Entrepreneurial Innovation Program

Phase 4: Innovation and customer service

Supports - Trainee Training

PRESENTATION

Authors:
Dr Fatine Biaz
Fatima-Zahra Biaz
SUMMARY

Session Name Duration Page

Session 1 Welcome Class‫ﻣﺭﺣﺑﺎ‬ 5h 3

Session 2 Build a Sales Experience 5h 60

Session 3 Create a first offer 5h 112

Session 4 Organizing in the company 5h 153

Session 5 make an offer (part 1) 2.5h 227

Session 5 bis Make an offer (part 2) 2.5h 263

Session 6 Execute the offer 2.5 hours 289

Entrepreneurial Innovation Program

Phase 4: Innovation and customer service

Session 1: Welcome Class‫ﻣﺭﺣﺑﺎ‬

PRESENTATION

Authors:
Dr. Fatine Biaz
Fatima-Zahra Biaz
‫?‪Shall we start‬‬

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‫ﷲ ﺑﺭﻛﺔ ﻋﻠﻰ‬
SUMMARY

01 Let's get to know each other

(60 min)
WelcomeEntrepreneur

We are very happy to see you again after the summer.

Hoping that you enjoyed your holidays, your internships, and your experiences.
Congratulations on your promotion to the second year!

Let's take the time to get to know each other before we start.
EXERCISE

Group presentation: 40 min

You are joining a new class with colleagues who
come from different backgrounds.

You will introduce yourself and get to know your

Entrepreneur colleagues

By introducing yourself, you are playing a role: You are a

PRESENTATION entrepreneur, adopt the attitude of an entrepreneur who
will succeed by God's permission, who remains modest and who is
today, in its beginnings

So begin this way:

I am (your name), and I am going to tell you my
history" (2 min)
EXERCISE

Group presentation: Your learnings (10 min)

Each person presents a lesson in 30 seconds.

key that you learned during the first year.

Attention: You will not be able to repeat a lesson that has

already been presented.

PRESENTATION
EXERCISE

Group presentation: This summer (10 min)

What did you do this summer?

Have you put your learnings into practice?
year 1?
Have you continued with your entrepreneurial project?
Have you started a new project? (example
personal language learning project or
PRESENTATION of a technique?)
Did you learn a new skill?
Did you sell something?

In small groups of 4 to 5 people, share your

summer experiences in 10 minutes
SUMMARY

02 Objectives of
program
Welcome to the second year
year of the PIE
OBJECTIVE

Living learning experiences

During this second year, you will experience several entrepreneurial experiences.
The courses aim to support you in
develop entrepreneurial skills and attitudes
●guiding in the creation of a business

This program is not an INCUBATION program. You will use the skills and the
techniques to develop your project.

At the end of the year, for those who wish, you will be able to join, after selection, the
OFPPT Incubation Program: Immersion Studio
Your mission if you
you accept it ...
Your mission, should you choose to accept it

Interns,
You have a mission for this year,
That puts you in the shoes of an entrepreneur
A normal entrepreneur, who doesn't have any particular resources.
You are no longer an intern. When you enter this room, behave yourself.
as a humble entrepreneur, a leader who listens and shares

Do you accept this mission?

Your mission, should you choose to accept it

Interns,
if you accept this mission, you will become
A leader who listens
A determined entrepreneur, who is committed and aware of his IMPACT
An exemplary and ethical citizen

Do you accept this?

Your mission, should you choose to accept it

Interns,
If you accept this mission, you will no longer be able to
To say that it is impossible
Discouraging people from pursuing their dreams
Being Passive

Do you accept this?

Who is this course aimed at?

The entrepreneurs we are going to talk about are entrepreneurs.

Starting from nothing
These are ordinary people who would like to start a business.
These are people who want to earn an honest living and who quit.
to their values
They are passionate people who work efficiently.
They are positive people.

The course is aimed at these people.

This course is not intended for

This course is not designed for:

○ ‫ﺍﻟﺷﻛﺎﺭﺓ ﻣﻭﻝ‬
the entrepreneurs of the 80s-90s
Those who believe that everything is impossible, that nothing is...
can change, that no one can succeed in it
People who have no sense of ethics
SUMMARY

03 Program of the year

PROGRAMME

Second year: Congratulations on your

passage

Year 1: Discovery of Entrepreneurship

Year 2: Entrepreneurial Experience
A complete entrepreneurial experience

We invite you to experience a complete entrepreneurial journey over the year. You
Go work on a project and progress from phase to phase based on the classes and the
instructions that will be given to you.

