This document provides an overview of sales training for AIESEC. It discusses AIESEC's products like exchange projects and employer branding projects. It outlines the different stages of the sales process from initial market research and cold calling to conducting meetings. Golden rules for cold calling emphasize being positive and asking questions. The meeting outline involves understanding a company's needs and customizing AIESEC products to meet those needs. Sales roles in different areas like outgoing and incoming exchanges are also mentioned. Finally, it notes the rules for sales contacts and registering them in AIESEC's database.

1. Sales Training
June 5th 2014

2. AIESEC EXPERIENCE
Vice President of Business Development
2014/2015
OC ER – Business Top Talents
October 2012/March 2013
ER Manager – Local External Team,
January 2013/October 2013
OCP – Local Committee Conference Fall,
August 2013/October 2013
OCP – Incoming Global Talents,
October 2013/March 2014

3. What is SALES?

5. AIESEC’s products
What does AIESEC actually
sell…?

6. Exchange projects
+ local projects 

7. Exchange projects
Outgoing Exchange!
oGCDP oGIP
Global Citizen HR
Global Citizen PR
Global Talents Education
Global Talents IT
Global Talents Business&Marketing

8. Incoming Exchange!
Exchange projects
iGCDP iGIP
Global Citizen Schools
Global Citizen High Schools
Global Citizen Kindergarten
Express Your Knowledge
Global Citizen NGO
Across The Skyline
AIESEC University
Incoming Global Talents

9. Employer Branding Projects
+ AIESEC Student Ambassador Programme

10. Non-projects products
ATTENTION!
Only for
LC VP Business Development!!!

11. Sales in different areas
OGX
ICX

12. What can we get from our partner…?

13. „Selling is about feeling”

15. Sales in AIESEC
Let’s do some
practice!

16. STAGE 0
#MarketResearch
Pewro.net
KRS
Panorama Firm
Yellow Pages
Biznesfinder
Kuratorium Oświaty’s page
City Hall’s page

17. STAGE 1
#Calling
Why is the first call for?
To set up a meeting!

18. Struktura rozmowy telefonicznej:
1. Powitanie
2. „Przelecenie sekretarki”
3. Przedstawienie się i wprowadzenie
4. Propozycja spotkania
5. Parafraza rozmowy i obietnica nawiązania
następnego kontaktu.
6. Podziękowanie

19. Golden rules of cold calling 
– Smile while are you calling
- Do NOT say ‘ale’ – use ‘aczkolwiek’/’natomiast’/’jednakże
– Customize the tempo of speaking to the caller’s tempo
– Initiate a date of first meeting
– Don’t be afraid to say ‘NO’
– Ask questions that direct the caller to answears you want to hear
– Do not ask ‘closed questions’
- Paraphrase a lot!
- DO NOT complain
- Be chilled out 

20. STAGE 2
#Meeting
Company’s website
What does this
company do?
How do they p
romote?
How can AIESEC help
them?
Pewro.net

22. Meeting outline:
I. Ice breaker!
II. Needs research
III. Thinking about their needs
to customise our products to them! 
IV. Presentation of the product that meets their needs
V. Overcoming objections.
VI. Summary of the meeting
* VII. Handing business cards
VIII. End of the meeting

23. Simulation time!!!

24. Rules of sales in our LC
Every contact should
be registered on
PeWro.Net!
According to PeWro.Net’s
data base – DO NOT contact
institution that are assigned
to other project!
According to PeWro.Net’s
data base – DO NOT contact
institution that assigned to
other LC!
According to PeWro.Net’s
data base – DO NOT contact
institution that are on our
Board of Partners!!!

25. Commission time!
ER Shout!
„Braver Sellers –
make a deal,
Support exchange
and make it real!”