http://jeffzelaya.com Presented to the ADP District Managers on 7/29 Jeff Zelaya interned at ADP in the Summer of 2010 at the end of his internship he presented this powerpoint to the management team.

1. End of Internship Presentation STEPH Jeff Zelaya Major Accounts Sales Stephanie Blaire Andy Joe & Doug Sheril Will Rick

2. GOALS What I expected to learn? What I actually learned? How will I apply what I learned? 4. My contributions?

3. Expectations What does ADP do? Corporate Sales -B2B Get Hands-on Experience Network

5. Strategy

6. CVIThe Importance of Outsourcing

7. M.A.S Culture Change is constant Support Independent Partnerships are key Family environment

8. Strategic Selling Profiling Strategy CVI

10. POET

11. Free Erisa

12. Justia

13. Business Journals

14. Online Research

16. Why is that your game plan?

17. How will you execute your game plan?

18. Strategy vs. TacticsHope is not a Strategy

19. CVI Do you sound like everybody else? Develop messages that matter Do the tools you develop go to waste? Deploy tools that get used Do your sales skills distinguish you? Deliver conversations that win “Another word for creativity is courage” -George Prince

20. Outsource Outsourcing is this: It simply says where the work can be done outside better than it can be done inside, we should do it. Do what you do best and outsource the rest!

21. Applications Business Strategy Presentation & Networking Skills Ask Questions, Be Proactive Become an Ambassador for ADP

22. Contributions Profiled Several Key Accounts Compiled List of 401K Company Plans Organized Territory Maps & Databases Cold-Calling & Gather Info-Set Appointment 1st Place in Miami CVI Competition Role-Playing with Sales Reps Strategic Planning for Account Follow Ups Drops

23. Thank you