China Centre Continue Study Club held their club event and shared the topic on complex sales strategy and practice. Allen Mao, who is our Global MBA alumnus as well as the founder of this club, shared with all alumni topic of Complex Sales Strategy and Practice. It was the second time the same topic was shared within two months and still attended by many alumni. Live broadcasting was also applied in consideration of time and location inconveniences by some alumni.

Allen has extensive experiences in multinationals, and is now Director of Strategic Planning & Business Development of a startup company. At the beginning, Allen asked what the ‘so-called secrets’ of Sales were. When the answer ‘Eating, Singing and Sauna’ were revealed, all alumni were amused. Before he began his points, he showed a page full of book titles which were all his readings on sales and which constituted his academic foundation of the topic.

Allen explained the concept of what the Complex Sales Strategy was, from the perspectives of buying and selling organizations and in different scenarios. He explained afterwards that in a complex strategy the determinant factor was not product or price, but structure. As an experienced sales professional, as well as an active academic learner, Allen proposed by himself a Sales strategy model ‘PPS which refers to Process, People, and Solution’, and spent most of the time elaborating each factor. He also shared on how to make a wise sales strategy based on the three factors in the end.

Throughout the sharing, Allen also recommended some books. Attendees were inspired and enjoyed the brainstorm throughout the sharing. Most of them were engaged in sales in work, but there were also quite a few alumni who were not but interested in the topic. One alumna, who was a sales professional, volunteered to share her experiences.

Continue Study Club is one of the most active clubs in the China Centre. They regularly held club events, discussing on various topics - both on the further study of MBA’s courses and hot topics of the time. The China Centre supported the alumni clubs and interested groups, and encouraged the networking among alumni as well as between school and alumni.