1. BECOMING A
SALES GURU
IT sub-products
Developing an understanding of our value proposition for IT
Why focus on
IT?
The demand for IT Talent in the UK labour market surpasses the supply of available talent
domestically. This excess demand for IT talent presents an opportunity for AIESEC UK.
AIESEC can enable SMEs to access young talent from abroad who have the specific skills that
they are looking for. Our reach of talent is far greater than these companies would have
otherwise had. Often companies who are looking to employ IT talent look to hire on a short term
project basis and this is something that fits in with the flexibility of the internship length of our
programme.
Overarching this the IT sector is led by young professionals, fast moving and dynamic; the talent
that AIESEC can provide is also young and dynamic. AIESEC can also mobilise young people
quickly around the world to close the skills gaps as new innovations emerge.
More general info on how to approach selling IT talent
Who can we sell IT talent to?
IT sector Non-IT sector
The IT sector generally provides a service to other
companies. Examples of groups of companies in the IT
sector are :
‣ IT solutions/ consultancy companies e.g Breeze IT
(Nottingham’s partner, Tata Consultancy Services (Global
Exchange Partner).
‣ Web development companies
‣ Mobile app development companies
This list is not definitive and it’s up to you to define your
sub-sector of IT that need IT talent and which are going
to be your focus for sales.
The IT sector is not the only one that needs IT talent.
Depending of the needs of your local market reality you
need to be able to define which sectors need IT talent and
following this which one or two of these are you going to
focus your sales towards. Examples of sectors which need
IT talent are:
‣ Marketing companies
‣ University institutions (e.g IT and marketing
departments)
‣Engineering companies
‣Manufacturing companies (e.g Haybrooke
Associates Ltd. (Warwick’s partner)
Similarly to the examples of sub-IT sectors, this list is not
definitive and it’s down to your market research &
knowledge to define your focusses.

2. What are companies needs?
Companies needs for IT talent that we will be focussing on fall under two broader roles:
‣Technical support
‣Developer/ programmer (software and/ or web)
Technical
support
Developer/
programmer
These broader roles can be defined further into specific job descriptions. And this is the purpose of the different
sub-products: to have a clear value proposition, be able to identify companies needs & understand the supply of
EPs.
An intern taking on a technical support role could work in setting up & maintaining
IT systems in a company and would often work in the technical support
department. For example, an operations could work in setting up a new operating
system (e.g Windows 7) across the company.
Another role could be maintaining, debugging and providing support to other
employees in the company.
A developer/ programmer would be someone that is able to research, design, build,
implement & test software and/ or websites. This job description itself is very broad
and depending on the focus of the company the programming languages needed
can vary. The four sub-products explained on the following page have a strong
focus on talent that fits into this profile.

3. IT SUB-PRODUCTS: AN OVERVIEW
Overarching brand (logo and design to be confirmed). However we are rebranding Access Global Talent and
the Global Internship Programme as Global Talent. For IT talent the brand will called Global Talent
Technology.
GLOBAL TALENT
---------
TECHNOLOGY
There are four specific sub-products for Global Talent Technology, these are:
Mobile Applications Web Applications Network & Database
Management
Software & WEB
DEVELOPMENT
Mobile
Applications
Mobile & Tablet Applications is a sub-product for companies who are in need
of talent who can research, design, build, implement & test software for
mobile & tablet applications. Often companies which focus on developing
mobile & tablet applications are SMEs or Start Ups. However companies that
are not necessary mobile & tablet companies also require talent that can
research, design, build, implement & test software for mobile & tablet apps.
The job description for talent for this sub-product is for a software developer
& programmer.
WEB
Applications
Web Applications is a sub-product for companies that run, develop & are
providers of applications that run over the internet. An example of a web
application would be our AIESEC gmail accounts or PayPal.
A company would need talent who have understanding of how to research,
design, build, implement & test software for web apps. Talent for this sub-
product will need experience & understanding of web development
There are two different job descriptions that would fit under this sub-
product: Web & Software Development & Technical Support

4. Network &
Database
management
This is a sub-product focussed on companies who need talent to build and/
or maintain their company databases or networks.
Companies that can be found under the umbrella of the“IT Industry”as well
as“Non-IT companies”require talent that are able to maintain and/ or build &
implement new systems.
The job description for talent that would fit in this sub-product are: Software
Development & Programming and Technical Support
Software & WEB
Development
This is a sub-product which is very general and is one which enables
companies to customise the job description of the trainee to meet their
needs.
One key point to note is that some companies will require very specific skills
that we do not have the available supply for. And therefore when discussing
the job description and skills & back grounds required it is important that we
have the supply of EPs available to matches the companies requirements.
The other three sub-products encompass the needs of the market of the UK
and there is a supply of EPs available.
Sales Strategy Recap - Where do the sub-products fit?
As a brief recap, Stages 1. to 3. of the sales strategy process are focussed on identifying demand in
your market for IT talent; segmenting your target market, developing a prospecting list of companies;
and identifying the specific needs of each company (either before or after initial contact).
Stages 3. to 5. of a sales strategy are our IT sub-products and overlap with the needs of companies.
On the next page, we will go into more detail about each sub-product and what would be a typical
job description, skills & background requirement as well as where we can find these EPs.

