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ICX MANAGEMENT BY PROJECTS,[object Object]
Making ICX depends on the environment and the conditions given by local realities, such as internal AIESEC trends and external opportunities in the market. That’s why, aligned with the national Lifechangers Strategy, in our local committee we have defined to work by projects with a clear focus, which will allow us to have smarter approaches.,[object Object]
HOW DOES IT WORK?,[object Object]
[object Object]
 # of TNs Matched: TN forms on matched in the platform.
 # of TNs Realized: TN forms on realized in the platform (once the trainee has arrived).
# of TNs Re-raised: when TN Takers want to give continuity to the TNs by raising a new one.
 # of Account Expansions: when a TN Taker demands more TNs apart from the current one.
 Delivery time: time it takes a TN form to pass from Available to Realized.
Realization Ratio: # of TNs Raised / # of TNs Realized.PERFORMANCE INDICATORS,[object Object],We must first define the criteria we’ll use to evaluate our performance during the year. In ICX we have the next performance indicators,[object Object]
[object Object]
 SUPPLY (analysis by pool): identify the available EPs in the platform, align to the RA-MA-RE picks, define the profiles supplied. MARKET ANALYSIS,[object Object]
PROJECTS DEVELOPMENT,[object Object],We must take into account these topics:,[object Object],Segment,[object Object],Organizations profile,[object Object],TN profile,[object Object],EP profile,[object Object],Supply,[object Object],Sales plan,[object Object],Prospect list,[object Object],Pricing policies,[object Object],Learning environments,[object Object],Timeline and budget,[object Object]
ICX Management and Sales Training
ICX Management and Sales Training
MAKING A SALES PLAN,[object Object]
First…become a good seller!!,[object Object]
Most of the people believe they are good sellers just because they have good interpersonal relations skills, which is an important aspect, but it’s not the only one, actually it’s just one of four important aspects!! ,[object Object],Often they think that just improving in a sales meeting is enough to obtain the sale, and this shouldn’t be something to be proud of, since it’s the worst technique to sale (at least when it’s about a complex sale that implicates a big amount of money, like an exchange!),[object Object],Finally, most of the people aren´t born being good sellers, they have to get trained on it, as the next chart demonstrates it:,[object Object]
SELLERS,[object Object],Without a good sales training and preparation, it’ll be difficult to obtain the 64% of whole sales ,[object Object],Eagles                  Fighters,[object Object],(20 % of people)   (80% of people),[object Object],Skeptical         Innovator      ,[object Object],(80% of people)  (20% of people),[object Object],BUYERS,[object Object]
ICX Management and Sales Training
Formula of a sale:,[object Object],SALE = Pain x Vision x Value x Control,[object Object],1) By saying “pain” we are referring to the NECESSITY of the buyer, which can be well or few known by him/her. That’s why we must identify in which of these three levels the buyer’s concerning of the necessity is:,[object Object],[object Object]
Accepted pain: the buyer knows and accepts the need he/she has, but hasn’t identified the solution to it yet.
Accepted solution: the buyer knows the need, knows the solution and wants it from the seller. ,[object Object]
BEFORE THE MEETING…,[object Object],Pre-calling investigation: general data of companies,[object Object],Post-calling investigation: situational knowledge,[object Object],Hello, my name is … I’m calling from AIESEC, a non-for-profit international organization of young leaders. In this moment we’re carrying out a project on …(fundraising, bilingualism, etc.), and I would like to know what time of this week we can meet to expose it  to you. ,[object Object]

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