1. Learning Flow

2. Remember!

4. All Levels

5. TOPIC
CONTENT
SALES
MANAGEMENT



PRODUCT
FOCUS
 What the product is, how to sell, the
values propositions.
 Why focus on sub-product: to ensure
members understand how to sell based
on supply
EXCHANGE
PROCESS
 Raising
 Raising Operation
 Contracts Management
 Matching
 Realizing
 Receptions
 VISA
 Minimum Quality Deliveries
 Quality
 NPS Operation
 Firefighting
Market Research and Segmentation
Product packaging
Sales Techniques
OBJECTIVES
TARGET
 Know how to sell the product of iGIP to
companies
 Understand the iGIP based on the
subproducts and supply
Members,
Leaders,
VPs
 Understand how to manage the entire
exchange process in iGIP

6. Potential

7. TOPIC
CONTENT
OBJECTIVES
TARGET
SUBPRODUCT
PACKAGING
 Specific sub product; what;why;how; the values
propositions and packaging
 Know how to package
subproducts to the external
reality
Leaders &
VPs
MARKET
RESEARCH
AND
SEGMENTATION
 Advanced research and segmentation based
on sub product
 Understand how to get the
needed data from the market for
iGIP delivery
Leaders &
VPs
SALES
SPECIALIZATION
 Sales based on sub product and how to make it
effective and focus
 Get the next level of sales for
more efficiency and volume
Leaders &
VPs
CUSTOMER
RELATIONSHIP
MANAGEMENT


Leaders &
VPs
Database of Sales activities (software or virtual
space), account management and account
transition.
Make sure partners are retained in
a long term perspective

8. High Potential

9. TOPIC
CUSTOMER
LOYALTY FOR
ORGANIZATION
S
CONTENT
 Creating and maintaining
long-term partnerships with
organizations (ex. schools,
universities, NGOs etc)
 Dealing with different
stakeholders (ex. embassy

CUSTOMER
LOYALTY FOR
STUDENTS


Building a customer
relationship with students
(since EwA)
Minimums of EP preparation
How to satisfy our customers
OBJECTIVES
TARGET
 Shift the mindset of memebrs from short-term
raising to long-term relations with
stakeholders.
 Know how to create and maintain long-term
partnerships.
Leaders, VPs

Understand the standards and extra deliveries
in oGCDP in order to have promoters and
develop leadership
Leaders & VPs

10. High Volume

11. TOPIC
PROCESS
OPTIMIZATION
CONTENT
OBJECTIVES
TARGET
 Conversion from Sale to Raise
 Approach umbrella organization
 Attend corporate events
 Make proposal easier process
 Utilization of networks (BoA, Alumnae)
 Capitalized partnership in other LCs or even country
 Conversion from Raise to Match
 Raise a matchable TN
 Raise based on LC partnership
 Raise based on S&D analysis
 Conversion from Match to Realize
 Supply and Demand Analysis
 LC Partnerships
 Peak Season Understanding
 Conversion from Realize to Re-Raise
 Fast feedback system and follow up
 Upscale partnership - Upselling
 Mass Realization Project
 In kind partner for accomodation
 Upscale partnership benefit (accomodation providers)
 Understand what part
of the exchange
process can be
improved to increase
results
Leaders,
VPs