SELLING

:

AIESEC FOR UNIVERSITIES

OBJECTIVES

• Get in context with SALES

• What should I do before, during and

after a sale?

•What and how can I sell AIESEC to

Universities?

•Type of Universities’ Alliances

WHAT IS

THE

MEANING

OF

SELLING?

Selling is offering

to exchange something

of value for something else.

The something of value being

offered may be tangible or

intangible. The something

else, usually money, is most

often seen by the seller as

being of equal or greater

value than that being offered

for sale.

TYPE OF

UNIVERSITIES

ALLIANCES

SALES

STEPS

THE ART OF

SELLING

•BEFORE Formulation

•DURING Application

•AFTER Evaluation & Control

•Market Segmentation and Get in

context with the University:

The first step should be analyze the

market, know more about the

University and its population.

To do this, we can use the “Plan de

Desarrollo Institucional” which is a

document generated by all the

Educational Institutions in which you

can aligned your purposes with what

they planned.

Also you can apply surveys.

To see an example, please find the file

Doc 1: Analysis University Example

Formulation

• Get in contact with…?? After your research find

who is the better/right person who you have to get

in contact with,(most of the times is the

Internationalization manager because is the one

interested in increase the internationalization levels

of the University) find her/his contact information

and get a meeting. You can send a letter to get

the meeting or just call.

• Develop a customized proposal for the University,

send it before the meeting and bring it printed to

the meeting day, this shows professionalism.

Remember to use the Proposal template NST sent

to you. You can find it in PODIO.

• Choosing the right person … Choose an AIESECer

with sales skills & that have easy approach to the

University because he/she studies there to be your

sales partner.

Formulation

WHAT HOW WHY

APPLICATION

After know my market, I’m able to

get a meeting and SELL AIESEC.

But how and why to do it?...

WHAT

• Everything must be aligned with the results founded in

the research, that means that all the opportunities that I

found on my Analysis, I can present them as projects and

options to the University.

• What we are going to sell is usually defined finally during

the sales process, because will have to be aligned with

the University needs that I will find during the meetings

talking with the responsible stakeholder.

• oGCDP valid as“Prácticas Profesionales”

•oGCDP for “Electivas”

•oGCDP Eps Sponsored by University or other

organizations (Tickets and/or EP Fee)

•T MP & TLP Opportunities

•Trainees Global Village

•Returnees Global Village

•Brand Promotion

•Being part of the BoA or “Junta Supervisora”

But… I can present as options the following to make it more interesting…

APPLICATION

What kind of projects can I sell ?

HOW

We must have a good seller

Have all the information

Be punctual

Print the proposal document

Ice breaker

Be kind

LISTEN LISTEN LISTEN

FIND NEEDS

PERSONAL APPROACH

GOOD & POSITIVE FIRST APPROACH

ANALYZE HOW MANY OPPORTUNITIES I HAVE HERE

ANALYZE ATTITUDE

FIND COMPETITORS

SPEECH:

1. AIESEC

2. PROGRAMS

3.BENEFITS

4.PROCCESS

5.NEXT STEP

WHAT WE

NEED

OBJECTIVES

OF THE 1ST

MEETING

WHAT I

CAN’T

FORGET TO

SAY

APPLICATION

•We must have a good seller (Preference: A member with sales skills and/or

experience in sales that study at this University.)

•Have all the information (The person who is going to attend the

meeting must know ALL about the programs that are going to be offered and the

opportunities at the University)

•Be punctual & professional

•Be polite and be well dress

•Print the proposal document (We have to go to the meeting with a physical-

printed proposal . Also you could print some examples of the possible TNs according to the

programs we are interested to sell.

WHAT WE NEED

APPLICATION

•LISTEN LISTEN LISTEN (listen more than talk, in this way you can get information about the University’s

needs)

•FIND NEEDS/ PROJECTS (listening we can identify projects that could be aligned with AIESEC)

•WHO TAKE THE DECISIONS (Find during the conversation who take the decisions and try to talk with

THAT person)

•GOOD & POSITIVE FIRST APPROACH

•FIND COMPETITORS (find possible competitors and explain why our product is better and complete)

OBJECTIVES ON THE 1ST MEETING

oGCDP 2012

HOW

APPLICATION

“SPEECH”

1. AIESEC (Before the meeting day,

practice and create a short speech explaining what AIESEC is and do)

2. PROGRAM (Explain what AIESEC

Programs are and solve all the possible doubts)

3.BENEFITS (always in Sales, talk in terms of

Benefits (for all: students, University, financial and academic issues etc)

4.PROCCESS (Explain ALL the process

needed to sing an alliance with AIESEC and make expectations clear)

5.NEXT STEP (Don’t leave the offices

before arrange the next step, when who and what are you going to conclude the negotiation)

WHAT I HAVE TO SAY

During the meeting don’t forget to talk about…

HOW

APPLICATION

THIS IS

NOT ALL

IN THIS

STEP…

oGCDP 2012

APPLICATION

APPLICATION-

NEGOCIATION

APPLICATION

After probably many meetings more, define

the final document “CONVENIO” to know

more about this you can find the file

Doc 2 University Alliance

template Remember that this is the document that

the MC 2012- 2013 already launched as

template for an integral Alliance with

Universities but you also can have Exchange

or Donation Alliances.

•Tracking : Don’t forget to TRACK

daily/weekly the relationship with the

university

•Keep them informed about EVERYTHING:

Inform the University every step of the

Process, if you find an EP, if he gets

match, etc , etc

•Results and showcase: At the end

present a final report with numerical

results of our impact.

Evaluation & Control

SOME ADVICES

• Be patient, this kind of processes are

slow, but don’t forget to be proactive!

• Set always CLEAR Expectations about

everything.

•Think always about how AIESEC is going

to be rewarded for this. WIN-WIN

Relationship.

•TRACK every step and movement, every

day counts!

•TRAIN YOU AND YOUR TEAM ON SALES

Evaluation & Control

: