Business Development Sales Process & Tips

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

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

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

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!

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

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