Sales managementJakub Šnorbert & Robert Klein, 22nd of February 2015

CRM rules alias CRM vyhláška

Competition: •Which kind of communication are we using like iGCDP? •How high is the fee for not fillng the communication? •How many days do you have to answer on request? • In which cases can you reject the request? • If is your request confirmed how many days do you have to contact the comapny/school?

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The Most crucial things

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The Most crutial things

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The Most crutial things

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The Most crutial things

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The Most crutial things

CRM rules

•Non – corporate + note

•First call, call, Contract – before sign a contract

•Account managent call, meeting, Resign – after one sign contract

•Follow CRM rules

CRM – Tips

•Don´t behave like bitch, because we are One AIESEC Czech republic

•Communicate with other VPs

•Set rules and responsibilities with VP iGIP

•Fill CRM to have data for planning and evaluation

•Use segmentation -> Advanced

What is Sales?

In general, sales is transaction between two parties where buyers receives goods or service in exchange for money.

An agreement between buyer and seller on the price.

The activity of business of selling products or services.

SALES IS NOT SLEVA!!!

What is Sales in AIESEC?

GIP IC

trainees at companies lot of documents lot of requirements mostly professionals

CR

other AIESEC products getting money educating partnerships

GCDP IC

going to the schools roadshows matching other partners

What do we sell in iGCDP?

EDISON - schools, directors - clear vision and result of your work - contract part of long term project

SPEAK! - students, pupils - focus on expectations - influencing by others

Summer Camps + partnerships - individual approach - win win situation - dont forget AIESEC way

How do you sell?

Business meeting?

Structured

• prepare structure of it • give contact • make notes • promise output • SEND output

Showcase

• use your materials • give them something • be professional

Set expectation

• ask them a lot • find a common ground • don't let build tower

What can help boost your sales?

What can help you boost sales?

Educated members • give or get them right education • make a plan together with them • track them regulary

Word of mouth • work honestly • focus on account management • do what you say, say what you do

Just fucking DO IT! • dont find excuses • dont wait for anyone • you are the shaper of your iGCDP world

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What is succesful sale?

What is successful sale?

School

• real expectations • clear data • regular contact • clear dates • all information

AIESEC

• coordinator data • invoice in advance • clear communication • trustworthy partner • active partner - BUT

You

• clear mind • good communication • no blindsiding • regular contact • sale in advance

Account management

Communicate • Even in offproject periods • Small details (PF, Newsletters) • Time to time personal meeting

Give something extra • ABC system • Extra materials • Other activities

Sell in advance • First choice date • EP country preferences - not guaranteed • Better price

Sales is OUROBOROS

Don’t forget these things

Read CRM vyhlášku

Communicate with other VPs and MC if issue

Be straight in selling

Work with expectations

Remember account management

Thanks for listeningJakub Šnorbert & Robert Klein 22nd of February 2015