1. Business Development
Sales Process & Tips

2. Having a managed process
Ensures Quality
Provides tracking and history
Improves efficiency
Enforces accountability and reliability

3. Each stage has a number of steps
Stages
Each stage has a number of steps
Lead
Opportunity
Contract
Post-Contracting
Pre-Arrival
Arrival
Post-Arrival

4. Lead New What is your relationship? Get an introduction Assigned
Who is following this through?
A BD Team member is assigned to it
In Process
Who are they? What is their background, industry, reality?
Get a face to face meeting
Introduce AIESEC and the products
Converted
They are interested
There is an opportunity for a Traineeship

5. Identify Decision Makers
Opportunity
Prospecting
What are their needs
How does AIESEC fit in to the picture
Qualification
Can they take a trainee – Skills and Visa regulations
Timeframe, their budget, expectations
Value Proposition
What is AIESEC going to offer them?
What can an AIESEC trainee/traineeship offer them?
Identify Decision Makers
Can your contact make an executive decision?
Identify, contact, and inform decision makers
Perception Analysis
Are the decision makers convinced this is a worthwhile endeavor?
Presentations, further sales pitches, meetings may be necessary
Proposal / Quote
Outline costs and services provided
Present to decision makers
Negotiation
Identify Services and costs where necessary
Discuss optional services: Travel, Accommodation, ongoing support and administration
Closed Won
The contact and/or company has agreed to take on a traineeship!

6. Contract Draft Use Single Exchange Contract template to create draft
Ratify MC (VP ICX/Local Sales)
Customer/Client must complete “Host Company Information”
They must also complete the training plan
Review
Get compliance approval from MC
Review with customer/client
Sign
Send original contract to MC
Copy for customer and LC
Get a check from the customer for the contracted amount

7. Q & A