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AIESEC SingaporeBST Camp 2012

Session Title: The HOW: The Overall Sales FlowFacilitator: Natasha & Zhi Jun

The 2 W’s in Sales

W

W

HO

HY

Objectives

•Understand the different parts of the sales and servicing functions and how these activities mesh

• Understand how each step of the sales process can help to add value to our stakeholders

• Identify and prioritize metrics that accurately portray sales performance and marketing activities

•Develop the consensus for serious efforts to improve marketing and sales activities

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Mingle mingle … AGAIN!!!Get into groups of 4 comprising of people from NUS,

NTU, SMU and SIM!

ACTIVITY TIME!!!

Market Segmentation

Define Qualification

Criteria

Gain Access Propose a Deal Delivery

Market Analysis

Leads Generation

Research

Gain Access

Raising Company Meeting

Gain Agreement

Needs Analysis

Proposal Preparation

Proposal Presentation

Closing the deal

Contract Signing

Implement Service TNJQ

Bill Customer

Matching & Work Pass Application

Account Review &Re-raise

Product Development

Industrial Knowledge

AIESEC Singapore Sales Process Map

MARKET SEGMENTATION

To identify the target group of customers

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Possible Types of Market Segmentation

GAINING ACCESS

To identify channels to reach out to the target group of customers

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GAINING ACCESS

- Companies of previous engagement

- Cold calling

- Networking events (company events, chambers of commerce, etc)

- University career fairs

- Referrals (alumni, professors, current leads & contacts, board)

- LinkedIn

PROPOSING A DEAL

To identify the best partnership condition to seal the deal

PROPOSING A DEAL

- Kinds of proposal (short & vague, long & specific)

- Know your facts!

- Listen

- Difference between gaining agreement and closing a deal

- Video

DELIVERING A PARTNERSHIP

To deliver and honour our promise to customers; to review and sustain the partnership

THE END