Sales Flow

The main goal of this approach is to have a simple and successful flow of contacting
companies. This should result in a high number of company meetings and thus in
many cooperations. At the same time we have to make sure that the quality of our
sales process is excellent and that there is always someone in the LC having an overview
over all company contacts.
Our approach in selling AIEEC to companies consists of two parts ! constant
actions that must "e ensured at all times #the framework around the sales process$
and the actual sales process that you go through.
Goal: Offer the most and best possible information to the companies
%ore to offer to the company #if you know only one product of your LC& it limits
your selling opportunities$
'rofessional presentation of AIEEC
etting the right expectations and fulfilling them
Creating trust
Regular contact with the company
Goal: Keeping up the partnership
Finding more opportunities for the cooperation
Examples are regular phone calls, a company newsletter, networking dinner, interaction with the LC,
etc.
Check oodCase!ractice database to find more ideas (NICHT MEHR AKTUE!
Interaction "etween the team#
Goal: Keeping up the partnership
Finding more opportunities for the cooperation
Examples are regular phone calls, a company newsletter, networking dinner, interaction with the LC,
etc.
Check oodCase!ractice database to find more ideas
Keep the information system up-to-date
Goal: E" has the o#er#iew about all company approaches
$#oiding multiple company approaches by different teams
%elp for excellence on deli#ery
Goal: (efinig the companies that are relevant for your product and find them.
What to do
ee resources from AIEEC )niversity a"out market segmentation.
Who does it
All areas and teams in AIEEC can do a market segmentation& depending on their needs
for a company cooperation. upport from the E* team is strongly recommended to work
more efficiently and get the "est results.
!ips
%arket segmentation is more sustaina"le when documented since it makes the work
easier for future generations.
"esearch
Goal+
,athering all essential information a"out the company in order to find the right AIEEC
products for the company.
What to do
-efore getting in touch with the company& get all relevant information in a short time.
The research needs to focus on general information a"out the company and finding
"enefits that you can offer to them.
Who does it
Every team in AIEEC can do the research a"out the company. Again& support of the E*
team is strongly recommended to use their experience to get the "est results.
!ips
.ey information you need to o"tain a"out the company
international relations of the company
growth of the company
does the company need new employees #international or national/$
Get in touch
'oint where you start interacting with the company& this is usually a letter or a phone
call.
Goal: et a meeting.
What to do
,et a contact person in the company. end a letter 0 make the phone call.
Who does it
Every team can contact companies& "ut the E*1Team must have an overview of which
companies are "eing contacted. Approach your ER team before sending out a letter
or email to the company or making the phone call #as an E* teammem"er you
o"viously also have to talk to the company responsi"le who has the overview$. This
avoids having different teams contacting the same company. Also the E* team can see
more opportunities and advise you on the approach.
!ips
2or getting in touch with company you have several options. If you have the chance to
contact the person who makes the decisions in the company& go for it. -ut don3t wait for
the perfect contact& "ut rather approach anyone who can get things done. The "est
contact for you always depends on the context of your product and the way you want to
cooperate with the company.
4hen you are looking for contacts always think a"out how to use your alumni or -oard
of Advisors to support you5
#eeting$s%
Goal:
Close the sale 0 make the deal
ell AIEEC
,et new contacts #within the company as well as to other companies$
What to do
6ave a personal contact to present AIEEC and the products that most likley fit to the
company #and if they don3t fit never forget to offer other AIEEC products as well$. Let
the contact person experience AIEEC "y living up to the AIEEC values.
Who does it
Every mem"er can go to the company meetings. Though&at least one AIEECer on each
meeting needs to meet these criteria+
Attended an AIEEC sales workshop.nows how to sell AIEEC #practical
experience5$
.nows how to sell AIEEC #practical experience5$
.nowledge a"out the specific product that is "eing sold
,eneral .nowledge a"out all AIEEC products
!ips
-e sure to never promise more than you can deliver5
)sually two people are the ideal num"er of people to 7oin a company meeting.
This can "e used to make sure that all of the a"ove criterias are met. 8ou can take a
newie with you to teach him0her how to run company meetings or have one
experienced sales person and a person who knows the product very well #e.g. OC'$
in the company meeting.
If the contact person is not interested in the product you wanted to sell& "e sure to offer
him0her your LC3s other products. They might fit his0her needs "etter5
Fast and efficient deli&ery
Goal: Exceed the expectations you set in prior meetings.
What to do
(eliver every step "efore the deadline. 9ever promise something you cannot deliver.
Ask yourself :If I am the contact person in the company ! what do I expect/;
Who does it
An excellent delivery is an important "asis for a long term partnership
'&aluation
Goal: ,et feed"ack to improve our work5
What to do
After the product has "een delivered &make a first evaluation within your team or LC&
afterwards evaluate the partnership with your contact person. ,et < give feed"ack5
Who does it
The mem"er responsi"le for the product that was delivered.
!ips
Evaluating the current cooperation is a very important part in "uilding long term
partnerships. %ake sure to listen to the feed"ack of the company carefully. Take actions
to improve whatever was not satisfying < continue the things that went well.
"e&iewing
Goal+ 'repare the next steps of the partnership
What to do
Analyse the feed"ack from the evaluations& think a"out how to improve& extend and0or
renew the partnership. Take these ideas "ack to the company in the next meeting 0
phone call 0 etc.
Who does it
The person responsi"le for the product always does the reviewing together with the
ER team. The presence of the E* team is essential at this point. They need to have an
overview over all partnerships and therefore ensure that all documentation is done. They
can prepare the next steps of a partnership from a more strategical point of view and are
a"le to check for more opportunities to extend the partnership.