This document discusses sales and partnerships in the context of AIESEC national projects. It defines sales as fulfilling needs by fulfilling other people's needs through an exchange. For national projects, AIESEC sells opportunities to connect with youth, enable social impact, and partner with companies for CSR. The sales process involves market research, phone calls, meetings, follow-ups and closing deals. Successful partnerships are owned by the project, have in-kind and learning partners, schools and financial support. Managing partnerships well through clarity, quality and growth maximizes impact.

1. EXTERNAL RELATIONS
IN PROJECT
OCP national project virtual summit
AIESEC Indonesia
@ALDORAYNEE

2. WHAT ARE YOUR EXPECTATIONS
FROM THIS SESSION?

4. WHAT IS SALES?
• SALES IS FULFILLING OUR NEEDS BY FULFILLING OTHER PEOPLE NEEDS.
• SALES IS EXCHANGE SOMETHING OF VALUE FOR SOMETHING ELSE.
• IN BUSINESS WAY, SALES IS THE ACT OF SELLING A PRODUCT OR SERVICE IN RETURN FOR MONEY
OR OTHER COMPENSATION.

5. WHAT IS SALES?
EMPOWER POTENTIAL BUYERS IN OUR MARKET SEGMENT; DELIVER OUR
PRODUCT OR SERVICE FEATURES, ADVANTAGES AND BENEFITS; AND
CLOSING THE SALE INTO AGREEMENT, PARTNERSHIP OR DEAL.

6. HOW IS SALES IN AIESEC?

7. WHY DO WE DO SALES IN AIESEC?
Influence Resource Impact

8. WHY DO WE DO SALES?
Project
Sustainability
Enable us to give Social
Impact
Education for
our Member
and Society
Development for our
Member
Brand

9. WHAT ARE WE SELL IN NATIONAL PROJECT ?
• CONNECT TO YOUTH OPINION RELATED SPECIFIC ISSUE
EXTERNAL NEED YOUTH’S IDEA, THEY NEED OUR OPINION ABOUT ANYTHING, BECAUSE YOUTH COULD BE ONE OF
STAGE OF HUMAN BEING THAT REALLY CREATIVE, CRITICAL TO SEE ONE OF ISSUES.
• SOCIAL IMPACT
THROUGH OUR SOCIAL PROJECTS WE INVITE ALL STAKEHOLDER TO GIVE IMPACT TO SOCIETY COULD BE
DIRECLTY OR NOT DIRECTLY.
• COMPANY BRAND IN CSR
WE MADE THIS PROJECT BASED ON OUR VALUE AND GUIDELINE WHICH CONCERN TO CREATE LONG-TERM
POSITIVE IMPACT AND CHANGE IN THE SOCIETY IN INDONESIA. BY UTILIZING OUR NETWORK IN THIS NATIONAL
PROJECT, MEDIA WILL RECOGNIZED YOU FOR SHOWCASING THE POSITIVE IMPACT ACTIVITIES RUN BY YOUNG
PEOPLE IN INDONESIA

10. Market Research,
Segmentation, Product
Development
Phone
Call
Meeting
Follow Up
Close
The
Deal
THE SELLING PROCESS

11. MARKET RESEARCH
GET INFORMATION ABOUT OUR MARKET TO MAKE A SEGMENTATION THROUGH A LIST OF
POTENTIAL ORGANIZATIONS YOU TARGET AT AND COULD CONTACT FOR YOUR PROJECT
SUSTAINABILITY.
Get Market List
from BD/ER
Track all the list
Every week and
see the progress
ASK MORE !

12. 1. Kalbe
2. Prudential
3.Brand's chicken essence, sari pati ayam.
4.Nestle
5.Anlene.
6.Nutrifood
7.Standard Chartered bank
Learning :
1. Kemenkes
2. Yayasan Jantung Indonesia
1. Coca Cola
2. Pertamina
3. Astra
4. PGN
5. Vale Indonesia
Learning :
1. Bank Sampah
2. Yayasan ciliwung merdeka.
3. Yayasan Jantung Indonesia

13. Understand their Needs Have Similar Event Their Product is Targeted
for Health / Environment
Interested in Youth / Their
Product is for youth (Check
their Ads)
Check their Website and
see their CSR Activity
Check them also in “News”
Section in Google
Be KEPO lah :D
Find their Contact in
LinkedIn, Search Company
Name, Position : CSR /
Corporate Secretary /
Community Engagement.

14. PHONE CALL
WHAT FOR?
TO GET A MEETING! NOTHING ELSE!
DOWNLOAD THE GUIDE HERE :
HTTP://WWW.MYAIESEC.NET/CONTENT/VIEWFILE.DO?CONTENTID=10274093
Call all of your
Market List within
One Week
From 4 Cold Call
Generate 1
Meeting
So Everyone Make
20 Cold Call in 1
Week = 5
Meeting each Day
Make One Cold
Call Day ! (30
Mins)

15. THE MEETING
Ensure Every OC
Understand the
Value
Proposition
3 Meeting
Generate 1
MoU
OC Generate 5
MoU In 3 Weeks
!

16. THE MEETING
KISS!
Keep It Short and Simple

17. If you do not ask , they will not give.
After they give, manage your account

18. AS OCP WHAT SHOULD YOU DO TO MANAGE
SALES IN YOUR PROJECT
Define one day as
1 Cold Call Day
every week
Having list of
Company/NGO/G
overnment
DO SALES
Track all OC to do
Sales
Become the bridge
to your LC ER/BD to
Manage Sales in
your Project

19. WHAT MAKES A PARTNERSHIP SUCCESSFUL?

20. OWN IT !!
Your
National
Project
2 In Kind
Partner
1Learning
Partner
15 School
2
Financial
Partner

21. AND…...

22. GOLDEN RULES OF ACCOUNT
MANAGEMENT
Clarity of the “Why”
Account Management
High Quality
Delivery
Customer
Service
Partnership
Growth
Connect partners with AIESEC’s purpose for joint
delivery of Leadership Experiences
Credibility, professionalism, trust
Customer Centric =
Smarter operations
higher value creation
Upscaling, Cross-selling
Engaging multiple people/departments
Finding and building external champions
^for AIESEC!

23. Partnership Management
AIESEC
Communities &
Schools
Enablers Supporters
Trainees

25. Magnify Impact through Collaboration
AIESEC
Communities &
Schools
Enablers Supporters
Trainees

26. INCREASE YOUR PROJECT SUSTAINABILITY BY HAVING
HIGHEST SALES LEVEL!