Phase 4 Phase 5 Phase 6

A complete entrepreneurial experience

Phase 4 Phase 5 Phase 6

You are going to sell to You will sell more

You will work on
small scale large scale the product
an idea, to build a
experimental it to clients, while
prototype and test your
product/service to respecting the entirety of
product/service
clients your commitments

We rely on your trust: do not go faster than the speed of the courses. Follow
carefully follow the instructions of your trainers.
 PROGRAMME

Training planning

Second year hours volume: 80 hours

●Nombre de séances :
16 sessions of 5 hours (2 sessions per month)
32 sessions of 2.5 hours (once a week)
PROGRAMME

Practical Work and Working Language

Like the previous year, you will have practical work to complete.
researches,…These group works are important. These works are
designed to help you develop important skills:
○ ["Collaboration","Sharing","Leadership","Listening","Team spirit"]

● As in the previous year, you will be able to continue speaking in the language
of your choice.
On the other hand, don't forget, you have become an entrepreneur.
The language used must be formal, the speech clear, and the words gentle.
Make an effort when you are in class, to speak in a very professional manner.
○With your trainers, you will not be able to write in DARIJA (thank you), not even.
the WhatsApp
PROGRAMME

The news of the year

● THE NOVELTY 1: This year, you will also participate in preparing

the classes. On certain sessions, you are responsible for doing the research and
to give the course to your colleagues

● THE NOVELTY 2: In this course, you are no longer interns. You are
as entrepreneurs: Adopt the attitude of an entrepreneur in class. You
You can even plan a specific outfit for the class or an accessory.
showing your status as an entrepreneur.
SUMMARY

04 Phase Program
4
PROGRAM

Phase 4 Program

Let's discover what lies behind Phase 4

PROGRAMME
ATTITUDES
●COMPETENCES
 PROGRAM

PROGRAM Phase 4

Session 1 Session 2 Session 3 Session 4 Session 5 Session 6

‫ﺎﻣﺭﺣﺑ‬ Sales experience Create an offer Let's organize ourselves Carry out a The execution of
Welcome Class in business offer the offer
PROGRAM

The attitudes Phase 4

CURIOSITY

COLLABORATION

PRO-ACTIVITY

SPIRIT OF TEAM

SHARING

LISTEN WITHOUT JUDGMENT

POSITIVE SPIRIT
 PROGRAMME

The 9 Skills Phase 4

Solve problems Plan the work Search for information

Finding creative solutions Speaking in public Design an offer

Learning to sell Observer le terrain Learning to communicate

EXERCISE

BRAINSTORMING - Our future learning (10 min)

What do you want to learn this year?

In groups of 4-5 people,

For 5 minutes, list what you wish.
PRESENTATION
learn (individual work)
Write them or make a representation
drawn. Keep this document for the year
In 5 minutes, share your expectations with the group.
for the year (group work)

Note: there are no right or wrong answers, list all the elements that you
pass through the mind
SUMMARY

05 Nos règles collectives

of work
EXERCISE

BRAINSTORMING - Our Values (5 min)

LET'S DEFINE OUR VALUES

In groups of 4 to 5 people, define the values of

PRESENTATION group: 5 min.

Values are what you do and not what you

say
EXERCISE

BRAINSTORMING: Class Charter (10 min)

LET'S CREATE OUR COMMUNITY RULES OF LIFE

In groups, define the rules of life/

principles of community living
PRESENTATION

Note: there are no right or wrong answers, list all the elements
that cross your mind
OBJECTIVES

Our life in the community: Let's create our rules of life

These rules of life are essential.

Every month, two people will be
designated to ensure that the rules of
lives are well respected in the meeting.
Every month, vote or designate two
new people
At the beginning of each session, these two
people will remind the rules to
everyone
You can also print this
document and display it in class
This document may evolve over time.
measure of the year with new ones
rules
EXERCISE

BRAINSTORMING: Commitment Charter (10 min)

Create the ENTREPRENEUR commitment charter in

small groups in 5 minutes

Then over 5 minutes, select with the rest of the

PRESENTATION classify the elements of the commitment charter
Entrepreneur that you want to put against the wall

Note: there are no right or wrong answers, list all the elements
that cross your mind
 Your Entrepreneur Commitment Charter: 10 min
Create the ENTREPRENEUR commitment charter in small groups in 5 minutes
Then for 5 minutes, select with the rest of the class the elements of the Entrepreneur commitment charter that
you want to put on the wall

‫ﷲ‬ CLIENTS THE PLANET/ THE SOCIETY

●Responsibility in terms of values and
Sell a good quality product Take care of the living:
work ethic Sell at the promised quality, at the price To be aware that we have
Be serious/ do not cheat/ No promised, within the promised deadline impact on the Earth, the animals,
not to deceive
Sell a product/service that does not Plants .. Polluting activities
not to hide the truth
don't hide a flaw The company...
Be responsible, honest,
Sell a product that is not
integrate harmful to the health of customers
○ …
Repair/ exchange a sold product
that doesn't work
● ….
SUPPLIERS SALARIES ASSOCIATES
Pay suppliers on time ●Pay them in accordance with Define how you will
Treat them with respect and contractual requirements work together
consideration Take care of them What are you going to do with the money that you
go collect?
OBJECTIVES

Your Commitment Charter ENTREPRENEUR: Let's create our

rules of life

During Phase 3, you have

establish your commitment charter.
• Redefine your
charter of commitment
of entrepreneur
SUMMARY

06 The most mistakes

frequent of
entrepreneurs
Let's start our first class.

