National Team Selling Competition
21 universities competed in 8th Annual National Team Selling Competition
October 16-17, 2014
Bloomington, Ind. -- Teams from 21 universities across the United States met at Indiana University in Bloomington recently to demonstrate their sales skills in the seventh annual National Team Selling Competition hosted by the Center for Global Sales Leadership at the Kelley School of Business.
The educational outreach event was sponsored by Altria Group Distribution Company and 3M Corporation. Their employees role-played the position of buyers and senior management, and served as judges.
The materials outlined a fictional situation in which the teams of four undergraduates had to first convince a buyer for a grocery store chain to test carrying gourmet salts and salty snacks to help them meet their profitability goals. If they convinced the buyer of the product’s value, the team members then presented their case to the senior management at that account. There were three role play rooms running simultaneously and the top team from each room presented a Launch Presentation to everyone and each team coach was asked to vote on the overall winner. Each teams’ presentations were videotaped for them to review their performance later.
“As the sponsor of the competition, our goal is to write a challenging consultative selling case and provide a competitive environment to all participating teams,” said Jennifer Whaley, senior account manager with Altria. “The quality of the students that we observed continued to amaze us. We were so impressed by the quality of their team selling conversations and presentations.”
Candace Mailand, 3M sales innovation manager, said 3M was proud to be a corporate partner with the Kelley School and to have the opportunity to co-sponsor competition. “These types of events provide students with an opportunity to apply the knowledge and skill sets that they've developed in the classroom to ‘real world’ competitive selling situations. The more students participate in such events, the better prepared they will be when they enter the professional workforce.”
The event includes a Sales Career Fair which provided an opportunity for all the participants to explore selling career opportunities with corporate sponsors seeking sales talent this year. Sponsors included Altria Group Distribution Company, 3M, Berry Plastics, C.H. Robinson, CEB (formally known as Corporate Executive Board), Coyote, Google, IGS Energy, Kraft Foods, Mondelez, MSDS Online, Northwestern Mutual, TEK Systems, Whirlpool Corporation.
In addition to Indiana University Kelley School of Business, the participating universities were Ball State University, Baylor University, University of Connecticut, University of Florida, University of Kansas, Kansas State University, Michigan State University, Northern Illinois University, Purdue University, University of Richmond, St. Catherine's University, St. Mary's University, University of Toledo, Tuskegee University, Villanova University, University of Washington, University of Wisconsin Parkside and Xavier University of Louisiana.
Awards were presented to the winning teams at an awards luncheon. Team prizes were $3,000 for first place, $2,000 for second place, and $1,000 for third place. This year, first place went to University of Washington, second to Baylor University, and third to Northern Illinois University.
Next year’s competition will be held in late October at the Kelley School. Details and the exact date will be posted at http://www.kelley.iu.edu/GlobalSales/competition/page15623.html.
Contact: Andrea Roberts, Kelley School of Business, firstname.lastname@example.org, 812-855-2521
Participating schools have been sent photos and videos from the competition.