This document provides guidance on marketing and sales strategies for organizations. It discusses the importance of understanding customer needs, developing a brand promise, conducting market research, positioning products effectively, collecting customer feedback, and relationship building. Standardization, database collection, and leveraging client endorsements are also highlighted as important for marketing success. Overall, the document emphasizes adopting a long-term, customer-centric approach to marketing and sales, rather than just focusing on short-term goals.

1. Marketing 101
An exchanger’s guide to smart sales…

2. Expectation Setting
•Think as an organization and not an
individual/department
•Think long-term sales progressions and
not only in terms of short-term goals
• Be receptive to a new outlook towards
sales
•IMPLEMENT what you learn today.

3. What is Marketing?
Marketing is the management process
of identifying, anticipating and
satisfying customer requirements.

4. What is Branding?
Branding is developing a promise,
making a promise and delivering the
promise.

5. Food for thought.
Then, who is responsible for
Marketing and Branding in an
organization?

6. Food for thought.
What is the marketing role of the
sales teams? (Exchangers, BD, event
OCs and recruitment teams)

7. Current Sales Structure
Direct Promotion  Sale.
OR
Leveraging off event related PR  Sale.

8. Ideal Sales Structure Recommended
by Marketing Dept
Market RESEARCH  Positioning and
Packaging  Promotion  Sale 
Feedback…

9. Market Research
What is my target audience?
Where is this target audience most easily
available? (where should I Place my
product?)
Sample Surveys and Engagement
feedbacking
What part of the engaged audience can be
converted into paying customers?

10. Positioning and Packaging (of
product as well as sales pitch)
What is the unique quality of my Product which
will appeal to the target audience? (always
emphasize Point Of Difference. Example :
PURPLE COW)
How should I package my product such that it
appeals to them? (Example: change the
outdated elevated pitch or OGX ISs)

11. Feedbacking
Client feedback systems
Stakeholder CRM tools
Member feedback system (for TMP/TLP)
Your next sales cycle should only begin
AFTER studying this feedback

12. Unmarketing and relationship
building
Your communication should always reflect
the organization.
Your clients can be your biggest promoters
and best brand ambassadors.

13. Food for thought.
Is marketing only an external
phenomenon?

14. Food for thought.
Is internal marketing only an HR job
role?

15. Importance of Standardization
You are a part of an international
organization. We have a STANDARD
PRODUCT. Leverage off BIGGER Brand.
(Example : MTV coverage came from the
BKK name not the Udaan Brand)
Also, Translate the global mission Locally.

16. Importance of Database
Collection
As an organization, we sell more than
one product. Databases help us do
that.
Tracking helps us become a more
credible organization.

17. Food for thought.
Who has a bigger say in the market,
the consumer or the producer?

18. Food for thought.
Why is it as important to showcase
something as it is to DO it?

19. Showcasing the organization
through client stories
Understand the relevance of partnership
recommendations, endorsements and case-
studies
If you deliver the product well, your client will
recommend you further. Everyone is looking for
someone who does Good work.
Be smart about it…have an endorsement based
question in your feedback forms, impact reports,
make it a part of the Job role of the intern etc.

20. Unmarketing and relationship
building
Your communication should always reflect
the organization.
Your clients can be your biggest promoters
and best brand ambassadors.

21. QUESTIONS???

22. Thank You 
Contact for further discussion:
Ishita Malhotra
VP Marketing and IM
AIESEC Delhi University
Mob : +919891112344
Email : ishmalhotra@gmail.com