1. SAlES representation ANDREW ZIELINSKI, MBA

2. agenda Answer any questions on Activities 7.2.1 and 7.2.2
Review more resumés
Discuss first experiences at host companies
Student Internship Letter
Host Company Internship Letter
Host Company Contact Information to Andrew ASAP
Introduction to On-Site Activities
Holiday Group Lunch!

3. Activity 7.2.1 Update Your Resumé
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Activity Update Your Resumé
Per the previous slide, make necessary updates and review with teacher
Create a LinkedIn account. If you already have one, review and update then show to teacher
Review with class emploi québec web site

4. review Searching for a Host Company Search Strategies
Building a List of Prospective Host Companies

5. review Search Strategies Where to Look? Canada Employment Center
Emploi-québec centers
Student Employment Centers
Newspapers (traditional and online)
Internet job search sites
Trade magazines, newsletters, newspapers
Quebec Product Directory
Phone Book
Personal Network of Contacts
Mentors

6. review Search Strategies How to Start?
Create a list of target companies
Figure out which ones seem to meet your personal and professional objectives: near your home? Type of business, product line, values, new challenges, etc.?
Find the types of resources as described on previous slide and use them to build a list of target companies
Research these companies and decide if you’d like to contact them for an internship opportunity. (Find 5 or 6, to start)

7. Activity 7.2.2 Continue to Build Your Target Company List
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Activity Continue to Build Your Target Company List
Open your company tracking sheet, that you built in the first few classes of this program
Per the previous slides in this class, Build a prospect tracking sheet including, for each target: Company name, address, phone, , Name and title of contact person, and reason why this is a good target company for you
Save this in:InternshipTackingSheet_FirstName_LastName.xlsx
Moving forward, we will review this tracking sheet at every class

8. Reaching out to Host Companies
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Activity 7.2.1
Reaching out to Host Companies
Create a call script that you are comfortable with
Reach out to the host companies on your target list
Steps
Draft a call script in a style that is comfortable for you
Ensure that the following elements are included in your script:
Presentation and initial request to the person who is answering your call (name of person and request to be transferred)
Salutation and BRIEF presentation of your profile to resource person
Request for internship
Inquiry for other references in case resource person is not interested
Thank you and final salutation

9. Reaching out to Host Companies (Continued)
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Activity 7.2.1
Reaching out to Host Companies (Continued)
Steps (Continued)
Revise and make any corrections to your calling script. Have it reviewed by teacher
Copy it to the sheet on the class web site: Classes 43 and 44, Exercise – Individualized Internship Calling Script
Call one of the companies on your internship prospecting target list that you created in a previous Activity. If you are uncomfortable, take your lowest priority target in order to “break the ice” with the calling process
Follow you call script and take note during the call. Remember your contact’s name
Make any necessary corrections to your call script, after the call
Repeat the above steps until you land an internship
The following slide has a checklist of key elements. After a call, look at the list to evaluate yourself

10. Reaching out to Host Companies (Continued)
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Activity 7.2.1
Reaching out to Host Companies (Continued)
Call Performance Checklist
Self-Eval
uation
I was courteous with the person who answered my call ☐
I presented myself to the person who answered my call
I asked for the name of the resource-person
I asked to speak with the resource person
I contacted the resource person
IF THE RESOURCE PERSON WAS REACHED:
I addressed the resource person using their name
My presentation was brief and clear
I kept to my call script
I mentioned that it was a NON PAID internship
I thanked the person I spoke with
I had a positive and pleasant disposition for the entire call
I took notes during the call

11. Getting Focused on Target Host Companies
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Activity 7.2.2
Getting Focused on Target Host Companies
Gather as much information as possible on your target host companies
Some information needs to be gathered prior to your visit. Other information will be collected during your visit
Basic information to be gathered:
INFORMATION ON HOST COMPANY
Name:
Address:
Phone:
Contact Person:
Size: Small ☐ Medium ☐ Large ☐
Products/Services Offered:
Number of Years in Business:
Number of Employees:

12. Getting Focused on Target Host Companies
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Activity (Continued)
Getting Focused on Target Host Companies
Before meeting with your contact, find as much of the following information as possible:
SPECIFIC INFORMATION
Number of Sales Representatives:
Name of President:
Name/Title of Internship Supervisor:
Name of two Sales Reps that you will work with:
Has the company ever had sales interns? Yes ☐ No ☐
Does the company have a social committee that organizes employee events? Yes ☐ No ☐
Notes:
During your interview and/or visit, try to fill in any information you are lacking

13. Module 7: internship activities
Objectives
Put into practice all that you learned in sales preparation, pre-approach, approach, needs analysis, presentation, negotiation, closing, follow-up, prospecting, and reporting
Start to develop your professional network
Leave a favorable impression

14. Module 7: internship activities
Preparing for Your First Day
A day in the life of a sales intern:
8:45am
“I prefer to be a little early in order to get installed and prepared.”
9:00am
I meet with my supervisor before starting work and discuss the different tasks that I will do, today
10:00am
At the break, I meet some of the employees and get to know them a little
10:15am
I go with a colleague to a prospecting meeting. I ask questions in order to better understanding how the meeting will happen and to better understand the process
noon
I do not eat alone. I seek to have lunch with different people each day
1:00pm
After lunch, I observe how one of the seasoned salespeople greets a customer with very particular needs and who is somewhat difficult
3:00pm
At the break, I speak with John, who is a 25 year veteran
6:15pm
Before leaving for the day, I summarize how it went in my internship journal

15. Module 7: internship activities
Your Personal and Professional Goals
Now that you selected and prioritized your personal and professional goals, it’s time to plan them out for each week and each day of your internship
This is important because it is easy to loose focus in the day-to-day buzz and priority-shifting of an on-going business

16. Module 7: internship activities
Your Weekly and Daily Objectives
The week prior to the start of your internship, you need to set one, weekly professional objective and one personal objective
Personal = aptitudes and behaviors
Professional = knowledge and know-how
(See Module 3, Activity 3.4.1, where you worked on discovering your aptitudes and attitudes
These objectives are also utilized to help you measure your progress through your internship. Set motivating objectives that keep you focused and engaged
These objectives are also closely related to the Internship Journal that you will write during your internship. Write your weekly and daily objectives in your journal

17. Module 7: internship activities
Example of Internship Journal
This journal requires you to reflect and plan BEFORE your day and week starts and AFTER each day and week ends
This is for you to remain focused and engaged, learn to manage conflicting priorities, measure your progress