Published on March 11, 2014
EXTERNAL RELATIONS IN PROJECT OCP national project virtual summit AIESEC Indonesia @ALDORAYNEE
WHAT ARE YOUR EXPECTATIONS FROM THIS SESSION?
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.
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.
HOW IS SALES IN AIESEC?
WHY DO WE DO SALES IN AIESEC? Influence Resource Impact
WHY DO WE DO SALES? Project Sustainability Enable us to give Social Impact Education for our Member and Society Development for our Member Brand
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
Market Research, Segmentation, Product Development Phone Call Meeting Follow Up Close The Deal THE SELLING PROCESS
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 !
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
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.
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)
THE MEETING Ensure Every OC Understand the Value Proposition 3 Meeting Generate 1 MoU OC Generate 5 MoU In 3 Weeks !
THE MEETING KISS! Keep It Short and Simple
If you do not ask , they will not give. After they give, manage your account
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
WHAT MAKES A PARTNERSHIP SUCCESSFUL?
OWN IT !! Your National Project 2 In Kind Partner 1Learning Partner 15 School 2 Financial Partner
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!
Partnership Management AIESEC Communities & Schools Enablers Supporters Trainees
Magnify Impact through Collaboration AIESEC Communities & Schools Enablers Supporters Trainees
INCREASE YOUR PROJECT SUSTAINABILITY BY HAVING HIGHEST SALES LEVEL!
1. EXTERNAL RELATIONS IN PROJECT OCP national project virtual summit AIESEC Indonesia @ALDORAYNEE ; 2.
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