gip sales & marketing

Vy Le - VyxBusiness Development Manager| AIESEC Vietnam

2011-12

Member of External Relations- 1 Venue Partner, 1 TN

Exchange Participant in Indonesia- 1.6 million Rph

2012-13

FTU HCM Vice President of External Relations (LCVP)- ~$7000

cash.

National Supporting Team Sales Capacity Development~ 86%

retention rate

2013-14

National Business Development Manager- $15000 Unilever,

$10 000 British Council

6 TNs ~ $3600

GIP Sales

Training

SESSION OBJECTIVES• Set the mindset ‘Sales on Values’ on fire

• Provide practical sales skill- ACTIVE LISTENING

• Enhance the awareness of GIP Value

SESSION FLOW• Sales Skill Training

• Global Internship Program Value

SALES TRAINING 1

HOW TO SELL AN ICE CUBE TO AN ESKIMO ?

CHALLENGE ACCEPTED

• Group of Eskimo

• Group of Salesmen

• Draw your dream Eskimo

House

• Activities daily

• What the values of your ice

cube

• Who you will sell to

• How

• Any info needed to collect

BATTLE TIME!!!

REVIEW

• Who success

• What makes s/he successful?

• What you do in 2nd time to be better?

Active Listening

“I hate it when me & my son keep conflicting. I cant understand him!”

“Well… you don’t understand your son?”

“Whenever we talk, we argue. He never listens to me”

“ You don’t understand him because he never listens to you!?”

…

PURPOSE• Not to give advice

• Not to get solution

• Not to simulate them with your intention

• To know the situation

• To let them pour out the emotion

• To get their pain, personality & expectation

TIPS- Restating: To show you are listening, repeat every so often what you think the person said by paraphrasing what you heard in your own words. For example, “Let’s see if I’m clear about this. . .” “ You mean…” “ Is that it….”

- Minimal encouragers: Use brief, positive prompts to keep the conversation going and show you are listening

For example, “umm-hmmm,” “Oh?” “I understand,” “Then?” “And?”

- Reflecting: Instead of just repeating, reflect the speaker’s words in terms of feelings

For example, “This seems really important to you. . .”, “Must be a hard time”

- Silence: Allow for comfortable silences to slow down the exchange. Give a person time to think as well as talk. Silence can also be very helpful in diffusing an unproductive interaction.

DO NOT TRY TO GIVE ADVICE

- Eye contact

- Physical Touch : Knee, hands

Simulation - Shoot!

REVIEW

• Who success

• What do you like from the salesmen?

WRAP UP

Global Internship Program

2

Where you wanna go for 1 year to grow

yourself?

What you will do?

What you will learn?

How different you are?

922 Project in Danang

WHY IT IS IMPORTANT TO SEND THEM ABOARD FOR DEVELOPEMNT?

WHY IT FAIL?

DA NANG THE FASTEST GROWING

CITY

GIPThe Why

AIESEC core activity is exchange program.

GLOBAL COMMUNITY DEVELOPMENT PROGRAM

GLOBAL INTERNSHIPPROGRAM

GLOBAL COMMUNITY DEVELOPMENT PROGRAM

GLOBAL INTERNSHIPPROGRAM

INCOMING GCDPOUTGOING GCDP

INCOMING GIPOUTGOING GIP

Talent Management

Marketing

Business Development

Finance

Business in Danang

AIESECer in Danang

Intl Student

Danang Student

You!The Why