Aenc association sales 101 buzogany
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Aenc association sales 101 buzogany
- 1. Association Sales Professional 101 First Section: History, Structure and Organization of Associations History of Associations in a Nutshell _______________________________________ ______________________________________________________________________ Impact of Associations in our Daily Lives __________________________________ What are the Differences between an Association and a for-profit Business? ______________________________________________________________________ ______________________________________________________________________ The Association Advantage over a traditional business?______________________ ______________________________________________________________________ What are the differences in Trade, Professional and SMRF organizations? Trade____________________Professional__________________SMRF_____________ _______________________________________________________________________ Organizational Structure – Inverted Pyramid Responsibilities in a board driven or staff driven organization. Board responsibilities______________________________________________________ Exec Director____________________________________________________________ Staff____________________________________________________________________ Member_________________________________________________________________ Inverted Pyramid – How the numbers help dictate the power. Where the buck stops! ________________________________________________________________________ 1
- 2. Decision Process – Food chain and time needed to close ________________________________________________________________________ ________________________________________________________________________ Opportunities & Threats – Environmental Scan Economy, Technology, Competition, etc. ________________________________________________________________________ ________________________________________________________________________ Second Section: Meetings with Successful Outcomes – A Sales Perspective How Adults Learn, Meeting Trends, Technology Personal Learning Styles____________________________________________________ Generational & Gender issues _______________________________________________ ________________________________________________________________________ Diet & Nutrition – Carbs out & protein in ______________________________________ Physical versus Virtual Meetings – The 6 functions of a meeting. ________________________________ ___________________________________ ________________________________ ___________________________________ ________________________________ ___________________________________ The Future of Meetings _______________________________________________________________________ _______________________________________________________________________ 2
- 3. Becoming the Preferred Provider – 7 Steps to Sustainability with a client ________________________________ ___________________________________ ________________________________ ___________________________________ ________________________________ ___________________________________ ________________________________ Tips for becoming a business Marketing Expert in your job ________________________________ ___________________________________ ________________________________ ___________________________________ Third Section: Relationship Selling Transactional vs Consultative – A move to Partnering ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Unlocking the Key to all Professional Relationships ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ The Value Proposition Value Proposition & the 7 critical questions Member-Centric versus Organization-Centric 3
- 4. The Evolution of the Industry – What will determine success? ________________ _________________ _________________ ________________ _________________ _________________ ________________ _________________ _________________ ________________ _________________ _________________ ________________ _________________ _________________ Reading Materials to Consider Principles of Association Management, Fourth Edition, Henry Ernstthal & Bob Jones, American Society of Association Executives Professional Meeting Management, Fifth Edition, Professional Convention Management Association, Kendall/Hunt Publishing Operating Ratio Report, 13th Edition, American Society of Association Executives Buz Buzogany, CAE, CASE Buzogany Associates 828-652-7259 Direct buz@buzoganyassociates.com www.buzoganyassociates.com 4