2. AIESEC
THAILAND
NATIONAL
SALES
ACADEMY
WELCOME &
GOOD
MORNING!
The National Initiative powered by MC Business Development – AIESEC in Thailand 2012/2013
4. What is it?
• 3-month sales development programme - to empower and
educate you guys to become the Sellers, Account Managers
& Marketers.
• ‘Elite Sellers’ a.k.a YOU will receive an intensive sales
coaching for the sales conversations, meetings, actually
internship raises (iGIP) and event/conferences
sponsorships.
• Evaluation will be conducted to access the performance of
the ‘Elite Sellers’ and recognition will be given by June
2013.
• Our MAIN objective – To drive the sustainable sales
growth and culture in our AIESEC programmes and
national initiatives.
5. What will we do?
Sales Theory (Basic & Advanced) – The First Meeting
Topics:
1. Basic Sales Skills – Motivation, Communication, Negotiation
2. AIESEC Products – What is a product? How do we sell and
position our AIESEC products in the market?
3. Customer Relationship – How & the process
4. Basic Sales Flow – Market Research, Cold Calling, Sales
Meeting, Follow Up, Servicing
6. How does this work for you?
• STEP 5: National Sales Elite Camp
All the selected ‘Elite Sellers’ are REQUIRED to join this 2-day
sales camp. This camp will be held by April 2013, and there will
be possibly AIESEC alumni/sales expert coming in to train us!
Focus Agenda: Sales Empowerment
Tentative Topics:
1. The WHY – Me as the Sales Person, AIESEC’s Business
Portfolio, Our Impact
2. The HOW – Advanced Sales Flow, Building Sales Culture
3. The WHAT – Business Etiquette/ Sales Toolkit/Relationship
Building
7. What will we do?
Sales Empowerment – National Sales Elite Camp
Topics:
1. The WHY – Me as the Sales Person, AIESEC’s Business
Portfolio, Our Impact
2. The HOW – Advanced Sales Flow, Building Sales Culture
3. The WHAT – Business Etiquette/ Sales Toolkit/Relationship
Building
8. At the end of today…
Group A: Corporate Sellers (iGIP)
You will be working together with MCVP BD to raise as many TN
Forms for iGIP as possible, where you will work to get the iGIP
realization numbers + revenues for your LCs! Our target is to realize
at least 25 iGIP Realizations as a whole AIESEC in Thailand!
Group B: National Events Star Sellers
You will be working together with MCVP MarCo/BD to raise as many
sponsorship as possible for our National Events, where you will help
your LCs to get the sharing profits! Also, Marketing Communications
subunit will help to promote our events to the public/externals as
well. Eg. National Sawasdee Project, AIESEC Carnival 2013, Y2B
Forum 2013
9. How will the performance be evaluated?
• Minimum requirement for the iGIP Corporate Sellers:
- at least 2 Corporate Meetings/week
- minimum 20 cold callings/exchange of emails
- minimum 10 iGIP TN Forms RAISED by end of June 2013
• Minimum requirement for the National Event Star Sellers:
- attended all the required OC meeting weekly/daily
- secured sponsorships according to the budget/set by OCP
10. Competition
• Sales Blitz Competition
All the iGIP Elite Sellers will be competing with each other to win
the Sales Blitz Competition for their entities! Points will be given
to the respective iGIP process as below:
How To Count? Point(s)
Cold Call/Email 5
Meeting Secure 10
1 TN Raised 30
1 TN Matched 60
1 TN Realized 100
• This competition runs from April 2013 – June 2013.
11. Recognition
• Successful ‘Elite Sellers’ are entitled with the following
- The Sale Blitz Cup and Certificates
- Recommendation letter personally written by the MCs to be put
as their CV’s endorsement
- Recognition by the National Plenary during the National
Conference in June 2013
• Please note that recognition will only be given to the ‘Elite Sellers’
that completed this sales development programme between
March 2013 – June 2013.