Our first class starts now!

Are you ready?

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The mistakes of entrepreneurs

Your Mission: The Mistakes of Entrepreneurs

Here is your mission for the next 30 minutes

In groups of 3 to 5 people, you will work for the next 30 minutes on the
Next question: What are the most common mistakes made by entrepreneurs?
Do your research on the internet: 15 minutes of research
Prepare your presentation: 5 min
Each group has 2 minutes to present the 2 mistakes that stood out to them the most.

ATTENTION: you will not be able to mention an error that has already been cited by one of your colleagues.
The errors of entrepreneurs

Create a collective document (5min)

Now that you have identified the most common mistakes, create a document.
illustrated collaborative that you can hang on the wall with the most common mistakes
Select the 10 most common mistakes
Find the best way to illustrate them

You will be able to reuse this document throughout the year. At the beginning of each session, all
this year, you will take 1 minute to reread it
SUMMARY

07 Learning to sell
Learn to sell

Skill of the month

We will learn a new skill each month, during each session.

You can work in groups or solo depending on the exercises.
Learning to sell

The skill of the month

This month is dedicated to learning sales techniques.

The first skill an entrepreneur must learn is sales.
Indeed, how can he develop his business if he does not know how to sell?
Hiring a sales representative at the start of the company: is it a good idea?
It's a very bad idea
At first, you want to meet your clients, understand their
needs, the objections
You have to do it yourself.
SUMMARY

08 Sales experience (60 min)

Learning to sell

Sell homemade or work-related products

This week, we are going to ask you to get into sales.

What are you going to sell:
○A product that you make yourself or that is made by someone in your
family/ home (for example: I know how to bake cakes, I know how to prepare products
natural, I know how to make a decorative product...
A product related to your profession:
You are in the automotive field, get in touch with a professional.
and suggest to him to sell a product for him
Learning to sell

Learning objectives (10 min)

According to you, what skills are you going to learn?

What skills do you want to acquire through this exercise?
Learning to sell

Skills and difficulties (10 min)

What difficulties do you anticipate?

What are you going to do to cope with these difficulties and circumvent the problem?

Complete the table

Difficulties Your solution to this problem The skill you are going to develop
Learning to sell

What are you going to sell? (15 min)

Identify the product/service you want to sell

The work is individual ..

Learning to sell

Potential client need (25 min)

What need does this product meet?

Who has this need?
How important is this need?
How will you sell this product?
What communication and sales channels will you use?
Why would your client want to buy it?
How will you ensure that you do not sell at a loss?
SUMMARY

09 The lessons learned

LESSONS LEARNED

LET'S SHARE THE LESSONS LEARNED

Selling is breaking away from your false beliefs.
to build an ethical relationship based on
commitments and values such as integrity and
Simple honesty
What lessons
& Valuable
hold on Becoming rich and famous is a consequence of a
Have them for one. Living grass for can't this
entrepreneurial journey. The risk of each exists, it
aujourd’hui ?
Waters had winge dtobeC reepiest onbdue which to
Two sets had seasons. Fifth man wherein seas don't. one must only have the ability to be patient
subdue which two sets had seasons.

To sell, make it a habit to prepare in

among three fundamental steps: the pre-sale,
sales and after-sales.
SUMMARY

10 Next session
NEXT SESSION

SESSION 2 :

Next session:

Entrepreneurial Innovation Program

BUILD A SALES EXPERIENCE

PRACTICAL WORK

TO DO FOR THE NEXT SESSION

Individual Work
We ask you to make one or more sales that can be homemade products.
that you manufacture or products related to your profession (by assisting a merchant to
to sell
The goal: to develop your sales talent
At the next meeting, you will present the result of your sale.

We ask you to review the videos on the Business Model Canva that you watched in 3rd grade.
First year phase: MOOC Video
●pie.ofppt.ma
PRACTICAL WORK

TO DO FOR THE NEXT SESSION

COLLECTIVE WORK

● We will ask you to work in groups to prepare the course for the session.
next.
You will be the trainers.
There is no content prepared by the trainer.
●Pas de préparation, pas de cours.
PRACTICAL WORKS

TO DO FOR THE NEXT SESSION

You will conduct research on the following themes. Each group will prepare a
theme
Design a good product to sell
Understanding your client to sell
Sales techniques
Sell ethically (How to adopt an ethical attitude in sales: do research on
The best practices in social enterprises,
What does religion say about good practices?

The intervention of each group must last

10 minutes of presentation
10 minutes of questions-answers/exchanges/debate/reflections/discussions

IMPORTANT: WORK IN THE LANGUAGE OF YOUR CHOICE

 BEAUTIFUL
DAY