ICX Track Session Flow:

- Intro session to whole group to explain the session = 10 mins- We will then have 4 rounds of mock sales calls- Delegates will then be paired up and each pair will be assigned into either Group A or Group B;

each pair will get to participate in 2 rounds and while they are not participating they will observe another pair who is participating

- Alumni will play the role of Company CEO; each round you will play CEO of a different fictional company and you will meet with 2 different current AIESECers who will be trying to sell Trainees to your company

- Each Round is 10 mins meeting + 5 mins feedback + 5 mins changeover time = 20 mins total

Round 1: Pairs in Group A take Fictional Company 1 (Group B pairs observe) Round 2: Pairs in Group B take Fictional Company 2 (Group A pairs observe) Round 3: Pairs in Group A take Fictional Company 3 (Group B pairs observe) Round 4: Pairs in Group B take Fictional Company 4 (Group A pairs observe)

- End of session General Feedback = 20 mins

Fictional Companies:

Note these have been kept deliberately very simple, and are fictional.  The idea is to test the delegate's basic selling skills.  Many delegates will be quite new (about half of them will be attending their first conference), so the emphasis is on getting the basics right; as you will see below, there is an obvious selling point in each scenario for them to bring out. 

1- We Are Your Eyes And Ears- Small market research company based in Philadelphia- Specializes in providing market research of the US retail market to foreign clothing brands such

as Zaragoza (Spanish) and Inimoko (Japanese)- 25 employees- $4m in annual revenues- Wants to grow its business, as it believes it has a strong market niche

2- Coco Agua- New Haven, Connecticut-based importer of coconut water drinks from Brazil- Distributes its products across the Eastern United States- Currently considering expanding into other beverage products from Latin America that it could

import into the US- 80 employees- $45m in annual revenues

3- Jewels and Gems- Jewelry company based in New York City (the fashion capital of the world)- 270 employees- Sells its products across the world to retailers and distributors- Recently seen strong growth in Asian markets and would like to expand further there given the

current strong economic growth in Asia, but recognizes that tastes there are different from its home base in the US

- $120m in annual revenues 

4- Black Sea Network- Washington DC-based business organization that represents companies from Turkey, Russia,

Ukraine, Bulgaria, Georgia and Romania doing business in the US- 30 employees- $3.5m in annual revenues- Mission of the organization is to provide services to its member companies to help them secure

new business deals, understand US market regulations, etc- They run monthly events for member companies and also produce weekly newsletters, as well

as specific alerts for items of special interest to members