Aenc association sales 101 buzogany
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The document provides an overview of association sales and management. It discusses the history and structure of associations, including differences between associations, trade organizations, and for-profit businesses. It also addresses organizational structure, decision-making processes, and opportunities and threats facing associations. Additionally, it outlines strategies for successful meetings, relationship building, and sustaining client partnerships over time. Key topics include learning styles, generational issues, value propositions, and determining factors for future industry success. The reading materials recommended provide further information on principles of association management and professional meeting management.
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Aenc association sales 101 buzogany
- 1. Association Sales Professional 101 First Section: History, Structure and Organization of Associations History of Associations in a Nutshell _______________________________________ ______________________________________________________________________ Impact of Associations in our Daily Lives __________________________________ What are the Differences between an Association and a for-profit Business? ______________________________________________________________________ ______________________________________________________________________ The Association Advantage over a traditional business?______________________ ______________________________________________________________________ What are the differences in Trade, Professional and SMRF organizations? Trade____________________Professional__________________SMRF_____________ _______________________________________________________________________ Organizational Structure – Inverted Pyramid Responsibilities in a board driven or staff driven organization. Board responsibilities______________________________________________________ Exec Director____________________________________________________________ Staff____________________________________________________________________ Member_________________________________________________________________ Inverted Pyramid – How the numbers help dictate the power. Where the buck stops! ________________________________________________________________________ 1
- 2. Decision Process – Food chain and time needed to close ________________________________________________________________________ ________________________________________________________________________ Opportunities & Threats – Environmental Scan Economy, Technology, Competition, etc. ________________________________________________________________________ ________________________________________________________________________ Second Section: Meetings with Successful Outcomes – A Sales Perspective How Adults Learn, Meeting Trends, Technology Personal Learning Styles____________________________________________________ Generational & Gender issues _______________________________________________ ________________________________________________________________________ Diet & Nutrition – Carbs out & protein in ______________________________________ Physical versus Virtual Meetings – The 6 functions of a meeting. ________________________________ ___________________________________ ________________________________ ___________________________________ ________________________________ ___________________________________ The Future of Meetings _______________________________________________________________________ _______________________________________________________________________ 2
- 3. Becoming the Preferred Provider – 7 Steps to Sustainability with a client ________________________________ ___________________________________ ________________________________ ___________________________________ ________________________________ ___________________________________ ________________________________ Tips for becoming a business Marketing Expert in your job ________________________________ ___________________________________ ________________________________ ___________________________________ Third Section: Relationship Selling Transactional vs Consultative – A move to Partnering ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Unlocking the Key to all Professional Relationships ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ The Value Proposition Value Proposition & the 7 critical questions Member-Centric versus Organization-Centric 3
- 4. The Evolution of the Industry – What will determine success? ________________ _________________ _________________ ________________ _________________ _________________ ________________ _________________ _________________ ________________ _________________ _________________ ________________ _________________ _________________ Reading Materials to Consider Principles of Association Management, Fourth Edition, Henry Ernstthal & Bob Jones, American Society of Association Executives Professional Meeting Management, Fifth Edition, Professional Convention Management Association, Kendall/Hunt Publishing Operating Ratio Report, 13th Edition, American Society of Association Executives Buz Buzogany, CAE, CASE Buzogany Associates 828-652-7259 Direct buz@buzoganyassociates.com www.buzoganyassociates.com 4