5. Mobile Applications
Company Need
Company need is for a software developer & programmer who has the specific skills,
background & experience to work on all/ or a selection of the following projects: research,
design, build, implement & test software for mobile applications.
Job description
Software Developer & Programmer for Mobile Apps
Trainees could be responsible for the research, design, build, implement & testing of
software for mobile applications.
EP Requirement
BACKGROUNDS
• Mobile Applications
• Mobile Technology
• Software development & programming
• Database Management
• Web Development & Management
TECHNICAL SKILLS
(There were the skills most commonly available on myaiesec.net (18/09/2013). Remember before
agreeing on the skills required to check out the availability of EPs.
The company will not require an EP to have all of these technical skills. Think of these skills as a
menu that the company can pick from and meets their needs.
Operating Systems
• Android
•UNIX/ Linus OS
• iOS
Programming
• ASP
• Ajax
• C
• C#
• C++
• CSS
• HTML
• HTML 5
BUSINESS SKILLS
• Project Management
• Teamwork
• Communication
• Problem Solving
•Java
•Javascript
•Jscript
• Objective C
• Pascal 345
• PHP
• Python
Software Development Frameworks
• .NET
• Java EE
• Ruby on Rails
• jQuery
• SQL
•Ruby
Development Environment
• Eclipse
• Visual Basic
• Visual Studio
• Netbeans
• Visual C ++
Databases
• Microsoft SQL Server
•My SQL
•Oracle
•SAP
•Microsoft Access
•Postgre SQL
Countries for
this profile of
EPs
Please remember that this list is not definitive and it’s important to keep checking myaiesec.net for the
availability of EPs and which countries they are from.
• Colombia
• China
• India
• Tunisia
• Poland
• Brazil
• Ukraine
• Russia
• Germany
• US
Example TN forms:
TN-In-TW-CH-2013-1586
TN-In-NO-MC-2012-1410
TN-In-BE-UF-2013-1392
TN-In-BR-IJ-2012-178
TN-In-CH-MC-2013-1302
• Egypt

6. web Applications
Company Need
The company could have two different needs which are reflected in the job descriptions.
Company need is for a software developer & programmer who has the specific skills,
background & experience to work on all/ or a selection of the following projects: research,
design, build, implement & test software for web applications.
Alternatively, a company could have a need of talent to fill a Technical Support role. This
role could involve maintaining and debugging web applications
There could be two different focusses of job descriptions for trainees in web applications. One thing to note
would be that a job description for web applications could contain a combination of these two job
descriptions - software developer & programmer and technical support. These two job descriptions are
explained in more detail below.
Job description
Software Developer & Programmer for Web Applications
Trainees could be responsible for maintaining and debugging and providing technical support for web
applications.
EP Requirement
BACKGROUNDS
• Web Development & Management
• Software development & programming
• Database Management
• Systems Analysis & Design
TECHNICAL SKILLS
(There were the skills most commonly available on myaiesec.net (18/09/2013). Remember before
agreeing on the skills required to check out the availability of EPs.
The company will not require an EP to have all of these technical skills. Think of these skills as a
menu that the company can pick from and meets their needs.
Programming
• ASP
• Ajax
• C
• C#
• C++
• CSS
• HTML
• HTML 5
Technical Support
Trainees could be responsible for the research, design, build, implement & testing of software for web
applications.
Databases
• Microsoft SQL Server
•My SQL
•Oracle
•SAP
•Microsoft Access
•Postgre SQL
• SQL
•Ruby
•Java
•Javascript
•Jscript
• Objective C
• Pascal 345
• PHP
• Python
Example TN forms:
TN-In-CO-UA-2013-1529
TN-In-BR-BH-2013-1681
TN-In-DK-OU-2013-1283
TN-In-DK-OU-2013-1289
TN-In-BR-BH-2013-1636

7. Countries for
this profile of
EPs
Please remember that this list is not definitive and it’s important to keep checking myaiesec.net for the
availability of EPs and which countries they are from.
• Colombia
• China
• India
• Tunisia
• Poland
• Brazil
• Ukraine
• Russia
• Germany
• US
• Egypt
BUSINESS SKILLS
• Project Management
• Teamwork
• Communication
• Problem Solving
Development Environment
• Eclipse
• Visual Basic
• Visual Studio
• Netbeans
• Visual C ++
Software Development Frameworks
• .NET
• Java EE
• Ruby on Rails
• jQuery
Operating Systems
• Android
•UNIX/ Linus OS
• iOS
EP Requirement

