scoop presentation september 25, 2003. aaron parris sales representative indiana university – 2001...
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Who is Moore Wallace? Moore Wallace is the leading single source provider of print management and outsourced communications, delivering to our customers the industry’s widest array of products and services at the lowest total cost.TRANSCRIPT
SCOOP PresentationSCOOP PresentationSeptember 25, 2003
Aaron ParrisAaron Parris Sales Representative
Indiana University – 2001Sales & Marketing
Christine CaseyChristine CaseyHuman Resource Manager
California State University, Chico – 1992Human Resource Management
Who is Moore Who is Moore Wallace?Wallace?
Moore Wallace is the leading single source provider of print
management and outsourced communications, delivering to our customers the industry’s widest array of products and services at
the lowest total cost.
ResourcesResources Financial Strength
Reinvesting In New Technologies Customer-Focused Product Development
$3.5 Billion In Revenues For Economies Of Scale In Each Product & Service Category
16,000 Employees Serving Customers In 20 Countries
What markets does What markets does Moore Wallace target?Moore Wallace target?
Healthcare Financial Manufacturing Consumer Products
Moore Wallace Moore Wallace ProductsProductsLabelsCommercial PrintDirect MailBusiness Forms
Most likely, you still don’t recognize us, but. . .
If you are a Verizon customer If you are a Verizon customer . . .. . .
. . . Moore Wallace digitally . . . Moore Wallace digitally customizes and fills out the customizes and fills out the paperwork for you. paperwork for you.
If you’ve ever received a gift through If you’ve ever received a gift through American Express . . .American Express . . .
. . .you’ve used a gift check produced by . . .you’ve used a gift check produced by Moore Wallace. Moore Wallace.
If you’ve ever shipped or received If you’ve ever shipped or received anything through UPS . . .anything through UPS . . .
. . .you’ve used a shipping document . . .you’ve used a shipping document produced by Moore Wallace.produced by Moore Wallace.
Characteristics Industrial Characteristics Industrial Sales RepresentativesSales Representatives Persistent Deals with Objection Self-Motivated Creative Analytical Positive Attitude Hard Worker
Characteristics of Industrial Characteristics of Industrial SalesSales Business to business Professional Long-Term Relationships Repeat Business Custom Products Office Environment No Overnight Travel Income Based on Performance
Benefits of Industrial Benefits of Industrial SalesSales
Control your own income Control your own career path Control your own schedule Relationship building “Run your own business”
Typical DayTypical Day
Before 9:00 A.M.Before 9:00 A.M.Phone Calls
PricingProposalsDesigns
Account Strategy Meetings
Typical DayTypical DayIn the FieldIn the Field
9:00 A.M. – 4:00 P.M.Cold Calls
Exploratory CallsPresentation CallsBusiness Lunches
Entertainment
Typical DayTypical Day
4:00 P.M. – Until?4:00 P.M. – Until?Return Messages
Place OrdersComplete Reports
Set Appointments for next day
Typical DayTypical DayWhat else about selling at Moore What else about selling at Moore
Wallace?Wallace? Geographically protected territory Work out of local office, no overnight travel Professional business-to-business selling Systems Approach/Consumable Product Relationships built inside & outside of office Entertainment is valuable People buy from people they like & trust
TrainingTraining
Web Based Intranet Role Playing Ride Alongs Account Planning Territory Development Corporate Sales Training
Career PathsCareer PathsSALES MANAGEMENTSALES MANAGEMENT
Sales SupervisorAsst. District Manager
District ManagerGeneral Manager
Area Vice PresidentVice President of Sales
or
CAREER SALES CAREER SALES REPREP or
MarketingHuman Resources
TrainingOperations
Any Questions?Any Questions?
We can answer now or email to [email protected]
General Company information may be seen at www.moorewallace.com
Thank you!