possess our Success Qualities, a News America Marketing representative then interviews you on campus or at a regional office

On Campus Schedule

Information session - October 18th 6:00 - 8:00pm BU 300

Interview date - November 2nd Business Placement Office