This document provides guidance on selling AIESEC programs and alliances to universities. It outlines the key steps to take before, during, and after sales meetings with universities. The steps include researching the university to understand their goals, contacting the appropriate stakeholders, developing a customized proposal, practicing an effective sales pitch that highlights the benefits of AIESEC programs, and following up after meetings to track progress and results. The overall goal is to negotiate formal agreements or "convenios" with universities to promote student exchanges and international opportunities through AIESEC.

1. SELLING
AIESEC
UNIVERSITIES
FOR
:

2. 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

3. WHAT IS
THE
MEANING
OF
SELLING?

4. 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.

5. TYPE OF
UNIVERSITIES
ALLIANCES

7. SALES
STEPS

8. THE ART OF
SELLING
Formulation •BEFORE
Application •DURING
Evaluation &
Control •AFTER

9. Formulation
•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

10. 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.

11. APPLICATION
After know my market, I’m able to
get a meeting and SELL AIESEC.
But how and why to do it?...
WHAT
HOW WHY

12. APPLICATION
What kind of projects can I sell ? 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.
But… I can present as options the following to make it
more interesting…
• 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”

13. APPLICATION
HOW
We must have a good seller
Have all the information
Be punctual
Print the proposal document
WHAT WE
Ice breaker NEED
Be kind
LISTEN LISTEN LISTEN OBJECTIVES
FIND NEEDS OF THE 1ST
PERSONAL APPROACH
MEETING
GOOD & POSITIVE FIRST APPROACH
ANALYZE HOW MANY OPPORTUNITIES I HAVE HERE
ANALYZE ATTITUDE
FIND COMPETITORS
SPEECH:
1. AIESEC
2. PROGRAMS
WHAT I
3.BENEFITS CAN’T
4.PROCCESS FORGET TO
5.NEXT STEP SAY

14. APPLICATION
WHAT WE NEED
•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.

15. APPLICATION oGCDP 2012
OBJECTIVES ON THE 1ST MEETING
•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)
HOW

16. APPLICATION
WHAT I HAVE TO SAY
During the meeting don’t forget to talk about…
“SPEECH” HOW
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)

17. oGCDP 2012
APPLICATION
THIS IS
NOT ALL
IN THIS
STEP…

18. APPLICATION
APPLICATION-
NEGOCIATION
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.

19. Evaluation & Control
•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.

20. 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

21. :