8. Trainees could be responsible for maintaining and debugging and providing technical support for
companies networks & databases
Job description
Technical Support
Trainees could be responsible for the research, design, build, implement & testing of software for
companies networks & databases
Software Developer & Programmer for Network & Databases
There could be two different focusses of job descriptions for trainees in Network & Database Management. One
thing to note would be that a job description for web applications could contain a combination of these two job
descriptions - software developer & programmer and technical support. These two job descriptions are
explained in more detail below.
The company could have two different needs which are reflected in the job descriptions.
Company need is for a software developer & programmer who has the specific skills,
background & experience to work on all/ or a selection of the following projects: research,
design, build, implement & test company networks and/ or databases.
Alternatively, a company could have a need of talent to fill a Technical Support role. This
role could involve maintaining and debugging company networks & databases.
Company Need
NETWORK & DATABASE MANAGEMENT
EP Requirement
BACKGROUNDS
• Network Management & Data Transmission
• Software development & programming
• Database Management
• Systems Analysis & Design
TECHNICAL SKILLS
(There were the skills most commonly available on myaiesec.net (18/09/2013). Remember before
agreeing on the skills required to check out the availability of EPs.
The company will not require an EP to have all of these technical skills. Think of these skills as a
menu that the company can pick from and meets their needs.
Programming
• ASP
• Ajax
• C
• C#
• C++
• CSS
• HTML
• HTML 5
•Java
•Javascript
•Jscript
• Objective C
• Pascal 345
• PHP
• Python
• SQL
•Ruby
Databases
• Microsoft SQL Server
•My SQL
•Oracle
•SAP
•Microsoft Access
•Postgre SQL
Development Environment
• Eclipse
• Visual Basic
• Visual Studio
• Netbeans
• Visual C ++
Example TN forms:
TN-In-ID-UI-2013-2149
TN-In-CO-BA-2012-1927
TN-In-RO-CJ-2012-1669
TN-In-HU-BU-2013-2103
TN-In-CZ-PA-2013-2243

9. Software Development Frameworks
• .NET
• Java EE
• Ruby on Rails
• jQuery
Operating Systems
• Android
•UNIX/ Linus OS
• iOS
BUSINESS SKILLS
• Project Management
• Teamwork
• Communication
• Problem Solving
Countries for
this profile of
EPs
EP Requirement
Please remember that this list is not definitive and it’s important to keep checking myaiesec.net for the
availability of EPs and which countries they are from.
• Colombia
• China
• India
• Tunisia
• Poland
• Brazil
• Ukraine
• Russia
• Germany
• US
• Egypt

10. SOFTWARE & WEB DEVELOPMENT
Company Need
This sub-product is designed to be very flexible to the needs of the company and the
name of the sub-product reflects this.
This is very a“customise-your-intern”based on the project you want them to work on
which is not related to mobile apps, web apps or data base and network management.
The need of the company would be for a software developer & programmer or for a web
developer.
Company need is for a software developer & programmer who has the specific skills,
background & experience to work on all/ or a selection of the following projects: research,
design, build, implement & test company software.
Alternatively, a company could have a need for a web developer who has specific skills,
background & experience to work on all/ or a selection of the following projects: research,
design, build, implement & test websites.
NB: be careful with this sub-product & ensure we have the supply of EPs with the specific
skills, back ground & experience ask for by the company. One point to note about web
development is that it is very difficult to find EPs with the specific graphic design skills and
I would be careful when selling web development talent to companies.
Job description
Software Developer & Programmer
Trainees could be responsible for the research, design, build, implement & testing of software for
companies.
Web Developer & Programmer
Trainees could be responsible for the research, design, build, implement & testing for websites.
EP Requirement
BACKGROUNDS
• Web Development & Management
• Software development & programming
• Database Management
• Systems Analysis & Design
TECHNICAL SKILLS
(There were the skills most commonly available on myaiesec.net (18/09/2013). Remember before
agreeing on the skills required to check out the availability of EPs.
The company will not require an EP to have all of these technical skills. Think of these skills as a
menu that the company can pick from and meets their needs.
Programming
• ASP
• Ajax
• C
• C#
• C++
• CSS
• HTML
• HTML 5
•Java
•Javascript
•Jscript
• Objective C
• Pascal 345
• PHP
• Python
• SQL
•Ruby
Software Development Frameworks
• .NET
• Java EE
• Ruby on Rails
• jQuery

11. EP Requirement
Databases
• Microsoft SQL Server
•My SQL
•Oracle
•SAP
•Microsoft Access
•Postgre SQL
Development Environment
• Eclipse
• Visual Basic
• Visual Studio
• Netbeans
• Visual C ++
Operating Systems
• Android
•UNIX/ Linus OS
• iOS
BUSINESS SKILLS
• Project Management
• Teamwork
• Communication
• Problem Solving
Content Management Systems
• Drupal
Countries for
this profile of
EPs
Please remember that this list is not definitive and it’s important to keep checking myaiesec.net for the
availability of EPs and which countries they are from.
• Colombia
• China
• India
• Tunisia
• Poland
• Brazil
• Ukraine
• Russia
• Germany
• US
• Egypt